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

 

arrows-to-success

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.

Do customers pay attention or ignore you?

customer

Customers want to hear about the benefits of working with you not have you try to sell your products or services. How do you give value rather than sell?

Really listen to others and do whatever you can to improve their personal and professional life. Be a positive person, point them in the right direction, help them achieve their goals and possibly be their mentor.

Many people come to a prospective sales call wanting to sell something. What can you do to lighten their burdens, reduce their challenges and enlist the help they need to move forward? I spoke in other posts about building rapport. Search “rapport” on my blog and pick up some tips there too.

If you are seen as a giver rather than a taker or salesperson, more will come to you personally and professionally. Rather than expect it, be thankful when it happens.

Please let me know below how you have been a giver.

 

How do you generate interest in your presentations?

people at presentation

How do you increase interest and attentiveness during your presentations? One way to do this is by telling stories.  No, just any story won’t do. It needs to be related to your audiences’ needs and desires. You would know this by who is sitting in front of you or attending your webinar. They should be invited based on their challenges for which you will have a solution.

So how do you choose a story?  Your audience should be looking to you as an expert in a specific field. Often, people think they cannot be like you. You want them to relate to you.  You might have heard the expression, “people do business with someone they like, trust and respect”. That’s right on!  But you are on that stage and have expertise they might feel is beyond their reach. By telling a story in this manner, you build a connection and a feeling they can achieve this level of success too.

Start your story out with a few sentences about the high point in your career that is something they are interested in (example: “I now have a 6 figure business. I take vacations and enjoy time with my family. I work hard and play hard. (Then add the following sentence…) But it wasn’t always like that” (you then go into a few sentences about your struggle so they connect with you). Then end with a few sentences about the success you are currently experiencing stating you can do this as well. This is coming from the thought you did it and I’m where you were so I can achieve this level of success as well.

Often a story such as this is what people remember as time passes so make it memorable and attainable.  The bulk of your discussion might have faded.  Give this method a try. Let me know how it works for you or what you do that produces good results.

Do prospects tell you they are interested but not now?

no sale
Per my post below on the buying pyramid, 3% of your ideal clients are actively looking for your products or services now (problem being everyone is targeting them-especially the big corporations). When polled, an additional 7% are interested but not looking. The next 30% of your ideal clients on that buying pyramid are interested, but are not in the market right now. So, they put you off. They need you to educate them. They need to know the time to purchase from YOU is now.
For example: a couple has a car with two seats. They are expecting their first child in about 7 months. They know they need to buy a larger car or SUV, but figure they have time to look. Would it be helpful to educate them on how busy they will be right before the baby comes and how uncomfortable the mother-to-be will be so waiting to look for a car might not be wise?

This education will put you in a good position to show up in a favorable light. After that initial feeling, however, they will probably want to shop around. So besides that initial education, you need to provide other data about your vehicles’ safety, etc. so you show you are also an expert in your field. Then, learning how to change the buying criteria so you are the dealer they want to purchase from is paramount. This is the step most people don’t understand or know how to do. I can help.

Stay tuned for more information to discern where the next 60% of your ideal clients fall on this buying pyramid (I discussed the initial 3% looking now and 7% waiting to buy & the next 30% not buying now).

Until then, your thoughts and comments are appreciated below.