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!
I’m in <3 with this man, Mike Dooley. (His wife has nothing to worry about.)
I was lucky enough to spend 3 days with him at Omega Institute this past weekend. And because it was so goooooooood, I'm inspired to share a few of my favorite nuggets with you from my #SundayCEO this week.
Get ready for some old fashioned woo woo!!!
1. Thoughts become things.
If you're thinking positively, that's what you're gonna get. And the same is true if you're thinking negatively. Watch what you say and think!
2. Because things do not become thoughts, dream "generally."
In other words, dreaming about the book you'll write (or Porsche you'll buy) ain't gonna get you happiness. Instead, it saddles you because you've linked your whole life with this book taking off. Instead, think about what writing the book will get you.
THAT'S the feeling that you REALLY want to dream about. Because maybe it's a talk show that'll get you the feeling. Or a world speaking tour. Or a role in a movie. And aren't they all equally cool?
Trying to dictate HOW you'll get that feeling by saying it's "the book" closes off possibilities.
3. You rock BECAUSE of your challenges and problems.
Challenges make you rise to the next level. If it feels like things aren't working, it means you're ready for a bigger game.
Which is why...
4. Taking action breeds clarity.
Knock on more doors. Look for more paths. More options. More ideas. If what you're doing isn't working, toss in another option for fun. My friend, Tina Forsyth and I love doing "experiments" because it takes off the pressure!
That means you need to get out. Get out. Get out. Even if it's just going to the mall to people watch. You're more likely to get what you want (aka "manifest") when you get out of the house and / or office.
5. Only in hindsight are the miracles obvious.
Just because you don't see them in real time doesn't mean they're not happening... because they are.
You may have heard my "sobbing-in-my-living- room-because-I-went-in-the-hole-trying-to-build-my-business" story. I thought I would never figure out how to make REAL money in this business.
Then almost magically, all my so-called crappy experiences melded with my positive experiences and I created this cool thing called Evolve Accelerator.
Not only has it positively changed my clients lives and their businesses, it's changed mine. I can hardly believe I'm starting my 18th Evolve group next month!
And that's just one of many examples of the miracles being evident in hindsight, but not in real time.
*** ASK YOURSELF ***
Am I taking action - or giving up?
Am I getting out of the house -or waiting for success to come to me?
Are my thoughts about what I (generally) want - or about what I (specifically) don't have or am afraid of?
*** *** *** *** ***
You are amazing. And mindset is half the battle. Well, it's more like 99% of the battle.
Wishing you your most fantastic week ever!
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!
We believe happiness is a choice you make.
And because we’re big fans of doing biz happier — so you can live happier — we’ve compiled a dozen ideas to create greater happiness in business.
[Sadly, a whopping 74% of entrepreneurs admit to being unhappy with their business. Being unhappy at work affects the rest of your life — which in turn affects your business. It’s a vicious cycle!]
If you’re ready for more happy, keep reading and click away!
[ctt tweet=”Happiness is a choice you make. #chooseyourhappy #happiness” coverup=”cQGcH”]
Start your day on the right note by waking up to your favorite song.
Michael Strahan, host of “Live with Kelly and Michael” and author of “Wake Up Happy” sets his morning alarm to play “Lovely Day” by Bill Withers.
Another option? Check out Pharrell’s 24hoursofhappy! (note: it’s temporarily on the fritz – check back again!)
Write your goals* every morning to remind yourself why you’re doing what you do. Make a list of things you want, dream and fantasize about in your favorite notebook. And journal about what you’ll do with all the money and fame you’ll have someday.
* Writing your goals improves the odds you’ll achieve them by 42% according to a study by Dominican University of California.
Change your “fear stories” to “love stories.”
Afraid to call a potential client? Reframe your thoughts from “what if they reject me?” to “they’d be lucky to work with me!” Or “there are plenty of fish in the sea!”
HINT: Think about what you would tell a friend if she were in your shoes and tell yourself that 🙂
Build your confidence with a “brag sheet” celebrating your accomplishments.
What magic do you spread? What’s unique about you? What achievements made you who you are today?
Print this beauty to give yourself the credit you deserve as a reminder of your purpose – and that you’re meant to serve others.
Don’t hold back!
Remind yourself what fresh air smells like.
Enjoy an afternoon escape to nature* and dream about what your business could be like.
Better yet, invite a colleague who will help you dream even bigger.
Do business in a way you LOVE!
Stop working so hard to squeeze yourself into a generic business model. You’ll “biz happier” when you do things your way.
Pay it forward.
You have more abundance than you might think. Donate a fraction of your revenue to people and causes that feed your spirit. It demonstrates faith that all will be well. If committing to a percentage feels like too much, start by leaving a random $5 (or $1) bill for someone to find.
Take a nap.
It’s been proven to increase your productivity by 34%!
Volunteer a few hours a month.
Teach English as a second language. Work at a pet shelter. A nursing home. Community garden. There are plenty of in-person and virtual options to choose from.
You’ll brighten someone’s day. And it will remind you what’s important in life.
Host a happy hour in your home or some other special space.
(I love my NYC patio for this.) Invite your existing clients and ask them to invite their colleagues for a fun networking session.
And if money’s tight, make it potluck!
Amp up your creative juices by learning something that’s not work-related.
Skiing. Sailing. Belly dancing. Photography. Singing. Sword fighting. Rock climbing. Playing guitar. Juggling. Fire eating…
(Probably not all at once, though 😉
Choose your happy.
Yes, it’s a choice!
And as an entrepreneur, you have the freedom to choose how you design and run your business.
You’ll infuse fun, flow and freedom into your life —by injecting it into your business.
Want even more happy?
Be the first to know when we have more ideas to share with you at www.chooseyourhappy.lol.
I’m still plugging away on assembling a special idea generator for curing those moments (days, weeks, months…?) to get you out of feeling “UGH” and into happy in your business.
Looks like it’ll be ready next Wednesday so keep your eyes out for it.
And since I’m taking a lifetime to finish up this article and don’t have a regular newsletter for you today, I wanted to bring an oldie but goodie out of the archives for you.
I believe this was the second or third video I ever did over six years ago… and was the precursor to The Biztruth.
I guarantee you’ll get a laugh out of it (especially at :55) so enjoy!
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.
Although a New Year is symbolic of new beginnings, we can begin anytime we want!
I originally posted this on January 1, 2014 and want to share it with you again at the start of our new year. Welcome 2016!
Click the player below to see and hear the reading of this thoughtful and encouraging book, Beginnings.
If you want to download this onto your audio player, here’s the MP3 link:
I’ve made more than one stupid-ass business mistake in my 13 years as an entrepreneur.
The business mistake I share in this video ranks right up there in my Top 10.
All because I didn’t tune into my truth.
Watch the video below – and learn from my mistakes. (They’re cheaper that way.)
And be sure to take advantage of my free REFLECT inventory to evoke insight and identify your biggest opportunities for growth going forward.
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.
[ctt title=”Your value may be less obvious to your prospects than a huge flat screen TV they KNOW is a bargain at $199.” tweet=”Your value may be less obvious to your prospects than a huge flat screen TV they KNOW is a bargain at $199 http://ctt.ec/xJa0f+” coverup=”xJa0f”]
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!