Our Lady's Juggler - A Christmas Tale by Paulo Coelho

One of my most illuminating reads is the book; The Alchemist by Paulo Coelho. Anthony Robbins, author of Awaken the Giant Within wrote of The Alchemist; "I recommend The Alchemist to anyone who is passionately committed to claiming the life of their dreams - today."

Here is a special treat, Paulo Coelho emailed me a short Christmas tale that speaks of our individual gifts and the joy we can bring to others. From Paulo Coelho and my family to your family we wish you all a Merry Christmas and a Joyous New Year beginning with the gift of Paulo's writing:

Our Lady’s juggler

A medieval legend tells us that in the country we know today as Austria the Burkhard family – a man, a woman and a child – used to amuse people at Christmas parties by reciting poetry, singing ancient troubadour ballads, and juggling. Of course, there was never any money left over to buy presents, but the man always told his son:
“Do you know why Santa Claus’s bag never gets empty, although there are so many children in the world? Because it may be full of toys, but sometimes there are more important things to be delivered, what we call “invisible gifts”. In a broken home, he tries to bring harmony and peace on the holiest night in Christianity. Where love is lacking, he deposits a seed of faith in children’s hearts. Where the future seems black and uncertain, he brings hope. In our case, the day after Father Christmas comes to visit us, we are happy to be still alive and doing our work, which is to make people happy. Never forget that.”
Time passed, the boy grew up, and one day the family passed in front of the impressive Melk Abbey, which had just been built.
“Father, do you remember many years ago you told me the story of Santa Claus and his invisible gifts? I think that I received one of those gifts once: the vocation to become a priest. Would you mind if now I took my first step towards what I have always dreamed of?”
Although they really needed their son’s company, the family understood and respected the boy’s wish. They knocked at the door of the monastery and were given a loving, generous welcome by the monks, who accepted the young Buckhard as a novice.
Christmas Eve came around. And precisely on that day, a special miracle happened in Melk: Our Lady, carrying the baby Jesus in her arms, decided to descend to Earth to visit the monastery.
All the priests lined up and each of them stood proudly before the Virgin trying to pay homage to the Madonna and her Son. One of them displayed the beautiful paintings that decorated the place, another showed a copy of a Bible that had taken a hundred years to be written and illustrated, while a third recited the names of all the saints.
At the very end of the line, young Buckhard anxiously waited his turn. His parents were simple people, and all that they had taught him was to toss balls up in the air and do some juggling.
When it came his turn, the other priests wanted to put an end to all the homage that had been paid, since the ex-juggler had nothing important to add and might even mar the image of the abbey.
Nevertheless, deep in his heart he also felt a great need to give something of himself to Jesus and the Virgin. Feeling very ashamed before the reproachful gaze of his brothers, he took some oranges from his pocket and began to toss them in the air and catch them in his hands, creating a beautiful circle in the air just as he used to do when he and his family traveled to all the fairs in the region.
At that instant, the baby Jesus, lying in Our Lady’s lap, began to clap his hands with joy. And it was to young Buckhard that the Virgin held out her arms to let him hold the smiling child for a few moments. The legend ends by saying that on account of this miracle, every two hundred years a new Buckhard knocks on the door of Melk Abbey, is welcomed in, and for the whole time he remains there he warms the hearts of all who meet him.

Paulo Coelho

Weekly Cold Calling Tip #1

Every week I will furnish you with a new cold calling tip. Starting today with tip #1; Compliments of the house.

The truth is 'cold calling' has become a nasty phrase because we are thinking sales. We have to sell something on the call and I know I will be rejected. It is this negative mind set that gets us in trouble. Why not call someone just to explore for possible opportunities. Don't call to make a sale. Call to ask questions about their business and their industry. Offer them a complimentary gift for their time with you on the phone.

Let them know that you are exploring a good fit with your product and/or services to their industry and you have identified them as a respected leader in their industry. State the reasons why they are seen as a leader. You can source 2 to 3 reasons for calling them in most cases right from their website. If you have a name to drop even better.

Have your questions prepared in advance and make sure they are powerful thought provoking questions that get the prospect to explore their own business challenges. Perhaps so much so they ask to learn more about your products and/or services.

At the end of the 5 minute call you don't sell them anything. You only confirm their complete contact information so you can send them out the complimentary gift such as a free attendance to a seminar you are conducting in a couple of weeks or an industry white paper that is relevant to their business or even a gift basket which includes one or two items with your company logo and a business card.

Make sure to follow up with them after they receive the gift to make sure they received it and thank them again for their time. In another week follow up with them to offer them a white paper you wrote on your findings. Or a white paper you found that may speak to a challenge your prospect spoke to you about on your first call.

This method of follow up calls with a reason to call starts to build a relationship that brings all your cold calling to a new level. You are now calling people you know and who now know you...warm leads. In time they will get to know what you do better and eventually you will be in the right place at the right time. There is no such think as luck. Luck is made by frequent follow up calls to your targeted prospect.

Always remember the value of a gift by remembering how you felt when the restaurant owner said to you; "...Compliments of the house."