Simple Strategy for Life Success...

Success and Achievement can be tricky...

You have to have the right mindset, skill set, attitude and beliefs. You'll have to have a vision, a goal and an objective along with positivity, endurance and the ability to battle through against all the odds...

What if it didn't have to be that difficult - remember the Personal Development industry and the Master Wizard Guru Practitioners only make money from people TRYING to be successful - not from those whom actually ARE...

That's why they will tell you its a long-term programme, with complexity and stages and hoops to jump through - it raises a dependency on the PROCESS of success and largely ignores the ACHIEVEMENT of it...

Success and achievement is simple - when you really know what you want...

And - what you want is not necessarily a Ferrari, house in Monaco or a Trophy Husband or Wife...

How is it done...?

Here's a simple way of achieving more - anyone can do it and you don't need any incantations, injections or to have your personality disrupted in any way...

It's something I have done since I left home at 17 - and I see others practice the same regime with remarkable results...

In life we have two "states" we can be in - Happy or Sad - everything else is just a different variation on either of these two...

You can be tired and Happy, you can lose a Relationship and be Happy; equally you can win a Client and be Sad, or win the Lottery and become Sad...

Job #1 - choose to be Happy for at least 80% of the time - I really don't know why we have the privilege of being Human and on this amazing planet...

The other 20% will be used figuring out what you don't want to do again...

But I'm pretty sure it's not to work for a an idiot for 40 years doing something I don't enjoy in the vain hope that I can retire and have fun from the age of 70 onwards...

I'm greedy - I want to be Happy NOW...

And so should you be...

It's a simple THREE step process that even a child can do - so here we go...

1. Choose being Happy as your Goal...*

2. If something makes you happy - keep doing it...

3. If something doesn't make you happy - stop doing it...

How Simple is THAT...?

What this means is that you will only work doing what you enjoy, with people you actually like...

* providing being happy doesn't mean breaking any laws, codes and hearts of course...

You will live with someone that you love and loves you back. You'll surround yourself with others who are kindred spirits - and you'll also remove your self from some relationships and networks that aren't serving you...

It means stopping doing stuff and starting doing other stuff - not rocket science and you don't need to go on a 3 Day Retreat to the Bahamas to figure it out...

For more guidance - check out this Video...

When asked at school what he wanted to be when he grew up, John Lennon is famously credited with saying - HAPPY...!

So that's it - a short Blog for a Monday...

5 Reasons I hate living in Metz...

Metz is a town on the east side of France - it nestles between Luxembourg and Germany and the Moselle river flows through it to the North where it eventually joins the Rhine on its way to the coast... 

It is full of foreigners - most are French, but the occasional German, Swiss or even Belgian has been known to sneak in too; they even let the English live here, that is how bad it’s got...

We have lived her for 6 years now and I have learned some very painful lessons, that actually make me question why we came here in the first place, and also challenge my sense of identity and national pride...

1. The French People - as a Brit I had expectations about the French, about their attitude and behaviour, their acceptance of “foreigners” and attitude towards the British... 
   
   They do have an attitude, but it turns out that they are friendly, warm and engaging - their attitude is disappointingly welcoming and generous; they really make the Brits look bad and I'm not happy about it at all... 
   
   Everywhere we go the keep on smiling at us and saying “Bonjour Monsieur Dame...” or they help us out by speaking slowly so we can understand them - they even attempt to speak English to us sometimes... 
   
   I feel bad because I reckon if someone from France went to live in the UK - they’s have a really tough time of it - so they are making the Brits look bad by being so nice, warm and friendly - it has to stop otherwise their reputation will be shot...
2. The Architecture - it’s old and out of date. The Cathedral was started in the 13th Century and still isn't finished. 
   
   The streets in the town centre are narrow and cobbled, designed for people and tourists - I can’t even take my car down them... 
   
   Apparently there is “history” here from the Maginot Line to the Knights Templar there’s a Museum, an Art Gallery, Theatre and Opera too - but no Greyhound track, the shops close on Sundays and everyone seems to wander round being happy - can’t be right can it..? 
   
