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How Can I Help You Part Three

January 18, 2018 by Mitch Taylor
This week we wrap up our series of How Can I Help You? YOU Yes, ultimately this is about the most important person in the world...YOU.  When you ask the question...how can I help you? - You is in terms of your potential client.  Let's make them both a WIN-WIN.  Early on in my sales career I read a great book called The Closers by Ben Gay III (Yes...that's his name).  The last two words of that book have stayed with me in my sales career and teachings ever since.  What are the last two words?  Sum Tertius.  Sum Tertius is Latin for "I am third".  Regardless of how you feel about religion (and I don't discuss politics or rel... [read more]
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Trust The Process Part 1

January 16, 2018 by Mitch Taylor
Trust The Process Part 1 What's your process?  I’m not talking about the sales process this time.  I’m speaking about your planning process, which involves once a client is booked until you perform their event.  Are you missing opportunities for referrals?   If you’re not touching base with your clients at least once every thirty days you’re missing opportunities for referrals and sales before you even perform their event. Not only should you be laying out your process from a follow-up standpoint with email, but what about social media?  Do you have a marketing calendar setup to garner eyeballs, grow and extend relati... [read more]
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How Can I Help You (Part Two)

January 11, 2018 by Mitch Taylor
We continue now with the 2nd part of our series - How Can I Help You? Boy, has Mr. Jeffrey Gitomer schooled me on this! Who's the MOST important person in the sales process? Your customer, right?  WRONG. Let's say you and your client were on a deserted island and one of you has to die first... who's it going to be... you or the client?  That's right... the client.  So now we've established that "I" or in this case "you" are the MOST IMPORTANT person in the equation. What are you doing currently to make YOU a better YOU?  What are you doing to IMPROVE your sales skills? Your client relationships. When was the last time you sent them a "thank you" note?   read more]
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How Can I Help You Part 1

January 4, 2018 by Mitch Taylor
How can I help you? It's a throwaway phrase in our society BUT if said with purpose, meaning and sincerity…it can put you on the path to the sale.  This article is a 3 part series designed to help you break down this phrase to your benefit. I posted this in our online FB group Sales For Event Pros and as expected it fostered some discussion.  What I really believe is that this phrase (and frankly almost every step of the sales process) needs a dissection to truly understand the meaning.  This is a time for self-inflection...NOT a time to think "Oh well I do that..."   Let's examine the full question and breakdown each word so... [read more]
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Luck Is The Residue Of Hard Work

January 2, 2018 by Mitch Taylor
Luck Is The Residue Of Hard Work – Branch Rickey I first heard the above quote from Mike Walter during one of his amazing seminars.  The reality is you have to ask and be honest with yourself “Are you doing the hard work necessary?”  Are you creating your own luck?  Many people complain they are unlucky or they have no luck when in reality, you need to look in the mirror.  Are you CREATING your own luck? When was the last time you actually read a book on marketing, sales or any subject you were looking to improve in and ACTUALLY went back and DID the work the book suggested?  Be honest with yourself.  How many times ha... [read more]
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MOBILE BEAT #189 – DECEMBER 2017

December 30, 2017 by Dan Walsh
MOBILE BEAT #189 - DECEMBER 2017 Raising Your Game In this issue, you'll find a bunch of great ideas for improving your DJ business and your personal performance in the coming year. Along with the "regular" articles there is the first in a multi-issue selection of material from our presenters for Mobile Beat Las Vegas in March - MBLV22. Each piece provides a key point drawn from what they’ll be sharing out at the Tropicana. Without a doubt, this event provides the best (and the first) opportunity professional mobile entertainers have each year to get new skills, gain knowledge to grow their businesses, enjoy topnotch entertainment, build new mutually be... [read more]
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Whats Your Legacy

December 28, 2017 by Mitch Taylor
What’s your legacy? “My heart is filled with sorrow today but also great love and gratitude. We lost my dad Sunday evening. It was very unexpected, quick and a great shock to all of us! Kleo was an amazing man, filled with faith, integrity and a smile for everyone he met! If he met you once he remembered you forever and knew your story & probably your whole family's story. My mother was the love of his life and even after 57 years of marriage never let a day go by without a wake-up & good night kiss and an "I love you"! 
His children meant everything to him and he made great sacrifices throughout his life to make s... [read more]
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Ask Better More Emotional Questions Part 2

December 26, 2017 by Mitch Taylor
How To Ask Better, More Emotional Questions Part 2 Last week we discussed one of the questions you are commonly asked and how to flip that into a better, more emotional question when we moved from asking where someone was from to where someone grew up.  This week we’ll explore how to share your experience. My good friend David Hoyt shared his story with the audience at Mobile Beat Las Vegas and after he shared his story he ended with a GREAT question, which was “What’s the best wedding you’ve ever been to?”  That question brings out emotion.  It makes people think.  It takes them back and makes th... [read more]
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Competitors or Friends Part 2

December 21, 2017 by Mitch Taylor
Competitors or Friends Part 2 I remember first arriving at Mark Ferrell's DiscJockey America forums and seeing posts from the Podcast Personalities of DJA radio and I had a bit of the "starstruck" feeling.  Hey...there's Bill Hermann....whoa that's Randy Bartlett posting.  Man did you see what Bill James McElree posted?  Wow...Jim Cerone is here too!  What can I bring to the table to contribute?  I don't think there's anything I can offer.... Fast forward to just about two months ago.  A fellow DJ who is a bit older than me reached out to me after speaking with my good friend Jeremy Brech.  This gentlemen who has years ... [read more]
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Ask Better More Emotional Questions Part 1

December 19, 2017 by Mitch Taylor
How To Ask Better, More Emotional Questions What’s the key to asking better, more emotional questions?  Engage the cognitive dissonance in the brain.  Understand the person that you sit before by asking questions that uncovers personal information about them as it pertains to how YOU can HELP them. Wait a minute Mitch….those are big words…what does cognitive dissonance mean?  Cognitive dissonance is the state of having inconsistent thoughts, beliefs, or attitudes, especially relating to behavioral decisions and attitude change.  Do most of your clients have cognitive dissonance regarding what a DJ is... [read more]