Six years ago today, I hosted my first live event in NYC.
That singular experience delivered my highest high and lowest low of my professional career. In one single day.
I had just moved here 5 months earlier and wanted to build goodwill in my new entrepreneurial community so decided to host this event.
I used the formula* my coaches taught me to fill it – and it sold out 2 weeks before. TWO WEEKS! SOLD OUT!
I found the perfect loft. Sunny. Spacious. New York vibe.
The buzz in the room that day was electric. We even had to set up an extra table in the back of the room for the people who showed up who couldn’t buy tix, but wiggled their way in.
We laughed and learned about values and selling. And I had reaaaaalllly cool booklets printed for everyone and really cool decks of cards for experiential learning. And we had so much effing fun. It was better than I had imagined it.
(Look at the happy faces in the pics!)
After lunch, things went downhill in an instant.
Originally, I hadn’t planned to make an offer, which is the typical purpose for doing those events.
I had made an offer at the events I hosted in Austin, TX and Minneapolis and done fine. But this one was different. I just wasn’t feeling it.
But the way it’s “supposed” to be done is to make an offer — so against my better judgement, I did it the way I was taught.
It felt like the air got sucked out of the room.
I did the traditional “break after the offer” and there wasn’t a massive rush to the back of the room. In fact, most people avoided eye contact. Or so I felt because > I < felt so uncomfortable.
I did get a few clients as a result of that day. But the overall conversion was nothing even remotely close to my expectations.
In hindsight, the BIG problem is that I wasn’t on board with making an offer. How could I expect THEM to be?!
I was upset with myself. I felt embarrassed. Humiliated. Mad. Confused. Frustrated.
I’m pretty sure I sunk into the worst damn Dip of my professional career at that point.
And it’s one of the BEST THINGS THAT EVER HAPPENED “FOR” ME. 💛
It was one of those experiences that you never forget or shake off.
It gave me resolve to STOP doing things that don’t align with who I am. Although it took a long while for some of the practices I’d learned to go away. Damn, they’re sneaky!
* I’m not judging the practice of “get them in the room and make an offer.” I’ve done that since then, but in my uniquely own way, and with offers I’m totally excited about.
I now do things differently than I used to.
Each has its own vibe. I fill each one differently, depending on who I want there. I do free. I do paid. I have people apply for some – not for others.
I host several events where I don’t make offers… but let my brilliance shine and the money follows.
And some of my events feel more like parties – but using a business training as an excuse to gather and deliver value.
I 1000% believe that experience 6 years ago made me a better coach. And more importantly, a better human.
I can’t bear seeing people suffer. Or do things that aren’t true to them. Trying to be or do something or be someone they’re not. Trying to get the same results of someone they admire or aspire to be, in the same way.
It also plays into “why I give a shit” (as one of my clients so eloquently put it…) I’m not sure I was plugged into that as dearly as I became after that experience. Because I never want ANY of my clients to feel that deflated. Or not have a way to bounce back when things don’t go as planned.
Since then, there have been other letdowns. That’s all part of the evolution of an entrepreneur. But damn, I’ll never forget that day – or how it shaped me.
I share this story because I know that there are a lot of “look at how successful I am – I’ve never made a mistake in my entire life – I shit Unicorns” b.s. that leaves some people feeling really crappy and wondering why they can’t get ahead when everyone else is so successful.
It’s important to know that’s not the full truth. And don’t let anyone try to make you believe otherwise.
It’s a part of the journey, my friend. And the closer you do business aligned to your truth, the fewer missteps you’ll make.
I’ve been through countless sales slumps over my past 14 years in business.
And let me tell you, holding a dance card that’s filled with “NO, NO, NO” can be one of the most demoralizing experiences a business owner can face.
Dealing with these slumps is isolating, embarrassing and a real ego-buster. But as sure as the sun sets every day, it’s bound to happen.
Three of my most memorable (and painful) dips were…
1. My first year in business
Even though I’d gone out on top from a successful sales career in Corporate America, I could not close a deal to save my life in my new business.
With loads of advice from legions of colleagues, I finally eked out two paying clients somewhere between months 10-12 which kept me in the game.
As a result of earning less than 10% of my prior year corporate income, I had to rearrange a lot of financial obligations in order to stay afloat. Talk about a major reality check.
2. Following my first live event in NYC
I had just moved to New York and was so excited because the event was sold out 2 weeks in advance. Even people without tickets showed up on event day with the hope of getting a coveted seat. The room was electric. I was living the dream!
Yet it turned out to be a quite possibly the worst day of my life.
Despite the popularity of the event and 88 people in the room, only one person bought the program I offered.
In hindsight, I know it’s because I was out of alignment with the offer I made.
But worse yet, I felt maligned. Rejected. Like a big fat loser.
