Lost Your Focus?

Sales Strategy #35

What do you do when you’ve lost your focus? You know, those days when you just can’t concentrate and get things done?  Am I alone in this?

I think the word “alone” is the key to the problem.  When we work alone, either in our own business or when we work for others but in a solitary capacity, we tend to get caught up in our own mind “scripts”.  We hear only what our inner voice is telling us and frankly, it’s not always as supportive or helpful as it could be.

The first step to the solution is to recognize the cause. If you’re feeling stuck and unfocused, take the time to acknowledge it. We often try to push through. While the work ethic is admirable, it’s not always very effective.

We’re not at our best when we’re unfocused and that will come through in our written materials or in our voice. When that happens, our message is not as compelling as it needs to be and that can be adversely reflected in our bottom line.

Instead of spending a lot of time forcing yourself to concentrate, take 15 minutes and do something completely different. If you primarily work alone, call or visit a friend or colleague. Go outside and take a walk. At the very least, get up and move from where you are to another location. Find a different spot and do something else for a few minutes.

You’ll often find that simply thinking or doing something else for a brief period allows your mind enough of a break to refocus on the task at hand.

Taking a short break when you need it can result in a huge difference in the quality of your work performance. Don’t underestimate the value in what many of we A-types think of as wasted time. It’s not wasted time when it makes us more money!

Remember to visit my website at www.SecureYourSuccessInc.com for help in fine-tuning your business building skills.

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Ask My Mother? Never!

Business Success Stratgies
Strategy #32

I’ve worked with several clients who have been unsure about talking with friends and family about what they do. In fact, some of them are very successful in their businesses, and yet their friends and family don’t work with them. Why? Usually it’s because they never thought to ask their family for the business.

We make assumptions about our prospects every day. We assume they understand exactly what we do, that they will work with us “when they’re ready” and that we’re doing the best we can at any given time. These assumptions are usually not all true.

If that’s the case, and our assumptions may be wrong, how do we let our friends and family know precisely what we do? How do we tell them that we can assist them. That we want to help them, and at the same time not feel as though we are “imposing” our business on them?

Like everything else we’ve taught ourselves to do in business – we have to learn to ask.  One way to talk about your business with family and friends is to simply ask them for their help.  Here’s why this works.

Friends and family are the people who love and support you the most. They are the ones most invested in wanting you to succeed (especially those parents who would love support as they get older – are you reading this dear daughter?).  When you give them an opportunity to help you, they will.

How do you ask? Rather than asking for their business, if it makes you uncomfortable, ask them for help with your other clients. Specifically, ask if you can practice your presentation with them. Ask if they will read over a proposal you’ve written.  One thing is certain, you’ll always get a straight judgment from a family member! This will help you better your performance and provide the opening to tell your friends about your business – without “selling” them.

Remember, if what you do is valuable to others, isn’t it at least as valuable to your family and friends? And if that’s true, why would you leave them out? Now, go call your mother!

Then, call me at 831-241-1545 and we’ll talk about other ways to improve your business profits. Remember to also visit my website at www.SecureYourSuccessInc.com for help in fine-tuning your business building skills.

Sales Strategies for Success

Strategy #28

Do You Qualify?

Maybe it’s just me, but have you ever spent an hour or more with a potential customer and had a really great conversation? You made your presentation and you just know you nailed it? Truly, things couldn’t have gone better. Then you reach the end, you ask for the sale and your prospect says, “I can completely see the value of what you offer and I know you will deliver on your promises. In fact, I wish I was [choose one] (a) in the market right now for what you offer, (b) able to afford your service, or (c) didn’t have to run all my decisions by the boss who never likes my plans.”

OK, I’m willing to admit I’m the only one who has ever run into this, but I’ll bet I’m not. What was the very first mistake I made? It wasn’t that I didn’t know my service or product offering inside and out. It wasn’t that my presentation wasn’t compelling. I even remembered to ask for the sale!

You know it – I failed to qualify my prospect before I wasted her time and mine in a full presentation which could never result in a sale (i.e., money in my pocket).  Here’s how it happened. She called me and said that a friend had referred her to me. Great! The whole referral-thing is working! I jumped right in and made the appointment for my presentation. And there you have it – I missed a step.

Qualifying your prospect is a critical step you cannot afford to miss. Why? Unless you’re simply looking to practice your presentation skills, spending your time talking to someone who will not buy is a waste of your most profitable hours.

How do you qualify your prospects? Ask them questions that you develop ahead of time. You want your questions to prompt the answers you need. For example, if you offer business building expertise that helps your clients make more money (like I do), you’ll want to know what kind of business your prospect owns or manages and what types of challenges they’re experiencing. Make certain that what you offer can really help before you spend their time meeting with you. Ask if they are willing to invest in growing their business. If your prospect simply wants to “chat” or “vent” about how things are going and has no intention of making changes, you’ve just lost a profitable hour – or more.

It can take practice to do well at qualifying your leads. But every time you leave a meeting where you realize you’ll never get the business, take a moment to determine what questions you could have asked up front that would prevent you from wasting your time.

Make the most of your presentation time and make the most money.

I help professionals like you learn how to make the most of your business hours. Call me at Secure Your Success, Inc., 831-241-1545, or visit my website at www.SecureYourSuccessInc.com for more information about building your business bigger in the shortest amount of time.

THERE’S AN OPENING RIGHT NOW

Business Success Mastermind Teams

Make more $$$ this year.

One of our Business Success Mastermind Teams has an opening right now. We are specifically looking for a team member who is serious about making the sale and getting more business. If this is you, call me right now at 831-241-1545 to see if you’re the right fit for this powerful team.

Our mastermind teams’ primary focus is on sales, marketing and business building. You receive leadership support and strategies to achieve your goals, make $$$ and stay motivated. Twice a month hourly sessions are held by phone and recorded for your team. Masterminding with a facilitator keeps your calls on target and profitable. In addition to working with me on your team calls, mastermind members receive discounts on one-on-one coaching.

A MASTERMIND TEAM FOR SALES PROFESSIONALS

Client Magnetism Mastermind Teams

Attract the clients you want.

Start by bringing in your perfect customers, then move to the Business Success Mastermind Teams to keep getting the sales. Continuing strategies, support and accountability as you grow your client base and increase your profits. Twice a month, 1-hour team meetings by phone with your Secure Your Success, Inc. facilitator and your mastermind team. Mastermind team members receive discounts on one-on-one coaching.

E-mail Audrey@SecureYourSucccessInc.com or call 831-241-1545 to set up your free consultation call for placement on your winning mastermind team.

I can’t wait to see you succeed!

Audrey

Audrey Pierson

Secure Your Success, Inc.

Business building strategies that make $$$.

831-241-1545
316 Mid Valley Center, #216
Carmel, CA 93923
Audrey@SecureYourSuccessInc.com
www.SecureYourSuccessInc.com