Fear versus Inspiration in Sales

Fear versus Inspiration in Sales

A Bottle of PainFind their pain and exploit it… that’s the basis of most sales training programs. Find their pain, find their fear, and get them at the gut.

Yes, it’s true. Going for the gut increases your sales.

And the question remains: Do you really serve yourself and your customers/prospects when you come from a space of pain/fear?

If the Law of Attraction is invariable, then focusing on people in pain or in fear will bring you more of the same. That’s great, if that is the space you want to claim as your own. More people with no money, more people with bushels of objections, more people who live in fear of their competitors.

What if you came from a higher consciousness? What if the people you want to attract are those with a chronic positive outlook, the calculated risk-takers, the “I can do it” folks?

What if your elevator pitch was less about what info you can pack into an elevator ride and more about how much you can elevate the thinking and lives of the people you meet?


Just for Today

Look only for the Joy points:

  • Instead of “We help people who don’t know how to…” try “We help people who are excited to learn to…”
  • Instead of “We help people who fear that…” try “We help people who dream of…”
  • Instead of “We help people who lack…” try “We help people who have room for…”

We’d love to hear how your experience of the day changed as you looked for ways to elevate those around you!

We’re Lucid Business Strategies… helping small businesses grow bigger and better.

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How to Be a Small Business with a Big Presence in the “D”

How to Be a Small Business with a Big Presence in the “D”

Small Business Big Presence

Building a reputation as a “player” in the metro Detroit business community has been a small-business challenge for years, but it needn’t stay that way, says Kelly Oles, Corporate Partnership Development Manager for Palace Sports and Entertainment.

“Under our new management, there are affordable print, broadcast, and event options for small businesses that are surprisingly affordable,” Kelly says. “People shouldn’t be scared off by the perception that partnering with the Palace is beyond their budget.”

Small businesses with a modest budget might consider:

  • Banner ads on the Palace website or advertisements on the new Pistons mobile app.
  • 30-second pre-game spots on the Piston’s radio network, which covers 92% of the state.
  • Holding a Holiday Party or Business-to-Business networking event at the Chairman’s Club. Events can be packaged with a game, if you wish.
  • Contract for a suite for a single game, or a concert.

Those with a bit larger budget might consider:

  •  Buying ad space in the Courtside Quarterly magazine, which is sent out to season ticket holders, suite holders, and the CEOs of the Corporate Sponsors – approximately 15,000 people per issue.
  •  Partnering with the Palace for a VIP party in one of the clubs—such as the new 300Club. Cost includes a ticket to the game, food service and beverages, and your choice of a cash or open bar.
  •  Indoor and outside signage, logo rights, and other sports marketing promotional vehicles.

Remember that Palace Sports & Entertainment includes DTE Energy Music Theatre and Meadowbrook Music Festival, where there are also options for seasonal or one-show advertising online and in print!

For more information on how your small business can gain a big presence in metro Detroit, contact Kelly Oles at 248-377-8478, or email her at koles@palacenet.com

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TechTown Mentor Celebrates First Thanksgiving as a Citizen

Faris Alami, ISM Owner

Faris Alami

When 18-year-old Faris Alami arrived in America in 1990, he was fleeing Sadam Hussein’s invasion of Kuwait. Faris and his family were stateless Palestinians residing in a Kuwaiti border town.

Fortunately, he was welcomed to America by a cousin residing in Arizona.

“That Thanksgiving, everything was very strange to me. I couldn’t make sense of a country that dedicated a holiday to turkey,” Faris says. “As a kid my exposure to America was in stories of ‘Cowboys and Indians.’ What that had to do with turkey was beyond me.”

Over the next twenty years, Faris lived two lives. One was as any young man in the United States, gaining an education, falling in love, building a business, starting a family. The other was the fate of a stateless immigrant trapped by circumstance, hounded with the threat of deportation by the Department of Homeland Security.

After a long and arduous struggle, Faris was finally granted resident alien status in 2009. In December 2011 he traveled to Kuwait and saw his family for the first time in 20 years. And on November 8, 2012, he was sworn in as an American Citizen.

Faris is the owner of Integration Systems Management in Troy, Michigan, and holds a position at Wayne State University’s TechTown business incubator. “I am so grateful to finally celebrate this holiday as an American Citizen, and to know all that freedom really means to us as a people,” he says. “For the first time in 20 years, I feel secure. I thank God for America, for my wife and family, for the thousands of people from around the world who supported me through this journey.”

Faris notes that there are several Muslim holidays that are similar to American Thanksgiving, such as Eid al-Fitr, which marks the end of Ramadan. Eid feasts generally include goat or sheep dishes served with salads and cheese pies, hummus, and other traditional Arabic foods.

He celebrates Thanksgiving with his American in-laws, making it a true international holiday by bringing an Arabic side dish. “One day, I might even cook a turkey Arabic-style,” he says with a grin that can only come to a man who is, once and for all, a true American.

