John Jantsch has a nice post today about changing your behaviors (or creating new habits) to become successful at marketing.
His post reminded me of a concept I learned from my friends at Sandler Sales Training called the Success Triangle. I believe is so important to this idea of developing habits for success that I have started including it in all of my presentations.
The Success Triangle tells us that to achieve success, we have to focus on all three areas of the triangle – Behaviors, Attitudes, and Techniques.
We often talk about marketing or lead-generation techniques. Techniques are important, but techniques alone are rarely the key to success – whether we are talking about marketing or anything else.
The most important part of this triangle is probably behaviors. This is where having a coach and tools to track your progress are very helpful. If you don’t do the day-to-day activities, it doesn’t matter how many techniques I give you; you won’t get results if you don’t do the behaviors.
Attitude is important because it tends to drive the other two components. If you have the attitude that “marketing doesn’t work”, you won’t try the techniques and you won’t do the behaviors. Rather than focusing on what won’t work, focus on what you are willing to try, do, or say.
If you are not happy with the results of any part of your marketing system, review the success triangle to help you figure out which area(s) you need to address, Behaviours, Techniques, or Attitudes, to improve your results.
By the way, I am a big fan of the Sandler Sales System and highly recommend them.
