Entrepreneurial You - Week 6

Overcoming Objections

Hey Friends - today it’s time to learn HOW to overcome your client’s objections when selling your services to them.

My “old school” way of selling was this formula: You + Like me = $$. Seemed easy enough so I put this formula into action for YEARS! The challenges with this formula were the amount of time it took my dream clients to like me, and the wasted energy + time I spent avoiding asking the real questions.

Now are all things in this formula bad? Actually, no. The best part of the formula was the trust built between myself and the client. I learned how to be patient, listen, eye contact, and giving the client space to be heard. Sometimes it worked and I was hired, and over time I crafted my skills. Here’s what I learned, and want to share with you!

Overcoming Objections:
Let them off gently: This is your way of saying you understand the quickest way for them to lose interest or trust in you is to push your services down their throat even though you know it will solve their problem.

You honor and respect they know what is best for their life and business. You thank them for their time, and move on to the next. You can always call them out by asking them if money wasn’t an object to working with you, would they consider investing in your service? Does your service move them from where they currently are, to where they want to be? If not - ask them what else is missing.

You can just do nothing! Sometimes they aren’t your dream client, and that's okay. You can refer them to another expert! You can tell them even if it’s not you they work with, you will happily refer them to an expert who will.

Ask them straight up! Tell them you are a straight shooter and want them to help you out. What is it that your service isn’t offering to them. You can ask them what they are wanting to achieve that your service doesn’t provide. Ask if you are the right for for them. If their response points to you and your services, ask them what needs to happen to get them to say yes. Relate to them so they know you understand what it’s like to put all you have on the line. You’ve been in their shoes and get it. The reality is when you are all in, the payoff, and the results are life changing.

Always follow up the next day. Take what you heard them say, and follow up with them regarding it. You never know what a good night’s sleep can do to help both parties gain perspective.

Entrepreneurial You - Week 5

Take the Ick Out of Selling

Alright boss- today we’re having the conversation about M.O.N.E.Y.

Now here’s what I know about selling your services and products: it’s not personal. Yet; you make it personal. It’s easy to think when someone doesn’t pick up what you’re laying down; there is something wrong with you. The reality is; it has nothing to do with you. On that particular day and time when you offered your service to a prospective client, they might be distracted and not ready. Most of our dream clients dream about a life better with your service, but haven’t necessarily made the decision to do it.

SET UP THE STAGE
Clients are typically not ready to change when we approach them with our product or service. The next time you are selling to your dream client, be prepared to address the following:

1. What problems and challenges are they allowing to persist that, if changed would radically improve their results?

2. What do they lose by not making these changes? Money? Clients? Market Share? Maybe all of the above? Remember when speaking to your dream client, always thank them for their TIME. Getting someone’s time is a non-renewable resource they can’t get back. Before jumping in and talking about yourself and/or service- ask your client to talk about the struggles or challenges they are currently facing. As they speak, it may help to jot down a few key things they are saying. I find this helpful to stay present with them, versus trying to fix what they are telling me. Once your client is finished speaking, acknowledge them generously. You want your clients to feel that you get their concern, and pain points! This is often overlooked: “Thank you so much for sharing with me _____________________. I understand what it feels like to __________.”

3. When dealing with your client's objections to your service, remember “no” is “no for today”. It doesn’t mean it’s a “no” forever!

4. It’s not about the money. I don’t know how many times I’ve witnessed this to be true. When someone really wants something, they find the money. People buy from people who “get them”. You are emotionally wired.  You buy with our emotions, not necessarily logic. When you truly believe your service will benefit their pain, they experience this from you, and stars align.

5. Desperation and neediness for money can be felt by the person you are selling. My mentor taught me years ago to act “as if” I had all the money in the world, then ask myself how I would come across when selling myself. I took this attitude on, and it worked. It’s an amazing shift when you don’t need something; you get it!

6. Consider when you’ve been on a lot of selling appointments and no one is hiring you.  Might be time to reevaluate the pricing of your service, and pitch (or both).

Entrepreneurial You - Week 4

WHICH PATH WILL YOU TAKE

 

I was introduced to this quote at my recent Baptiste Power Yoga’s Fit to Lead Program.  Baron asked each of us what it meant to us.  I sat with it. I thought about it. I’m still sitting with it.  I continue to be with it. I’ve sliced and diced this quote into several interpretations, and I am asking myself  “what am I making hard that can really be easy?”  My business coach, Kendrick, asked me this same question in February; but framed it a bit differently: What one thing can you focus and commit to be exceptional at, and what other things can you let go of?  At the time, I was full of pride sharing all the things I was busy creating, and doing.  I was speaking from the voice of someone who felt the need to prove that I am successful; versus knowing I am.  As a result of all my doing and creating for my business, I wasn’t taking care of myself: body, mind, and spirit.  I wasn’t on my yoga mat in community, and I was retracting from people when I wasn’t working. I felt proud I was on target to hit my revenue goal, but everything else felt hard.  Showing up with my natural vitality was starting to shift, and my coffee consumption was increasing. Life can “get this way” until it no longer is this way. The Rilke poem, my coach, Fit to Lead Program, and my body were asking me to let go of the hard way.  So- I am in the work of letting go of the hard way; and my clarity is rising. I am is in focus, and I am not is out of focus.

