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Share Your Heart Part 7

July 11, 2019 by Mitch Taylor
Last week we discussed the final letter of our HEART acronym with before, during and after the sale for Thought.  Always be THOUGHTFULL.  Provide tips on how to better their experience.  Become an expert on the types of events you service.  What other problems can you help solve for them. Another way of being thoughtful is being full of thoughts that can help your customer in ways they may have never thought of.   Final Thought:  How do you share your HEART?  Don’t jump into a canned pitch.  Don’t think about you. Find out how you can help them.  What do they want more than anything else? What’s stressing them ... [read more]
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Respect Is A Two Way Street Part 1

July 9, 2019 by Mitch Taylor
Respect to me is a two way street.  I was recently part of an exchange where that clearly wasn’t the case.Someone was given an opportunity, and to me with an opportunity comes great responsibility to see that opportunity through.  My recommendation would be to go beyond just seeing it through and actually do justice and right by the person who gave you that opportunity.   The problem becomes is when you bitch about the responsibility that was bestowed upon you and the person who gave you that responsibility hears about it through a backchannel.  Now don’t get me wrong, everyone should have a right to have a safe space to ven... [read more]
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Share Your Heart Part 6

July 4, 2019 by Mitch Taylor
Previously we discussed what to do Before The Sale during the Thoughts portion of our HEART acronym.  We continue this week what to do DURING the sale (i.e. after you book but before the event).  During the sale:  Send monthly reminders as to where they are in the process for their planning, NOT just for your role in it (music and entertainment), but for other aspects as well.  This will show you as the expert in the marketplace and also put your name on the tip of their tongue when their friends ask about who they have hired for entertainment for their event.  It also provides VALUE and shows you are thoughtful by bein... [read more]
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The 5 30 Rule Part 2

July 2, 2019 by Mitch Taylor
Think about this.  If you really CONNECT with someone, they're going to want to do business with you. Remember the saying, time commits.  This is especially true if you are connecting at an emotional level vs. just a transactional level. If all you are doing is spending 5 minutes on personal and the rest on business then you spend much of the end of the conversation trying to close them...do you really like to be closed?   Bridal shows are a GREAT opportunity to meet your potential clients face to face while their minds are already engaged in excitement over their big day and ready to chat about your services.  Any other time... [read more]
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The 5 30 Rule Part 1

June 25, 2019 by Mitch Taylor
I heard something recently shared by one of my past students in a Sales Is Solutions Workshop (what it was called before SALES 4 Event Pros) and I LOVED it SO MUCH I wanted to share it with you in this space.  The past student is Sam Kwak, and back when he took my workshop he was EXTREMELY skeptical and needed major convincing to even take the workshop in the first place. Fast forward now several years and he has moved on from the mobile DJ industry and is one of Chicagoland’s most successful real estate investors.  Now, I’m certainly not saying that it was my workshop that turned the tide for him, but more or less just proud t... [read more]
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Share Your Heart Part 4

June 20, 2019 by Mitch Taylor
Last week we covered the "A" letter of the acronym H.E.A.R.T., with the “H” standing for Hugs, the “E” standing for Emotion, and the “A” standing for Attitude. We continue today with the final 2 letters of the acronym, Reality and Thoughtful and a final Thought. Reality Kenny Chesney said it best “Reality, yeah, sometimes life ain’t all that it’s cracked up to be.  So let’s take a chance and live this fantasy. ‘Cause everybody needs to break free from reality.”  OK so maybe I’m in a bit of the island spirit here right now but this is a truth in mundane, everyday life as well.  Reality can somet... [read more]
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Is There Such A Thing As Too Long Part 2

June 18, 2019 by Mitch Taylor
We continue where we left off last week on Is There Such A Thing As Too Long with two other areas to be thinking about regarding length?   Is there such a thing as too long in life?  Yeah...I would argue that it depends on your perspective.  My grandmother was in hospice for several years, hanging on with alzheimers in Maine and living a life that, to me, wasn’t respectful of the full life she led prior to coming down with that dreadful disease.  I was glad she was able to hang on for a while to give her daughter my Mother clarity and more time with her own Mother, but to me that is not any way to go through... [read more]
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Share Your Heart Part 3

June 13, 2019 by Mitch Taylor
Attitude Your attitude can make or break the sale.  Period.  During my Creative Consultations seminar I showed a video of a young girl standing on a sink in her family bathroom shouting out her positive daily affirmations in the mirror about what she loved and liked.  Positive thoughts affect positive actions.  Your attitude will make or break not just the sale but relationships as a whole.  You can't let an extreme high or low moment of your day affect the rest of your hour, day, week, month or even year. It’s important that you approach each client the same way…even-keeled.  Think like a quarterback. Quarterback... [read more]
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Is There Such A Thing As Too Long Part 1

June 11, 2019 by Mitch Taylor
Is there such a thing as too long? If you were to ask a New England Patriots fan in regards to the tenure of their coach, that answer would be no.  They’ve won LOTS of games with a long tenure by Bill Belicheck. If you think about our attention span then I would argue yes.  How long is the communication you are trying to send to your client? Even these blog posts I write, I’m told to keep to around 200 words...why?  Because it’s been proven that your attention span isn’t very long and that’s about all you’ll pay attention to (I just ate up 34 words with those last two sentences...oops now 49 lol).... [read more]
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Celebrate Success Part 2

June 4, 2019 by Mitch Taylor
At the beginning of the season we have also had photo shoots to boost morale, and/or given out company branded shirts and have some friendly competition at a meeting with a mix-off.  We also celebrate successes each and every month too. At our monthly meeting we’ll discuss successful events and what we did to make them a success. This information is shared with everyone so they all can benefit.  Finally, we have a weekly meeting with our in-office team where we share successes as well at a high level of the company so motivation remains constant and we are all working towards the same goal. I encourage you and invite... [read more]