   The buildings don’t match - the skyline is a crazy mix of heights and designs that appear almost random - and worst of all in the square you have to sit outside in the sunshine to drink tiny cups of coffee and unhealthy croissant...
3. The Food - there are no Fish and Chip shops, no KFC and no Burger King - not even a Starbucks. Instead we have to endure local restaurants and delicatessen that sell hand made local foods and produce... 
   
   In the restaurants the cooking is all “French” so we have to endure a variety of meat, fish and poultry all cooked to perfection served with sauces, fresh vegetables and local desserts; what I really want is cremated meat and two boiled vegetables, one of which should be a potato of course... 
   
   There is even a place where they sell fresh vegetables and local wines, pates and meats - the food has to be eaten within a couple of days because it has no preservatives added; how ridiculous is that...?
4. Cremant - there is an alternative to Champagne. It is called Cremant and is produced using the same methods as Champagne but it can’t be called Champagne because this is the Lorraine region - and no one is going to buy a drink called Lorraine... 
   
   This is not right, being British I expect to be charged ate least 50 Euro for a bottle of Champagne and yet here, we can get Cremant for around 10 Euro - I'm not used to this sort of value and I will be writing to my MEP to get the practice banned... 
   
   They even make cocktails out of the stuff and the glasses are huge - much bigger than in the UK too. Even so, we have never seen any drunken brawls, people throwing up in the street or collapsing in a stupor - it is not what I am used to and I don’t like it...
5. Weather - I have to wear sunglasses, especially when walking along the river because the water reflects light in to my eyes, they are expensive and should be unnecessary... 
   
   We don’t have endless rain and fog - OK so it goes cold in the winter but the Spring, Summer and Autumn are gorgeous - being British I expect the weather to be wet, windy and grey at least 90% of the time. 
   
   So now I have nothing to complain about or moan about and it just won’t do...

So as you can see, Metz is truly awful - it’s full of friendly French people with cobbled streets and medieval squares full of people drinking fresh coffee or local Cremant with fabulous food in the sunshine...

Worst of all - it means that us Ex Pat Brits have nothing to moan about - which is exhausting...

As you can see Metz Sucks - so don't come here and spoil it...

The Ultimate Elevator Pitch...

Some years ago I was introduced to the concept of the Elevator Pitch...

Unfortunately the introduction was was by an amorphous blob who had never actually sold anything or been involved with business or commerce...

Unsurprisingly - I had no idea what to do when asked the ultimate question..

So, what do you do...?

To the uninitiated, the principle of the Elevator Pitch -or of course Lift Pitch if you are in the UK - is this...

You are on the 10th floor - could be 9th or 12th, apparently the specific floor you start from is not critical - in the elevator, with one other person..

This person is an ideal prospect for your business, and as the door closes on the elevator she looks at you and says...

So, what do you do..?

And you have the time it takes for the lift to get to the ground floor to impress her such that she agrees to meet you and listen to what you have to say...

Remember, if you are in the USA it's the First floor on the Ground, in the UK the first floor is on the second floor; and the Ground floor is Zero which is your target - hope that makes sense..

Also, the principle assumes that the elevator doesn't stop on the way down...

Anyway...

Most people, in my experience - especially those trained by amorphous blobs - structure their elevator pitch something like this...

Prospect...

So, what do you do...?

Response...

I  am a talented and gifted web designer / accountant / recruiter, working with a passionate team of committed professionals with over 3 million years of experience in the blah, blah, blah services sector.... 
We provide excellent quality, value and reliability whilst retaining our personal touch in order to maintain differentiated, value driven blue sky, symbiotic envelope expansionist principles in the pursuit of  blah, blah, blah.....

At this point the prospect has pushed the emergency panic button, died from abject boredom or stabbed the person with their Mont Blanc Pen...

