crisis buster e book

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Practical Tips to Help You Manage Your Way Through Difficult Times...

With a Smile on Your Face, and Trust in Your Heart!

Written by: Patrick V. Valtin

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Copyright © 2009 M2-TEC USA, INC. All rights reserved.

Published by M2-TEC PUBLISHING,a division of M2-TEC USA, INC.1988 Freedom DriveClearwater, FL [email protected]

Crisis Buster is a trademark owned by M2-Tec USA, Inc.www.crisisbuster.com is a domain owned by M2-TEC USA, Inc.

All applicable copyright rights regarding any other material or logo as used in this e-book are entirely valid. For more information on sources, please see page 35.

No part of this e-book may be reproduced without the expressed permission of the copyright owner in writing. The copyrighted material contained in this e-book can only be used for personal use and application. No part of it can be used for com-mercial application without permission. No part of it can be reproduced, stored in a retrieval system, copied or transmitted in any form or by any means, electronic, me-chanical, photocopying, recording, scanning or otherwise, except as permitted under section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the publisher, or authorization through payment of the appro-priate per-copy fee to the copyrighter clearance center. Requests to the Publisher for permission should be addressed to the legal department of M2-TEC USA, INC.

Disclaimer

This e-book is designed to provide information and education in salesmanship and business management. It is provided FREE OF CHARGE as a promotional & educa-tional support with the understanding that the publisher and/or the author are not engaged in rendering legal or accounting services. The content of this e-book is solely based on the author’s professional experience and observations, and does not necessarily always reflect opinions or positions of any other quoted author(s), companies or any other legal entities.

This is not about a get-rich-quick scheme. Anyone whose income depends on selling knows that the “no-pain-no-gain” principle invariably applies to this great profession. While the publisher and/or the author have used their best efforts in preparing this workbook, they make no representation, claims or warranties with respect to the accuracy or completeness of the content of this work.

The advices and strategies contained herein may not be fully suitable for your situa-tion. Neither the publisher nor the author shall be liable for any loss of profit or any other commercial damages, including, but not limited to special, incidental, conse-quential or other damages – resulting from the study of this workbook.

If you do not wish to be bound by the above, you may return this e-book to the publisher.

First editionISBN 978-0-9798586-8-0

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You are welcome to forward this e-book to your friends. Simply

send them to www.crisisbuster.com and invite them to download their own copy!

http://www.m2-tec.com

1. Know Your History

2. Disagree

3. Ignore the Bad News

4. Share the Good News

5. Be Your Customers’ Best Adviser

6. Expand Your Horizon

7. Invest in the Most Profitable Asset

8. Believe in Yourself

9. Welcome the Complaints

10. Do More Than What Is Expected

11. Pretty Up

12. Forget the Bailouts

13. Promote Like Mad

14. If You Don’t Like It, Don’t Do It

15. Keep Smiling

THE 15 CRISIS BUSTER TIPS

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See Next Page for Special Announcement!

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This powerful business & organizational effectiveness analysis evaluates 15 strategic management functions which may require your attention and energy, on a daily basis.

The analysis is based on an IDEAL SCENE for each of these functions, measured against the profile of thousands of successful en-trepreneurs. Each of these functions should operate optimally and be well coordinated with all others.

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KNOW YOUR HISTORY

“It is not worthwhile to try to keep history from repeating itself, for man’s character will always make

the preventing of the repetitions impossible.” (1)

Mark Twain

If you know your history, you have no reason to worry! The current economic crisis is “just” a repetition of the past.

Don’t you remember “Black Monday?” It refers to Monday, October 19, 1987, when stock markets around the world crashed. The Black Monday decline was the largest one-day per-centage decline in stock market history. But all world stock markets rallied in less than 1.5 years.

Then, nobody has forgotten the 1991-1992 world crisis, right after the Gulf war: huge peaks in oil prices, a steep decline in the commercial real estate market and a credit crisis (featuring the infamous savings and loan collapses of the late 1980s).

This crisis ended in 1994 and world stock markets hit top values in less than 2 years.

Do you recall 2001-2002? The attacks had a significant economic impact on the United States and world markets. The New York Stock Exchange (NYSE), the American Stock Exchange (AMEX), and NASDAQ did not open on September 11 and remained closed until September 17. When the stock markets reopened, the Dow JonesIndustrial Average (DJIA) stock market index fell 684 points, or 7.1%, to 8921, a record-setting one-day point decline.

By the end of the week, the DJIA had fallen 1,369.7 points (14.3%), its largest one-week point drop in history. But recovery came faster than expected. World stock marketsagain hit unparalleled top levels within less than 2 years and continued to climb until 6-7 months ago.

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So what is the moral of the story?

Crises always bring recoveries and these come faster than many dare hope. I have personally lived and survived through 6 crises in 50 years. I have grown stronger and smarter from each of them. And so have you, I am sure!

So just remember that economic trends operate on a cyclical basis. When it goes up, it will go down. When it goes down, it will come up. And we have not seen the last one yet… so let’s get used to it. We just need to work hard at expanding, no matter what!!!

If you are interested in developing a strong understanding about the recent economic crashes, I strongly advise you to visit Chris Martenson’s web site and follow his crash course on economy. I have found this course simple and down-to-earth. (2)

Most importantly, it gives you a very good picture of the few years to come.

Get your Business Powerizer Assessment- Click Here!

