Conversations, tools and strategies to multiply your sales
Reaching the end of the money before you reach the end of the month?
We’ve all been there. At some point, you are bound to face months where your expenses overshoot your revenue - and as a business owner, it falls on you to figure out how to turn things around.
The things that are going to set you up for success in the long-term are rarely accompanied by a sudden influx of cash, so you are going to need to figure out how to generate enough revenue to sustain you in the short-term.
Before you dive into this week’s video, I want to make one thing clear: The strategies I’m sharing today are meant to complement - not replace - your long term strategies.
These are intended to bring about fast wins to get you...
Confession: I’m kind of a self-help junkie. I love to be constantly learning - in fact, it’s one of my core values in life and in business.
Even though I’ve been in sales for 15 years, and have received world-class training with Fortune 500 companies (and train people in sales every day) I’m always on the lookout for new perspectives - new strategies that will make me more effective, and better at what I do.
Reading books is just one of the ways that I embrace that.
Sales can be a pretty challenging arena when it comes to research and growth. Much of what is written and what is available in the public domain is centered around manipulation and bullying - slimy tactics to make people feel uncomfortable just...
Want to stop riding the revenue roller coaster each month and start to see some consistency in your businesses’ bottom line?
Consistent results call for consistent actions.
This is by no means another blog post informing you that you need to be constantly hustlin’ in order to succeed. Quite the opposite.
I want to encourage you to work smarter, not harder. So, today I’m sharing my favorite tools for streamlining your processes and keeping your projects on track, making it easier to be consistent in the day-to-day management of your business.
But first, a disclaimer: Project management is not my strong suit.
I am a big-picture gal who loves strategy, planning, and engaging in sales conversations, so I am more...
When it comes to sales, if you are putting yourself out there - and you're committed to growing your business and being successful - at some point you are going to hear a No…
Or at least something other than a resounding Yes!
But before you go and take things personally, consider what it is that you are asking of your prospect. Anytime you ask someone to buy something from you for the first time, you are essentially asking them to make some type of change in their life. Often times, this change alone is enough to create uncertainty, and it is in no way a reflection of you or your sales process.
It's no secret that the Maybe’s can feel like rejection, and it’s easy to let the fear of rejection keep you from...
Do you ever feel like you are moving backward in business?
Or that even if you do manage to get ahead, progress is quickly stalled out by the distractions of life and the demands of your schedule?
You work hard in your business, so it can be frustrating to feel like you are starting from square one with each new client or project you take on.
So what’s missing? Momentum!
Think of it like exercising...
Fitness and movement is something I hold quite dear to my heart, but lately, I feel as though I’ve lost a lot of that momentum around my own physical health.
It used to be that working out didn’t require a lot of effort or willpower on my part. It was just something that I did automatically - a...
Have you ever found yourself worrying about what to say to a client?
What if they ask me about XYZ?
What if I forget to mention ABC feature?
What if they have objections?
(And how do I even start this email!?)
Sales rarely fall within our comfort zone. It takes leadership (read: it’s uncomfortable) to initiate conversations and connect with people we might not know. The fear of getting it wrong can stop us from being proactive about sales altogether.
If this has been your struggle, I want to introduce you to one simple, yet powerful sales tool to help you dramatically increase your confidence in this area:
The sales script.
I know what you’re thinking...sales scripts are the tired,...
Have you ever been in a conversation where all the other person talked about was themselves?
How invested would you say you were in that conversation?
Chances are, the more they talked, the more easy it became to tune them out.
Now consider the last sales conversation you had. Who was the focus on? Your potential client/customer? Or you and your offering?
In sales, it is easy to jump into monologue mode, listing off every last fact and feature of your product or service in an effort to convince your prospective buyer of their need. But these one-sided sales conversations aren’t winning you clients!
So what’s the easiest way truly engage with your potential client or customer? Ask questions about them!
Last week on the blog, we talked about finding your ideal client. If you did your homework, you now have a solid list of around 20 people that you believe to be the perfect fit for you and what you offer.
Now that you’ve done the work of hand-selecting who will go on your client roster, it’s time to hang out in your email inbox, and wait for them to drop you a note, right?
There’s just one problem...
Your ideal client is not thinking about you or your offering.
In a long list of things they have to concern themselves with that day, you are sure to come in last place (if you register at all).
So how can you begin to draw attention to your offering and bring it to the front of your ideal client’s...
When you first dreamed of starting your business, chances are you had a pretty clear picture in mind of how you wanted it to look.
You imagined your workspace, and the feeling people would get when they walked in the door and shook your hand.
You pictured the type of people you would serve with your business, and the pride you would feel as each customer left satisfied and ready to spread the word.
You envisioned what your bank account would look like as your books began to fill up and revenue increased.
But life has a funny way of changing even the best-laid business plains.
The struggles you come up against can quickly make you forget your ideals and start settling for whatever business comes your way.
I want to help you...
When it comes to your current sales strategy, which of the following do you think sounds most like you?
A) I am constantly in hustle-mode. I feel like my business is taking over my life, and I have little to show for it.
B) I don’t have endless hours to devote to sales or making fruitless cold calls, thank you very much.
C) Who needs sales? My business runs on referrals.
If you answered ‘A’, you are dangerously close to burning out.
If you answered ‘B’, you are certainly not alone! The fear of spending hours every day keeps many business owners from proactively engaging in this aspect of their business.
If you answered ‘C’, congratulations!
Referrals are something to...