For more information on Faris Alami, visit http://www.myisminc.com

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Blog your Way to Social Media Stardom

Blog Your Way to Social Media Stardom

Blog your way to stardomEver since sites like WordPress were birthed, people have been launching blogs and linking to them in their social media networks.

Or at least they do it for a while.

Then the blogger runs out of topics, moves to a new job, or just gets bored with the whole thing. The blog fades into obscurity, and the business owner figures all the other social media “stuff” will take up the slack.

Not so, says Jeff Bullas, a globally recognized social media star and technology expert, and he’s joined by others such as Adam Singer of Future Buzz and Darren Rowse at Problogger.

They all say your blog should be your “online home,” and social media outlets such as Twitter, Facebook, LinkedIn should be “outposts” – the places you have a presence. A strong blog following adds to your Search Engine rankings, and to your social media presence.

Your blog should be given priority for three reasons:

  1. Old articles are still read years later, and are thus given long life by the search engines. Old tweets, Bullas says, “live in archive purgatory where a majority will never be seen again.”
  2. Each blog post contributes to the cumulative results of your site. This is not so for Twitter or Facebook.
  3. Social Media sites are tools to share content. Use them to attract subscribers to your blog. Focus your community building efforts on creating a blog people actually want to read.

Follow these tips to get on the road to Social Media Stardom:

  • Blog regularly – at least once a week.
  • Make it visual – images make things more understandable, and can increase recall by up to 89%.
  • Use a conversational, personal style. Use first person, tell stories, avoid “lectures.”
  • When you motivate your reader, you create action. Ask thought-provoking questions, or activities that involved both sides of the brain. Our brains pay attention to things that are out of the ordinary.
  • Design your content to elicit an emotion. People remember things they care about – things they feel.
  • Solve a problem that is common to your customers or prospects. Leave the sales talk to someone else.


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Ten things small business owners can do to have happy employees, Part II

In the first installment of this two-part article, we looked at five suggestions on how to have happy employees. Here, I’ll wrap up with the last five tips:

  1. Recognize their contributions and achievements. Nothing will “motivate” an employee more than being recognized for the work they do (research shows that this is even more important than higher pay in most cases!)  Genuinely thank employees when they show initiative, have a good day, or help improve something in the company.  Be very specific with your recognition; tell them exactly what they did and why you appreciate it.  This recognition can be either public or private, but you can be sure they will appreciate it more than you know.
  2. Give space to balance work and personal lives. Remember that employees are only motivated by things that are important to them.  High on the list is being able to balance their personal and professional lives.  To the extent possible, be flexible with their schedules.  Allow them to have time off for their children’s activities.  Make sure they can take time off without repercussions (especially owners and co-workers being upset about the time off).  You will find that they will work extremely hard for you to be sure their work is done so they can enjoy their personal time.
  3. Provide opportunities for growth. One of the hardest things to do in a small business is to provide opportunities for advancement.  This can make it difficult for employees to ever see themselves in a role other than the one they are in.  You can compensate for this by providing (i.e. – paying for) training such as seminars or continuing education, so they feel like their skills are staying current and that they are not becoming obsolete in the marketplace.  That does not mean that they will quit your company!  Quite the opposite, actually.  They may leave if they feel like they are falling behind and may be unemployable anywhere else.  Training and education eliminates this fear, and lessens the desire to leave.
    You can also make sure that current employees are considered for any job openings in your company they are qualified for.  These actions help your employees feel like they are growing, and that they can have a long-term future with your company.
  4. Help employees understand the stability of the organization. Many small businesses experience cash flow challenges from time to time.  During such times, it may be necessary to implement measures such as freezing salaries, restricting overtime, reducing benefits, or delaying purchases or repairs of equipment and other resources.  While these actions may be necessary, they send signals to employees that the company may be in financial trouble.  This can cause them to worry about their stability of their position.  It is important to reassure employees that the company is stable and doing OK, but revenue has declined, and you are making these moves so that you don’t get in financial trouble.  Be sure to explain the moves you are making to improve the situation so they know that they do not have to worry about their jobs.
  5. All business and no play makes your company a dull place. Human beings are social creatures.  They need social interaction to re-charge themselves and to feel connected. Be sure to incorporate some social activities into your workplace.  Celebrate employee birthdays, have employee meetings that are fun and informative (NO COMPLAINING!), recognize the birth of a child, company milestones, etc.  All of these things break up the monotonous routine of the work day, and makes the company seem, well, more human!

I can only imagine the number of people rolling their eyes as they read the tips contained here and in the previous article.  I imagine many having worries about employees running the company vs. the owner doing so, or concerns about payroll costs, and thoughts that these are fantasies that nobody can truly implement.  I understand.  I have run multiple businesses over the past 30 years, including my own for the past 13 years.  Our company has also consulted with hundreds of small business owners.  The one thing that seems universal is that if your employees are not happy, or is unable/unwilling to perform, your business will fail!  You must create the environment that allows them to achieve both their goals and yours at the same time.  As soon as either of your needs/goals are not being met, you can be sure that turnover is about to occur!

Yes, implementing these ideas takes considerable energy and is hard to do.  The alternatives are harder!

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