The shrapnel from that single event sent me to the sofa for months afterward. Those were quite possibly the worst months of my life.
I went from the highest high to having lost all confidence in myself and questioning everything.
What am I doing with my life? When am I ever going to figure out my business? How can I afford to stay in NYC if nobody will buy from me? What’s wrooooooong with me? I’m no good!
3. During a major losing streak
I had a period where I had a bunch of sales conversations, but nobody, and I mean nobody, was buying.
I felt so defeated. I’m the sales coach. How could I be screwing up so many opportunities?
I stepped back for awhile before half-heartedly trying to do more outreach. But that wasn’t doing the trick. My prospects could sense that I didn’t believe in myself — so why should they believe in me?
I felt like I was “wasting” good prospects so I plain old stopped trying. Just hoping I’d get out of my slump ASAP.
Like inaction would do me any good. Riiiiiight.
Those slumps destroyed any shred of confidence I had left. And when I did have a sales conversation, my prospects were saying NO because they sensed something was off.
It’s crucial to move through the slump as quickly as humanly possible!
The quickest way to get out of it is to follow these 2 pieces of advice:
DO NOT “compare and despair.”
Resist the urge to look around and obsess over how successful everyone else appears. And then shame yourself for not being right up there with them.
It did no good to sit around wondering why I couldn’t be more successful, skinny and gorgeous like Ali Brown. Especially if I did it while eating a sleeve or two of Oreos while I stewed. That only made me angry.
Get off of Facebook if it makes you feel crappy. Unsubscribe from the “shiny happy people” emails if they depress you. It’s okay to seclude yourself from that stuff for awhile. It’s only temporary.
DO take immediate steps to restore your confidence.
The secret of every successful entrepreneur is knowing how to get out of a sales slump as quickly as possible by getting the YESES rolling in again. Because YESES and money solve a lot of problems. 🙂
For 3 go-to secrets that have lifted me out of innumerable slumps over the years, go ahead and help yourself to 3 Secrets That Boost Confidence & Inspire Your Prospects To Readily Say YES! by clicking on the image below:
Slumps are bound to happen. And looking back, those dips are a right of passage. BUT… that doesn’t mean you can’t find the quickest way through, around or across any slumps and bumps you hit along the way!
As a small business owner, have you ever fallen flat on your face in your business like I have?
Maybe a program launch flopped. Or your sales conversations went nowhere? It’s no fun, but it happens to every small business owner.
A few years back I had a huge moment of clarity that I knew would help women entrepreneurs move out of the struggle. And start to finally have all your hard work pay off big time.
It all started on a cocktail napkin as I explained this phenomenon to a few fellow entrepreneurs over drinks one night.
Since this topic has been coming up a LOT lately, I put it into a quick video for you to explain the real reason you’re struggling.
If you’re floundering in your business, this is totally worth your time!
As you can see, you’re not alone.
If you’re in (or fast approaching) The Dip, we can talk about what’s going on for you and discuss best steps for your unique situation.
Simply complete a short assessment by clicking the link below – and let’s talk about the next best steps for you.
launched The Biztruth.
Those first few years were quite a shock after a relatively cushy and predictable 7 years of owning my franchise!
Yes, it’s been quite a ride.
And looking back, there were two things that initially stunted my business growth and personal happiness when I launched.
And I notice those same things with many of the women entrepreneurs I meet so I want to share them with you.
1. Women feel the need to ask others for permission.
From their spouse. Coaches. Peers. Friends. Mailman. Butcher…
I’ll never forget the time I asked my “millionaire mentor” what he thought about me creating a web tv show that would’ve gotten me a bunch of visibility early on. He flat out told me “no don’t do it.”
Ummmmmm… why in the world would I let HIM decide for ME?
Sigh… because I didn’t trust myself.
How do you expect your prospects and clients to trust you if you don’t even trust yourself?
That’s the question I had to ask myself because I had overwhelming evidence in the form of the next problem…
2. There’s not a single entrepreneur who’s not looking for more clients.
We spend all sorts of time and money on programs hoping for an instant and BIG payoff.
But when it doesn’t work, we lose trust in ourselves to make good decisions.
It’s a vicious circle.
Once I was able to pull my head out of my ass (Sorry, Dad. I know you’re reading this, but it’s true!) and look clearly at the real keys to strategically building my business, everything changed for the better.
If you want to learn more, I wrote a brief that explains what to do to get more clients and gain a fresh level of self-trust.It’s something different that’ll make you question what you’ve been told about how to get more clients.
It’ll challenge your assumptions.
And it’ll explain what to do about it.
Once you master the five things you’ll learn in this brief, you’ll stop asking others for permission.
Because your level of self-trust will be locked in.
