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!
I booked a trip to Paris two months ago. I’m scheduled to fly there Friday evening. One week after the horrific terrorist attacks.
I’ve been asked repeatedly if I’m going to cancel my trip.
The short answer is no.
This video explains why I’m still going.
And more importantly, why it’s relevant to you, the Entrepreneur.
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.
Wednesday, October 28, 2015 marked my 13 year anniversary as a business owner. What an adventure it’s been!
I’m putting my biggest mistakes under the microscope – because I have my mistakes to credit for what I’ve achieved the past 13 years!
(And I’m cracking up at the headshots along the way, so had to include those for comic relief. I haven’t changed a bit, have I?)
Co-chaired a huge charity event. I raised hundreds of thousands of dollars for the non-profit – while my own revenues were only $20,000. 🙁
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I hated picking up the phone to call prospects because I had an enormous fear of rejection.
Had second thoughts about skydiving. Jumping out of an airplane was a good business lesson for me. To paraphrase Darren Hardy of Success Magazine, “it only takes 20 seconds of courage to break through your fears.”
[ctt title=”The anticipation of doing something new creates more fear than the act itself. Do it anyway!” tweet=”The anticipation of doing something new creates more fear than the act itself. Do it anyway! http://ctt.ec/ej2ZA+” coverup=”ej2ZA”]
Believed that a franchise coach with another firm was a competitor. Nobody who likes my style would ever work with him – and vice versa. But I still found myself bristling whenever I was around him. And even stooped to his level whenever we were in the same room. Ugh.
[ctt title=”There\’s no need to feel threatened by perceived competition. Own who you are and know that there\’s plenty for everyone.” tweet=”There’s no need to feel threatened by perceived competition. Own who you are and know that there’s plenty for everyone. http://ctt.ec/F3UU3+” coverup=”F3UU3″]
Allowed a business colleague’s jealousy make my life a living hell. She thought my franchise book gave me an unfair advantage over the other franchise coaches in our area so she fought against me using my book to promote the franchise expo I co-founded. An expo that benefited everyone. Including her.
[ctt title=”Don’t get caught up in other people\’s pettiness or bend over backwards to please them. You never will! ” tweet=”Don’t get caught up in other people’s pettiness or bend over backwards to please them. You never will! http://ctt.ec/Seadh+ via @carolynherfurth” coverup=”Seadh”]
Damaged my relationship with a dear family member over a business decision. As honest and “right” as I believed my intentions were, she felt betrayed. And even though I quickly abandoned what she felt I was doing wrong, it’s taken years to repair the relationship.
Paid a “business” guru $85,000 cash to help me create my 7-figure venture. Lots of gory details. Suffice it to say that didn’t happen. I fell waaaaaay backward in revenue, not forward.
[ctt title=”Don\’t hand over your power with your credit card. ” tweet=”Don’t hand over your power with your credit card. http://ctt.ec/9Ta5a+ via @carolynherfurth” coverup=”9Ta5a”]
Walked away from my multiple 6-figure business without trying to sell it. And to compound the mistake, I got out before I was clear on the business model for my next venture. Talk about taking a leap without a net!
[ctt title=”Stop with the magical thinking, already! Be clear on your revenue strategy. Always. ” tweet=”Stop with the magical thinking, already! Be clear on your revenue strategy. Always. http://ctt.ec/hb41v+” coverup=”hb41v”]
Tried to make an offer like the gurus do during one of my live events. It was sold out. The room was filled with my ideal clients. When I made my offer, you could’ve heard a pin drop. Calling it an epic, embarrassing disaster would be the understatement of a lifetime.
[ctt title=”Understand how you\’re naturally wired. Don\’t try to sell like someone you\’re not.” tweet=”Understand how you’re naturally wired. Don’t try to sell like someone you’re not. http://ctt.ec/05b8K+” coverup=”05b8K”]
Faithfully followed a “6-figure launch” blueprint and pissed off my community. It felt wrong, but I did it anyway because I thought (or hoped) her promise would come true! I made less than previous launches and my open rate plummeted by half.
I almost walked away from The Biztruth weeks before I started my first mentorship program (now called Evolve Accelerator.) Even though my clients were getting great results from my sales training, I was frustrated trying to recover from my financial mess after my guru addiction. I wasn’t convinced that my new program would improve my financial situation.
Hosted a live event without making an offer to help them further. Women flew in from all over the country. They loved what they learned. There were major breakthroughs. And yet, there was more work for them to do.
Thinking that the first 13 years were filled with mistakes! I continue to learn more and more every day – and love every moment!
[ctt title=”Mistakes are turn signals. It means we\’re in action. They guide us where we need to go. ” tweet=”Mistakes are turn signals. It means we’re in action. They guide us where we need to go. http://ctt.ec/al2g9+ via @carolynherfurth” coverup=”al2g9″]
I wouldn’t trade my 13 years of mistakes for anything* because they’ve allowed me to grow by leaps and bounds and made me who I am today. Thanks for being along for the adventure.
