Day 19

Morning Review. Use the touchstone you created yesterday to help motivate you today. Post your essay or picture on the wall, recapture your visualization by briefly closing your eyes, or hum your success song.

Daily Scores. Are you past the 50 percent mark toward your Program Goal? Yes? Keep going with the plan you have; it’s working! No? If you’re still not there, revisit “Choosing Where to Focus” in Chapter 2, where you selected the stage of the Universal Marketing Cycle you would work on this month. Do you think you chose correctly? Has anything changed or shifted since you made your choice? If you’re not sure, look at the Daily Actions listed in Chapter 5 for the other stage or stages you are considering. Do any of those actions seem more appropriate for where you are now?

If you’ve been working at a high level of activity for the last two and a half weeks, it is entirely possible that you have moved forward a stage in the marketing cycle. It’s also possible that by becoming more active about marketing, you have discovered that your challenges are not what you originally thought they were. If either of these situations exists for you, consider redoing your Daily Actions list to better match where you are now.

Identify the Marketing Cycle stage that you think is the best fit for where you find yourself today, and choose some new Daily Actions that suit that stage. Try working with this revised list starting tomorrow, and see if it begins to produce more movement toward your goal.

Thought for the day: When you are selling professional services, the client’s resistance is often about taking the action that your service represents, and not at all about hiring you. If you can get the client to commit to taking action on what needs to be done, hiring you will be his natural next step.