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Games have rules, goals, competition and an allotted amount of time. So does a business.

Though we often compare life to sports, these three messages might be useful.

Football is a game of field position. Critical is the yard line on which the offense begins. If we get the ball near the opponent’s goal line, our scoring is more likely than if we get the ball at the other end of the field.

In your business, where are you starting from? How much experience have you had? How much training did you have? What connections in the market do you have? How well are you prepared?

Ten different people can elect to start the same business at the same time, but none will be starting from the same position. Their background, their current connections, their natural talent and their support structure will give some an advantage and a position closer to their goal.

Baseball is a game of perseverance. The very best hitters get a hit 1 out of every 3 times at bat. The vast majority of hitters get a hit, 1 out of every 4 times at bat. Though we can practice and learn more about hitting, no one has ever gotten a hit 1 out of every 2 times at bat.

Games are not easy. Even the best players achieve the desired result infrequently. The great players never give up. They enjoy every single opportunity. They enjoy their hits and remain positive when they make an out.

Hockey is a game of speed and shooting the puck past a goaltender. If there were no goals or if there were no goal tender, there would be no game and no one would even play. The thrill is either stopping the puck or shooting it past the goaltender. Scoring a goal is a party, at least for the shooter’s team.

What makes the game is having the goal to shoot at and a goaltender to defeat. In business having a goal makes the effort fun, rewarding and motivating.

Business is like a game.

[1] Start from a good position. Be well prepared.

[2] Enjoy the game, even when you don’t get the desired result. Persevere. It’s supposed to be hard. If it was not, everyone would do it.

[3] Have a goal; a clearly defined goal that you can recognize, and be recognized, when you score.

Have Fun Enjoy the Game.


As a business owner (or seller of a product or service), the key ingredient in our success is our belief in it.

If we are not totally convinced in the solution we offer, how can we convince others?

Whether we offer a guarantee or not, in our own minds, is our solution a guaranteed success for our customers?

Seriously, do we love to talk about the product?

Do we use the product?

Are we convinced of guaranteed customer success?


If you start a new job . . .

If you start a new business . . .

If you start to sell a new product . . .

If you start a new Network Marketing endeavor . . .

Are you convinced and confident that this offering is brilliant and your customers are guaranteed a successful experience?

Because . . .  for you to find happiness and success, you must be confident and convinced that your customers are guaranteed to find happiness and success.

And if they are, and do, your work will be a delightful and rewarding experience.


Dr Seuss
When speaking about your business, don’t use these words, “help”, “easy” or “basically”.

These words diminish your value.

Speak and write clearly and boldly about who you are and the super power you have.

Instead of help . . . . DO something, or CAUSE something, or MAKE something, or FIX something.

Easy . . . . if what you do is easy, what do we need you for? Even though what you do is amazingly easy for you, it is NOT for others.

Basically . . . . is the word of the uncommitted or unsure. State clearly and boldly what you do, cause or make happen.

An exercise and good practice to become more definitive in the use of words is to use fewer. When we are constrained we have to then use the best words and get rid of all the weak and mediocre.

Use 100 words as a limit. Whenever you speak about yourself, your business or a product, compose a 100 word script for each.

And it is all an audience really wants to hear.

From our friend Dr. Seuss

That’s why my belief is

the briefer the brief is,

the greater the sigh

of the reader’s relief is.

Speak and write clearly, boldly and briefly about who you are and the super power you have.



elevator pitch

Fill in the blanks and your elevator pitch (business introduction) is good to go, and easy to remember, by you and your audience.


I am a ______________________   (your occupation)


I work with _________________________  (your best client niche)


To achieve _________________________  (a desired result)

As example;

I am a Linkedin Copywriter and coach

I work with self employed people and micro business owners.

I write their Linkedin profiles and teach them to use Linkedin to set up first meetings with top quality prospects.




Elevator pitches suck because we were trained to be obedient and answer questions when and as they are asked.

The question that triggers our elevator pitch is, “What do you do?”

And most of us, most always, answer the question as we were taught. We tell people in agonizingly boring detail what we do.

This is why our elevator pitches suck.

The interesting part about what we do is either the problem that we solve or the glorious result we produce. But that wasn’t the question!