Here’s to 13 more!
* Unless he’s tall, dark and handsome! 😉
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.
Why packaging and pricing your services is a balancing act
It can be easy to sell a highly valuable package when you underprice because people immediately see the benefit.
Sure… your clients might be happy.
But that business model strategy doesn’t serve YOU.
Why facing this ONE thing is an absolute must
Are you being honest about whether you’re priced and packaged right so that you meet the financial goals you’ve declared for yourself?
Or are you letting Ego and Magical Thinking rule?
If you want to build a profitable business (and who doesn’t?!)…
You must dare to face your Truth.
How (and why) she earned 80% less than she should have
Watch this video so you can learn from someone else’s mistake…
Ready to get honest about your business model? Let’s talk. Shoot me a message at the link below:
A business model is how you decide to package, price, sell and deliver your services.
Designing a solid business model is THE most important gift you can give yourself.
Yet too many service entrepreneurs undercharge for their services – or underestimate how much more they could be doing for their clients so they can actually charge higher fees.
Watch this video where I challenge you to take a fresh look at what you do for your clients so you can earn more money with less effort.
And if you want to learn even more about how to do this right, be sure to keep tabs on my Events page- where I offer a variety of talks and trainings about how to infuse even more fun, freedom and profit into your service business – so you can stop working so damn hard!
I know I’ve felt it before. But I’d never really thought to use THAT word to describe it.
Where do you feel it the most?
Give yourself the gift of feeling less vulnerable in your business by watching my free training:
If you’re wondering why the hard work you’re doing with your business coach is not pushing you forward to the next level, it could be that you and your coach simply aren’t a good match for each other. Or it’s possible that your coach is simply not a good coach.
How do you know if you’ve got a coach who’s not right for you?
Here are 9 things you should never tolerate in a coaching relationship:
1. Being told what you “should” want
Your coach is there to guide you, not tell you or project on you what you should want. “You should want a 7 figure business.” Maybe you’re fine with a 6 (or even 5) figure business, and you know what? There’s nothing wrong with that.
2. A my-way-or-the-highway attitude
If you tell your coach, “That is a great idea, but it just doesn’t feel true to me,” your coach should immediately say, “OK, what about trying this?”
If your coach instead adopts a “my-way-or-the-highway” attitude, it’s time to find a new coach.
There’s no reason why you “have to” do something that is not authentic to who you are. If we look at it from the other direction, a good coach will always try to find the best way for YOU.
3. Not being pushed outside of your comfort zone
The whole point of working with a business coach is to be challenged and pushed outside of your comfort zone. That’s how we learn and grow! If your coach is letting you just hang back, he or she is undermining the entire purpose of paying a coach.
And yes, there’s a difference between being pushed outside of your comfort zone and being told what you should want or how to get it.
4. FOMO is pervasive
FOMO, or Fear Of Missing Out, is better suited to a sorority than a business accelerator.
Scared you’re going to miss out if you don’t sign up for the “hot” program that your friends are enrolling in? Or that you won’t make important connections if you skip an event – even if it’s not relevant to your business? You’re living in FOMO World.
5. Overcharging and under-delivering
Don’t feel like you’re getting what you paid for? Unfortunately, it’s rampant in the guru coaching world to charge crazy prices, without regard for level of value or experience of the coach.
A good coach will help you in two major areas:
1. She’ll equip you with the skills, tools and self-trust to make decisions you feel great about.
2. She’ll help you see and create a big picture strategy so you know which tactics to choose as you execute.
6. “Gated” advice
Just as some coaches will under-deliver, some will intentionally hold back advice. Rather than providing it to you as part of the overall process, you will be told you have to sign up for an additional program to learn X. That’s unacceptable, obviously.
Likewise, if you feel like every session ends with more questions than answers, it might not be your imagination. It could be that your coach is holding back information so you keep you coming back for more.
7. Zero ROI
I know entrepreneurs – myself included – who have spent tens of thousands of dollars on business coaching but never earned back even a fraction of their investment. It is perfectly reasonable to expect a coach to deliver value that exceeds your investment by five to ten times – or more.
8. Self-doubt trumps self-trust
A great coach will equip you with tools and knowledge that build confidence and self-trust, not break it down. If he or she instills self-doubt rather than confidence or makes you feel “less than” instead of “more than,” run, don’t walk, out the door.
It is likely that she’s trying to extend the relationships so she can milk more money out of you.
9. The pieces of the puzzle never seem to fit together
The longer you work with your coach, the clearer your entire business becomes. Each element of your business starts to fit together, and what was once a scattered pile of pieces becomes a completed puzzle.
If your coach doesn’t show you how the different elements of your business work together, it’s probably because he or she doesn’t know.
Need a business coach who helps you tie your business together so it doesn’t fall apart? Watch the FREE live training here:
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!