When you’re having a sales conversation, you may already know to focus on benefits, not features. And you may also know to ask questions to engage potential clients.
What you may not know is how to combine these two things to close more sales.
Watch today’s video for my approach that nets more clients for my clients.
I want to hear from you. When you apply this in your sales conversations, how did it work? How did it change the energy of your conversation? And how did it change the result?
When we gather for the true. event in NYC on November 7, this is one of the things we’ll be addressing so that it’s part of your true. plan for selling more of a program, package or service you love.
Tags: biz happier, business coach, business coaching, business mentor, business training, carolyn herfurth, entrepreneur, evolve accelerator, how to close a sale, sales coach, sales coaching, small business, small business coaching, the biz truth, the biztruth, the true event
It wasn’t hard.
Why can’t your business feel as fun and simple as that?
Why, even though you’re working your ass off and making investments in your growth, do you feel like you’re barely an inch closer to enjoying the results you’d hoped for by now?
Why are you working overtime instead of enjoying quality time?
Why does it feel so haaaaaaarrrrd some days?
Wouldn’t it be AMAZING if there was a way to do business that’s actually as much fun as you imagined it would be when you started your venture?
Wouldn’t it be WONDERFUL if you found a way to grow your business, your way instead of trying to fit into someone else’s little box?
Wouldn’t it be FANTASTIC if you made money doing what you love?
Well, there is a way to do…
The five essential keys to infuse fun, flow and profit into your service business
(so you can stop working so damn hard!)
Join us Tuesday, August 5 at 1pm EST to learn:
- Why mimicking others’ businesses is forcing you to work overtime and the 4 Ds that will create your 6- or 7-figure business model
- Why attempting all of the alluring marketing tactics will send you to Crazy Town and the shortcut to create profits 2-3 times as fast
- The one simple shift that allows you to love (or loathe less) your #1 business building activity
- How to kick mind trash to the curb and create more opportunities in your life and your business by harnessing something you already possess
- How to position yourself so that your market pays attention to you and their only choice is not IF… but WHEN they’ll buy from you!
And finally… you’ll discover the critical decision point that will determine whether your business flies or fails.
Knowing this will help you stop working overtime. Do more of the stuff you like and less of the stuff you don’t. And actually have FUN in your business!
Here’s the deal: Business is a blast when you get it right. When you know the keys to what works for you. Rather than suffering with something that isn’t true to you.
So reserve your spot for this webinar. Now!
Tags: biz happier not harder, biz truth, business coaching, carolyn herfurth, entrepreneur, evolve accelerator, how to close a sale, sales coaching, small business, small business coaching, the biz truth, the biztruth, your business your way
You know those times when you do NOT want to go to that networking event? (Or make that sales call.)
It’s cold. You don’t want to squeeze into your Spanx. Or make small talk with strangers.
I get it.
It’s the same feeling I get when I don’t want to go out for my morning run.
Today, I delayed for hours. It’s in the low 20s and icy from all of the snow and sleet that New York City got this week. The last thing I wanted to do was go outside into what was surely to be a dreadful experience.
So after blowing almost three hours doing nothing productive… I finally pushed myself out of the nest.
And here’s what happened:
- I noticed that the scaffolding at 81st & Columbus is gone after four years. Finally!
- I passed the movie trailer for Lucy & Desi outside of Shake Shack
- I helped a pregnant woman who had fallen on a patch of ice
- I joked around with these characters with balloons outside of Lincoln Center (see pic) >>>>>>>>>>>>>>>>>>
- I learned that the best part of a Butternut Squash is in the neck
- I spotted someone who looked like Alec Baldwin (but probably wasn’t)
- I made a game of dodging piles and miles of snow banks
- I saw intrepid New Yorkers going about their business
- And I reveled in the fact that it’s super sunny and nice outside and laughed at myself for making a bigger deal of the weather conditions than it merited
What does this have to do with networking?
It’s usually not nearly as awful as you imagine it to be.
Get yourself out there and be open to the adventure of what you’ll discover along the way. Make a game of it. And who knows…
- Maybe you’ll bump into someone or something that’s really cool
- Maybe you’ll learn something new
- Maybe you’ll have the opportunity to help someone
- Maybe you’ll meet someone who can help you
- Maybe you’ll laugh
- Maybe it’ll totally suck and you’ll need to make a game of it
- Maybe you’ll learn something by observing master networkers
- Maybe it’ll be super fun and you’ll want to go to more events
Every event won’t be like a jaunt through New York (yes, I Heart NYC). But with experience, you’ll get better at choosing the ones that are and make the best of those that aren’t!
I still have the note of thanks that the CFO of International Dairy Queen wrote me 13 years ago when I worked for Oracle. You can probably guess sales reps don’t get too many notes of praise from their clients!
