Page 108 - Social Media Marketing

90 Walk Like a Giant, Sell Like a Madman

a message. I may even sing "Happy Birthday," wish the person a
happy St. Patrick's Day, or say something goofy right off the top of
my head that I think will make them smile.

(I learned the Happy Birthday Call from Stanley Mills of Crye-
Leike Real Estate in Memphis Tennessee. When I shadowed Stanley,
he would print off a sheet of everyone's birthdays and anniversaries
for the month. He would keep the list above his visor in his car,
making the calls and never once mentioning real estate.)

Hour of Power Origins

The Hour of Power originated in the Crystal Cathedral, where
Dr. Robert Schuller delivered his weekly inspirational message to
a packed house and national audience every Sunday morning for
over 37 years.

My Hour of Power has nothing to do with religious beliefs other
than the fact that you need to do it religiously every day. Even if
you don't quite meet the goal of making 100 calls in 60 minutes,
form a habit and get your staff to understand how important this is
to everyone's success.

The Goal: Pearls Called Referrals

The goal of the Hour of Power is to increase your referral
business-gathering the pearls called referrals. It's about leveraging
the power of the Rule of 250 that I introduced in Chapter 4. Accord-
ing to the Rule of 250, each person knows at least 250 other people
they can tell about you. No matter what you are selling, the Hour
of Power is a proven method for increasing your referral business.

Far too many salespeople fail to leverage the power of satisfied
customers. They spend a great deal of time and energy satisfying the
customer, and then they toss away that huge investment by losing
contact with the person. As a result, they expend time and energy
in a constant pursuit of new customers.