Tips, Rips, and Reviews
By Michael Dalton Johnson

Mood follows form.

To create well I have to be in a good mood, happy and cool. —Marc Newson, Entrepreneur

When you feel in winning form, you smile, stand up straight, and walk with confidence. On a gloomy, depressing day, try this: smile, stretch, and strut. Your mood will begin to lighten as your physical actions mimic those of a winner. The same applies to your phone personality. If you sit up straight and smile, you begin to feel self-confident and purposeful. Your voice reflects those qualities, and you will enjoy more successful business conversations.

Expand your vocabulary.

One forgets words as one forgets names. One’s vocabulary needs constant fertilizing or it will die. - Evelyn Waugh, Author

There is a proven relationship between vocabulary and income. Most successful people have good vocabularies and can express their ideas clearly. Less successful people tend to rely on a limited vocabulary augmented with clichés to get their ideas across. You are taken far more seriously when you can express yourself articulately. Clear and precise language gains you respect and credibility.

Don’t bother to learn words that are never used in everyday conversation. The fact that you know the meaning of popinjay is not of any value. However, learning one new word a day is money in the bank.

My book makes a great Christmas gift for any business professional. Excerpted from Rules of the Hunt. Available at Amazon.

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I welcome your suggestions and comments. E-mail me here.

Take a look at my book Rules of the Hunt. Available at Amazon.

Eight ways to identify new suspects
By Dave Kahle

Every sales organization, and every sales process, begins with identifying a group of suspects. Suspects are people and organizations you suspect may one day do business with you. They aren't yet prospects, because you don't know if they have a legitimate need for what you sell, or if they can make the decision and buy your product or service. That determination comes later.

But in order to get a group of prospects, you must begin with a list of suspects. Here are eight ways to acquire such a list.

1. Buy a list.

This is the information age, and lists are available for almost every conceivable set of characteristics. For example, I could, this afternoon, contact a list broker, ask for a list of names, addresses, phone numbers, size of business in numbers of employees, and email addresses for manufacturers (or any one of a couple of hundred classifications) within a set of telephone area codes. I could have that downloaded to my computer by the end of the day.

Information selling is now a major industry in this country and there are lots of providers. Just do a Google search on "list brokers" and find a couple with which to work. You'll be amazed at what information you can purchase.

2. Get referrals from your customers.

Probably the best way to meet a prospect for the first time is to be introduced by someone you both know and respect. Before that can happen, you need to get the name and details for the person who you want to meet. That means you must ask your current customers for referrals.

The best way to do this is to visit your customers face-to-face, have a conversation about your products/services and their satisfaction with them, and then ask them specific questions to generate lists of names. For example, don't ask, "Who do you know...", instead, ask, "Who is one of your vendors who could use our service?", Or, "Which one or two people in your committee would be possible candidates?" By asking a series of specific questions instead of general ones, you'll direct their thinking in more productive routes, and acquire more referrals.

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