Archives For The Business Growth Category | Suzanne Evans

Archive for the ‘Business Growth’ Category

Keep to Your Plan. The Secret of a Successful Launch!

Published by Suzanne Evans   |   March 27, 2014   |   3 Comments

Do you ever just feel the world has opened up for you? Like everything is going your way? Like you broke through that barrier that’s been holding you back? Like your on-top of the world?

Well if you have, that means you’ve had an experience to contrast that feeling with, which means you’ve felt like nothing’s opening for you, everywhere you turn there seems to be a new barrier, and you feel like you’re at the bottom of the pile.

Business, life, actually everything experiences periods of expansion and contraction.

As you’re building your business, you’ll have growth periods – things will be happening very quickly, you’ll get a bunch of new clients, you’ll fill your group, you’ll sell out your 1-day workshop AND you’ll have “not-so growth” periods, where it can feel like everything you’re doing isn’t right.

We see this happen in “Big” businesses, “little” businesses, in our business, our colleagues’ businesses, our client’s businesses, our mentors’ businesses… actually every business.

It’s the cycle of business… it’s the cycle of life… and it’s the cycle of decision and faith.

Now let’s look at how this would look in your business.

So, you’ve got this new program you want to offer to your list. It’s a great program, you know it can help lots of people and you come up with a plan to promote it to your list, to talk to people about it and to fill it. business-cycle-ETF

You feel really good about your plan, you’ve thought about everything you can think of and you “launch” it.  You start sending your emails, you start talking to people about it, and you get a little lost in the “doing” and maybe start feeling a little overwhelmed.

And that’s the deal right?  You’ve got your idea (Having a full program)…  your working toward your goal (Filling your amazing program)…  and in the middle of all of the doing it can be easy to lose perspective.

A webinar doesn’t go “right” or an email gets messed up. You talk to a couple of people and they say “no”, you find out the person you thought would be perfect for this is now working with someone else… You get the idea.

And all of a sudden, it can be easy to feel like the plan isn’t working and it’s time to radically change course and not stick to the plan (or to blow the plan up all together).

Now, in business (and in life) this is called a crisis of faith.

Remember that what we focus on expands, so if we don’t have faith in achieving the goal of our plan, and we begin to question the plan, all of a sudden we’ve brought doubt and worry into our experience.

Then it’s not too long before fear follows (because where there is doubt and worry, fear is sure to be there waiting just under the surface).

So fear shows up and then you’re really in trouble. You’re not thinking straight, you’re not making good decisions, because your decisions are coming from fear and lack.  Trust me that is a recipe for disaster!

Decisions need to be made from a place of certainty, they need to made without fear. There can be butterflies in your stomach, like you’re about to take a leap of faith, but you do not want to be coming from fear… because if you do you’ll never stick to your decision.

So, doubt, worry and fear come in and next thing you know you’re not sticking to the plan, your running around like crazy, not getting anything done… when all you really needed to do was stick to the plan (that you made when you were able to think straight).

You see, launches ebb and flow too, they take time, it’s all about multiple touches, it’s all about education and building know, like and trust for that new product, service or offering. So there will be times when in the middle of your launch you may be questioning what’s happening.

That’s why you want to create your plan when you’re in a place that you can make good and powerful decisions. You want to create your plan surrounding yourself with likeminded people who can help you make the best plan possible….

Then you need to launch your plan, trust your plan, fully step into your plan and then work your plan (because no plan will work without action)….

There will probably come a time during the launch when the plan doesn’t’ feel like the “right” plan.  It’s ok to tweak the plan, but don’t abandon it.

Especially if you’re not in the right frame of mind…. aka, fear, doubt or worry have taken over in that moment.

Work your plan. Trust your plan. Follow it through… all the way to the end. Don’t quit on your plan, see it through.

There is a reason that most of Think and Grow Rich is about planning and Hill dedicated an entire chapter to the subject of “Persistence”.

That being said, come at your plan with HIGH expectation and LOW attachment. Have really high expectations of your plan working, of your group filling, of the clients and money coming in. Have low attachment to the outcome of any individual part of the plan.

