| I met Rod at a Chamber of Commerce
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| | service I offer.
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| function in 1998. While everyone else
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| | There are a million examples of this
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| took turns introducing themselves to the
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| | concept at work all around us everyday.
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| other business owners at the table
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| | My local Starbucks tempts me with a tray
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| telling them about their business, Rod
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| | of cut-up cookies and muffins on the
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| was massaging my neck and shoulders. By
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| | counter. Several photo studios sent me
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| the end of the morning I was asking him
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| | freebie coupons to capture the image of
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| for his phone number. Now before your
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| | my beautiful new baby last year. A month
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| mind races too far ahead, let me tell you
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| | ago, I saw a salon offering free haircuts
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| that Rod owned a business providing
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| | at an outdoor fair. A virtual assistant I
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| Shiatsu massage.
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| | met offered prospects two free hours of
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| And he didn't just massage my shoulders -
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| | work to help them feel the true relief
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| he worked his way around from one person
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| | that comes with delegating administrative
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| to another during introductions. While we
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| | tasks.
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| hawked our businesses nervously putting
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| | This has been going on forever. I
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| on our best sales pitch, Rod enabled us
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| | remember the story I was told when I was
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| to FEEL the value of his service.
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| | first hired by the corporate offices of
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| What did it cost him? Nothing. Now, we
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| | Circuit City. Sam Wurtzel started the
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| don't all have the luxury of being able
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| | company in 1949 when he saw the first
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| to let prospects sample our services so
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| | television tower being constructed in
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| easily, but if we're creative we can help
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| | Richmond, VA. Television was just being
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| prospects FEEL the benefit of working
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| | introduced in many cities. He would go
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| with us.
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| | door-to-door to offer families the free
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| Most of us work so hard developing our
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| | use of a television for a week. During
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| sales pitch, creating and refining it
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| | that visit, he would have a nice chat
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| numerous times over the first couple of
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| | with the family making sure to find out
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| years as we obtain a sharper focus of
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| | what show was their favorite. If they
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| exactly what we want to do in our
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| | accepted the offer to keep the television
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| business. But, ultimately, all of this
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| | for a week, he would wheel it into their
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| hard work results in the same type of
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| | living room right there on the spot. Now,
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| pitch - "Hi, my name is Kimberly and I'm
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| | these were times when most families had
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| a Business Coach. I work with business
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| | never seen a television, so this was big
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| owners to help them increase their sales,
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| | news. The family would start telling all
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| profits, and rate of success."
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| | of their friends and neighbors about this
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| Okay, that sounds fine. Quick and to the
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| | wonderful new television they got to use
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| point. But, what did you really get from
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| | for a week for free with no strings
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| it? You know who my target customers are
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| | attached. They would invite family and
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| - business owners. You know the results
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| | friends over to watch their favorite show
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| they will achieve by working with me -
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| | all together. It was an event.
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| increased sales, profits, and rate of
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| | But guess who showed up right before the
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| success. But, what's missing? Do you know
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| | show came on? That's right - Sam. From
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| what it's going to feel like when your
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| | there, it went something like this ...
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| sales increase? Do you know how
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| | "Well, I'm here to pick up your
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| exhilarating it will be when your
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| | television. I hope you enjoyed it this
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| business is growing faster? No.
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| | week. Oh, your favorite show is just
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| You hear what I say, but it's still a
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| | coming on? I'm really sorry, but I have
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| gamble for you. These days, coaches are
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| | to take the television back now." You get
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| everywhere promising all sorts of things
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| | it. He approached them exactly when their
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| from helping you find your spiritual
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| | interest was at its peak. They knew how
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| center to helping businesses to deal with
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| | it felt to watch television, and they
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| the impact of the economic downturn on
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| | liked it!
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| their staff. So how do I enable business
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| | What can you take from Sam's story to
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| owners to FEEL the benefit of working
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| | apply to your business? What could you do
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| with me as a Business Coach?
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| | to enable prospects to FEEL the benefit
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| I offer them an opportunity to
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| | of your business? Provide a limited-time
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| participate in a free 4-week MiniSeries
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| | trial? Offer a product sample? Give them
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| of my FastTrack MBO (Mastering Business
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| | a free hour of service? Be creative.
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| Ownership) Program. I invite them to
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| | Brainstorm with other business colleagues
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| experience exactly how business coaching
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| | to come up with ideas for each of your
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| and a structured learning program will
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| | businesses.
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| increase their sales, profits and overall
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| | Just remember - you can TELL prospects
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| rate of success. This is my offering of a
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| | all you want about yourself and your
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| trial or sample. This is how I give them
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| | business. It's when they FEEL the benefit
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| an opportunity to FEEL the benefit of the
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| | that they'll start calling you.
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