Archive for 2011

You’re Fired!

By: Dan Kennedy on: August 1st, 2011 19 Comments

A while back, Donald Trump became the 2,327th person to get a star on the Hollywood Walk Of Fame. Almost before the glue dried, but then his TV show was rather abruptly cancelled. Somebody at NBC called and said: “You’re Fired.” That’s life. Tom Monaghan once said he went from the World’s Wonder Boy to the Village Idiot almost overnight. Personally, I’ve never actually been fired, but there are plenty of times when I should[…]


Sales As Performance, A Metaphor

By: Dan Kennedy on: July 18th, 2011 3 Comments

I was recently going over Sydney Biddle Barrows material, particularly her “training class” for the ‘escorts’, I was reminded that I have always viewed selling as performing, a sales presentation as a performance – and that I tend to forget, most salespeople do not share my view, or Sydney’s. This viewpoint translates in many practical ways, including scripting; rehearsal and practice; attention to detail; pride in the performance itself….as opposed to saying any damned thing[…]


3 Ways to Quickly Double Your Mailing List

By: Brian Horn on: July 6th, 2011 14 Comments

While most of us are aware that “the money is in the list,” we also know that it can be very difficult to get that list in the first place. Struggling to get that first dozen or so sign ups is one frustration many small business owners encounter, but one which is even more common is the dreaded sign up plateau. This refers to the time in your campaign when you’ve been stuck at the[…]


Are You Really “IN” Control?

By: Dan Kennedy on: June 27th, 2011 10 Comments

Years ago, you’d walk the streets of New York and see homeless folks all over the place, many with mental problems, muttering to themselves, or talking loudly at no one or at everyone or at each person who passed. It was disconcerting at minimum; intimidating, frightening or depressing at times. These days, a lot of the homeless problem there seems to have gone away – I can’t tell you why. But they’ve been replaced by[…]


One Step At A Time?

By: Dan Kennedy on: June 20th, 2011 4 Comments

Within 12 weeks of deciding that every store needed an HR manager, Home Depot had interviewed 3,000 people, hired 1,300, trained them and had them in place. Also, during their peak growth year of 2004, they opened a new store every 48 hours. What do you make of such things? Most of you know my favorite Iaccoca story, of impulsively having the roof removed by blow-torch, to test drive a new convertible. However, reading Iaccoca’s[…]


I Can Raise the Dead

By: Dan Kennedy on: June 14th, 2011 5 Comments

You’ve heard that “you can’t raise the dead.” Well, very recently, with a marketing campaign I got response from a dead guy. So I can raise the dead. Amazing. But if you were fortunate enough to be on my group call with the folks in my personal coaching groups, you heard tell of even more amazing feats – theirs, not mine. In a mail-order business selling to hobbyists, the addition of a forced continuity program[…]


It Really Isn’t Hard To Have The World Clamoring For You

By: Dan Kennedy on: June 6th, 2011 9 Comments

It has reached the point where I am annoying A LOT of people by turning them away and being unavailable to speak or consult or write, weeks to months tardy in responding to correspondence from those not already clients, yet still having so much to do I’m having trouble keeping my commitments (something I hate with a passion) and crave relief from pressure. Looking backward, I see it is not difficult to get into this[…]


Just Stay Away From Them… If You Can

By: Dan Kennedy on: May 31st, 2011 7 Comments

The Shadow knows. And so do I. With another holiday weekend behind us, you may have encountered “friends”, family and relatives, and others with evil intent, conscious or not. Some will attempt to slime you with GUILT. Simply because you are doing better than they, notwithstanding that you exhibit initiative and they exhibit none, they will attempt to guilt you into giving or loaning them money, paying their bills, repairing their car for them…or, at[…]


Should You Pay Attention?

By: Dan Kennedy on: May 23rd, 2011 8 Comments

Very Good News: You can finally, completely stop worrying about Al Gore’s global warming. We are all destined to die of something else instead. A front page headline on USA TODAY read: 90% of the ocean’s edible species may be gone by 2048, study finds Having North Korea, Iraq, Iran, etc. isn’t enough. They have to devote half their front page to scaring us about the potential scarcity of Mrs. Paul’s fish sticks forty-two years[…]


Are You Too Jaded?

By: Dan Kennedy on: May 16th, 2011 8 Comments

This is one I am writing for myself. You can read it if you want to, but it’s really for me. (I’m toying with starting to write all these for myself. I need a lot of counseling, so it seems like a clever and efficient way to use this time.) Many moons ago – a phrase I find appropriate with frightening frequency – I took one year nearly off from business and made a living[…]