This is not an elevator pitch - this is an Escape Pitch that convicted prisoners come out with when they go to the parole board and attempt to gain their freedom - not that I'd know of course...

Grovelling is not attractive...

I can almost guarantee that the ideal prospect is not thinking..

This sounds really interesting, would be good to find out more...

She is more likely thinking...

This guy is a moron - next time I'll take the stairs; at least that way I can avoid him, get some cardio and hit my step target for the day..

So - what is the Ultimate Elevator Pitch...?

I could say - email me and I will tell you, but then you'll be wanting tio stab me with your Mont Blanc Pen instead...

Here's how it works...

First...

You need to know what the most common frustration of your ideal prospect actually is in relation to the product or service your provide - in other words what problem do you solve...

You also need to realise that no-one wants to hire a Coach / Recruiter / Lawyer etc. - the only thing they are interested in is the positive consequence they will experience as a direct result of working with you...

For example - no one in their right mind would want a Business Coach - what they want is a better Team, more Sales or more Time with their family..

If I could achieve this by hitting clients around the face with a piece of fish while they hold a carrot in their teeth - then I would. I would call it the Carrot and Fish Technique and become certified as a Master Practitioner in it...

I happen to use Business Coaching - but remember that in itself is NOT what anyone is interested in...

You can't sell WHAT you do - you can only sell the CONSEQUENCES orRESULTS of what you do.

Editors Note - it's why we called our Company - Results Rules OK, not the Dave and Lynn Coaching Company...

Second...

You need to frame your response into FOUR key stages...

Stage 1.

Ask your prospect a Rhetorical Question - one to which you assume they know the answer...

So for example, as a Business Coach - I would say something like this...

Well, you know how most business owners work really long hours and never seem to make as much money as they deserve...?

Key aspects - "well you know how" assumes the person actually does know and they will acknowledge this as a point of rapport - and whatever you say afterwards, they will nod in agreement..

Try this in the pub - just say to someone "well, you know how most elephants are blue...?"

They will agree even though they know you are wrong...

Stage 2.

Once you have framed your rhetorical question - you wait...

You wait for them to say yes, or simply nod - but you must get them to agree with your first question...

If they don't respond - you didn't do it right..

If this happens don't ask them..

Well do you know or not - I'm waiting...

This will not help and probably get you arrested...

Only when they have nodded or agreed can you move to the next stage...

Stage 3.

Drop them a teaser - do not under any circumstances tell them what you do yet...

Here's what you say - again using me as a case study, I'd say..

Well, I fix that...

Then you use the tried and tested technique of influence and persuasion; otherwise known as Shutting UP...

You wait - you say nothing else until...

Your prospect asks you the Golden Question...

How do you do that...?

Stage 4.

Only now can you continue the conversation - you have been given permission to pitch...

At this stage - you still don't need to tell them what you do - I would simply say..

I have a range of programmes and strategies that I adapt to the individual needs of each of my clients.. 
Would it be OK if we arranged to meet so I can explain in more detail...?

Book the Appointment - the elevator doors open and you walk out with a Sales Meeting to follow through...

She doesn't know what you do - but she is intrigued enough about the positive potential benefits you can offer that she will listen to you...

Would you like David to Train your Sales Team...?

Would you like to find out more about making more Sales, building a better Team or achieving a better Work-Life Balance..?

Of course you would...!

Drop him an email to;

davidholland@resultsrulesok.com

Your Marketing Sucks - here's why...

As a 17 year old I can remember vividly how, when I drove across an unmarked crossroads on a housing estate, my driving instructor smacked the dashboard with his note book and shouted...

Never enter a junction without looking - you'd  have failed your test and may have killed someone...

He was right - and I have never forgotten his words - or the violence of the attack on my VW Beetle dashboard...

I can't remember what he said the next week or the week after that...

I remember my first day at the Ministry of Defence - being barked at as newbie as we were handed Rifles to play with and take apart...

What happened on day three...?

I have no idea...