That way you are coming to everything excited and happy, but if 1 person says no or something doesn’t work out perfectly, you don’t move into doubt, worry or fear.

Just work your plan and see it through. Because, what you want is on the other side.

Okay, transparency time, Paige and I have been pulled into this cycle more times than I’d care to admit when we were building our business (especially when we first started out it felt like a daily occurrence). We’d be in the middle of some launch that felt like it was make or break for our business and something would happen to have us question ourselves and we’d be like, “What are we doing?!?”

But it’s at those times that you need to remember the TRUTH and you need to go back and work the plan you laid out.

And I’ll tell you, the times we worked the plan, we experienced expansion and the times we would radically change the plan (or get so paralyzed we couldn’t work the plan) we experienced contraction.

So, what are you launching right now or what are you getting ready to launch in the next few months?

Do you have a solid plan for what you’re doing? How you’re going to get the message out there? How you’re going to enroll people? Have you had a mentor or another person who understands your business and market give you their feedback?

Were you in the right state of mind when you created the plan? (In other words did you create your plan not in fear?)

If you said yes, and you created the best plan you could create, then I challenge you to launch your plan, trust your plan, fully step into your plan and work your plan – to the end.

Trust the process, know that the launch isn’t over till it’s over… so keep your HIGH expectation and LOW attachment until it’s done and then move on to your next plan

Brian Stark, Director of Strategic Development

Brian

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

Are you striving to be a “Best Place to Work” Company?

Published by Suzanne Evans   |   March 20, 2014   |   No Comments

In a recent survey by Deloitte Consulting and the International Society of Certified Employee Benefit Specialists, a nonprofit educational association, 75 percent of corporate respondents identified the ability to attract, motivate and retain talent as a top five priority for their annual agendas, up from 69 percent in 2006 and 56 percent in 2005. This growth was even more pronounced among companies with revenues exceeding $1 billion; 77 percent of respondents in this category identified the issue as a top five priority, slightly higher than the control of health care costs (73 percent).

One way that employers may attract, motivate and retain talent is by providing desirable or attractive benefits. However, benefits are costly and the costs are rising. In order to balance the competing objectives of providing benefits that will be attractive to employees and controlling costs, employers need to consider a number of issues.

First of all, companies should consider employees concerns about equity. Equity is when executives receive substantially better benefit packages than a company’s “rank and file” employees. Employee dissatisfaction may result and significant disparities between executive and employee benefits can sometimes become an issue in labor union negotiations. As an example some company executives can receive what is called a golden handshake or golden parachute. A golden parachute or handshake is a clause put in an executive’s contract to grant them large benefits if their employment is terminated. This type of package can be viewed as a benefit to the executive receiving the contract, but a disadvantage to those employees at a lower level. The view from the employer’s side is that they secure work for high-paid executives, but the downside is that the contract does not specify the executive to perform well.
Next, employers considering benefits to attract, retain and motivate employees need to take into consideration economic issues. According to National Underwriter Life & Health magazine, in a 2006 study, 90% of the benefit managers surveyed rated “controlling costs of both health and welfare benefits” as the most important factor they consider in making benefit decisions. As benefit costs appear to be increasing exponentially, employers are trying to control those costs. In addition to paying some share of employee’s benefit costs, companies must pay costs of administrating the plan. Administrative costs are those costs to the employer via fees from equity companies who are the initial benefit provider. According to the survey listed above, reducing human resources administrative costs was significantly lower in importance this year compared to a similar study constructed in 2002. Benefits-BlocksThis is perhaps a sign that concerns of increasing costs in medical plans are taking precedence over reducing administrative costs. While controlling costs may improve a company’s bottom line, going too far in this direction by reducing benefits or by shifting more of the costs to employees may reduce job satisfaction or motivation on part of employer’s workers.

Employers designing benefits plans may also run into certain political issues. For example, Wal-Mart recently experienced a surge of negative public opinion and political outcry when memos came to light that revealed that the company had contemplated cutting benefit costs by dismissing elderly workers and those with health problems and limiting employees eligibility by restricting many to part time schedules.