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http://www.chrismartenson.com/

http://www.m2-tec.com/

DISAGREE

“Honest disagreement is often a good sign of progress.” (3)

Mahatma Gandhi

You will find that people who continue to do well during challenging times are not luckier or stronger or even smarter. They are mostly more persistent and they refuse to lose. In other words, they disagree. The best examples are patients who were affected by some “incurable” cancer and yet recovered – against all medical expectations. The only common denominator that could be found in these people was exactly that: they disagreed with giving up!

You can make your own future and you can win the battles of life to the degree that you have the guts to disagree. Apply this principle: When trouble arises, it is just a test of your ability and willingness to make things go right. Just disagree!

So, just for the sake of it, DISAGREE!

Do not put your attention on what cannot be done. Focus on what you can do instead. The worst that can happen is to violate your certainty about your ability to make things go right! Nobody else can handle your problems or your challenges but you. So do NOT under-estimate your power to solve your troubles. If you got into trouble, guess what: you can get yourself out of it!

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You have done this many times. Something seemed impossible and yet you did it! Can you remember one instance when you did that kind of impossible thing? You did it against all odds or against everybody’s opinion… but you did it!!!

Look around and you will discover many people who just disagree with everybody else. And they are surviving/succeeding better.

Some people will tell you: “stop promoting your business; nobody is interested.” Some people will tell you: “the economic crisis is going to eliminate our savings and there is nothing we can do about it”. Some people will tell you: “give up…”

Well, just disagree! This is the most vital quality required of you right now. Try it and see what happens!

And for the sake of inspiration, take a look at this beautiful story, and see for yourself the amazing power of disagreeing. (4)

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http://www.youtube.com/watch?v=0ygIYxmvfJo


IGNORE THE BAD NEWS

We are being overwhelmed with bad news every day. The “merchants of chaos” make money by scaring the hell out of us. Don’t fall into the trap! Bad news brings bad news. One smart way to end the crisis for yourself is to focus on GOOD news. When was the last time you got some?

Try this: Once a day, Google those exact words, “good news”, and find some. Good news will pump up your morale and thus your willingness to fight. Commit yourself to the following principle (or therapy): “Good news once a day will keep the trouble away!”

I did this interesting experiment one day: I took 5 newspapers and I looked at the nature of the news provided. I circled all the good news with a black marker and I circled with a red marker all the bad ones. Well, guess what the outcome was:

• 95%badnews,

• 5%goodnews.

All right, we all know what consequences this can have on our mood, our morale or our productivity. So the moral is: stop reading the bad news in the papers or stop watching the bad news on TV. Get selective!

“The news media are, for the most part, the bringers of bad news... and it’s not entirely the media’s fault. Bad news gets higher ratings and sells more papers

than good news.” (5)

Peter McWilliams, Author of “Life 101”

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Here is a good example. We are all being threatened by this next epidemic... the swine flu from Mexico. How many hours of prime time TV are being spent to scare the hell out of you? Twenty people died in Mexico from the flu over the last month (at the time of this writing). And the whole world panics!

Wait a minute. Did you know that over 50,000 people in the world died from the flu last year? How come we weren’t informed about that one? Why are we suddenly warned of the “big swine flu threat” coming from Mexico – because less than 20 people died in a month???

The answer to that question is not part of this e-book. But if you want to have a good idea about it, listen to Congressman Ron Paul’s story. See how bad news can affect lives. (6)

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http://www.youtube.com/watch?v=TB5-Y08qbjo


SHARE THE GOOD NEWS

“To ease another’s heartache is to forget one’s own.” (7)

Abraham Lincoln

You know what your customers are mainly lacking? It is not money . . . it is confidence in the future. If you want your customers to buy from you now, you must first help them improve their confidence in their ability to make things go right.

So, make this a golden rule: every time you talk to a prospect or a customer, start by giving them some good news on any subject. Get them to recognize you as a source of good news and you will be surprised at the results! And also share good news with everybody who might affect your life.

Sharing good news is the next best therapy for staying upbeat and willing to fight!

How much good news are you getting, every week? Any idea? I tested that… we receive about 50 bad news items per week against maybe one that is good!

And you would think it should not affect us?

I tell you what you can do about it:

• Once a week, google “good news” and discover one you like. Spend 5 to 10 minutes enjoying it. It can be on any subject. Just find one you like. Let me tell you, it may not be easy to find one every week. But work at it.

• Find 4 friends who can do the same. Ask each of them to find one item of good news on any subject, every week.

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• Get each of your friends to agree to send you their finding. If each of them sends you one item of good news once a week, you will get 5 items of good news in a week – one for every working day. Coordinate who sends the good news what day of the week.

• You will thus get your daily good news on a daily basis for every working day. I promise you if you do that, you will start feeling better!!!

Here is the secret: bad news is contagious, but so is good news! If you start putting your at-tention on good news, I promise you, good stuff will happen to you.

Try it!es

And to prove my point about the contagious impact of good news, watch this and see how fast a good mood can spread amongst people! (8)

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http://www.youtube.com/watch?v=VQ3d3KigPQM&feature=related


BE YOUR CUSTOMERS’ BEST ADVISER

“One customer, well taken care of, could be more valuable than $10,000 worth of advertising.” (9)

Jim Rohn,Author of “7 Strategies

for Wealth & Happiness”

You have knowledge about your customers’ businesses that is very valuable. Giving good advice that can help them solve some of their problems will make you stronger and will make your customer even more confident that you are not just interested in them for their money but you truly and genuinely care for them!

