“Know, Like, and Trust” Doesn’t Work in Sales Unless…

I see lots of people spouting off about how people will do business with people they know, like, and trust. They wax poetic about how important it is to network and get people to know and like you before you ask for the business. They even quote very smart people like Bob Burg, author of The Go-Giver, and Dr. Ivan Misner, the founder of BNI, when they make their proclamations. But guess what? None of that matters, unless . . .

On some level you must know, like and/or trust me or you wouldn’t have read this far. So, I would like to offer to sell you a ham and cheese sandwich on white bread, right now for $25. Interested? No?! Why not? Don’t you like me? Aren’t we friends? So why don’t you want to buy my $25 sandwich? Oh, you aren’t hungry? You don’t like ham and cheese? There’s no way you are paying $25 for a lousy sandwich? What?!

And now we’ve arrived at the key point that is often left out in this conversation: People will ONLY do business with people they know, like and trust IF their needs are being met. If you aren’t adding value or ameliorating a pain point at a reasonable price, then it doesn’t matter how much someone loves you; they aren’t buying what you are selling.

So, before you run around trying to get people to love you, make sure the product or service you are offering is worth paying for. Do your homework. What other options are available to your customer? Does your solution meet their needs? As you are uncovering all of this information, your prospect will start warming up to you anyway because you are really trying to get at the heart of their problem and help them solve it. You have already started the process of adding value simply by listening and uncovering their true need.

How I Went from a Day Job to my Dream Job

Have you considered what it would be like to have your dream job? Can you imagine getting paid to do the things you are passionate about? Sounds like a cool gig, right?

Unfortunately, 86% of people feel stuck in their day jobs. I know you are thinking, “So what? At least those people have jobs.” Well, my friend Kary Oberbrunner did a ton of research on this subject and helped me understand 3 reasons why going from my Day Job to my Dream Job was the smartest move I could make.

1. Day Jobs Are Killing People

I thought this was a bunch of marketing hyperbole until I looked at the facts:

  • Stress - 70% of American workers experience stress-related illnesses
  • Burn Out - 34% think they’ll burn out on the job in the next two yearsDay Job to Dream Job Book
  • Heart Attacks - The LA Times reports there is a 33% increase in heart attacks on Monday mornings.
  • Injury - Entrepreneur magazine adds that there is a 25% increase in work-related injuries on Mondays.
  • Death - According to the National Centers for Disease Control and Prevention, more people die at 9am on Monday than at any other time.
  • Suicide - Male suicides are highest on Sunday nights with men realizing their careers are not where they want them

(Some research from 48 Days to the Work You Love by Dan Miller.)

2. The World And The Workforce Have Changed

Your parents and grandparents may have stayed in one job or industry for their entire lives, however that’s a rarity today.

The average worker will change her career seven times, hold eleven jobs before the age of forty-four, remain in her current place of employment for less than five years, and probably move into a freelance/independent contractor role.

Do you want to change your day job and career every few years? Creating your dream job and controlling your future seems to make much more sense.

3. Creating Your Dream Job Is Now Easier Than Ever

Kary showed me that today you have:

  • More Access - If you know the right rules and abide by them, no one is beyond your reach.
  • More Resources – If you know where to go, all the information in the world is at your fingertips.
  • More Connection – If you can get online you can run your business.
  • More Incentive – If you don’t have to stay in your day job job, why would you?
  • More Instruction – If you apply the information in Day Job to Dream Job you can implement your escape plan.

Kary wrote the book on going from Day Job to Dream Job. In it, he reveals 9 proven steps (The Dream Jobber Plan) that helped him jailbreak his day job. He now uses this model to help his Dream Job Bootcamp students escape their day jobs. No hype here. He gives you a clear map to move from Prison to Plan to Payoff.

And this payoff is much more than a paycheck. In your Dream Job you can experience:

  • Freedom – to go as you please
  • Finances – to earn as you wish
  • Fulfillment – to live as you like

Kary knows how much his information has helped me in my transition, and now he wants to make the same information available to you at an insane price, over 50% off retail. For just $6.99 plus shipping you can get his book at this special link, but only for a limited time.  He even includes 3 bonuses that he values at $119. (I have all of the bonuses and think this is way undervalued – one of the bonuses alone will save you hours and hours of headache and frustration and could keep you from making many costly mistakes. How do I know? I made a few of them before I met Kary.) His videos and 200 page interactive guidebook will help you customize your own escape plan.

Listen. If you’ve read this far there is voice inside of you telling you it’s your time to take action. There’s probably also a little fear creeping in – that’s totally normal. Click here to get the book, the bonuses and join a tribe that will help you get over that fear so you can step into your greatness.

 

Behind the Scenes of a Virtual Book Launch Party

One of the most effective ways to launch your new book or product is to have a launch call or webinar. If you arrange it so that it’s a party-like atmosphere with special guests, interviews, and other giveaways and tie it to social media activity, you can get a ton of traction, awareness, and drive more purchases of your product.

I was honored and privileged to be invited to help my friend, Barry Smith, run his launch party call a few days ago for his new book, Leadership by Invitation – How to RSVP and Embrace Your Role as a Leader. My role during the call was to manage the social media activity and prize giveaways. We gave away gift cards from Starbucks and Amazon, autographed books from John Maxwell, subscriptions to Success Magazine, a Kindle, and a whole bunch of other cool things to people who were posting on social media with the hashtag #lbibook .