The day I met Lynn is as clear today as if it was yesterday - what she wore, where we sat on the school bus, and how I walked her home because she had "nicked" my scarf...

Our wedding day, the birth of our two sons, the death of my father and numerous other significant occasions remain imprinted on my mind...

Over the last 35 years I reckon I can remember with clarity around 250 specific conversations, meetings, and occasions...

There are 1000's that I have experience that I can recall, but are not "imprinted" on my mind - there are 1000's more that have been forgotten for all time...

Why do some messages, occasions and conversations have long lasting impact and others don't...?

They don't have SPLAT...

SPLAT is the effect of shock, surprise and sudden disruption...

It's when we are surprised, startled or moved in such a way that the effects are long lasting and powerful...

This is how we need to communicate...

Lets face it - Most marketing Copy Sucks - that is the Latin derivation of the word meaning useless, boring and irrelevant...

It is written without passion purpose or care - it's a second rate excuse for an email, article or advert...

Calling it Bland is an insult to Blandness 

The number of Blogs, Emails, Adverts and Messages we are bombarded with every day means that we remember less than 0.25% - and I am being generous here...

Most of the messages get deleted by our minds - they may reappear after they are repeated enough times such that we buy a "brand" the next time we are in the supermarket; without really understanding why...

In the SME sector however we are not about Brand we are about Reputation, we don't have time to subliminally influence consumers with tag lines, jingles and images; we need prospects now...

The harsh reality of marketing is that it is not the best product or service that gets chosen by prospects - it's the one that sticks in their mind, the one that emotionally engages them, the one that moves them to make a decision to act...

Stand out or Die...

In business speak this is simply translated as "achieving competitive advantage through differentiation..."

No one who thinks in those terms will be memorable for long...

So here is the formula for delivering messages with SPLAT...

SPLAT that sticks, becomes irritatingly memorable, significant and moving, shocking and awesome at the same time...

SPLAT can be sweet or sour, hot or cold; your job isn't to entice people it's to move them; make them smile, grimace or shake their heads - emotional engagement is the key...

If you get Splatted - you'll know; your emotions will sing, your will feel pain, pleasure or elation, you'll love and hate - but you'll always remember..

Splatting leaves scars - your marketing needs to not only stand out, but shout and scream; grabbing prospects by the lapels and slapping them with the wet Haddock of memorable uniqueness...

It's time to take off the gloves, unlearn all that "stuff" you learned in the Marketing Class and define who you are and what you do in a way that can't be ignored.

That's SPLAT...!!

The 9 Laws of SPLAT Sales & Marketing...

1. Law of the First - be new, creative and unique, it's called the Roger Bannister, or Neil Armstrong Effect. 
   
2. Law of the Shocking - not in an offensive way, but your message must hit people and SPLAT them not just bounce off them..
   
3. Law of Marmite - state your case such that some will hate you and some will love you; and be consistent with your position...
   
4. Law of being Awesome - be so good at something you have to ration it not promote and sell it...
   
5. Law of being Brave - your instinct is right; use it to guide your headline and your content marketing...
   
6. Law of the Honest - if you've been fired, homeless or depressed, tell people and refer to Rule 3 for support...
   
7. Law of the Credible - you have to be able to deliver what you promise and more; invest more in R&D than you do in Marketing...
   
8. Law of the Few - you don't need everyone to buy from you, just a few motivated clients will do; Class Market not Mass Market...
   
9. Law of Consistency - you must deliver your promise in the same way you deliver your message; Funky message must equal Funky service...

SPLAT...!

...the 9 Laws of Sales & Marketing they don't teach you at University...

Will be the subject of a NEW Book by David Holland - it will be written during the summer and released by the end of 2015...

Leave a comment below ( a nice one...!) and you'll get a FREE E Book version of SPLAT Marketing sent to you by Email...

If you have any stories, content or examples I can use in the Book - then drop me an email and I will take a look and of course if I use them will give you full acknowledgement in the book - just no money of course...

davidholland@resultsrulesok.com