My Notes on the book:
Being fist is the only thing that matters really.
Recessions are Opportunities, that’s the time when you have to expend not retract.
You can’t decide to just not take part in them. Confront the truth.
Big advances dont happen with basics. Unreasonable actions.
Most important skill:Knowing how to cold call
Write out what others are not willing to do, then do it.
Make a line, what are people are allowed to do in my presence and what not. Where is the line? Handle them! Tell them to their face what the problem is.
Easy time is a bad teacher -> Self-Delusion
Do not alter the actions, be unreasonable!
Power Base: (People I know)
I am not short on Money but short on People.
Start with your Power Base. Expand it. –> Word of Mouth!
Personal contact is the best, the more difficult the better. Meet > Phone > Social Media > Email
Dont give bad News ever! You will be blames subconscious.
Blank space in the calendar is the Devil !
What the do does not matter, you never know who the know! What they think does not matter! Be unreasonable! Do not make is a sales call!
“Procrastination is bad because everyone is good at it” like everything the more people are great at the less valuable.
Action: Work my Power-Base, build it daily. Reactivate. Make a list.
Contact past clients, stay in touch with them. -> Competitive Advantage
Dont fail at organizing fail in action.
Get the actual adress.
Obscurity and blank calendar are the worst.
Ask for referrals.
Meetings + Follow Up
1 Meeting = 10 Calls. Meet power base and past clients.
Just drop my cold !!!
To get a job just drop by.
If you are really committed to your product follow-up like crazy. Dont quit.
The goal is always to get in front them always.
When searching for a job always make it a priority to get in front of them. Businesses are buit on that.
Be unreasonable with follow Up
Power Base -> Former Client -> New Ones
You never add value by reducing price.
Wow your clients, service matters.
When reducing price you start to compete with other products. 30$ Books vs 30$ Cloth.
People always want the product more worth then they paid.
Demonstrate how the product will solve the problem
Be sure the customer can afford it.
Add a second sale to a first. Add-Ons. Dont be afraid to lose business.
Add-On only after sealed first sale. Add it at the end.
Praise their first sale. Make them feel good about it.
What did they came for? What can I add.
Value Add Proposition
Add value to a first purchase. Something that does not cost me anything.
USP = Unique Selling Proposition, what makes is special. Build value.
What do people really buy ? Results!
Dont discount, add value. Sweeten it!
“When you get rid of options you come of with solutions”
“Act Hungry or you will become Hungry”
Dont think you will look desperate.
Show that you are Hungry for every deal. Let them know you want it.
List of desireable customers
Change clients when needed. Dont just focus on one.
During Recession dont stop advertising. Be even more aggressive.
Spend every dime, do all you can. Creative Effort is the best advertising. (Free shit, visits, social media ….)
Take massive action and get MASSIVE Problems !!!
Repackage products for the currents situation.
Blogs —> Books —> Sales Program
Time Management (Chap. 16)
In hard times get more productive and active.
Time * Energy = Efficiency
Any action is better then no action. It does not need to have a ROI. Just do something important.
White space on the calendar is the worst!
Increase Effort in every area, expand all the energy. Go all out. When times are bad its time to go all fucking out !!
Start with sleeping time, when will I sleep. Then pack the calendar.
Get uncomfortable. I need to fear it!
Set time limits for meetings.
When you are busy you dont have time for the Devil.
Treat your time as extremely important.
Busy = more self-esteem
- Make a list on the wasteful things you do.
- Where do they belong? Limit?
- Dont let is cross over in the productive time tho.
- Step sleep and wake up time.
During hard times avoid lack a direction and negativity. People will see through that. They will see that you are uncertain and depressed.
Fool yourself that it will get better.
Pos. Thinking + Action ! Act competent.
You need to be positive no matter what.
Be solution orientated !!
To get out the hole, increase urgency and nesessarily. As if life depends on it.
- Believe in Product
- Follow Up
- Generate new opportunities
- Presentation skills
Disagree with the masses !
You want hate because you need Attention, obscurity is the biggest problem.