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Bumper Sticker (Business) Theology

Politics and religion, the two subjects we are to avoid in polite company. No worries, I do not plan on trying to prove I can pull off broaching either subject in a way that will help you build new business. What I will do in this offering is to highlight some of my favorite ‘bumper sticker’ phrases, add a little meat to the bones and relate them to some ideas that may help spark a fire as you build new business.

“People Don’t Like To Be Sold, But They Love To Buy”™

This is such a popular ‘Bumper Sticker’ that it has been trademarked. This comes from renowned sales coach Jeffrey Gitomer, a creative, on-the-edge, writer and speaker whose expertise on sales, customer loyalty, and personal development is world renowned. If you are not getting his free, weekly newsletter, sign up now!

What Jeffrey is saying here is that how often do you hear someone say, “I am going to the mall to be sold a TV.”? As compared to “I am going to the mall to buy a TV.”? Gitomer can elaborate much better on this topic than I ever could but the gist of it all is to make your product or service something someone wants to buy rather than something you have to sell them.

How much effort do you put in each month on learning new ways to have others buy from you?

“If I Had Six Hours To Chop Down A Tree, I Spend Four Sharpening My Ax.”

I just wrote a white paper for a client where I was able to use this, one of my favorite quotes. It has been attributed to Abraham Lincoln and it so simply states the need for proper planning. As we head into the colder months, depending upon which part of the country you reside, construction may slow to a crawl, if it has not already. This is the time you should be sharpening your ax.

How does your pipeline look? How are you filling that pipeline? How are you working that pipeline?

When you are trying to get people to buy…are you beating a tree for six hours with a dull ax or are you slicing through to new business with time to spare?

“Practice Does Not Make Perfect, Perfect Practice Makes Perfect.”

This quote has been attributed to Vince Lombardi but I am going to credit my father, my lifelong coach, for the impact this has had on me. Growing up, one would have had a difficult time convincing me I would not become the next Jack Nicklaus. Golf is what I did. One day, in the back of a golf magazine, I saw an ad for a net that one could erect in a garage or large room which would allow the person to hit practice shot after practice shot, grooving their swing all through the winter.

When I told my dad I wanted one, he balked. I asked why and he said, “How do you know if you are grooving your swing the correct way? How can you tell where the ball ends up if you are hitting it into a net?” He went on to explain unless you could see the end result, that practice alone is not making perfect.

How often to you review your presentation? Have someone critique your pitch?

“Any Goal Not Written Down Is Nothing But A Dream.”

I never cease to be amazed, when talking with prospects, how few do not have a simple list of goals. I won’t even go into how few actually have a business plan. I am not sure who to credit the above quote to but it is one of my favorites.
Think about this…the construction industry is all about following plans, construction documents and specifications. This information will tell a contractor everything from how to erect the steel all the way down to pointing the direction of air flow from a diffuser yet when asked if the have/follow a set of plans for their business, many just stare and blink.

Let today’s goal be to create a list of goals unless, of course, you have already accomplished this goal. If so, what about your employees? Do you know what their goals are?

“Failure Will Never Overtake Me If My Determination To Succeed Is Strong Enough.”

This one is easy. Og Mandino, author of ‘The Greatest Salesman In The World’ and the book I have purchased more than any other. (We give a hardback copy of this great book to all high school graduates we know.)

Times are tough and who knows when things are going to turn around but hang in there and never give up. Sharpen your ax every day, even if it is for just five or ten minutes at a time.

If your determination needs a boost, get Og’s book and if you read nothing else, read “I Will Persist Until I Succeed.” It works for me every single time.

About the Author

Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc., An Atlanta based management consulting group specializing in CRM, Business Development, Sales, Marketing as well as Executive Placement and Recruiting for the Architectural, Engineering and Construction industry.

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