Well, I got a doozie of an email this week to add to my “praise file”.
It’s from a client, Brynn Breuner, who’s in my Evolve Accelerator. She sent it to me with the intention of sharing it with you. So here goes… unedited.
For a gal with perpetually redlined bank account I had no reservations about ponying up [for Evolve Accelerator]. None. Still don’t, think it’s one of the smartest things I’ve EVER done in anything and without hesitation the best thing I’ve ever done for my business.
If I could pay you more I would.
I feel like I’m finally learning things about how to run a business that I simply never knew before. If I’d gone to business school? Maybe, maybe not. But I know without question that this course is giving me the best chance for a long-term successful outcome.
I wish other entrepreneurs I know could afford it—I think of it like an entrepreneurial MBA. Each time we have a call I realize that I couldn’t afford NOT to do it.
I have a clear plan (ok, still evolving but it’s right there on the tip of my mind) about what I want my business to accomplish. Totally new!
I have for the first time a strong sense of working ON my business and not just IN it. I’ve read about that for a long time but doing it is like f*cking pure business oxygen. And I’m not gasping for breathe, I’m breathing deep and calm for the first time ever.
Sure sometimes I still get scared, but now I have things I can DO about it, and that beats the fear back into place and grows the capable, savvy badass.
Instead of being super positive and super enthusiastic and pushing the same old buttons while I work harder and harder and am still broke—now I’m super enthusiastic FOR A GOOD REASON. The difference is staggering.
You somehow make it possible to realize where and how I’ve been a complete idiot for two decades but not feel like an idiot—I feel like a normal person who just didn’t know and didn’t know how to find out.
It makes it hard to stay in the closet of shame when the door’s open, sun is shining, and a very smart, very savvy pro on the other side is there to help me kick my own ass into gear and have a ball doing it. In fact the relief I feel to not be making the same mistakes as I was is so huge and so sweet I feel almost evangelical.
You said once, “Hope is not a business strategy” and you couldn’t have nailed me better. Except to add Crossing your fingers isn’t a business plan either. Got it. Oh boy do I got it.
You’re getting me out of my little safe hiding place of mediocrity and challenging me to challenge myself to get my f*cking big girl panties on and make this thing happen.
And the guru thing. I don’t feel like I have to Be Like You to make this work—the opposite in fact:
I have to be like ME or else I’m sunk.
What a relief! And I don’t have to go to groupie parties or getaways or feel like I’m not good enough b/c I didn’t get invited to them. I just have to stay real and stay on it.
Know what I love? You don’t get 3,000 Facebook comments when you buy a pair of shoes or go to a restaurant or take a yoga class. I feel like the whole point isn’t to become a Carolyn disciple or wannabe, but to be me.
The value you offer doesn’t come from cookie cutter teacher worship (which ultimately makes me feel like I’m not good enough to do it on my own)—it comes from doing the damn work with other women who put it on the line, and hold my feet to the fire as much as I hold theirs. This alone is worth gold.
And the other people in the group? They’re gold too—and surprise, surprise, no matter how “far ahead” of me I think they may be in terms of experience or skills, it continues to amaze me that we all offer and find value in each other’s experience. In fact, of course our shared journey (however different we are) drives the learning far far deeper than I would’ve been able to take it on my own.
You want accountability? Honesty? Feedback? PROGRESS?? Join an Evolve group and get to work, sister!!
If Brynn’s letter speaks to you, apply to be a part of Evolve Accelerator. I want to get to know you. Visit the intro website to complete your application for an interview today.
If you feel like you’re making the same mistakes and want to stop circling success don’t stick this in your “think about it” or “get back to this later” files.
I look forward to hearing from you.
It’s like going to Home Depot and an iParty [store] all at the same time!
This is how one of my clients described Evolve Accelerator earlier this week.
So in the spirit of fun, I’m going to celebrate today’s newsletter with 7 ways to make business more fun for you.
- Get in sync with your sleep. I don’t set an alarm. I get up when my body tells me it’s time to get moving. And I looooooove a short afternoon nap when my body calls for it! Ditch the sleep rules and figure out what works for you
- Connect with your inner guides. That groggy morning time is when I get my best inspiration because I haven’t gotten into my head yet. I make it a practice to let my “soul team” guide me. Resource: Soul Language
- Move. It’s incredibly important to your body and mind to get your heart pumping and stretch and build your muscles so you feel strong. Don’t worry, you don’t have to become the female version of Arnold Schwarzenegger. I run, bike, walk and/or do yoga 4-5 times per week and still don’t have a perfect body, but I feel damn good!
- Stand in your power. I see far too many entrepreneurs shy away versus acknowledge the value they deliver. Quit trying to please everyone. Be who you are. Give yourself credit for how remarkable you are. And own it!
