Never Give Up In Down Times

In my last entry, “A Recession Is Coming And I Can’t Wait!,” I wrote that recessions and down economic periods are the best times to do business because most of the competition gives up.

As expected, there were some very good comments. Normally, I would leave it at that; but one of the comments was so good, I wanted to make sure you all got to see it. It’s from a woman named Davida Roth and I think she sums up the prevailing attitude, because she’s on the front lines witnessing it. Here’s what she wrote:

Mr. Greshes

Thank you so much for this article. I am an Independent Consultant with Mary Kay Cosmetics and I’m finding that many Consultants in my area had already started to mentally close the figurative doors of their business due to their fears over the economy. Especially since the purchase of cosmetics and skincare is often made with discretionary/ disposable income and for some women it’s even a luxury purchase.

I didn’t know how to address their concerns and frankly was finding myself getting antsy and anxious every time I even heard a news report on the coming recession. Every "No" that I used to be able to brush off, now seemed to confirm my worse fears. Already, reading and re-reading this article has helped to bolster my flagging confidence and I’ll be able to encourage my sister Consultants as well.

Thank you for taking the time to write this post and of course for sharing it with us.

Does that sum it up or what? First of all, WE ARE NOT IN A RECESSION; and there’s a real good possibility there will not be one, but it doesn’t matter! As you can see from Davida’s comment, it’s our own fears that create these self-fulfilling prophecies.

Do you really believe, even if there is a recession, women will STOP buying cosmetics and skincare products? What about all the millions of women who go to work every day, will they stop wearing make-up or using face cream? Yeah, and I think I’ll stop showering because my water bills are getting too high. Sure, maybe they’ll use less or buy cheaper brands, but with so many salespeople giving up, there will be more business out there for the rest of them.

I’m sure glad my article posted at the exact right time and I was able to help Davida as she was about to succumb to one of the biggest obstacles in the world: negative people!

Don’t let negative people stop you. They’re just looking for an excuse to not have to try as hard. Your efforts to keep doing business while ignoring the nay-sayers are less likely to inspire them than it is to make them try harder to stop you, so as not to make them look bad. Your only solution is to tell them, “Either join me and come along for the ride or get out of my way!"

A Recession Is Coming And I Can’t Wait!

If you’ve been following the economic news lately, you pretty much hear nothing but doom and gloom. Energy prices climbing; the housing market continues to fall; the dollar is weak; economic growth in the fourth quarter climbed but at a much slower rate due to weak holiday sales; the consumer spending binge seems to be slowing; and then, as I write this, I see on my newsreader “Inflation rate is worst in 17 years.”

All I can say to that is, “What a perfect time to do business!” Now before you start filling out the commitment papers, let me tell you something; there is no better time to do business than during a down economic period and for one simple reason: most of your competition has given up. It is my belief that during down economic periods or recessions, salespeople stop selling long before customers stop buying.

Sure there might be less business out there, and, most likely, the size of the average sale might decrease; but, with less people chasing the business, it will be a lot easier for you to get what’s out there. It is the perfect opportunity for each and every one of you to go out there and grab market share.

One thing we know about the economy is that no matter how bad it may get (and I don’t think it will be that bad. Remember, good news doesn’t sell), the economy always comes back. If you capture market share when business is down, you’ll be perfectly positioned to explode your business and crush your competition when things turn around.

It is so critical for you to be more visible than ever to your clients and prospects, because of the perceptions you create. During good times, if your clients and prospects don’t see you for a while, they just assume you’re busy. But if they don’t see or hear from you during tough times, they just assume you’re gone.

The average to poor salesperson is not looking for business: they’re looking for an excuse and a recession is a great excuse. They can go see one prospect or client who will tell them, “Business is tough right now, we’re not buying,” and turn that into “Nobody’s buying.” You see this way they can’t actually fail. They can tell their manager, “I’ve been out there. Business is bad, nobody’s buying.” Their ass is covered. Of course, they never do succeed: which is what it’s all about.

Don’t you just love it when people say, “Nobody’s buying?” What the hell does that mean? The United States has a 13 TRILLION dollar economy. If it went down 10%, which is unheard of and would cause panic in the streets, there would still be 11.7 TRILLION dollars of economic activity going on: Somebody’s buying something.

Do yourself a favor, don’t listen to the negativity: let your competition do that. Just go out there and show up. Keep talking to prospects and clients and keep asking for the sale. Lot’s of companies will be buying and you might be the only salesperson out there who’s actually selling.

Looking Ahead To 2008

As I look back proudly on what turned out to be a very successful 2007, I want to thank all of you who helped us along the way. To our speaking clients who gave me the opportunity to address their audiences; to our new private podcast clients, who have helped us find a new successful, efficient yet cost-effective way to deliver information and inspiration to their far-flung sales forces; and to those of you who purchased our educational products. I hope we have lived up to your expectations and have helped you and your companies become even more successful.

But now, a new year is about to begin and with it, all the optimism and anticipation that comes with it. I know I’m excited about 2008, because I can’t wait to build on all the success we achieved in 2007. I hope you feel the same way, because you should. Every new year brings new opportunities to those who are ready, willing and able to take advantage of them, no matter the circumstances.

As you begin your journey through the new year, remember: don’t listen to all the negative people who will be bombarding you from every angle. For months I’ve been hearing predictions of a recession in 2008 and all I can say to that is: “Who the hell cares!” That has nothing to do with me and it should have nothing to do with you, unless you let it.

