Does "Selling" Make You Uncomfortable?

I was inspired to write this short message after being on a conference call and hearing the leader talk about his discomfort with making a sales pitch to an audience. It reminded me of myself from not too long ago.

If you're anything like me, you don't consider yourself a "salesman" although you have to sell your products and services if you expect to make a profit. 

It took a while for me to stand before an audience and promote my products and services in detail. In the beginning I would quickly mention that I had products at the back table if someone was interested in making a purchase. I glossed over my coaching services, assuming people would understand what I do and seek me out. I didn't want to come across as pushy or sales-y for fear of turning prospective buyers off. Needless to say, I didn't make a high percentage of sales.

Many of us, including me, have had enough bad experiences being sold to or being manipulated to buy something we really didn't want or need thatour ability to trust hasbeen shattered. This anti-sales attitude causes us to go out of our way to not come across as pushy or sales-y to the point that our ability to turn prospects to paying clients is undermined. This fear of selling can be the very thing that is stopping you from growing your business to its fullest potential.

Whether you are in retail sales or professional services, you want to seize, not avoid, every opportunity to offer your products and services. Remember that you're in business to meet a need and change lives. This revelation, and approach, should eliminate any fear you have of coming across as another "sleazy salesman" and allow you to freely operate in authenticity. Offering your products and services is about inspiring others to bless themselves and be open to new possibilities. Doing business with you is a natural expression of that. More to come ...

 

7 Tips to Raise Your Credibility Quotient (CQ)

7 Tips to Raise Your Credibility Quotient (CQ)

As business owners we all strive to increase our sales and profits. Yet often in our quest to get ahead, we can end up sabotaging our own success. We can lose our credibility in any number of ways through negative behavior--the stroke of a pen or key, a loose tongue or bad attitude. We can further damage our credibility due to a lack of credentials.

A case in point: after the presidential inauguration on January 20, 2009, an African American fashion designer took to the internet and blasted Michelle Obama for not wearing an African American designer's outfit on inauguration day. I can only imagine the number of potential clients she lost as a result of that fiery criticism. It would have served her well to have approached the matter with an open mind. A better approach would have been to draft some designs suited to the style of the First Lady and sought out an opportunity to present them to her. Upon careful reflection, she probably regretted making the statement. After all, you can catch more flies with honey than with vinegar!

It doesn't matter how great a product or service you have, if you're unprofessional in the manner in which you conduct your affairs, your business will suffer. Even if you are able to somehow make amends, your professionalism CQ still takes a hit because you only get one chance to make a first impression.

Here are seven surefire ways of lowering your CQ and what you can do to raise it:

1. Bad networking habits. No doubt you've had the annoying experience of talking to someone at a networking event whose attention spanned all across the room. Or you were handed a business card that looked as though it had been through a wringer. Networking etiquette is essential for establishing credibility. Never leave home without a fresh supply of business cards! Place them in a nice case so that you're not rummaging through your purse in search of one. Give people your undivided attention when conversing. They are well aware when you are not engaged, but quite responsive when they know you're listening and exchanging cohesively.

2. Dismissive attitude. I sat next a lady recently at a business meeting who owned a children's clothing line. I asked for one of her business cards. She said something to me to this affect: "I didn't bring many business cards so I have to be selective about whom I give them to." Granted I don't have small children, but I know MANY people who do. Don't ever take anyone for granted! When an opportunity presents itself promote your products and services to as many people as will listen. You never know who holds the key to unlock your breakthrough.

3. Not returning phone calls and emails. Professionals expect to be treated in like-kind. Not returning phone calls or replying to emails can definitely ostracize you from the "quality" players. Your lack of professionalism signals that you are not a serious entrepreneur. Make every effort to return phone calls and reply to emails within 24 to 48 hours. If you're going to be on vacation or out of your office for an extended period of time, be sure your voice mail and email auto-responder relay a message as to when they can expect a reply.

4. Lack of education or credentials. It sets your mind at ease to walk into a dentist’s office and there are credentials hanging on the wall. You feel that they're qualified to do the job. Be leery of business people who don't have the credentials essential to their expertise or cannot produce clients that can vouch for their work. Degrees, accomplishments and/or subject matter expertise add to your credibility. Previous experience and a professional reputation add to your credibility.

5. Unattractive appearance. A dermatologist with a severe case of acne isn't likely to build a thriving practice. Your clothing, hairstyle, weight, smile, etc. should reflect excellence. You are a walking business card, brochure, letterhead or website. When people see you, they should see evidence in your life that reflects well with the product or service you're selling.

6. Lack of tact or disrespect. This is where the African American fashion designer failed. When you have a grievance or you are in a position where you must point out a client's shortcomings or leave feedback, do it in a tactful manner.

7. Ineffective Communication. Some people are good at what they do and are capable of looking and dressing the part, but do not communicate very effectively. Take steps to improve your communication skills. Attend seminars, join Toastmaster or read articles that will help you become a better communicator.

You're credibility can greatly impact your business and the quality of clientele you attract. Analyze where you are in regards to these seven CQ risks. The key to lasting credibility is to keep building on it and showcasing the attributes that raise your credibility.

5 Ways to Restore or Maintain Your Business Passion

When you are having fun and doing what you do best, the results will show. But as time passes and responsibilities mount, that passion and fervor can start to dissipate.
It’s not uncommon to reach a point in your business where you lose the passion that you had at the beginning. There are two scenarios that typically cause our passion to wane. We reach a level of success and become content or the struggle to grow our business is overwhelming and seems insurmountable.

