Do you want to increase revenue before year’s end?



In The Referral of a Lifetime, Tim Templeton discusses thinking about who is your cheerleader. They are people who feel strongly about you and your products and can refer you at a moment’s notice.  Templeton believes there are about 10-20% of the people in your circle you can categorize in this way.  They are your “A list”.  Your “B list” needs some education about you but can easily move to the “A” category. He said it’s about 17-20% of people in your circle. The “C list” are those you are not are sure about but want to continue connecting with them.  Your “D list” are people you don’t want to work with and can delete from your circle.

I’ve fired clients – they either didn’t honor our agreed upon date/time to speak a couple of times and didn’t give 24 hours notification as instructed. Or, they didn’t do the work so I wouldn’t take their money.  It was not the place they should be. They needed a consultant to do the work for them. There are certainly a lot of benefits of using a consultant but you need to make sure they are reaching your audience in your voice and relay your message appropriately.

Divide your database into A’s, B’s, C’s and D’s.  How you will reach out to them would be different.  Develop a marketing plan for each category and either use a CRM if at all possible for automatic emails to be generated or if necessary, send them yourself or have a V.A. (virtual assistant) help you.

How do you reach out to people in your database? Don’t miss this important piece in your business.  It will increase revenue big time. In future blog posts, I will give you suggestions. Stay tuned and post your thoughts below please. I will respond.



Would you rather get a tooth pulled than do public speaking?

tooth pulled public speaking

Many people prefer getting a tooth pulled in the dentists’ chair to the thought of public speaking.

Here are 10 short tips that could start you on the right path to enjoying your speaking engagement…

-First, do some quiet meditation or deep breathing.

-Have a raffle where they throw in their business card in a basket or complete a small piece of paper listing their first name/phone/email address (legibly) before you begin
so they are entered for a prize – often about 1/2-1 hour of your time to help them achieve what you are discussing, etc.

-Have your opening remarks memorized and get the audiences’ attention by asking a question or presenting a funny story.

-You must practice a lot – use your mirror, practice out loud with a tape recorder and video recorder, if possible, so you can listen and give yourself feedback as well as get suggestions from those you know.

-First try out your speech in a less threatening place, such as the Lions Club. They are very welcoming.

-Be aware that your audience wants to hear your message not criticize you. You will provide valuable information that will enhance their business and/or personal life.

-A half-hour speech should just focus on one salient point. If you have 60-90 minutes, give three points. Make it interactive. Your audience won’t remember the majority of what you say but know how you make them feel.

-If time allows, do address some questions/answers and perhaps do a role play.

-It’s often useful to provide a Power Point presentation or have some fun toys to lighten things up (throw a beach ball for people to answer questions and win a prize, if correct).

-Give a handout about a few points you made, how to contact you and information about other programs you provide and other organizations who might like you to speak.


What beginning public speaking tips have you found useful?  Please share them with this audience.

Traditional marketing doesn’t work

traditional garb.JPG

Traditional clothing can be beautiful. Traditional marketing doesn’t work any more. So what’s your key to business success? Ah, if only you knew which strategy would help you reach your goals. I suggest one now –  educational based marketing.

What makes this strategy different? You get the attention of potential prospects, keep their interest, and then lead them to the benefits of your product or service with the need to buy from you…and…now…is the difference.

Chet Holmes, discusses this in his best-selling book, The Ultimate Sales Machine. He correctly states “you will attract way more buyers if you are offering to teach them something of value than you will ever attract by simply trying to sell them your product or service”.

You say, I already educate my clients! I’m sure you do. The internet is full of articles discussing content marketing and providing an education. However, you need to know given the large amount of advertising people are exposed to each day, they will tune out your message! Oh, no – a message you spent a lot of money and effort on? Say it’s not so? Well, do it correctly and you have a tremendous advantage over your competitors. Where do you begin?

Start with a powerful title. Do you think people buy faster because of pain or pleasure? It’s pain. People will want to avoid pain. Pleasure is wonderful but often can be put off. There is a place for a pleasure title – when they are purchasing your program later.

At this point, your title should:
-make them feel you are talking directly to them by using the name of a specific group they are part of (example: young mothers)
-you need to discuss the problem you are going to solve (it’s related to them –not your business-eventually you need to learn how to sell down to you though).
-give the number of points you will cover (example: 3 of the biggest mistakes ____make that _____).

Yes, it is certainly helpful to get additional insights when you are putting this together. Feel free to write some questions/comments below to get this conversation started.

Not closing enough sales?


business success

Here’s some tips that might be helpful in getting the sale.

-Often if you ask questions that produces a “yes” response” about five times that will continue as you move into their purchasing.

-Be sure to delve into what is standing in their way of using a different company to work with if they already have someone? Does the current one give you the ROI you expected? Do they respond quickly to your questions and serve you well?

