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Solving Problems Is Priceless Part 1

March 19, 2019 by Mitch Taylor
Don't worry about money - solving problems is priceless. Recently I read a book called The Subtle Art Of Not Giving A F*ck - by Mark Manson.  While the title certainly is controversial, it does provide some great insight into how to truly get happy about your life. Happiness comes for many people by solving problems.   This absolutely relates to our industry.  What makes you happy? Many business owners (present company included) think “Gosh...if only I had maybe a little more money, all my business problems would be solved, and I’d be happy.”  Yeah...sometimes money can be a quick fix, but money may truly just be a ... [read more]
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What’s Your IQ Part 2

March 14, 2019 by Mitch Taylor
This week we continue with “What’s Your IQ?, Part 2”.  For example: We offer our clients planning meetings. OK that’s great.  What’s the intriguing question here? If you’re a single op and you meet with your couples in advance or are a multi talent company that meets with their couples your intriguing question could be this.  Wouldn’t you like to know whom you are handing a live microphone to in front of all of your friends and family? That question will have the person stop and think about that. It positions them there at their event…imagining someone on the microphone and now they will also think back to events... [read more]
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Setting The Stage Part 2

March 12, 2019 by Mitch Taylor
Last week we talked about Setting The Stage and unveiled one way to do that before your sales meeting.  Here are more ways you can set the stage. 2.   Set The Stage Visually.  Before your clients arrive, sit where they sit.  See what they see. Is there something in their line of view that might be unappealing to them.  Maybe you have an exit sign right above your head if they are facing you, sending your client subliminal messages to leave.  Maybe there’s a gross piece of food on the floor in the corner at the Starbucks. Maybe it’s a trash can overflowing in your office.  Whatever it is, eliminate distractions, both audible ... [read more]
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What’s Your IQ Part 1

March 7, 2019 by Mitch Taylor
What’s Your IQ?   No…not that IQ.  What’s your intriguing question? I was listening to an industry podcast the other day and they covered how to sell in a world where every bride wanted to break things down in just text format…communicating with you via email, FB message or text.  The host made a comment about how hard it is to distinguish your value in an email…in fact it was practically impossible. While I would agree that it is more difficult, I wouldn’t say that it is practically impossible.  The key is to have an intriguing question. What’s an intriguing question?  One that makes the client y... [read more]
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Setting The Stage Part 1

March 5, 2019 by Mitch Taylor
Setting The Stage in almost any scenario is so important, but especially in the sales world.  This article will help you set the stage in your favor and give you some tips on how to do it more effectively. I first learned of this concept in the book “The Ultimate Sales Machine” by Chet Holmes.  In this book Chet talks about the Threshold Effect. The Threshold Effect states that whenever you walk into a space and meet someone for the first time, you or they are making 11 different assumptions about you or your space, such as “What kind of money do they make?”, “What kind of car do they drive?”  “Are you afflu... [read more]
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How Can I Help You Part 3

February 28, 2019 by Mitch Taylor
We finish up our 3 part series with the last 2 words broken down in the phrase How Can I Help You? HELP Help!  I need somebody....Help!  Not just anybody....Help! The Beatles said it best!  Helping is what sales is ALL about. Your potential client has a problem.  They need whatever it is that you offer. They feel YOU might be the best fit for that problem (otherwise WHY would they have contacted you???)  Hey...AT LEAST they gave you a call or an email, right?! Approach them from the mindset of HELPING them with whatever their problem is. The "asking of the price" is more often than not a smokescreen because they don't... [read more]
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How To Handle Last Minute Changes Part 4

February 26, 2019 by Mitch Taylor
We wrap up our month long article discussing two of the most common last minute changes and how to handle them.  What do you do if the party gets out of hand...if a guest or two gets a little bit rowdy? I had this happen recently with two younger gentlemen (I’m not sure if they were of true drinking age or not) where they got a little out of hand and began crashing into the head table and I see it literally starting to topple.  Two of the ushers stepped in along with the Groom and handled the situation. Have you had that kind of discussion with your clients? Finally, what are your Plan B’s and Plan C’s if... [read more]
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How Can I Help You Part 2

February 21, 2019 by Mitch Taylor
We continue this week from last week's article with the next two words broken down in the phrase "How can I help you?" CAN?   Can by definition means "be able to or be permitted to".  I think back to the book "The Little Engine That Could" "I think I can...I think I can...I think I can"  Do you have that can-do attitude? CAN gets to the heart of your attitude and if you are in the right frame of mind at present to take care of that client.  Now answer the questiondo you WANT to? Just because you CAN doesn't mean you WANT. Is this a client that you WANT to work with? I Boy has Mr. Jeffrey Gitomer schooled me on t... [read more]
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How To Handle Last Minute Changes Part 3

February 19, 2019 by Mitch Taylor
When dealing with last minute changes, the best thing you can do is to handle as much of the discussion surrounding who is the ultimate decision maker in advance if at all possible.  Most conflicts on event day are completely preventable if you are prepared ahead of time and have prepared your client’s mindset ahead of time. Let’s look at a couple of other scenarios where you may have last minute changes and how to handle them.   What do you do if the Event Planner changes things on you last minute?  First off, do they have approval from your mutual client? This again speaks to a previous conversation you... [read more]
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How Can I Help You Part 1

February 14, 2019 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. 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 we have a better understanding of how we can use this effectively in the future...and N... [read more]