Do you ever catch yourself saying, “I can do it myself”?  If you think it’s saving you money, think again.

(My apologies for the sound…I haven’t figured out where I tucked my microphone for “safe keeping”!)

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I started off 2011 vowing that this be the “year of yes”. Little did I know that my big “yes” would involve a move from my home state of Minnesota to New York!

What have you been wanting to do but resisting?

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…or call me committed.

People use all sorts of reasons for why they can’t do something.  And quite frankly, it’s a matter of priorities.

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Many new business owners I speak with resist “limiting” the definition of who their ideal client is because they don’t want to “pigeonhole” themselves…thinking it’ll limit their opportunities.

Quite the opposite is true…

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What experience do you give your clients once they decide to do business with you?

Are you clear and concise or…

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I love this video because this woman lives in a 90 square foot apartment in New York City and has the BEST attitude.

Rather than grouse about how cramped she is, she believes that she’s got it pretty good because she gets to live in the heart of New York City.

What’s your attitude?

Do you appreciate the independence your biz provides and embrace the attitude that sales is what gives you freedom?

Or do you view it as something that “jails” you?

It’s your choice.

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Seth Godin brought up a great point in his blog this week about knowing whether your prospect is “hungry or guarded”.

Do YOU know who you’re selling to?

Join the first session of Biztruth Bootcamp to learn what your ideal client REALLY wants so you can communicate with them in a way that resonates with them.  Register for no charge at http://thebiztruth.com/btbcsession1.

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One of the biggest show stoppers to selling that I hear from entrepreneurs is lack of confidence so they experience stage fright.

So what do you do about that?

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One of my mentors, David Neagle speaks frequently about overcoming the terror barrier. You either back down from the barrier and end up a few steps behind…or you take a breath and bust through those bad boys to achieve bigger and better things in life.

I know from experience that sales poses a terror barrier for many entrepreneurs. It was for me… and I had a sales background! But it was very different when I started my first business and I was trying to sell myself.

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I love this article…not because she calls me brilliant…but because she finds a way to describe how she’s found a way to make sales work for her.  Thanks, Bryn!
Guest post written by Bryn Johnson, Business Strategist brynjohnson.com
  • Do you currently set aside time on your calendar to talk to prospects?
  • Do you have a connection strategy that includes a sales process?
  • Do you avoid this time on your calendar at all costs?

As the brilliant Sales Mentor, Carolyn Herfurth says, “If you’re in business, you’re in sales”.  It cannot be avoided. Or you will be out of business before you start.

But KNOWING this intellectually and taking actions that allow you to ACT on it are two very different things.  Blocking time on your calendar to make those calls or have that cup of coffee with a prospective client is critical.

During this series, we will definitely be taking time to discuss the strategy behind networking time on your calendar and the time management secrets behind connect with people. But what we are talking about here is different.

Time blocked on your calendar for SALES should be used to make calls, follow up with people you met at events, conducting renewal conversations with your current clients, asking for referrals and introductions, talking about your business and ASKING people to work with you. You heard me… ASKING people to work with you.

I stumbled here when I first started…. I was not asking people to work with me. I was not giving them an option to move forward and allow me to help them. It was pretty darn selfish of me. But even more importantly, it kept me perpetuating a circle of: “reach out” ==> “have great conversation”  ==> “agree what a fabulous conversation this is”  ==> “good bye/until we speak again” ==> “hmmm I need clients” ==> “reach out to another person” and the this went on and on. I was connecting. I was talking to so many people. But it was not sales.

When I made two shifts in calendar – everything started to change in this area of my business.

  1. I put a sign in my office space that said “How many people have you asked to work with you today?” My answer- 6 days a week- must never be ZERO! And then placed a reminder in my calendar each day to determine the answer to this question.
  2. Easiest way I found to achieve an answer I love to the question above is to block time on my calendar EACH DAY (for me, I focus on 6 days a week but sometimes it is 7). The time on my calendar says SALES. Not connecting, not follow up, not networking, not calling people. It says SALES time. There is something about using that word that focuses me. Different from the very important networking time. This is a time that I am focused on finding people I can help and asking if I can help them.

Now I am not a sales expert in ANY way. This is simply from my own experience stemming from my personal madness with this issue and the challenges my clients have faced.  Having the time blocked on my calendar each day to make calls and reach out to people motivates me and more importantly, focuses me on what I planned to use that block of time for…. Talking about my business and engaging potential clients.

And remember when you blocked off Client Time on our calendars and you probably had some extra time set aside for the clients you want but do not have yet? Use that time to pick up the phone and speak to people. Use that time for SALES until you have a strong pipeline and a full practice/client base.

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