The caring factor is the most important one in selling. Ask yourself what you can do to increase your customers’ confidence and do something about it every day. When you care, you earn the most precious gift available from a worthy customer: Trust! In times of difficulties, one must abide more than ever by the following principle:

In order to receive, one must be willing to give!

Did you notice this when you go shopping? So many store owners do not understand this basic principle: the most important sales tool they have is their smile. We all want to be taken care of. We all like to be the center of interest. Yet, look at the retailers complaining that the business is hurting. They show a face of complaint and that is exactly why nobody enters their shop or store.

I have never run away from a sales person in a store who was offering me advice. I have never told any of them I did not want to receive their advice. It is funny! Same thing in any business: you visit a customer and the first thing you do is offer him advice. You don’t ask permission, you just provide him advice or a good tip for his business. Who on earth would refuse that?

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Here is a good example: One day I suggested to a friend to change the way they were visiting their own customers. My friend was complaining that his sales people were visiting customers without good results. The closing ratio on customer visits was less than 14%. I asked my friend: “what is the main complaint from the customers?” and his response was: “they don’t like to be visited by my sales guys because they know they will have to buy something…”

We implemented this principle, “give before you take”. We created a collection of helpful suggestions or recommendations that my friend’s sales guys could use during their visit. We then implemented the following principle: One visit = one recommendation.

Within less than 2 months, the closing ratio on visiting existing customers went up to 32% - over 100% increase, just by implementing this simple principle.

Try it and make some happy customers!

Here is a nice article for additional reading: (10)

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http://ezinearticles.com/?Become-Your-Customers-Trusted-Business-Advisor&id=2177893


EXPAND YOUR HORIZON

“When written in Chinese, the word ‘crisis’ is composed of two characters. One represents danger and the other

represents opportunity.”(11)

John F. Kennedy

You have an unlimited source of power. Some call it “brain power”. Others call it “inner power”. I call it “creative power.” In times of crisis and economic unrest, most people introvert into their own problems. They tend to forget that challenging times always bring forth the best ideas and technologies. So start putting more attention on opportunities until you create some. Use your “creative power” to discover new solutions to your customers’ problems, to propose new services, to sell new products and/or to sell new ideas to people around you.

Creativity is the ultimate solution to challenges. Think of solutions, whatever you are facing. No one can resolve a problem by being stuck in the problem.

Follow this great principle: Get out of the mental box and expand your horizon.

Here is a good example of creativity:

In January 2009, all US car manufacturers’ sales went down 40 to 57 percent. Even German car makers were seeing a drop in sales of 15 to 22 percent. This same month, sales of the Korean Hyundai Sonata surged 85 percent in January, making it one of the country’s top-selling vehicles. And Hyundai sold more passenger cars last month than Chrysler, which has four times as many dealers. What happened?

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A great marketing idea, out of the creativity box: last fall, the Korean car maker began testing the idea of a return policy rather than simply piling more discounts onto its already low-priced vehicles.

The program covers every buyer of a leased or financed vehicle who involuntarily loses a job, becomes physically disabled, loses a driver’s license for medical reasons, is transferred to another country, is self-employed and files for bankruptcy or dies in an accident.

This marketing ingenuity was praised in a New York Times article on February 5, 2009. They did something nobody in the car industry had dared try. They struck at the core of what was bothering people: uncertainty about the future! Now after a few months of continuous success, Hyundai has triggered extreme reactions from their rivals who started to realize that creativity has no boundaries.

Read the whole article. (12)

See the TV report on this great example of marketing creativity and ingenuity. (13)

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http://www.nytimes.com/2009/02/05/business/media/05auto.html?em

http://www.youtube.com/watch?v=fosf5rumF_o&feature=PlayList&p=4AAFEFDC3EC9BF8C&playnext=1&playnext_from=PL&index=14


INVEST IN THE MOST PROFITABLE ASSET: YOU

“The only foes that threaten America are the enemies at home, and these are ignorance, superstition

and incompetence”(14)

Elbert Hubbard

Do you want 1,000% return on your investment? Well, invest in yourself. Build yourself up. Find a way to be more competent and more knowledgeable – about your job, your business and even about life! There is no stronger feeling than the feeling of competence.

You can’t count on anyone else to help you beat challenging times, but developing more skills will develop your certainty and your confidence.

So many people have wasted their money in “promising” financial investments. They forgot that the only guaranteed investment they can ever make is in themselves. You can’t lose by increasing your ability to do what you are doing for a living. Rough times offer the best opportunity to augment your qualifications and become stronger.

Your customers will always appreciate your expertise in some field that can help them. This principle will be your best ally!

Research by www.collegeboard.com in 2004 reveals an interesting relation between education and personal income: (15)

• The average full-time year-round worker with a four-year college degree earned 62 percent more than the average full-time year-round worker with only a high school diploma.

• Those with master’s degrees earned almost twice as much, and those with professional degrees earned over three times as much per year as high school graduates.

You did not finish school or do not have a degree? No worry. Self-improvement is not limited to school years. Learning can be a continuous way of life – not necessarily in formal education, but in learning new things, new skills, or in further developing skills that you already have.

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Below is a good example of how focus on self-improvement and professional training can immediately impact personal and business results:

Prior to developing this system, the company was losing up to 85% of their sales force every quarter. By “cloning” their best performing sales reps through observation and thorough investigation of successful actions in addition to using a unique study & training technology, the company was able to formalize what they call the “rapid R.O.I. (Return on Investment) Training System”.