You know as well as I do, no matter what is going on in the economy there are people who will do well and those who will not. Heck, even during the depression, there were people who made fortunes: How does that happen? It happens because successful people will always be successful, no matter the economic conditions.

I am convinced that during recessions (and this is not a prediction, because I don’t listen to predictions), salespeople stop selling long before clients stop buying. All I know is, I hope my competition listens to all the “gloom and doomers,” because it will make it a lot easier for me to do business.

Beware of the losers! They will try and drag you down with them. Why? They need company. They don’t want to see you do well. They would rather have you fall down to their depths, than work hard to keep up with your success. They’re not trying to protect you from failure; they’re trying to detour you from success.

So turn off the TV, pop in the ear plugs, put on those blinders and let’s charge straight ahead into what I know can and will be a tremendous 2008! (OK, OK, so I made a prediction.)

Goal Setting Techniques That Work

First, I want to thank everyone who has helped make Prospecting Skills That Work a success! Your feedback has also been great about seminars that you would like to see in this format. This is why very soon we’ll be releasing Goal Setting Techniques That Work: How to Create a Five Year Action Plan for Your Life. Below is a preview of the new DVD. If you know you need to get clear about your future, but haven’t yet clarified your vision, this program will give you the tools and motivation you need to get started now. This DVD will be available in the coming weeks, so check for updates.

Starting Your Own Business: What to Expect Part II

In the second of this two part series based on Discover Card’s “Small Business Watch,” we’re looking at information derived from small business owners that will better prepare you to take that next step into entrepreneurship. Here are some things you might not know but better be prepared for:

• Nearly one of three business owners, 31 percent, indicated they work at least 10 hours or more per day on average. Only out of five non-business owners, 19 percent, worked the same each day.
• 15 percent of small business owners work every day of the week, more than twice as many, 6 percent, as the general population. Similarly, 28 percent of small business owners work six days a week, compared to 15 percent of the general population.
• Nearly half of small business owners, 47 percent, said that they always or mostly work on official holidays.

So if you’re used to a 9 to 5 life, think twice before starting a business.

• More than half of the business owners, 52 percent, took seven days or less off work last year, compared to 36 percent of the general population.
• 59 percent of small business owners define a “day off” as being available for calls and emails, working some time or even working all day at a remote location. Only 32 percent of the general population does the same.
• More than half of small business owners, 55 percent, said their spouses approve of them checking email when they are off from work, compared to 37 percent of the general population.
• “Small business owners are really focused on serving their customers every day. Our survey found that 40 percent of them carry wireless devices to keep in touch with their customers and clients when off work." “Being a small business owner often means that you are always open for business.”

When you’re a small business owner, your life is your business and your business is your life. It’s not even a matter of overlapping; they are totally intertwined.

Also, if you already own a small business or you’re thinking about starting one, then check out our new small business consulting service and give us a call for a free initial consultation.

A Customer Service Story: The Ritz-Carlton Way

One of the most visited articles on my blog (so I’m told) is a piece I wrote a few years back titled, "Customer Service: The Ritz-Carlton Way." It discusses the six steps that make Ritz-Carlton customer service so exceptional and unparalleled.

Well just last week, I received a call from a good friend of mine who related a wonderful story about Ritz-Carlton. Dennis Lacognata is a partner in a company called Prompt Mailers in Staten Island, NY. They are a full service mail house and if you’re looking to put together a great direct mail campaign visit their website.

The great story Dennis told me was about his daughter, Annemarie.

About a year ago, Annemarie and her husband spent their honeymoon at the Ritz-Carlton hotel in Hawaii on the island of Kauai. Naturally, they had a great time.

A few months ago, Annemarie received a phone call from someone at Ritz-Carlton. Being a smart organization that prides itself on service and follow-up, Ritz-Carlton knew that Annemarie and her husband would soon be celebrating their first anniversary. Figuring they would want to celebrate in style, they offered her a terrific package deal to stay at one of their hotels in the Caribbean. Naturally, Annemarie booked it immediately.

No sooner was the reservation booked that Annemarie received a call from the concierge at the Ritz-Carlton where they’ll be staying. The concierge asked if there was anything he could do to make this occasion even more special.

Annemarie said there was nothing she could think of at the moment, but was there anything special he had in mind? Did he ever!

The concierge told Annemarie they had a beautiful package that would allow them to renew their vows in a setting that was romantic, and Ritz-Carlton would arrange for everything: Limo, a setting on the beach at sunset, the priest, music; all top drawer. You couldn’t say no.

So Annemarie and her husband bought the package and sometime this month they will fly to the Caribbean to celebrate their first anniversary, Ritz-Carlton style. Why?

Because Ritz-Carlton:

When was the last time you received a phone call from a hotel or resort who felt that you were important enough to keep as a customer? And it wasn’t as if Annemarie and her husband had been longtime steady clients. As a smart company, Ritz-Carlton knows that if they can do a great job for this nice young couple just as they’re starting out in life, then they will have a place in their hearts for a very long time.

Many years ago, I received one of the best pieces of advice from a great speaker named Joel Weldon. He told me: “If you want to be successful, look at what everyone else is doing and do something different.”

That’s what Ritz-Carlton does everyday.