Another political issue is if married employees with families receive benefits for their spouse or daycare benefits for their children. Offering coverage for controversial or experimental medical treatments, or denying such coverage could have political repercussions as could the denial of benefits to unmarried life partners. Lastly, the Starbucks article could bring up a point on politics. This article speaks how employees are eligible to participate in the company’s 401(K) plan if they are full time or part time and receives over 240 hours of work. It would seem that the misappropriation could be seen that a full time worker is getting similar benefits as compared to the part time worker.

Competitiveness may be a key factor when employers are deciding what benefits to contribute to employees. The attractiveness of your benefits package can make a difference, with regards to attracting new hires, between pulling in star candidates and having to settle for average performers, especially when the labor market is tight. (Potter and Youngman) The disadvantage of using employee benefits to attract new applicants is it may take additional effort to make them feel that your benefits are better than the next interviewing company’s. The key to competitiveness is differentiation. Even when particular benefit elements are seen as desirable or almost universally offered, employers could still differentiate their programs.

“More experienced” applicants may be the ones most likely to place the most weight on a company’s benefits package in considering whether to accept a job offer. According to Employee Benefit News, much is being written about the value of retaining and recruiting older workers. The advantages of having mature employees-baby boomers and members of the Silent Generation preceding them-are well known, they tend to be stable and loyal. Most are highly skilled. Workers with long tenures possess workplace experience and institutional knowledge that is difficult, if not impossible to replace. If there is a downside to employing a veteran workforce, it’s higher health care bills. There’s no getting around the fact that older human assets break down more often and require more costly maintenance.

Lastly, employers looking to make benefit decisions based on employee attractiveness, retention and motivation need to look at overall employee satisfaction. Again, according to the National Underwriter Life & Health magazine, in a 2006 study found that attracting and retaining employees and increasing employee job satisfaction continue to be the two most important goals of benefit plans among over 500 employers with 10 to 2000+ employees. They said, “Helping employees plan for their financial future is also key.”

A factor to consider along with job satisfaction is motivation. To further explain the connection between job satisfaction and motivation and employee benefits, it is useful to take a look at Hertzberg’s theory. Hertzberg’s theory describes motivation as being based on two factors: motivators that are associated with job satisfaction, and hygiene and maintenance factors, which are called job dis-satisfiers. Motivators consist of achievement, recognition, work itself, responsibility and advancement. They are central and related directly to the nature of the work and rewards attainable from work performance. Hygiene includes company policy and administration, supervision, salary, interpersonal relations with superiors, subordinates and peers and working conditions. These are extrinsic and associated with the work environment. The important thing to remember is that these two factors are different. For instance, providing for hygiene needs can prevent dissatisfaction for the employee and disadvantages to the employer, but does not contribute to satisfaction and therefore cannot increase motivation. The best way to increase motivation is from the central factors, so it is advantageous for employers to identify and utilize effective motivators.

In conclusion, in considering how to use benefits as a means to attract, retain and motivate employees companies need to take into account issues related to equity, cost, politics, competition, recruiting and even job satisfaction and motivation. Overall it is interesting to see employers who worry more about the benefits that are provided than the employees do. Although benefits are a consideration of potential employees, the top consideration when deciding to join or remain with an employer is “the quality of coworker and/or customer relationships,” followed by the opportunity for work/life balance and “working for an organization whose purpose/mission they agree with.”

 

Lindsey Pascoe, Controller

Lindsey

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

The Million Dollar Myth

Published by Suzanne Evans   |   October 24, 2013   |   2 Comments

The elusive million dollars is a hot topic in my industry and for good reason. The million dollar mark IS an amazing goal and it makes sense that people want to aim for it and shoot for it. It has come to mean something in society and stand for success. With only a tiny percentage of people ever earning this brass ring- it’s nobel. It’s worthy. It’s inspiring.

For some.