- Align your business. Declare what you want your business to do for you and define what you enjoy doing that brings value to your clients. (I love creating, inspiring, activating, accelerating.) Then design your business model with the right packaging and pricing to support that. You’ll want to include #1-4 in your declaration, btw. Resource: Evolve Accelerator
- Prioritize. You’ll never get it all done. Decide what’s important (doing #5 helps with this) and let the non-essential stuff fall away. Don’t worry, you’re the only one who will know (or notice).
- Play! All work and no play makes Jill a dull girl. So, Ma’am, step away from your business. Play hooky. Take vacations. Hove those toenails polished. Get massages & facials. Yummy!
This list could be 17… or 107 things to bring more fun to your business, but I’ll stop here. They’re the ones that have made the BIGGEST difference to me over the years… especially in 2013.
You may have noticed that few of these have to do directly with business. Hmmmm…
And as I plan out 2014, you can trust there’ll be even more FUN in store!
P.S. I just celebrated my 11-year business anniversary. Here’s the post I wrote for my 10 year anniversary. Thought you might enjoy it: http://www.thebiztruth.com/2012/10/
When I was a kid, I dreaded bath time because I knew that the “comb routine” afterward was a painful process with my long hair…. It would get all tangled up and so I spent many, many tearful nights having Mom battle running a comb through my hair.
And then one day, she put J&J No More Tears Detangler in my hair and the agony was gone. It was sooooo simple. Keep in mind that I’m the youngest of 5 and money was tiiiiiight but Mom found it worth the investment because she probably disliked that routine more than I did.
This is how I see so many women running their service based businesses. There’s so much to sort through that it gets all messed up. And hairy. And painful. You’re tangling with all sorts of complexities that could be smoothed out with the right solution… so to speak.
Unfortunately, there’s not a single bottle of tonic you can buy at your corner drugstore for $1.99 that’ll make all of your pain go away.
But there are 5 things you MUST do if you want to avoid getting caught in hairy biz mistakes:
- Stop mimicking other people’s bis model. Create an intentional plan for how to set up your business to support your personal goals
- Stop sounding like everyone else and regurgitating what you learn from your coaches. Learn how to develop yourself as a thought leader so you’re the voice, not the echo.
- Stop believing that email marketing is the only way to build your business. Response to email marketing is on the decline. Create marketing strategies to find and meet more of your perfect peeps.
- Stop treating sales so casually. Create a sales conversation strategy that converts more of your prospects to paying clients.
- Stop wasting your time on inconsequential crap. Get ruthless when it comes to prioritizing your goals, as well as managing your time and mindset.
If you feel like you’re tangled up in your business despite the coaching you’ve gotten (or not) and you’re not making the progress you’d expected, check out my Evolve Accelerator program where I walk up to 6 women through each of these keys over 6 months that brings you clarity, clients and cash.
Visit this intro page and apply now:
This is the program I wish I’d had when I started my business but it didn’t exist. I’m a biz vet who’s played a hand in the launch of over 100 businesses and trained thousands of entrepreneurs over the past 10+ years in business and I want to help you.
So complete the short application using the link at the bottom of http://www.evolveaccelerator.com/. I’ll personally review your app and schedule an interview to determine if we’re a fit for each other.
So let’s talk. I’d love to help you.
Hope isn’t a business strategy.
As an entrepreneur, your success isn’t guaranteed.
Unfortunately, far too many people cheat themselves out of success by taking chances with their time, money and opportunities. They do this by patching together a series of well-intentioned advice and “hope” it all works out in the end.
To vastly improve your odds for enjoying success, you must establish these 6 keys to grow your business with confidence:
1. A sound, simple business model. You’ll get stuck and struggle needlessly until you package and price your services to support your clients AND you every step of the way.
2. A point of view. You can be a thought leader or a follower. Which do you think potential clients value most?
3. A marketing strategy. Based on your business model and what (and who) you stand for, what are the BEST ways for you to elevate your profile to attract clients?
4. A sales strategy. I know you hate this part, but without it, you’ll never have a successful business. The good news is there are ways for you to get clients without the dread you probably feel now.
5. The ability to identify and manage priorities. Far too many entrepreneurs admit to chasing far too many shiny objects, only to abandon them to chase the next shiny object. Knowing your priorities allows you to pursue what matters most.
6. Money management. This is my least favorite (to my retired banker dad’s chagrin). I love to make it and I love to spend it, but I don’t like to manage it. It is, however, a key to improving your profitability.
Once you have these building blocks in place, the odds that your venture will succeed are far greater than skipping past these steps.
If you’re an entrepreneur who started a business based on your desire to serve others in a big way, but don’t necessarily know the ropes when it comes to creating business success and would like to learn from someone who’s played a hand in the launch of over 100 businesses, I encourage you to visit us here.