Well, from now on, think like a politician and answer the question that you feel like answering. Once you start being interesting, the person who asked will forget the question anyway.

To improve your elevator pitch, ignore the question. Break free of your obedience-school training to answer the question asked and tell us something really interesting.

One alternative is to tell a story about a recent or most interesting client. What issue did they have and what was the result.

LinkedIn Prepares you Perfectly for a Professional Meeting

A professional meeting is one that has been planned, and scheduled. It is usually not the very first meeting between the parties. This is a meeting of parties who have advanced their relationship, and investing some time to research each other is now warranted.

LinkedIn not only makes this research easier it provides information that, prior to LinkedIn, was impossible to gather.

Linkedin links to business intelligence:

[1] Connect on LinkedIn with every person who is to be at the meeting.

[2] Visit each attendees’ LinkedIn Profile

  • Check out those you’ve not yet met. Learn their background and anything you have in common with them.
  • Check out “How You’re Connected”. Call and ask these connections for some insights
  • Check out your prospects’ 2nd degree connections. These are people they might introduce you to.
  • Check out their “recent activity”. Which might reveal their current events, challenges, or future objectives.
[3] Visit their LinkedIn company page

  • The LinkedIn company page is a company penned blog meant to share news and current events with their followers.
[4] Former employees

  • Through LinkedIn’s Advanced Search you can identify former employees who often provide insight, more freely.
[5] Company hierarchy

  • Layout your prospect’s organizational chart with names and titles. And using LinkedIn’s Advanced Search filters “title” and “company”, learn the names of these position holders.

Good intelligence is the key to persuasion and negotiation.

Prepare to win.

What do you want LinkedIn to do for you? [part 3 of 3]

Linkedin word cloud
From the first two installments of this brief:

[1] Your Linkedin profile is what recipients read when deciding if they want to meet you for coffee. And thus your profile should be interesting and non-threatening.

[2] The words we use to connect and invite prospects to coffee matter. We must only ask about them, use their first name and only ask one question at a time.

[3] The objective to prospecting with Linkedin is to schedule and have a meeting with a new business prospect. This 1st meeting is hugely important in building rapport and trust with the prospect. The two key words are “curiosity” and “goodwill”. If we are truly curious about them and ask about them, they will very likely think very well of us. They will wish us well —– goodwill.

And so now we arrive at the final Linkedin prospecting concept, 2 questions [1] Who exactly do you want to meet? and [2] How many meetings do you want to have with new prospects every week?

Who is your most likely customer? What do they look like?

If you know anything about your customers, chances are great that you can find them with the Linkedin “advanced search”. This feature allows even we who have the free membership to search the Linkedin database using 12 filters.

Using the filter is easy compared to answering the above two questions. Most business people in an effort to never miss a possible inquiry or to be huge tomorrow think that everybody is their prospect. And though they may be, this is the wrong answer, as covered in this previously posted blog.

When proactively prospecting with a strategy that can and will cause you to be meeting 2 out of every 3 people you identify, it is imperative that you know who are your best prospects.

In fact it is best to be able to identify these prospects by name and find them in Linkedin by using the search tool. Read about them, learn who they are before meeting them and as part of the prospecting selection process.

Sales are as much found as they are made. If we do a better job of identifying better prospects, we can and will make more sales, especially if we facilitate a great 1st meeting.

The highest and best use of Linkedin is as a proactive B2B Prospecting tool.


What do you want LinkedIn to do for you? [part 2 of 3]

Linkedin word cloud

What do you want LinkedIn to do for you?  [PART 1 OF 3] revealed that successful prospecting with Linkedin is built on an understanding of these 4 concepts:

[1] An interesting and non-threatening profile

[2] A prospect-friendly approach to your requests to connect and meet for coffee.

[3] Knowing how to use the Linkedin search engine

[4] Facilitating a great 1st meeting

And it briefly discussed points [1] and [4].

Knowing the end result of this prospecting endeavor to be goodwill and that our Linkedin profile is also aimed at this objective, are equally important facts that influence the prospect-friendly words we use to connect and meet with new prospects.

