March 8, 2007 Vol 1 Issue 10
Good Thursday to all!

What's attitude got to do with it?

Two weeks ago, a close friend of almost 30 years called to tell me he has cancer. He is an amazing artist and painter. The best case scenario is they have to amputate part of his "working" hand. The shock is over, but the grief is just setting in for me. I want to be there for him and support him in any way I can; yet I also want to cry, be afraid, mad, and even angry all at once…

I learned a big lesson from him—he emailed me the following:

“It’s gonna be all right! They are going to take my big toe and put it where my thumb should be. I’m going to get me a motorized wheelchair for a month, so I can get myself down to the winery for my free glasses of wine!”

Even the best of friends can learn something new from each other. One thing I’ve always loved and admired about him is his persistent ability to bounce back from difficult experiences—the best attitudes in difficult times are the attitudes of curiosity, wonder and intrigue. “That’s interesting, wonder what that means?” “What can I learn from…?”

Unfortunately, the first response for most of us is to launch into self pity and criticism —“Why me? I’ll never get over it.”

So, I guess, my learning is: Work with what ya got.

Have a great day in whatever your adventure,
To Success! To Life!
Sharon

Every person in the world speaks a different language.

How often are we surprised when we don’t understand someone or someone doesn’t understand us? Consider for a moment, maybe you are not speaking the same language.

There’s an old saying: “It isn’t what you said that’s important, it’s the response you got back that’s important. “ So in knowing that— listening isn’t the key; understanding is. Understanding communication starts when we develop a deeper understanding of how people communicate.

There are multiple models for understanding communication, which we can go into in detail at a later date. Today’s focus is on the Neuro Linguistc Programming  (NLP) Representational Systems.   NLP Representational Systems are a model that was developed to understand the way people code and store experience in their minds. These experiences are the basis for their memories, thoughts, beliefs and actions.  

The system states that people generally code experiences in three ways: visually (V) in pictures (still or moving); auditorily (A)in words and sounds; and kinesthetically (K) in feelings emotions and sensations (VAK).  While we all use all three systems, we generally have a preferred strategy. The words we use to communicate, the gestures we use, and even our eye movements show others what our preferred VAK strategy is.

Words your customers use indicate what Representational System they are accessing at the time.

Over time, you can begin to notice a pattern in the way your customer speaks. With patience, persistence, and practice you can use these verbal behavioral patterns to more easily build rapport, persuade, influence, and sell better. 

You may want to consider creating several company messages depending on the different types of customers you serve.  Not only do you have customers who are in different stages of the buying process (from browsers to those who kinda know what they want to those who know exactly what they want), you have customers who speak different languages too. They will all be asking different questions, as well. 

Just by speaking their language you can put people at ease, create a sense of trust, and create stronger relationships.

Work with what ya got!

A printable Action Quote pdf—WhatYaGot.pdf

Right around the corner...

As many of you already know, my passion is helping small business owners become more effective and market cost effectively. Lorrie Morgan-Ferrero has asked me to share to her mastermind group low-cost ways to turn your company or product into a Niche-Market Brand Name.

Subject: "Mark-It with Your Brand"
I will share my approach to successful Branding of your Product or Service

Date: March 14th
Time: 4pm Pacific/7pm Eastern

This call is for members of Red-Hot-Copy's Sterling Inner Circle virtual mastermind group. When you join you get ONGOING support from your fellow members, Lorrie's Gold and Platinum members, and ME through the online forum. We also meet via telephone once per month. This month's topic is one of my favorites to talk about! To join Lorrie's Sterling Club and for information on getting started, visit www.redhotcopy.com/sterling.htm

Impression Engineers is passionate about creating marketing materials that reflect your company's excellence. Let us create an excellent blogsite, website or e-zine for you, or perhaps it's time to mix direct mail postcards or newsletters with your web marketing. Drop us a note.

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