Results:

• Within 4 weeks, individual sales increased 177% and 226% respectively in 2 groups of 25 salespeople who attended this part-time program.

• The company increased their salespeople’s loyalty by over 500%.

More income for both the sales reps and the company, less time & money wasted in hiring continuously and a higher level of morale for all. This started with the willingness and dedication to improve personal competences.

When you invest in yourself you are increasing your true personal worth. If you suddenly lost all your material wealth – which happened to many people this last year, your personal competences and knowledge would give you the power to overcome your adversity, to survive and to build your material wealth again.

Want more inspiration? Check out Pat’s website on his training solutions. (17)

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Patrick Clouden is the founder of Consumer Energy, a leading energy saving consulting firm that has enrolled over 2 million residential and 200,000 commercial customers across the USA and Canada, in the last 9 years. (16)

Patrick attributes a major part of his company’s success to a unique approach to employee training.


http://www.accelerateyourtraining.com


BELIEVE IN YOURSELF

“Although there may be tragedy in your life, there is always the possibility to triumph. It doesn’t matter who you are, or where you come from. The ability to triumph

begins with you. Always.” (18)

Oprah Winfrey

Rough times can impose a heavy load on your morale and sap your self-confidence. Yet, your morale is your ultimate weapon as a sales professional or executive. You know too well that when your morale is low, your sales or your production are horrible. And it will be observed that the first reason why people lose their morale is: someone or something shook their confidence.

Always believe that you can make things happen. Don’t wait for anybody to give you permission to think differently. If you can refuse to let anything or anyone shake or challenge your confidence in the future, you have the ultimate weapon in sales – and in life.

Protect your morale at all costs. Believe in yourself!

• Donotsurroundyourselfwithpessimisticpeople.• Dosomethingverypleasantatleastonceaday–anythingthatcanboostyourspirits, even if it lasts only 10 minutes.• Learnsomethingneweveryday.• Donotviolateyourpersonalintegritydoingthingsthatyouknowyoushouldnotdo.• Watchafunnymovieonceinawhile.Don’tgetfixedondrama.• Refusethebadnewsandtherumors–fromthemediaorfromanyone.Sticktoyour personal rule of concentrating on good news instead.• Dosomethingpersonallychallenging,likesomenewsportoractivity.• Readstoriesaboutpeoplewhodidamazingthings.Therearealotofthemwhoarea good source of inspiration for all of us!

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There are indeed many examples of self-belief “addicts” who overcame all the barriers in the world to reach their goals or dreams.

One of them is Muhammad Ali, three times heavyweight boxing world champion.

When NPR (National Public Radio) asked Ali to comment on his essay presented in the “This I believe” series, the boxing legend’s response was straight: (19)

“I have always believed in myself – and I still do.”

Many credit his supreme self-confidence with taking him to the top. “My will was stronger than their skills”, says Ali of his opponents. Now the same belief helps him cope with his greatest challenge of all – Parkinson’s disease.

“If there was anything that would strike at the core of my confidence in myself, it would be this insidious disease,” he writes. “But my confidence and will to live life as I choose won’t be compromised.” ”... Nothing in life has defeated me. I am still the ‘Greatest.’ ”

Click on the picture below to hear Mu-hammad Ali’s wife narrate Ali’s message

in “All Things Considered” radio show, broadcasted on April 6, 2009. (20)

And if you want to spend a great moment with a bright kid,

or if you need to see another good example of self-belief, click on

this one: (21)

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http://www.npr.org/templates/story/story.php?storyId=102649267

http://www.youtube.com/watch?v=HAMLOnSNwzA


WELCOME THE COMPLAINTS

“Statistics suggest that when customers complain, business owners and managers ought to get excited

about it. The complaining customer represents a huge opportunity for more business.” (22)

Zig Ziglar

When times are rough, when everybody is hunting for new business, it is the best opportunity to listen to your frustrated customers. Actually, the best time to find out how you can improve your service is now – before they complain.

You might have experienced this: you call a supplier to complain or to request that a mistake be corrected. To your dismay, your request does not receive the follow-up or the response it should. You get the impression that they are overwhelmed with problems and too busy trying to make money. What a wasted opportunity! Take every single complaint as a great chance to make your customer more loyal than ever. Apply this principle religiously and you will leave your fiercest competitors in the dust!

So here is the tip:

SURVEY your customers to find out how you can improve the quality of your service. Don’t wait for complaints to stack up on your desk. Be pro-active! When everybody is desperately looking for money, show that you care and demonstrate your absolute commitment to make your customers ever happier.

• Make it a routine to call customers with a standard, prepared form. A maximum of 5 questions should be asked. A satisfaction survey can be done every 2 or 3 months.

• Ideally, do not limit yourself to e-surveys (surveys made on-line). Those can be beneficial but nothing parallels a direct, live communication with your customers.

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• Hire or use people who have a friendly tone and attitude on the phone – no matter what feedback they get. Remember, train them to receive ANY kind of communication from upset customers. No matter how tough or “nasty” a feedback is, the simple fact that someone is listening can make a big difference and reduce the frustration.

• ALWAYS do something about the complaints. Invest the needed time and money to handle and resolve a justified complaint. If a customer is frustrated, he must have been expecting a lot from you. So you need to meet his expectations.

