Tell me and I forget, teach me and I may remember, involve me and I learn.

ust a quick tip to help with prospects that you have had dialog with in the past, but ghosting then rears its ugly head. I don’t recommend this with prospects you have not had communicated with in the past.

I have had success using the Subject Line: Can you do me a favor? It works for psychological reasons. Here’s what AI says, “Unlike subject lines that command immediate action or over-promise, asking for a favor is a human-to-human request that removes pressure and invites a conversation. It respects the recipient’s autonomy by giving them the option to help or pass, which paradoxically makes them more likely to agree.”

Just a thought- Being grateful for what you have today boxes out anxious feelings about tomorrow.

Can you do me a favor? Be grateful!

Finally, from Sales Gravy, “The most insatiable human need is the need to feel important and significant. When you demonstrate that you invested even minimal time researching them, you instantly make them feel like they matter.”

Want to know the fastest way to get permanently blocked? Send a message that screams “I know nothing about you or your business.”

2,977 people died on 9/11 at the World Trade Center, Pentagon and Shanksville, PA. On this 24th anniversary, I will never forget this attack on our democracy, the people who died and the way our country came together to protect our freedom.

I went solo on a sales call this morning and want to mention a couple things. #1- In my experience, customer support still reigns as the top reason prospects start to look around. Your stellar support needs to be mentioned during every call. Secondly, I feel it is a good practice to send along the Gong/AI notes to the prospect after the call. It shows that you deeply care about listening to their needs and you give the prospect a chance to add anything that may have forgotten about during the call.

Final thoughts- We rise to the level of our training. I need to improve each day because the rent is due each day.

Good afternoon,

I am excited when companies look to open up new markets! For example, one organization is now exploring the Chamber market and taking market share away from the major player. Their first public exposure to the Chamber market occurred at the Association of Chamber of Commerce Executives/ ACCE event in Philly this past July. To respect you people must first notice you; you can’t earn admiration from the sidelines.

The keynote speaker at the ACCE was Steve Lerch, a former Google executive, now speaking on Innovation. He shared how Kodak and the Taxi industries had systems that were just Good Enough. Instagram and Uber destroyed their businesses because they did not change. I feel this is how we will grab a decent share of the chamber market. The current market leader has a system that has been barely good enough and has not changed in a number of years. Chamber Executives were excited to hear about us! These executives were not just looking for a New system, but the Next system. Next in terms of future looking!

Hello,

I am in Philly at the ACCE annual conference. We are looking to grab some share of the chamber market. My biggest observation is that Philly has some old architecture and many Chamber prospects are tired of settling for a competitor’s old architecture. If we can work out profitable pricing, we can be a major player in this space.

The most impressive piece of architecture in Philly is their City Hall. Simply amazing! Still the largest municipal building in the country.

Finally, my wife Teri is with me on this trip to help learn more about the chamber market and bring in more business. She wanted me to share this quote from Ben Franklin who moved to Philly when he was 17. “Tell me and I forget. Teach me and I remember. Involve me and I learn.”

Thanks,

RJ

Just a reminder today to leverage contacts in auto reply messages. My favorite auto replies are those communicating out of office or on vacation. Most leave a contact person and I call them right away. For example, Hey, I received your name from Pete’s auto reply and I am calling to see if you can share information on ABC’s AMS plans. If I get a voice mail, I send an email and the subject line reads Received Your Name from Pete.

As the saying goes, Don’t be afraid to go out on a limb- that’s where the fruit is.

Good afternoon,

Start thinking about all the major things you have bought over the years. For me it is a house, car, financial advice, A/C systems, roofing etc. I can still picture the person who sold me these items. Why? Because I liked them! We connected emotionally and then I used some of my rational brain. Many experts say the rational brain is only responsible for 5% to 10% of our decision making. People Buy from People they Like.

Everything is temporary.

Family matters more than friends.

Others treat you the way you treat yourself.

Beneath anger there’s always fear.

Happiness is a choice and requires hard work.

The biggest risk is not taking any risk.

You played it too safe.

Life isn’t fair.

A lifetime isn’t as long as you think.

Things don’t matter so much.