WHAT IS HARD IN YOUR LIFE
A simple approach to apply to your life (relationships, work, health, money, romance) is checking in with your language. Your language is an indicator of your thoughts. Your perception of whatever you are in gives the “thing” meaning. It’s not the thing; it’s the meaning you give it. Take your business as an example, what makes juggling so many things in a given day hard? Is it the “things” or is it your approach or perception of them?

TACKLE THE THING
This week’s 1 thing to focus on is tackling your profit and loss statement. I can hear your moans the second you read this! (insert emoji ) As the CEO of your business, it’s so important to know your numbers. The goal is to make more money than you spend! Seriously, though- if the thought of this brings up denial, and bad money vibes; you gotta clean this up. Remember to see the thing as thing; not the perception of it. The easy path leads to the hard life, and the hard path leads to the easy path.

Entrepreneurial You - Week 3

WHEN I FEEL LIKE IT

 

When I made the decision to be an entrepreneur, the resounding perk was flexibility.  I had the option to opt out of work when I didn’t feel like it, and opt into work when it was convenient for my mood. This in itself was the entrepreneurial dream; freedom!  Freedom from the mundane, and ordinary unpleasantries I associated with “working for someone else”. Over the years I learned (albeit the hard way) that being an entrepreneur is all about serving others’ needs, and my self-defeating mindset around commitment was the one thing holding me back to my entrepreneurial freedom .  It was easier to blame other things when my business revenue was low rather than take full accountability for the reality of my lack of consistent actions.

Commitment Phobia
Let’s start looking at consistency through the lens of commitment.  When you fully commit to following your plan, your actions create consistency.

Does the thought of consistently going “ALL IN” result in sweaty armpits, self defeating thoughts, and a quiet riot inside your mind?

Trust me, I faced this, too! But here’s the deal friend: you must give up the thinking that NO LONGER SERVES YOU! I repeat: GIVE UP YOUR STORY!

It’s time to face your stories as “thinking”, and remember you are not your thoughts.  As my teacher, Baron Baptist says:

What are you a yes for?
What lie must you give up to live your yes?
YOU ARE READY NOW!



YOUR TURN:
I am a yes for: _____________________
I give up the lie that I am not: _____________________
I AM READY NOW!


Year of Intention
Ready to test your commitment muscles?  Ready to reap the rewards for dedicating to your plan?  Grab a mug of tea and plan out your next 12 months!

BNC_YearofIntention.jpg

Entrepreneurial You - Week 2

YES AND NO BOUNDARIES


HOW MANY TIMES HAVE YOU FACED THIS SCENARIO?
A new client or project come knocking on your door, and your gut reaction goes off?  You ignore the reaction, you look at your bank account, and say  “yes” to the new opportunity.  The short term payoff is you put money in your bank account. The long term payoff may cost you money, and leave you in a negative net income position. Hmm…An opportunity that only looks good on the green side, doesn’t mean it’s a good long term investment for your business.  As a small business owner or solopreneur, your resources are slim. You are the main producer of income, and sizing up an opportunity from all perspectives is a good way to run your business. Establishing boundaries to weigh opportunities against, is a great first step when looking at new business.  When an opportunity approaches, step one is aligning it against your mission and core values. Does said opportunity match? Will my values and mission solve said opportunities needs? If you are unsure, consider your mission and values need clarity. The goal is all the questions you filter the opportunity through equal a yes response.  The cost is costly to your business. Your business’s net results are exhaustion, lack of clients in pipeline, time to recoup and rebuild, and two unsatisfied parties.

CHANGE YOUR PERSPECTIVE.
I love teaching clients to say no more than they say yes.  Saying no takes confidence, and shows you have clarity with your business.  It tells the other person you care for their needs, and you only accept clients whose needs you are confident you can meet.  This creates immediate respect and trust between you and them. By networking with other businesses in your same field, you create a referral network.  It’s so gratifying to refer business to others, and adopts an abundance mindset.

What a refreshing and inspiring perspective to adopt.  You trust yourself and know when you say yes going forward, you are all in.  Your energy and love for your business will soar, and others will see you are living your mission.  

 

Love anything Brene Brown researches!  She is right on with her research on boundaries!