Make It Happen™ Tips and News from Barbara Sanfilippo
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ATTRACT BUSINESS TO YOU!

Last week Mark, one of my coaching clients, got an unexpected phone call from a prospect saying "I need to review my entire financial and retirement strategy and would like to discuss this with you." Two days later, he checked his e-mail and read the following message "Mark, I enjoyed your article and would like to discuss long-term life insurance with you."

Imagine receiving incoming phone calls and emails from hot prospects each week requesting information on your products and services. Top performers have a philosophy that works. "Don't make cold calls - attract warm calls." By positioning yourself strategically as "the expert" in your area, you can keep your pipeline full and attract more business with less effort.

Most customers prefer to buy from someone they feel understands their particular business and personal challenges. By infiltrating key target markets and positioning yourself as "the expert" you can achieve celebrity status in your niche. To do this simply ask your best customers and prospects three key questions:

1. What professional industry organization do you belong to?
2. What industry magazines, journals or newsletters do you read?
3. Would you be willing to help me by guiding me on how I can join, attend or speak at your association meeting and submit an article for your industry publication?

I remember advising Mark, an investment rep I met three years ago in one of my sales workshops. At that time he was struggling selling insurance and investment services. As I suggested, he decided to position himself to attract business and ask some satisfied customers for help. One of his clients was an attorney who suggested Mark get involved with his local bar association. Mark began attending the meetings, spoke at one meeting and wrote a series of mini-articles targeted to the attorneys in their newsletter on how to protect their assets and plan for the future. After about a year of carefully infiltrating the legal community, it paid off handsomely, with referrals and incoming warm calls and e-mails.

Don't just munch and drink at these networking opportunities - infiltrate! Try to speak on the program, get involved and volunteer. Get a copy of the association magazine or newsletter, call up the editor and offer to submit an article. It's easy to get published! Why spend dollars on advertising when you can build brand awareness and credibility for free with a well-placed article in a magazine or on niche web sites.

To start your phone ringing -- get visible, get published and position yourself as an expert. To schedule a training workshop for your company or order Winning Sales Strategies of Top Performers an audio CD filled with sales tips at http://www.barbara-sanfilippo.com/products.htm . For private telecoaching, visit http://www.barbara-sanfilippo.com/coaching.htm

SPIRITUAL THOUGHT FOR THE DAY

The only difference in life between those who live a life of struggle and those who live a life of joy is belief, faith and action. Believe with God's help you can achieve your dream, have faith it will happen and demonstrate your faith by taking action and moving toward your dreams.

As some of you know, I enjoy mentoring some at risk women who were previously homeless or disadvantaged. A year ago, in one of my group meetings, Donna shared one of her dreams was to go to Nordstrom's and buy something new as she was tired of wearing used donated clothing. I challenged her to go to Nordstrom's, hold her head high and have a ball trying on some beautiful outfits. "But I'm on welfare and broke," she said. I then replied: "You don't have to buy anything, however, you must show faith and take action by acting as if your dream is coming." Soon you'll have a nice job so just have fun trying on some clothes. Last month Donna called me and excitedly said: "Barbara, I jot my first pay check and this past weekend I bought a beautiful new sweater in Nordstrom's!" She was so excited and filled with confidence. What is holding you back from your dreams? To learn about the "Act Is If" principle order my book, "Dream Big! What's the Best That Can Happen?" at http://www.barbara-sanfilippo.com/products.htm .

COMING TO YOUR AREA

Save on expenses and discounted fees by booking me when I'm near your region. Perhaps a sales meeting, management conference or recognition event. E-mail me with your goals, objectives and tentative dates at Barb@romanosanfilippo.com . To view my speaking demo video visit www.Barbara-Sanfilippo.com .

REFER A FRIEND

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Reprinted with permission from Barbara Sanfilippo's Make It Happen newsletter.
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