• Teach your sales force to always begin their communication with the question, “How are you doing with our service? Can we do anything to help or improve our service?” Do NOT think that asking such questions will make you lose sales. Not asking these ques-tions to frustrated customers is the best way to lose them.

In a few words: no survey = no feedback = no loyalty = no money!

See this link for some helpful ideas on e-surveys. (23)

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http://www.esurveyspro.com/article-unlocking-the-value-of-your-customer-satisfaction-surveys.aspx


“Quality in a service or product is not what you put into it. It is what the client or customer

gets out of it.” (24)

Peter Drucker

People like to feel well taken care of. When you show a genuine interest in them and do something special, unexpected, they tend to remember you. When you treat a customer like he is the most important person in the world, he naturally wants to come back to you.

This is especially true in times of uncertainty and economic struggle. The extra mile you go for giving them more than what they expect is worth gold and is the best antidote to losing customers.

Emotions always emanate from expectations. A customer’s feeling of delight and happiness derives from the fact that he received from you much more than what he expected. You made him important by providing him with a special service, by doing something that most people would not do.

So, surprise your customers. Exceed their expectations and you will have them for life!

Money.aol.com asked their readers to share their most memorable customer service experiences. Here are some good and bad examples of Service Sinners & Service Saints:

• BEST: COSTCO. A reader says: “I bought a mattress at COSTCO for about $500. At the same time I ordered a custom made bed. I took the mat-tress home that night and slept on it for about 2 months while wait-ing for the bed to be delivered. I loved the mattress, but it was about 8 inches thick. When the bed came and assembled, the whole thing was ridiculously tall. I am 5’5” and I could not get into it, even with a step stool. I called COSTCO, and even though my husband and I’d been sleeping on the mattress for several months, couldn’t find the receipt, and didn’t have the packaging, COSTCO let us haul the mat-tress in and gave us a full refund.”

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10 DO MORE THAN WHAT IS EXPECTED

• WORST: TIFFANY. A reader says: “My soon-to-be fiancé and I were at my favorite jeweler, Tiffany’s. We told the salesman we were trying to find something in the $5K range. He began to show us rings in the $15K range. When we told him we could not spend more than $8K he told us to think about what we really want and to COME BACK WHEN WE HAD MORE MONEY TO SPEND.”

• WORST: COMPUSA. A reader says: “I purchased a computer at Comp USA but changed my mind so I returned to the store to return it. The manager was giving an elderly lady a really hard time. I asked him how he could treat an elderly person so badly. The manager told me it wasn’t any of my business. I was not going to let him talk down to me, so I told him I was going to report him. I then went to another store. Next thing I know, I get tapped on my shoulder. I was confronted by 2 policemen asking if “I was the guy trying to return a computer.” I responded “yes.” They told me I was being detained for “burglary.” The original manager lied, and said that I walked into the store, picked up the com-puter and walked out. So I spent 2 days in jail.”

If you want to enjoy another 18 funny customer service stories, check on the money.aol.com and see how doing something special for your customers can win you a unique and long lasting reputation. (25)

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http://money.aol.com/special/best-and-worst-customer-service


PRETTY UP

“When everything goes wrong, this is what you should do: Go buy a new, expensive suit, or a new

dress, so expensive that you will have to sell… in order to pay for it.” (26)

Joe Girard,Author of “How to Sell Yourself”

You know, this principle above helped me more than 100 times, as a sales manager and a sales trainer. I would see a depressed salesperson, or a totally desperate one. I would ask them what their problem was. And, in every single case, this is what I would find out: their biggest difficulty was their own lack of appreciation and respect toward themselves.

I remember this one trainee years ago. He was doing poorly. He was mourning about life and not even making enough money to pay for his food. He was shoddily dressed and very unprofessional looking.

I asked him when was the last time he had bought himself a nice suit. He looked at me with dismay and told me he could not remember. I told him: “go to a nice store and buy the most beautiful suit you can get. Put it on your credit card…” – promising him that the bill would be taken care of. He did that and came back with the bill.

I then told him to go and find that customer who would pay for it! He stared at me, quite confused and embarrassed at the idea that he might end up paying for the expensive suit. I told him: “that customer is somewhere out there. Find him!” He left rather upset.

Two weeks later that same gentleman came back to me. He looked great. Enthusiastic and truly classy. He explained to me that, having no choice, he started to work like mad and just focused on being professional-looking and on finding good customers. He made, in those two weeks, more money than he had made in the previous three months!

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So, get pretty.

Make yourself professional-looking. It doesn’t matter if you meet customers face-to-face or if you talk to them on the phone. If you look professional, you will act professional. And you will like yourself more. Self-respect is a vital attribute of success in selling, in business AND in life!

For example, in these pictures, who would you say is the most successful woman? Yes, the answer is obvious. On the left is a lady who was desperately searching for a job. On the right is a very successful business woman. But guess what? These two pictures are actually of the same lady! Only the picture on the right was taken 10 years later!

Appearance counts and it can have a tremendous impact on your morale, your self-confidence and your professional performance.

