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August 21, 2006


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Re: Your changing the name from "Fearless Marketing" to "Fast Track to Marketing" because "Fearless" brings up the concept of "Fear" - Actually, when you first advertised your program as MAPP, I was tempted, but not sure it would really help me, and decided not to do it (and missed the first discount - darn!). When you changed it to "Fearless Marketer," it spoke to me, as I have had your InfoGuru manual for about a year, have gotten a lot of inspiration, but have been absolutely paralyzed by fear - I immediately signed up! I don't think it was bad to call up "fear" since that's the problem, and the problem is what your prospects are attuned to! I don't see why the name shouldn't evoke the fear, as long as it also evokes a solution. (Or am I missing something?) Frankly, I think "Fast-track..." just sounds like "marketing-speak" to me, and I don't think that name would have left me with any more sense of whether this program was for me than "MAPP" did. (Then again, I'm an energy healer, and not in a heavy-duty business environment like the firm you were thinking in terms of - I can see someone in a firm like that might have a different sense of things.)

Charles Cuninghame

Well Robert, since you asked, the thing that I use to help me overcome my limiting beliefs and resistance to marketing is Emotional Freedom Technique (or EFT).

From the day I started my business I knew the biggest success factor would be marketing. (I knew that because I am a marketer!) But despite this I found it nearly impossible to actually do any.

Not any more! Combining Info Guru marketing with EFT I've been able to make some giant strides forward. EFT has enabled me to release my limiting negative beliefs quickly, painlessly and completely. Marketing is now much easier.

If anyone is interested in EFT check out their website for heaps of free information: (I'm not associated with EFT in any way, except being an enthusiastic practioner.)

I have found the hardest battles in my business are always the inner ones.


Shel Horowitz

It's not that I'm afraid to do the nitty-gritty work of marketing--it's that I don't enjoy certain aspects--so I concentrate on the aspects I do enjoy, e.g., writing rather than cold-calling. This approach works for me because I have created *systems* that springboard my marketing efforts. Prospects are calling me--I don't have to call them. They phone or e-mail already convinced that I am likely to be the solution to their copywriting or consulting problem, and if I don't mess it up, I usually get the account. In fact, I usually have a backlog of waiting client projects.

Still, I'm constantly in marketing mode--but it's stuff like posting to discussion groups, where I'm building my reputation for expertise and doing a very effective soft sell.


To read your blog is a great jump start to the day. Its great to read that even the most professional and successful sales people and marketers (we admire) have the same issues as the rest of us.
I have feared "spending" time on a brochure and having it not be very good. I changed my mind set to MAKE THE MISTAKE and do several of them till you get it right, or close to right. Now I have a nice looking flyer for the upcoming show (not perfect but will work very well!).
It's a no brainer, yet we put our markenting off with self imposed limits and excuses. Crazy.

Wade Fletcher

Carol Blaha

Fearless Marketing is a major issue with my clients too—and a major rant of mine. People waste thousands on books and programs rather than pick up the phone and “just do it”. Inertia creates anxiety. Anxiety creates dread. They know they aren’t doing what they know they are supposed to be doing. It just keeps feeding on itself. I’m working on my MBA and my thesis is on dread—call it call reluctance or some other fancy word—its dread. It controls and can ruin otherwise perfectly fine salespeople.

I teach day management—note I didn’t say time management. Create a marketing frame of mind, a routine of daily marketing action items and let the routine carry you through the day. Every day I talk to at least one person I don’t know. The day isn’t over till I do. We complain about voice mail—but this is one great thing about voice mail. You can leave a message at 8PM! I also plan for 5 face to face meetings each day. I can tell you there are days where I want to wrap it up with 4—who cares anyway? I let the routine carry me through that, and can’t tell you how many times that last call made my month. I make a lot of cold calls. If someone shoots me down, I made another call – immediately. I won’t end the day on a down note. I also make the call I dread first. If you don’t get it out of the way, it’ll control your day.

Bernie Schiffman’s book on cold calling sites a few examples of how the extra effort determines sales success. One salesperson calls it, “the last call of the day”. This award winner attributes his success to making one last call before leaving the office. Even if he leaves the office at 7PM. Another person called it “the call to the left”. She never leaves an appointment without stopping in to the office on the left. These little efforts banish dread.

Hate cold calls, hate marketing, fight it as much as you want – whatever. With over 20 years in sales, as an award winner—I will tell you there is nothing more ego boosting than a well planned day full of appointments and money making opportunities—and those great little pieces of paper with your name on them and dollar signs. If there was an easier way I’d have found it.

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