The video below is an overview of how I handled the call. It shows you the systems and resources I used to make the magic happen.

 

The Power of Podcasts

If you market your products or services online, you know how challenging it can be to fight through the clutter and get your message out there. Most people employ what I call a “spray and pray” marketing campaign, where they simply spray their message all over the place and hope a few people receive it and take action. As I’m sure you can imagine, there are much better ways to impact your audience and get them to know, like, and trust you and podcasting is quickly becoming one of the easiest and most powerful methods to make that happen.

For most people though, the thought of creating a podcast is a little daunting because they aren’t sure where to start. What equipment do I need? Where do I host it? How in the heck do I get iTunes to carry my podcast? Well, thankfully there is hope for people like that, and it’s called Podcast School.

The reigning queen of podcasting, Kris Gilbertson, is sharing her knowledge and wisdom on podcasting in a series of videos that are coming out over the next few days. If you have any interest whatsoever in creating a podcast, I highly recommend that you opt-in and watch her videos. The info she shares will help you get started the right way so you aren’t spending a lot of wasted time learning from your trial and error. She’s helped people get their podcast on the front page of iTunes in just a matter of days, so I know her process works.

So, enough of me blathering about how awesome Kris is, go see for yourself right now: Click here for her free podcast training videos.

Click Here for Podcast School

Click here to learn 5 reasons why you simply can’t afford to partner with iTunes.

 

What’s Your Excuse?

Last week I had the honor and privilege of spending some time with one of the most inspirational and motivational people I’ve ever met, Nick Vujicic. In case you don’t know his story, here’s a quick overview: Nick was born with tetra-amelia syndrome, which is a rare disorder characterized by the absence of all four limbs. During his adolescent years, he was teased and bullied unmercifully by his classmates which caused him to seriously consider suicide a couple of times.

Nick Vujicic and Dave Gambrill

Nick Vujicic and Dave Gambrill

Instead of giving up and giving in to his situation, he set out to show the world that through his faith, anything is possible. He has gone on to build a multimillion dollar charity, Life Without Limbs, and has inspired people all over the world with his motivational messages. He also spends much of his time sharing his story with children in schools to help combat bullying and self esteem issues.

Instead of making excuses, Nick chooses to make things happen. He has no arms or legs yet he has accomplished many great things and has added immeasurable value to people all over the globe.

So my question to you is, what’s your excuse?

 

Secrets of Content Creation

If you follow me or my blog, it’s safe for me to assume that you have some aspiration of becoming a well known author, speaker, trainer, coach or someone who derives income from sharing their knowledge and expertise. And if you are are like me, you’ve probably assumed that those people make most, if not all, of their money only when standing on stage or selling their book. But guess what? Many of the most successful people in those roles make a huge percentage of their income from a diversified portfolio of other information assets. In simple terms, they find creative ways to re-purpose their content and then sell it through multiple channels. Essentially, they give the presentation once and profit from it over and over and over. Brilliant!

The guy that really raised my awareness around the specifics of how to create an integrated product suite is Brendon Burchard. I’ve read his books, bought his online training modules, and even attended two of his events last year. When it comes to showing you how to profit from your expertise and perspective, the dude is a genius. And the cool thing is, he often shares some of his best content and training for free, and he happens to be doing it right now. Click here if you’d like access to his video training series on creating an integrated product suite using your expertise. He usually only leaves the videos up for a few weeks, and they’ve already been up for a couple, so watch ‘em now before he takes them down.

brendon-burchard-totalproductblueprint-com-video-2-01

“You’re so lucky!”

As I’ve made the holiday social circuit this year I’ve noticed a few things that keep popping up in conversation:

1) The people who keep using words and phrases like, “aren’t you worried?”, “I’m just concerned that”, and “I just can’t bring myself to…” are the same people who are in the same place they were when I saw them last year at this time. They’ve taken zero risk and therefore are in the same or even worse place than last year. They’ve made no progress toward their success goals. If you always operate from a place of fear, you will rarely, if ever, see the kind of success you dream of. luckquote2

2) A few people have noticed some of my wins this year and chalked them up to “luck” and said that I’m an “overnight success”. Interesting. In my eyes, “luck” is when preparation meets opportunity. If you don’t prepare, the opportunities still present themselves, but since you aren’t prepared you don’t even notice them. And preparing means more than just reading a book or two; you have to invest in yourself, which brings me to my third point…

3) If you won’t invest in yourself, how can you expect others to invest in you? In the last few years I’ve invested thousands and thousands of dollars and weeks of travel in my own personal development, and it’s all starting to pay huge dividends. I don’t share this to impress you, but to impress upon you that you must invest in yourself and your business to see success; it doesn’t happen overnight and it’s not magic. If it is a priority for you, it should show up in your datebook and your checkbook.

So, as you are making your plans and setting your goals for the year keep these things in mind so you too can achieve the success you envision.

How stable is your ride to the top?

Now, more than ever, financial diversification is crucial for your long term financial success. If you don’t currently have multiple streams of income, now is a good time to start doing something about that.

Elevators

Merry Christmas from Dave Gambrill and all of us at Gambrill Communications!

Leveraging the Power of G+ and Hangouts for Business