Jan Larkey, the lady in the above picture, calls this appearance phenomenon the “7 seconds to impact image”. See her article, page 45 of the e-book “Developing Professional Behaviors” where she describes her life transformation after changing her look. (27)

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http://books.google.com/books?id=WrPiVD39XBwC&pg=PA45&lpg=PA45&dq=impact+of+professional+appearance+on+morale&source=bl&ots=HxnbgLplsD&sig=mOjstxTY_isuyyIuZCuJIjegYIY&hl=en&ei=kDcESq2eA-CLtgfsxGHBw&sa=X&oi=book_result&ct=result&resnum=10#PPP1,M1


FORGET THE BAILOUTS

“In the present crisis, government is not the solution to our problem; government is the problem.” (28)

Ronald Reagan

Don’t wait for the Government to handle our societal problems. Don’t expect anything from them. It is not that they are un-motivated to help. But if you wait for the Government to solve your problems, you will be disappointed and you will be broke long before anything good comes to you.

This is not a politics-colored comment. From a pure business viewpoint, you can’t hope someone else is going to solve your troubles. The bail-outs and Uncle Sam’s interventions in our economic lives will inevitably lead to more taxes, more regulations – and more bureaucracy.

Don’t count on the government or on anybody else to help you survive and succeed economically. Your life and your future depend entirely on what you do today – it is entirely up to you. If you get anything from anyone, accept it as an unexpected gift – a cherry on the cake, which you were busy baking yourself!

But the worst part of this bail-out mechanism is that it invalidates people’s natural ability to take care of themselves. It reduces our aptitude to find our own solutions. It creates a “need for assistance” mentality where many citizens imperceptibly lose their creativity and their natural “problem-solving” skills. Plus, over time, it will make the wrong people richer and the right people poorer.

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It is interesting to note how the mass media push the idea that there is no other solution than using the government power to intervene more into our economic and social lives.

Yet a recent poll by www.sodahead.com, done with 317,000 people online, reveals what Americans believe about government bailouts:

• “Do you believe government bailouts are the answer to America’s financial crisis?” – 76% NO.

• Do you believe the government financial bailouts will ultimately rescue our financial system crisis?” – 86% NO.

• “Do you believe American taxpayers should have to foot the bill for our financial systems mistakes?” - 69% NO.

Click on the above link to access the whole survey (29)

When it comes to who should manage YOUR life, you need to remind yourself that the only reason for governments is to protect your rights, not to decide for you: (30)

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http://www.sodahead.com/question/351125/a-actual-poll-that-shows-america-the-peoples-beliefs-government-bailouts-good-for-america/

http://www.youtube.com/watch?v=of586VeeqSs&feature=related


PROMOTE LIKE MAD

“How often do you sit around and wonder how to make more money and get more people to buy more from

your company? The answer is astonishingly simple: Your income is definitely 100% affected by how

much promotion you do…” (31)

Joy Gendusa,Founder PostcardMania

Many business owners make this terrible mistake when faced with economic trouble: they reduce their promotional budget. It is a “natural” reflex to fight the erosion of funds and a sudden drop of profits. What they do not realize is that the first way to gain business is to promote, not to economize.

Economizing in promotional actions does not bring more customers. Whatever drastic action one can take to reduce internal costs, at some point the crucial question will rise: how do you bring in more business?

I hear too often from business owners that this economic crisis forces them to reduce their marketing money spending. “We can’t spend any money on marketing or more money until the economy improves,” they say.

What a mistake! Your challenge during difficult times is to do whatever it takes to find the money to promote your business more aggressively. Reduce costs in some other area of the business if you have to. But make sure to spend more on marketing during tough times, not less. The day you stop selling the unique capabilities of your company to as many prospects as you can is the day you should close up your shop and save the business from continued losses.

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Marketing is at the core of your business survival and can help you thrive, no matter the economy!

Have you ever heard of the “boomerang effect”? Here is how it works in marketing: for what you send out, there is always something that will come back. If you send out 1,000 e-mails or postcards you might get 10 or 20 returns. Well then, if you send out 100,000 e-mails or postcards you might get 1,000 or 2,000 returns. Something always comes back in mathematical proportions!

The author of the quote given above is a great example of marketing success, “no matter what”. Using a powerful, simple, extremely cost effective way of communicating with customers has earned Joy Gendusa Inc. Magazine’s recognition as the nation’s fastest growing direct mail postcard-marketing firm with year 2008 revenues close to $19,000,000. Joy began in 1998 with zero investment capital. (32)

Today, her Clearwater, FL firm called PostcardMania, employs over 160 people and prints 4 million and mails 2 million postcards representing 35,000-plus customers in over 350 industries each week. In 2008 Joy was named Tampa Bay CEO of the year! (33)

Do you want to learn quickly how to promote yourself or your company at minimum cost and at optimal return? Do you need some down-to-earth tips on how to thrive through economic trouble with simple marketing tools?

Go to the Postcardmania web site and download free articles. (34)

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www.inc.com/inc5000/2007/company-profile.html?id=2005498

http://tampabayceo.com/ceooftheyear.html

http://www.postcardmania.com/marketing-articles/


“If you work just for money, you’ll never make it; but if you love what you’re doing and you always put the customer

first, success will be yours.” (35)

Ray Kroc , McDonald’s Fast Food

Restaurant Entrepreneur

IF YOU DON’T LIKE IT, DON’T DO IT!

Well, this principle is just another one of those that “everybody knows about”. Yet too few do abide by it! Seems easier to talk about it than to apply it, right?

If you are working right now just for the sake of paying your bills and putting food on your table, I understand that this might leave a sour taste in your mouth. But think about it. We all agree that being purpose-driven gives one more chances to get somewhere.

How can one hope to attract money while doing something one can’t find a true motivation for doing?