And for others it’s just a number. It’s important to know what you want, what you need, and how to prepare to hit seven figures (if you even want it). Here’s some rules and ideas to live by on your way to success – whatever that number is.

1) YOU decide. Decide what success looks like for you and what you want to accomplish financially. No coach or colleague should tell you what you will, will not, or should make. You get clear on what you want.iStock_000022386584XSmall

2) Be READY. Certain levels of success need to come at the right time. You need team, support, and personal orders in place to sustain and enjoy certain levels. So, don’t rush, but do prepare.

3) Be OK. Seven figures is a lot of responsibility and a lot of work. Maybe your number is 500k or six figures. Evaluate your desire, your priorities, your family, and your readiness- then decide what you want and be OK if it’s not the number other people are talking about. And be OK when it might take you longer than someone else to get there. There is no perfect time line.

4) Be PROUD. Business is hard, only a few survive, and people go into to business to find freedom in many ways. You do business to meet your needs and then be proud when you do.

5) Be SUPPORTED. Whether you want to make $7 or seven figures it takes a plan, a strategy, and good consulting/coaching to keep growing. Don’
t go it alone.

So, pick a number- YOUR number…. then go after it. Maybe it has a 7 in it and maybe it doesn’t, but who cares- just make it yours and go make it happen!

 

-Suzanne Evans

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

Mistakes…We Got Them

Published by Suzanne Evans   |   October 3, 2013   |   No Comments

Being the new kid in town at Suzanne Evans Coaching, I never feared making mistakes, I actually anticipated them.  One of my first conversations with Suzanne was about how I really wanted to get my feet wet in the position and take on as much as I could, even though I had access to training from the positions former employee.  I told her I knew it would be a challenge and I WOULD make mistakes, how else was I going to learn the ropes?

It is inevitable, in any job position or level, you are going to make mistakes.  The key is to “adjust as you go, that is the fundamental nature of creativity”, words of wisdom from Alison Provost, Founder and CEO of Touchstorm (Fast Company Magazine, June 2012, Page 14).  So, how should your team as well as you handle mistakes?  I have always taken a three pronged approach, both professionally and personally.

Delete "MISTAKE"

First, step up and admit to your mistake.  Covering up a mistake or lying is never an option, because as we all know, the truth ALWAYS comes out.  Why make yourself look unprofessional?  Do the right thing and own up to your mistakes.

Second, brainstorm.  Come up with several options on how to correct the current mistake and a plan of action to keep yourself or others from making the same or similar mistake in the future.

Lastly, implement the best plan of action that will benefit all.  And also, take humility in owing up to your mistake and a lesson well learned.

The truth, what was my first big mistake in this position?  Oh yeah, only one month in, I have made one.  I forgot to pay an employee.  WHAT, how could I do such a thing?  This is her livelihood!  Here is what happened, approval was given to make payment to this individual on a Friday afternoon, but I failed to follow through and cut a check.  Over the weekend, I had a nagging feeling and then it occurred to me, I FOGOT TO PAY…sorry no name dropping.  First, through email and verbal contact, I spoke both with the individual and sent her my sincere regards as well as touched base with Suzanne and made her aware of my mistake.  Second, I processed the check and sent immediately to the individual.  Lastly, I have setup a new Accounts Payable/Payroll system so that no disbursements are ever overlooked.

The silver lining…first, you can always trust Suzanne will live by her words.  She stated to me when I began in this position, “You will never be fired for making a mistake”.  I certainly was not fired.  And second, this mistake helped me to further define my responsibilities within this position.  Not only was I able to implement a new process in the AP and Payroll systems, but it also helped me understand that even though Suzanne has given approval for bills to be paid, as the Controller and CFO of this company it is my discretion and authority on when to make disbursements.  This experience has been a “mistake” well learned.

Lindsey

-Lindsey Pascoe, Controller

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

Chaos in the Office

Published by Suzanne Evans   |   August 15, 2013   |   No Comments

“Hey Joe, can I look over the report you finished up?  Yeah, it’s right here on my… where is it?  I know it’s here somewhere.  I’ll give it to you as soon as I locate it.”