-Determine what their greatest desire is concerning a product or service such as yours.

-Chet Holmes used to say, “Features tell, benefits sell”. What benefits can you provide that solve their issue(s)?

-Often the salesperson doesn’t give the prospect a chance to jump in and purchase. They like to talk too much.

-Get as high in the company’s chain of command as possible to get the proper person who has the authority to make a buying decision.

-Remember, it takes about 12 calls to make a sale – you won’t be a pest if you have a lot to offer and your follow-up emails or calls give additional information (a valuable article, etc.)

-Congratulate your new client on a good decision. Make sure they sign on the dotted line!

Please leave your comments or what worked for you below. Let’s work on what’s holding you back from greater success.

How do you solve problems in your business?

solving problems

I am often asked what method I suggest for clients to solve problems proactively?

When working for Chet Holmes, now deceased, he trained us to teach the workshop method to our clients. He discusses it in his bestselling book, The Ultimate Sales Machine.

Workshops help the staff bond as a team as they focus on solutions and ways to improve impact areas (things that impact your bottom line) in your business. Who gets invited to these meetings? It depends on their role in the company and if their presence is valuable. If you are the sole member in your organization, make this a vital part of your schedule at the beginning of the week. The results are profound. Policies and procedures can result from these meetings.

How do you do this? You start out by appointing a member to head the discussion. If the co. is small, the CEO is recommended to start this method. Later, other staff members can run it as well with the CEO in attendance if at all possible. If you run the company by yourself, do it alone or ask a mentor or coach to help. On a whiteboard, put down the question/problem to be addressed. You vote on the top three solutions,  divide what needs to be done among different individuals and set up an implementation plan with deadlines so gains are made. Continue with the workshop as long as needed. Then go on to another problem.

One of the first workshops I ask my clients to address is “what are the top 5 constraints holding your business back from growing?” Each group member writes down all thoughts silently within a few within minutes. Don’t write down repetitions.

This workshop should only take one hour per week at the same time/day each week or bi-weekly at the most (best at the beginning of the week so people do not forget their assigned tasks to reach solution). This is part of working ON your business that should be sacred.

What do you think could be accomplished in your business if you handled problems proactively (in most cases) or reactively at times? The improvements in your business will be astounding.

Please leave your thoughts about doing a workshop in your business below. I will respond

What are the 5 parts to the sales process?


growth graph
According to Keith Eades in The New Solution Selling, they are:
1) Define the prospects’ buying process.
Knowing how your prospect buys – not what you sell. You need to adapt your sales process to align with the prospects’ buying process.

2) Define and align your selling with the buyers’ buying steps.
This is vital or you could lose the sale. If you take action and don’t know why or what is the result they want is, your failure rate can exceed 50%.

3) Be aware of the outcomes at each step in the process so the salesperson knows if he/she are on the right track.
Have a measurement such as mailing a letter to the prospect noting they agreed to discuss the offering.

4) Job aids/tools are needed.
Examples could be to script the ROI (return on investment) and ways to answer objections.

5) A system from management that measures the process and makes adjustments if needed to increase the possibility of success.

Certainly, this is an outline of what needs to be done. Fill in the blanks for your business. Let me know below what questions you have and if this or another path works better for you.

Has this been helpful for you?  What sales process do you find useful? Let’s have a conversation below.

What’s one of the best ways to grow your business?

smiling business call

Referrals!  It’s certainly better to get or receive a warm phone call than cold one.

People continue to ask me about improving their referral program. Here’s one system that is very valuable.

The Referrals of a Lifetime, authors Timothy L. Templeton & Ken Blanchard talk about organizing your database to identify your ideal clients. Here’s how it’s done:

Go through your database and assign a letter to each client which easily identifies how often you should contact them.

A’s – These are people who are your cheerleaders. They speak highly of you. They have exceptional regard for your abilities and would refer you right now. This includes family and friends not listed in your database. Your staff might know some too. They probably account for about 10 to 12 percent of the people you are acquainted currently with.

B’s – These are people whom you think are your champions and would refer you if you educated them about how you work. You will want to learn more about them too; be proactive in building an even better relationship with them. If you keep in good contact with them, many will become A’s. This group is harder to identify. It is composed of about 17 to 20 percent of those you know.

C’s – These are the people you are not sure about but still want to communicate with. You might have just met them or spoke with them briefly when introduced or exchanged business cards. They said it was fine for you to contact them. You are not sure they will refer you even after they are educated about you. You are hoping they will, however.

D’s- This is the delete or defer group. Here are the people you should not waste time on. These are people who take a lot of free services but are not serious about becoming your customer. They have no value to you and may, in fact, tarnish your reputation when speaking about you to others.

If you have read this book and applied these principles, I’d like to hear from you. Did this yield positive results? An increase in revenue? If you feel you need additional guidance in implementing this strategy, let’s talk. Please write your comments below.