Dare to CHART, not chance your success.
You’ve found my Secret Lair. No, not liar – lair! This is where I share a personal story of mine, a client or colleague. Or maybe your story if you want to share someday.
This story is related to the Truth that:
Fear makes you do some crazy shit.
I hated making initial contact calls when I started my first biz. I was afraid of making mistakes, being rejected and being seen as a failure. I didn’t like that feeling of vulnerability that came with selling myself.
My fears were driving a very irrational “inaction” by avoiding making sales calls. You’ll notice that even an inaction is an action.
Well duh, if I’m not making initial contacts I’ll go straight to failure. At least I’ve got a shot at success when I pick up the phone and risk making mistakes and being rejected.
Once I faced my fear and sucked it up, making calls got easier and the doors opened wide leading to helping my clients launch 100 businesses in 7 years.
My dare was to approach the action of making calls with a spirit of curiosity, presence and wonder… and not worry about rejection, mistakes or failure.
What’s your Truth & Dare on this topic? Comment below.
Only 12% of trainers, coaches, speakers and consultants will ever reach $100,000 in revenue. According to the U.S. Department of Commerce, the average earnings of a self-employed woman are approximately 55% less than their self-employed male counterparts.
These bleak statistics are due, in large part, to the resistance that women have to selling their services. And because 95% of women start up their ventures using their own funds, they are putting their family’s financial security at stake.
But now, there is something they can do to about it. Carolyn Herfurth, founder of TheBiztruth.com has developed a guaranteed approach for consistently closing 70-80% of potential clients no matter what service is being offered. She’s been using her 5-step sales training solution for over 10 years and it still works, even now.
As a Business Development Strategist and founder of TheBiztruth.com, Carolyn has the secret to generating 4-, 5- and even 6-figure sales through one-on-one sales conversations. She says, “your website can go down, your business cards can go up in flames, and if you know how to really connect with your potential clients with a direct and personal sales conversation, you’ll always enjoy a thriving business.”
It all revolves around the “art of the ask”, Carolyn says. Too many entrepreneurs believe that it’s their job to convince the prospect to do business with them. This is a surefire way to push prospects away, so Carolyn teaches small business owners how to engage and earn their prospects business by crafting thoughtful questions that create a collaborative conversation, instead of a one-sided pitch.
Her online sales training class for service entrepreneurs, The Art & Soul of Successful Selling: How to unlock hearts to create an endless flow of clients you adore, is free with limited availability. When participants sign up, they’ll learn the 5 hidden reasons that interfere with their willingness and ability to sell, discover a surefire fix for turning around the number one sales conversation glitch, learn Carolyn’s 5-step approach to engaging and earning a prospects’ business, and see how to elevate their confidence – particularly for the service-based entrepreneur.
“Too many service-based entrepreneurs stop selling before they start. And when they do engage in a sales conversation, they ask questions that do nothing to set them apart so their prospects aren’t compelled to hire them”, says Carolyn. “Their heart is in the right place, but their selling skills aren’t.”
Carolyn has an impressive record for success. Just ask her clients. Many of whom were closing sales less than 40% of the time. That is, until they met Carolyn.
Bryn Johnson of Bryn Johnson Consulting once closed 15% of her potential clients and now consistently signs 90%. In fact, she recently landed a $30,000 contract with an ideal client doing what she loves.
Listen to a free online sales training class about The Art & Soul of Successful Selling: How to unlock hearts to create an endless flow of clients you adore. Visit www.thebiztruth.com/freecall/art.
Carolyn Herfurth, Business Development Strategist is the founder of TheBiztruth.com and the author of “Shut Up, Sell More: 10 Things to Never Ever Say in a Sales Conversation”. An entertaining speaker, consultant and trainer, Carolyn has played a hand in the launch of 100 businesses, and the growth of hundreds more. She’s helped service entrepreneurs fill their practices and programs and gain a calm confidence about something that used to make them shake in their shoes. For information about her private coaching, business development strategy or in-person workshops and sales training, visit www.thebiztruth.com.
We’ve spent the past four weeks walking through the various culprits that contribute to why you don’t get all pumped up about the most important lifeline of your business… selling.
Today we address the fifth reason and walk through a simple 5-step solution to this issue.
If you’ve missed the first four videos about P.I.M.P.S., you can link to them here:
Culprit #1 – http://www.thebiztruth.com/mindset/5-reasons-you-resist-selling/
Culprit #2 – http://www.thebiztruth.com/mindset/sales-resistance-culprit-2/
Culprit #3 – http://www.thebiztruth.com/mindset/ever-been-tricked-cornered-or-cajoled
Culprit #4 – http://www.thebiztruth.com/mindset/who-are-you-to-say/