Does this sound familiar to you?  If so, you may have a little too much chaos going on at work.   Disorganization and confusion are irritating, and can spread like a virus if you’re not careful.  You can’t stop chaos completely.  What you can do is minimize the unnecessary chaos by applying these simple office principles.
1. Establish office routines and stick to them.

To help stay organized and keeping things running efficiently, having routine procedures for routine tasks helps immensely.  If there’s something that you perform daily, weekly, or monthly that is repetitive then you need to set up a routine.  For instance, if you are responsible to going to the post office to pick up mail everyday, set a time to leave at 1:30pm every day.
iStock_000015104775XSmall

2. Have clear responsibilities.

A well-managed office knows who is responsible for what.  People who are responsible are the ones that get things done.  What would happen if the purchasing for your business were done by whoever needed something at that moment?  The office might run out of note pads, and three different workers could each place an order, and now you have an excess amount of note pads.  Having one person be responsible for ordering all equipment and supplies solves this problem.
3. Take a walk through your office and have a seat.

Is your office a good example of organization?  Walk through your office.  As you’re walking through, are there obstacles you need to walk around, or anything that can cause a risk of someone to trip?  If you sit down at someone’s desk or a chair in the lobby, do things look congested?  It is easy for an office to cram as much as it can into an office, especially small companies.  You need to make sure that the office is arranged for maximum efficiency.
4. Schedule time to do the work you don’t want to do.

Everyone has work they need to do, that they don’t want to do.  You can only avoid it for so long.  Schedule a time on a certain day to catch up on the work you don’t like to do.  Bite the bullet and get it all down at once.  Take a morning or an afternoon and spend it catching up on accounting, writing letters, or updating records.
Don’t let chaos get in the way of your office operating efficiently.  By applying these principles towards your office, you’ll be surprised at the increase of productivity it will make.

Brad

-Brad Adams, Executive Assistant 

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

Creating Your Culture

Published by Suzanne Evans   |   August 6, 2013   |   No Comments

One of the most important elements in creating a successful business starts with the culture you create. In reality if you think about it. You spend more time at work than you do anywhere else. Therefore creating a culture that takes your employees and creates them into your work family is essential in the longevity of your employees and business. Below I have listed Jay’s top 5 essentials to getting your culture on the fast track to creating your work family.

1.) Hire The Right People – I know it sounds simple right? We will call this the groundwork for creating your work family. Always remember that somebody who was a great fit at a previous work place might not be the perfect fit for your
IMG_1241
company. Find people who care about your business and you, and more importantly have personality. As Suzanne always says, “You can teach skill but you can’t teach personality.” Hire people that you can connect with that also have a passion to learn! If it takes longer to find the right person or more interviews just remember that this is the groundwork for the perfect company culture.

2.) Communication – Now that you took that extra step to find the right fit for your company you need to create and grow an on going relationship with them. Taking the time to sit with your employees on a regular basis to discuss both the good and the bad shows that you genuinely care about your employee and will ultimately lead he/she to learn and work harder for you. Any employee who cares about their boss will go that extra mile for the company.

3.) Transparency – This is such an important component to keeping employees happy and motivated. I mean in reality who is going to be motivated to work towards a goal when they don’t even know what is going on or better yet what the goal is? Always keep your employees in the loop on what is going on with the company. You never know what you can learn from your employees. Being Transparent will also build trust and create that team vibe you have always dreamed of!

4.) Celebrate – Rewarding your employees does a great deal in motivating them onto the next success of the company. One thing that you need to find out is what type of reward motivates your employee the most; the same reward could have a different effect on a different employee.

5.) Be Positive – Building your business is not always going to go as planned or always go the right way. Remember that your employees are mirrors of you. Once you become negative and nasty it will unmotivated them from there jobs. Find ways to communicate loses in a positive way as hard as it might be. Positivity goes a long way!

Now it’s time for you to create YOUR culture!

- Jason Gasbarro, Client Enrollment Specialist

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

What Will You Choose?