You can download this free brief using the link below:
Knowing this stuff 6 years ago when I moved into this wild West of business sure would’ve been a time, money and heartache saver – so I hope you take a moment to read it.
And a lifetime living it.
Wishing you many happy and prosperous anniversaries in YOUR business!
Do you effectively share client results with your potential clients?
I knooooooooooow you’ve got people who rave about how you’ve helped them. Sure, maybe it’s only one person right now. I bet if you dig a little deeper, you’ve got some grateful clients who would be happy to sing your praises.
In this video, I’ll walk you through three steps that make for a better testimonial.
It’s a great confidence builder. And the bonus is that you can take those results and pluck out the true value you deliver – so when you’re better able to help your prospects identify with the results they can expect from working with you.
Watch the video – then visit thebiztruth.com/results to see how testimonials can be done in both video and written form.
Have you noticed that the number of digital offers has increased drastically as we head into the holidays?!
I was floored to see that Amazon’s Cyber Monday sale involved unlocking a new offer every 5 minutes. Every. Five. Minutes!
You may have even offered a Black Friday, Small Business Saturday, Cyber Monday – or some other variation of an online sale to your community as well.
But as a service based entrepreneur, your value may be less obvious to your prospects than that 55″ TV they KNOW is a bargain at $199.
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Whether you’re selling online or offline – it’s critical to articulate and OWN your Value.
Knowing how to communicate the real value and outcomes you deliver makes the decision so much easier and faster for your prospects.
I’m not talking Features – like “it arrives in a red box with a bow.”
And I’m not talking “lazy” Benefits – like “you’ll be more successful” or “you’ll make more money.”
I’m talking about your true Value – like “you can go crazy on the Christmas cookies without feeling an ounce of guilt and still look fabulous in your bikini on your Fiji vacation!”
When you’re able to articulate your true value, you land more clients in less time.
You’ll spend less time networking at luncheons held in windowless hotel meeting rooms.
And be freed up to join that yoga studio so essential to your health and sanity.
Who’s happy now?
You. Your family. And your clients.
If you need help in this area, I’ll teach you how to articulate your real, unique and true value in just half a day.
I’ll even do it for free.
Belly up for my live true.sales training workshop in NYC on Tuesday, December 8 by requesting your seat using the link below!
You’ll learn three simple moves that make every single sales situation a lot more palatable (if you hate them), powerful (because you’ll more confidently articulate your value) and profitable (because you’ll close more opportunities!)
Whatever you do, be sure to know how to best articulate your true and unique value as you head into your next sales situation – because you’re worth it!
How to close more sales with your best prospects is one of the biggest conundrum service-based entrepreneurs face.
In this video, you’ll learn the three ridiculously simple steps to follow so that you are confident when it’s time to wrap things up.
And if you’re not even sure how to put yourself in a position to close, join me for true.sales in NYC on December 8. It’s a free half-day sales training for women entrepreneurs designed to help you articulate and own the real value you deliver to your clients so they’re more likely to hire you. Request your free seat now.
As entrepreneurs, we hope for great results because we put forth so much effort.
And it’s likely you’re always working to improve results.
Yet, familiar frustrations are…
I’m not meeting enough good prospects at all of the networking events I’m attending.
I’m having great sales conversations, but I can’t seem to close them.
I feel like I’m trying so many ways to meet potential clients online, but nothing is working.
Why is this happening?
Well, we don’t know yet.
It probably feels squishy.
In this video, you’ll gain perspective on action versus activity.
And I’ll give you a free action tracker tool to help you improve your results.
Fear of sales strikes the heart of (and psyche) of even the most talented of entrepreneurs.
Paige Wilhide admits she used to be terrified of sales and would run screaming from the room when faced with a sales situation.
And when fear stops an entrepreneur from getting clients to build her business, we’ve got a problem!
This fear of sales usually crops up for one (or more) of five reasons having to do with P.I.M.P.S.
Watch today’s video to learn more about each of the PIMPS to identify which reason(s) rings true for you. And learn what to do about it so you can get on the road to terror-free sales conversations so that more clients hire you.
If you want more in-depth help eradicating your PIMPS so you land more clients, visit:
You’ll find my Art of the Ask™ sales training designed specifically for service based entrepreneurs to get past the fear and into the fun of serving your best clients.
Overcoming sales objections and stalls is a challenge every service-based entrepreneur faces. And learning how to overcome sales objections adds more clients, more quickly.
An entrepreneur asks… “I closed (or thought I closed) a big deal and sent the contract to my potential client, but a week later it’s still not signed. We agreed on the amount and agreed to move forward, yet nothing since. How do I approach the client about this?”
In this video, I talk about how to approach a prospect who’s agreed to move forward with hiring you, but is sitting on the contract you sent them.
Try my suggestions and be sure to share your Comments below!