We’re a quarter of the way through 2011.
  • Did you meet your financial goals these first three months?
  • Are you at 25% of your goal for the year or do you have to make up some ground?
  • What investments will you make NOW to go “faster forward”?

Tags: , , , , , , , , , , , ,

One of the biggest mistakes entrepreneurs make is going into a pitch about how wonderful their programs are without really taking the time to figure out if it’s even relevant to their prospect. And then you wonder why you’re not getting clients.

Today we cover a few pointers about what you need to know about communicating the value you bring to the lucky folks who work with you.

Tags: , , , , , , , , , , , ,

There’s a saying that “luck is what happens when preparation meets opportunity”.

If that’s the case, what can you do to prepare so YOU can get lucky when opportunity knocks?

There are two primary steps to take.  I’ll cover the first one today and the second one next week.

Take the opportunity to let us know who your ideal client is by posting in the Comments section below!

Tags: , , , , , , , , , , , ,

Through conversation, knowledge is shared.

When it comes to a sales conversation, what’s your modus operandi?

To engage in a two-way, back and forth, question and answer?

Or do you find that you’re more prone to just focus on directly sharing your knowledge and presenting your solution?

Tags: , , , , , , , , , , , , ,

Your prospects all have an imaginary fence built around them. A fence is a barrier…an obstacle. And whenever they’re faced with a decision, they’ll do one of three things (keep in mind you do this too).

Watch today’s video to learn what to do when they’re on the fence and set more of your prospects free (in a good way…not in a “runaway way”.)

Tags: , , , , , , , , , , , ,

Does your heart skip a beat when asked, “If you could only eat one food for the rest of your life what would it be?”  I’ve never liked that question because I like options. And balance. And variety, darn it. The full meal deal, as it were.

Well, Carrie Wilkerson of Barefoot Executive fame, basically asked me the sales version of that question in this week’s video. And my heart sunk. It’s hard to narrow it down. But I did it anyway.

So if you had to know just one thing about sales, it’s this….

Tags: , , , , , , , , , , , ,

If you find yourself talking too much in your sales conversations, I want you to STOP!  Really.

Stop and turn that statement into a question. Find a way for your prospect to say they want it (assuming they do) rather than you trying to convince them that they want it.  That’s far more powerful than running off at the mouth like a rabid dog. (You know you do it!)

Tags: , , , , , , , , , , , ,

Had a fun interview with Rosey Dow of The Prospect Profiler last week.  Enjoy!

http://www.blogtalkradio.com/theprospectprofiler/2011/01/26/the-prospect-profiler-interviews-carolyn-herfurth

Tags: , , , , , , , ,

Even though you may not realize it, you’re subtly selling every single day in ways that most people wouldn’t consider “salesy”.  Yet when it comes to direct sales, you freeze up.  Learn to recognize your natural sales abilities, get out of your head and begin to more consciously apply your intuitive skills to sell more effectively in your business.

Listen in to the interview I had recently with Ann Lauren of Bella Petite Radio  and Maria Gamb, my favorite Change Agent in New York to talk about this very topic.

http://www.BellaPetite.com/radio

Enjoy!

P.S. Funny story…we actually had to postpone our interview due to a snowstorm in Atlanta!  The producer couldn’t get into the studio due to the road conditions.  What are the odds?

Tags: , , , , ,

It’s easy to get caught up working on the many projects you’ve got between clients and not get out of the office. I know that can happen to me. There are all sorts of excuses not to get out and mingle with people in your community.

The question is… Are your BUTS bigger than your business?

 

Tags: , , , , ,

« Previous PageNext Page »