True, in our daily occupations, we don’t always get to do what we’d like to do. Sometimes, or even often, we find we HAVE to do things that don’t enthuse us. But if we can find something that motivates us to wake up in the morning and face our daily challenges with determination to go through the day, we raise the odds of success by 1,000%.

And now is when it counts the most….

The most basic principle of success is to have a reason WHY you are doing what you are doing. And making money is NOT part of it. Look at money as the fruit of your hard work, and a sign of acknowledgment from your customers – this is the way they say “Thank you”!

I once helped a friend who was confessing to me that he “hated” his job. His main motivation was the check at the end of the month. I challenged him to find a job he had some personal motivation to wake up for every morning. I cautioned him that he could end up having health trouble doing something he did not like.

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Seven months later, this friend called me... very happy. He wanted to thank me. Two weeks after talking with me, he had had a stroke. While at the hospital he thought of our conversation. He then decided this was the best time to make a new life. He found a job he truly enjoyed. And even though his salary was lower than with his previous work, in less than three months on the job, he had a promotion AND a raise!

I recently came across a nice article written by Rich Karlgaard, of www.forbes.com . In this article he relates to what he believes to be the best book on entrepreneurship, business and investment that he has read in some time. It’s not new and it’s not a business book. It was written in 1995 and comes from the field of religion. It’s titled The Purpose-Driven Church and was penned by Rick Warren.

In this book, Warren describes the principles of religious success, illustrating the fast expansion of his own church, the Saddleback Church he launched in 1980 in Orange County, California. Under his leadership, the church became the fastest-growing Christian Church in America.

Rich Karlgraad does something smart in his article: he converts all the principles adopted by Warren for his church into business principles. One of the most fundamental principles is exactly related to the importance of purpose in doing something!

“Nothing should precede the purpose of your business. Plans, programs and personalities don’t last. Only purpose lasts. It can heal your business, too. Nothing will revive a discouraged church [business] faster than rediscovering its purpose.”

“Purpose not only defines what your business should do, it defines what it shouldn’t do. The secret to effectiveness is to know what really counts. Then do what really counts.”

Read the whole article here: (36)

Rich Karlgraad

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http://www.forbes.com/forbes/2004/0216/039.html


KEEP SMILING

“War is a game that is played with a smile. If you can’t smile, grin. If you can’t grin, keep out of the way till you can.” (37)

Winston Churchill

Look around you. Many people are upset, angry, worried or terrified about the future. They don’t know what will happen to them. It’s war out there. Economic war! They actually need your help. Give them a smile! Offer them something to feel good about . . . anything.

A smile costs nothing but has more value than all the gold in the world. Smile at people around you, even if you don’t know them. Smile on the phone. Smile to yourself. Make a happy face and look at it in front of a mirror – you will find out that the person in front of you is quite nice and deserves your smile!

The Greeks gave us the most beautiful word: Enthusiasm! It comes from Theo, God within! I found that among the top sales professionals, the thing they mostly have in common was exactly that: enthusiasm and an amazing joy of living!

Italians used to consider laughter as the best psychotherapy. There are indeed many ben-efits to having a good laugh:

• Laughter may reduce your risk of cardiovascular disease. Researchers at the University of Maryland Medical Center in Baltimore have found that laughter is linked to healthy func-tion of blood vessels by causing the inner lining to expand, increasing blood flow.

• Laughing just 15 minutes a day can help you lose weight. No joke. Scientists at Vander-bilt University in Nashville, Tenn., have discovered that a daily dose of chuckling can burn up to five pounds of fat over a year. Ten to 15 minutes of laughter could increase energy expenditures by 10 to 40 calories per day.

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• There is now scientific proof that laughter is contagious. Researchers at University Col-lege London found that hearing laughter and other positive sounds triggers a response in the area of the brain that is activated when we smile.

• A good laugh stimulates your organs, soothes tension and tummy aches, improves your immune system, relieves pain and increases personal satisfaction, according to a Mayo Clinic advisory on stress.

• Laughter and its effects on the human body is a hot field of study called gelotology. Hu-mor therapy, clown therapy and laughter are being used by doctors and hospital staff.

Source: McClatchy-Tribune News Services

Even CTCA (Cancer Treatment Centers of America) recognizes laughter therapy as a very effective natural medicine.

See the report by clicking here: (38)

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http://www.cancercenter.com/complementary-alternative-medicine/laughter-therapy.cfm


CONCLUSIONNo matter how hard times might appear, the most reliable source of solutions, energy or hope is YOU! At the end of the day, it is whatever you do to remain strong, confident and trustful of the future which makes a difference.

Many people ask me what I am personally using to remain strong and upbeat! My answer has been the same for the last 22 years: I abide by “The Way to Happiness” precepts. More than 70 million copies of The Way to Happiness booklet have been distributed in 90 languages within 130 countries. I have found through its 21 precepts a simple yet effective help to guide my actions and decisions in business AND in life.

To view each of these precepts in a short video click on the picture: www.thewaytohappiness.org

You can also obtain a FREE copy of the booklet and the DVD with all its 21 principles. Simply go to The Way to Hap-piness website and ask for your free copy. (39)

I wish you all the best. You are welcome to communicate with me. Send me your questions,your comments or suggestions to [email protected]. I will always respond.

You are of course welcome to forward this e-book to your friends. Simply send them to www.crisisbuster.com and invite them to download their own copy!

