Increasing Your Odds

May 22, 2019

increase your oddsWhat are your chances of winning the lottery? Likely one among millions, right?

The good news is:  There are many situations in life where your odds of success are considerably better.

Winning an Olympic medal….1 in 662,000

Aiming to have 3 sets of twins?  1 in 500,000

Making a hole in one? 1 in 5,000

So, what are the odds that you’ll get your ideal customer to buy your product or service?

About twice as good as making a hole in one.

According to the National Billboard Association, every day the average person gets 2,456 messages…and acts on only 4 of them!

That makes your odds about 1 in 614.

Want to improve those odds? Here are 5 basic tips for reaching what we call Customertopia, where your business is bursting with all the customers you could possibly want.

  • Be focused – Know who your ideal customer is and target your marketing message directly to that customer.
  • Be consistent – Understand your ideal customer’s problems and aspirations and consistently offer what they want.
  • Be persistent – Successful marketing is not a one-and-done proposition. Depending upon your industry (and how well you know your customer), estimates range from 5 to 13 contacts on average to make a sale.
  • Build relationships – Remember that people do business with those that they know, like and trust.
  • Be unique –Find the factor that sets you apart from everyone else in your niche. The thing that makes you the best possible choice for your ideal customer. Once you know what that is, make sure it shows in everything you do.

In business, as in life, there are no sure things. No guarantees that your customer will make that purchase, no matter how great your product or service may be. That’s why it’s so important to do everything you can to increase the odds in your favor.

You can do that….right?

Go forth and do great things,


Martha Hanlon and Chris Williams

Martha & Chris

P.S. Our new #1 International Bestseller, Customertopia: How to Create an Easier, Simpler, More Profitable Business gives you a step-by-step guide to creating that steady flow of ideal customers. Reserve your free copy of the print edition here.

Crisis of Faith

May 15, 2019

crisis of beliefJoy was feeling a little wobbly.

Her center of gravity felt like it was shifting. What seemed so smart just a few weeks ago no longer appeared to be the right path.  Doubt seeped into all the crannies of her belief.  Her conviction melted.

Was it time to change direction or was Joy having a crisis of faith?

If you’ve been in business long enough, you’ve experienced a crisis of faith.  That moment when “what you believe” and “how you see things you’ve committed to” become seriously questioned.

Questioning is healthy.  You should never continue down a path simply because some day in the past you chose that path.  Successful business owners always watch, review and analyze what’s going on around them.  Then you can evaluate your results.

Are these results simply wrong, or do they just make you a little uncomfortable?

The crisis of faith we’re talking about begins when you question without evidence, when your tingly Spidey-sense goes off because you’re nervous about the path you’ve chosen.  To succeed…to reach that goal you want to hit, to grow beyond your past…you’re going to experience uneasiness, discomfort and nervousness.

But how can you tell the difference between pulling the plug because the path just isn’t working versus staying the course because you’re nervous?  Experiencing a crisis of faith?

What’s generating this ill feeling?

Crises of faith are not all bad!

They can come from positive experiences, too.  You’re learning new things, moving in new directions, making unexpected discoveries, being asked to do things differently.  The upheaval shakes up emotional, spiritual and intellectual commotion along the way.

If this is what you’re sensing, stay the course.  It’s a crisis of faith in the path, the system, the coach or, most likely, yourself.

Instead of pushing away or turning off what’s causing the crisis, run towards it.  Welcome it.  Embrace what you’re really experiencing…the discomfort of growth from a new direction or new source.  Take the leap of faith caused by the crisis of faith.  It’s asking you to do something new and true without regard to whether it’s disturbing or liberating.

That’s what Joy did.  It took courage.  Growth towards her goal will be her reward.

Go forth and do great things,

Martha Hanlon and Chris Williams

Martha and Chris

A Holiday Worth Celebrating

April 24, 2019

telephone dayWhew!  April has been a full month!  We’ve had April Fool’s Day, Passover, Easter, National Siblings Day and Earth Day. And though it probably wasn’t cause for much celebration, Tax Day.

And we’re not done yet.

There’s one more holiday I’m celebrating this month. One that’s near and dear to my heart. It’s TODAY and just in case it’s not on your calendar I wanted to give you a heads-up.

Don’t worry. You don’t have to go shopping for presents, a special outfit or elaborate decorations. It’s not that kind of holiday.

So, what is this mysterious holiday, and why am I inviting you to celebrate with me?


That’s right…National Telephone Day!

The phone is the most important piece of equipment in your business. When you use it well, it’s the lifeline between you and your customers. That’s why we insist our coaching clients set aside a “Power Hour” every day to be on the telephone with prospects and with current and former customers.

The Power Hour is a non-negotiable date you make with yourself and the phone every day. We’ve watched businesses completely transform themselves by implementing this one single strategy. It’s the fastest path to cash.

Every. Single. Time.

In a world where there are dozens of different ways to get your message out, nothing beats the personal touch. A friendly voice on the other end of a phone provides a welcome change that delivers on a more personal note. It’s the way you make connections that grow into relationships, relationships that build your business and keep it going.

If you’re like many of our clients, at first, the phone feels as if it weighs 100 pounds. You dread picking it up.

But once you start to see results, you’re going to love the Power Hour. To get you on the right track with your Power Hour, we suggest the 10-2-5 guideline.

  • Make 10 calls every day. At a minimum. You might not reach everyone on the first attempt, but keep trying.
  • Set 2 appointments every day. Those appointments might be for the next phone call, a cup of coffee, or an in-house visit. When you initially reach your prospect, she might not have the flexibility to talk to you for any length of time. Be brief, share a bit about how you might benefit her business and set the “real” appointment at a time when she can focus on a more in-depth conversation.
  • Get 5 new referrals every day. Acquiring new prospects through referrals keeps your business growing. Who might your prospect know that you should be talking to, besides them?

Today, I’m celebrating National Telephone Day by adding a little more time to my Power Hour. By taking some time to be grateful for this simple, but powerful tool. By valuing the connections I’m making with the people on the other end of the line.

Come on. Celebrate with me.  Pick up your phone.

It’s National Telephone Day!

Go forth and do great things,

Martha Hanlon and Chris Williams

Martha and Chris