Basic rules of Linkedin connection-friendly communication:

[1] We are all on a 1st name basis

[2] Never talk about yourself

[3] Always talk about them

[4] Only ask one question at a time

[5] You and your prospect already have 1 very important thing in common. You are both on Linkedin.

You never have to say word one about who you are. Any recipient can easily read your entire Linkedin profile, which is why it needs to be interesting and non-threatening. (and apparently the most threatening type of person today is a sales person.)

Always ask about them and only ever ask one question per communication. If you ask 2 questions at the same time and they say no, to what did they disagree.

The process to connect is 3 steps (click here for a brief / free tutorial) [1] Can we connect? [2] Can we meet for coffee or talk on the phone and [3] Great, when might we chat or meet?

My experience thus far is that 99% of the people I invite to connect want to meet for coffee. And 80% of the people I select do in fact meet me for coffee.

The highest and best use of Linkedin is as a proactive B2B Prospecting tool.

What do you want LinkedIn to do for you? [part 1 of 3]

Linkedin word cloud

The highest and best use of Linkedin is as a proactive B2B prospecting tool.

I can defend this statement with evidence that if used smartly, Linkedin, in and of itself can provide everything necessary to meet for coffee with 2 out of every 3 people you select.

I’m pretty sure Linkedin is great at other tasks, but in the world of new business prospecting, meeting AT LEAST 66% of the people you target is extraordinary. Whatever else you might be using Linkedin for, you might want to compare it to its value as a producer of face to face meetings with new potential customers.

Successful prospecting with Linkedin is built on an understanding of these 4 concepts:

[1] An interesting and non-threatening profile

[2] A prospect-friendly approach to your requests to connect and meet for coffee.

[3] Knowing how to use the Linkedin search engine

[4] Facilitating a great 1st meeting

An interesting and non-threatening profile is one that is very non-salesy. People on Linkedin are interested in meeting people, interesting people, not sales people.

Stranger is the word to describe someone we have not yet met. And your mother, like mine told us not to talk to strangers. And the first time we are meeting with a new prospect, we are strangers. Before any realistic sales-purchase conversation can or should take place is after we have passed our mother’s warnings.

The 1st meeting is hugely important in building rapport and trust. This meeting needs to be facilitated smoothly. He who asked for the meeting is in charge of the meeting and has the responsibility of making our guest feel welcome. We want them to be pleased that they came and we want them to leave wishing us well.

The goal of the 1st meeting with any new prospect is “goodwill”. We want everyone we meet to think well of us and be open to meeting us again and again. Everyone we meet is now a part of our network and its our network from which everything happens.




10 questions about prospecting for new business in today’s internet world. Test yourself.

[1] LinkedIn is a __________________.

[a] waste of time

[b] networking event


[2] Networking and Prospecting have nothing to do with _________.

[a] people

[b] selling


[3] Prospectors are _____________ & _______________.

[a] obnoxious & pushy

[b] courteous & curious


[4] LinkedIn converts _________ into _________

[a] Likes, friends

[b] Strangers, Acquaintances


[5] People have concerns about strangers thanks to what?

[a] the media

[b] their mom


[6] Which is more important “satisfied customers” or “a community that trusts us”?

[a] either one, but not the other and definitely not both

[b] both: it’s a tie


[7] When would be a good time for me to ask you to change your mind?

[a] the very first time we meet

[b] any time, other than the first time we meet


[8] What are the 3 steps in the LinkedIn 3 Step prospecting process?

[a] boast – brag – ask

[b] Invite – Thank – Schedule


[9] The chances of anyone needing your product or service right now are one in ______.

[a] a million

[b] 20


[10] When we meet someone for the first time, how long should this 1st meeting last?

[a] all day

[b] not more than 1 hour


This quiz relates to the online tutorial SETTING APPOINTMENTS WITH LINKEDIN, which is available at www.underdog704.com. Whether you have or have not experienced the tutorial, how do you think you fared?

The correct answer for every question is [b]. The tutorial lays out a strategy to being a professional and graceful prospector. And knowing these 10 answers brings you a little closer to being one than millions of others pretending to be so.

A professional prospector knows how to use Linkedin and sets appointments with 2 out of every 3 prospects they so choose.  Click here for the tutorial.