Yours truly,

Patrick Valtin,Business & Life CoachTrainer/Speaker

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http://www.thewaytohappiness.org

mailto:patrick%40crisisbuster.com?subject=

http://www.crisisbuster.com

http://www.thewaytohappiness.org

Sources:

(1) www.twainquotes.com

(2) http://www.chrismartenson.com/

(3) http://home.att.net/~quotations/mahatmagandhi.html

(4) http://www.youtube.com/watch?v=0ygIYxmvfJo

(5) http://thinkexist.com/quotes/peter_mcwilliams/3.html

(6) http://www.youtube.com/watch?v=TB5-Y08qbjo

(7) http://thinkexist.com/quotation/to_ease_another-s_heartache_is_to_forget_one-s/222557.html

(8) http://www.youtube.com/watch?v=mUZrrbgCdYc

(9) http://amazingserviceguy.com/the-best-customer-service-quotes/customer-service-quotes-page-5/

(10) http://ezinearticles.com/?Become-Your-Customers-Trusted-Business-Advisor&id=2177893

(11) http://findarticles.com/p/articles/mi_qa3903/is_200410/ai_n9522141/

(12) http://www.nytimes.com/2009/02/05/business/media/05auto.html?em(13) http://www.youtube.com/watch?v=fosf5rumF_o&feature=PlayList&p=4AAFEFDC3EC9BF8C&playnext=1&playnext_ from=PL&index=14

(14) http://www.finestquotes.com/select_quote-category-Competence-page-0.htm

(15) www.collegeboard.com

(16) http://www.consumerenergysolutions.com/

(17) http://www.accelerateyourtraining.com

(18) http://74.125.47.132/search?q=cache:CEGXlozmdysJ:www.hcpro.com/content/227016.doc+%E2%80%9CAlthough+there+may +be+tragedy+in+your+life,+there+is+always+the+possibility+to+triumph.+It+doesn%E2%80%99t+matter+who+you+are,+or +where+you+come+from.+The+ability+to+triumph+begins+with+you.+Always.%E2%80%9D+quote+from+Oprah&cd=1&hl= en&ct=clnk&gl=us

(19) www.npr.org

(20) http://www.npr.org/templates/story/story.php?storyId=102647

(21) http://www.youtube.com/watch?v=HAMLOnSNwzA

(22) http://www.brainyquote.com/quotes/quotes/z/zigziglar173504.html

(23) http://www.esurveyspro.com/article-unlocking-the-value-of-your-customer-satisfaction-surveys.aspx

(24) http://www.customerservicepoint.com/customer-service-quotes.html

(25) http://money.aol.com/special/best-and-worst-customer-service

(26) http://thinkexist.com/quotation/the_elevator_to_success_is_out_of_order-you-ll/253324.html (27) http://books.google.com/books?id=WrPiVD39XBwC&pg=PA45&lpg=PA45&dq=impact+of+professional+appearance+on+moral e&source=bl&ots=HxnbgLplsD&sig=mOjstxTY_isuyyIuZCuJIjegYIY&hl=en&ei=kDcESq2eA-CLtgfsxGHBw&sa=X&oi=book_result& ct=result&resnum=10#PPP1,M1

(28) http://www.giga-usa.com/quotes/topics/government_t009.htm

(29) http://www.sodahead.com/question/351125/a-actual-poll-that-shows-america-the-peoples-beliefs-government-bailouts-good-

for-america/

(30) http://www.youtube.com/watch?v=of586VeeqSs&feature=related

(31) http://www.postcardmania.com/

(32) www.inc.com/inc5000/2007/company-profile.html?id=2005498

(33) http://tampabayceo.com/ceooftheyear.html

(34) http://www.postcardmania.com/marketing-articles/

(35) http://www.quotesdaddy.com/quote/651162/ray-kroc/if-you-work-just-for-money-youll-never-make-it-but

(36) http://www.forbes.com/forbes/2004/0216/039.html

(37) http://oaks.nvg.org/wm5ra12.html

(38) http://www.cancercenter.com/complementary-alternative medicine/laughter-therapy.cfm

(39) www.thewaytohappiness.org

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Mr. Patrick V. Valtin is an international Sales & Mar-keting consultant. He has traveled to more than 30 countries over the last 22 years and has personally trained more than 75,000 people in the areas of Sales, Marketing, Human Resources Development, Organization and Leadership. His cus-tomers and seminar attendees have come from all industries – from growing businesses to multinational corporations. He is the founder of U-Man Belgium, the biggest consulting company in Europe specialized in the Hubbard® Management Technology. He is president of M2-TEC USA, INC. – a Management Consulting & Training Company established in Clearwater, Florida. He recently created CrisisBuster.com, an organization dedicated to help professionals of all fields grow stronger in the current economic crisis.

ABOUT THE AUTHOR

www.patrickvaltin.com

www.m2-tec.com

www.crisisbuster.com

1988 Freedom DriveClearwater, FL 33755Ph. 727-812-9605 Toll free 877-831-2299

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See Next Page for Special Announcement!

http://www.patrickvaltin.com


http://www.crisisbuster.com

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This powerful business & organizational effectiveness analysis evaluates 15 strategic management functions which may require your attention and energy, on a daily basis.

The analysis is based on an IDEAL SCENE for each of these functions, measured against the profile of thousands of successful en-trepreneurs. Each of these functions should operate optimally and be well coordinated with all others.

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