Mundane nuts-and-bolts of the business tend to wear out certain types of entrepreneurs. If you’re an innovator, having to deal with accountants, lawyers, vendors, employees, banks, AP/AR, etc. tend to suck the energy out of you.

Trying to grow a fledgling business, while encountering one roadblock after another, can become mentally and physically draining. Here are 5 ways to get your passion back or to maintain your focus and stay organized:
 

Take a break.
Take periodic vacations as often as your budget permits. Set aside regular leisure time away from the demands of work… i.e. attend a comedy matinee’ and
laugh until you side hurts! Keep other hobbies and have friends that are not work-related. The key is to unwind and return mentally and physically refreshed.
 

Remind yourself why you’re in business. Look at your goals and the ideals you had for going into business in the first place. Figure out what changed in your circumstances.  Perhaps you have to care for an elderly parent, you now have a spouse or you’re just older now.
 

Stop multi-tasking. Some entrepreneurs tend to take on additional responsibilities such as starting another business, which only make matters
worst. Although you may be good at multi-tasking, when it comes to major undertakings, stay focused on one thing at a time.
 

Arrange your priorities. Establishing priorities will help you to stay focused and organized. Deal with the more difficult tasks first and take on the ones you really enjoy last. Tackle your daily (and future) to-do list in order of importance.
 

Get the help you need. As the founder and visionary of the business, your primary focus is to get clients. If you’re trying to wear too many hats, you’re not likely to be effective at any. Hiring someone to handle administrative work, collecting receivables, etc. will help you to stay focused on the big picture.

There are certain circumstances in which the answer to our lost passion is to sell or dissolve the business, but that should not be our first resource. Before throwing in the towel be sure to seek advice, understand the consequences and weigh all your options.

Make Your Mess Your Message

Oh the pressure of trying to appear as though we have it all together. Look perfect, show no fear and keep your struggles a secret! Let people believe that you've always had the "Midas Touch" and that everything you've put your hands to has turned into gold.

Such pretense is a sure way to derail your opportunity to achieve great success. Why? Your compelling story, with its many struggles, is what connects you to the heart of your ideal client.

The reason Oprah's show was a huge success for 25 years, when similar shows fell by the wayside, is because Oprah pulled back the veil and allowed the world to see her warts. She openly talked about the sexual abuse, promiscuity, teenage abortion, bad relationships, insecurities, and oh the battle of the bulge! Millions of women from around the world connect with her because of her vulnerability and the fact that she overcame in spite of it all.

As crazy as it sounds, all the things you're trying to keep quiet about are critical to having the business you've always wanted. You need to harness the hidden power of your disasters and turn them into dollars.

In all reality, it's not even about you. Your compelling story is the key to your prospects' breakthrough. Cute quotes on Facebook and Twitter are inspiring, but sharing the brutal truth about your challenges helps move people to take action in their own lives and businesses.

When new subscribers join my mailing list, within the first 7 days they receive an email message sharing my story ... the ups, downs and ultimate breakthrough----not about my degrees and certifications. My story qualifies me to help take their businesses to the next level and motivates their decision to hire me.

You might be wondering why people would want to know about your struggles, failures and mess ups? The reality is, that's exactly what they DO want to know about, because it meets them where they are. When you are forthright about how you overcame your struggles, your prospects will see how you can help overcome their challenges.

Take Action Challenge:

Write your story in 500 words. Share it with your prospects and clients. Post it on your website. Allow it to become the cornerstone of your message because when you unleash the power of your compelling story, your business will not be the same.

4 "Pricing" Mistakes You Should Avoid

Most entrepreneurs I work with come to me with grandiose ideas about building a highly profitable business, but lack the confidence to charge what they deserve in order to reach that end. If they raise their rates, they fear rejection and that they will scare prospects away.

But the truth is that there is a direct correlation between the rates you charge and the perceived value of your services. If your rates are too low, more of your prospects will interpret that to mean lower value and will steer away.

Here are four primary reasons entrepreneurs aren't charging what they deserve and why you need to overcome the fear and confidently begin charging higher fees.
 

Focusing on the process and how much time you spend with your clients. Instead, you need to be focusing on the value that you're providing. Your clients are not looking at the amount of time you spend with them; they're focused on what you do for them. They don't care if it's live, virtual, one-on-one or group, home study or email support. If they are getting the outcome they want and can perceive the value of what they are paying for, then that's what they are focused on.
 

Setting your rates based upon the competition. This is not a smart strategy since 95% of all small businesses fail within the first five years. If you are going to copy someone's rates, check out someone who is at the top and see what they did to get those fees, to get their business, to get to that level and then start to emulate that business model. You are unique, so you don't want to do specifically what they are doing, but customize their business model to fit your situation.
 

Trying to compare your budget with those of your prospective clients. We're all different and no one has the exact same budget and priorities as you. Your monthly budget might be relatively low, but for your client, it might be worth paying much more to get a resolution to their dilemma. If it happens that your budget and priorities are higher than that of your prospect, then perhaps it's not a good fit and that's fine.
 

You don't believe you have the skill set to justify raising your fees. You tend to set a benchmark on when you should increase your rates... in 2 years, 3, years, after obtaining another degree, certification, etc. By then, you will have gained the skills to qualify raising your fees. Hogwash! There is a tremendous amount of value to be placed upon the transformation you help your clients achieve. If you continue to feed your mind with these notions, then you are never going to have the confidence to charge what you deserve. 

At the end of the day your clients are seeking one thing----to get from problem to solution. You will be amazed at the difference you see in what your clients produce when they are paying more and can perceive the value of the services they're getting. They are more accountable to themselves and you are both 100% present in the process.