Published by Suzanne Evans   |   June 4, 2013   |   No Comments

I’ve made a lot of really crappy decisions. I have! I admit it. And I’ve done some things I’m not proud of, that hurt people, that hurt me. Many of these have been irreversible and life-changing.

And boy, was there a time when I would let these decisions (and outcomes) stop me. There was a time I would hang out and allow my decisions to paralyze me, keep me from being present and keep me from living the life I so desperately desired.

And then I realized I had a choice.

I could choose to:

Hang out in regret about my decisions and commitments already made
Hang out in self-doubt, indecision and second-guessing myself
questions

Hang out in blame and being a “victim”
Hang out in comparison and judgment and not feeling “good enough”
Forget that I was a powerful Spiritual being having a human experience and there is no end to what I can achieve

Or I could choose to:

Embrace my decisions and leverage them for change and success
Embrace my decisions to do WHATEVER IT TAKES to achieve what I want
Embrace my experience as a Divine spiritual being having a human experience
Embrace that where I am is perfect, exact and empowering
Embrace the creative spirit of “there is enough for all and there is no competition”
Embrace the fact that I will get the results to the degree that I am willing to put forth the energy and take the necessary action.
Embrace the power of who I am and demand from the Universe that the opportunity present itself to me NOW!

When I started coming from a place of embracing the past and the present, letting go of the judgment, resistance and disappointment, I released myself from the events of the past. I released myself from paralysis. Then I began to allow myself to step into and claim what I truly desired, with strength, with conviction and with a knowing.

It all comes down to choice….

You get to decide, you get to choose!

So here’s the challenge. If you are feeling stagnant, overwhelmed or even paralyzed, I invite you to take an inventory of where your thoughts are around the decisions you’ve made and experiences you have had…or are having.

Which place are you choosing to hang out in? A place of judgment, indecision, blame and lack that is keeping you small? Or a place of empowerment, embracing what was and what is and moving fully into a future expressing your true greatness?

It’s all up to you… You get to decide, you get to choose!

 

-Paige Stapleton, Director of Client Development

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

To Win You Got To Lose

Published by Suzanne Evans   |   May 29, 2013   |   No Comments

Spring is upon us, so that means a couple of things… Baseball and Business. (Well it’s always time for business).

In baseball winning 55 percent of the time is a really good thing.

Most of the home run record holders, also hold strike out records. The same year

Less than .5% of high school baseball players will ever be drafted by a MLB team. And only a little over 3% of those drafted will ever play a game in the majors. Imagine spending over 10 years of your life, just to have a 0.00015% chance of getting to spend just 1 day doing what you love.

I know a lot of business owners who are spending a lot of time (even 10 years) trying to do what they love, but they haven’t had the success they are looking for, because they are waiting for “a win”.

But, the secret is realizing that business is really a game! It’s all about persistence!

It’s all about winning more than losing. But it’s really about knowing you are going to have to lose to win.iStock_000005958183XSmall

So, know that you will lose money. You will loose leads, deals, time, energy, clients, sleep and so much more.

The trick is to play the game of biz to win not “not to lose.”

Every time you have a loss, just go out for a bigger win.

The other day I lost a 12k deal that I really thought I had. I had already spent the money in my mind. (You know what I’m talking about, right).  But instead of letting it get me down, killing my mood, f-ing up my mindset or keeping me from having a good day…

I decided to play the game of biz and I told myself that if I was going to play the game I was going to lose, but I was also going to win bigger. And I had a call that same day that led to a 24k proposal that was better for me and this new client.

Because to win the game of business you need to come FROM service, you need to not let ANYTHING stop you.

You are going to strike out. You are going to get hit by the ball. You are going to play in front of unfriendly audiences. Your going to have loosing streaks.

But if you can remember that success is really only wining more than you lose and if you go out there swinging for the fences – playing to win –  you will make it to the hall of fame.

But if you go out there “playing not to loose”. Being tied up in the idea of being perfect and of not loosing, then you and your business will be as memorable as Slim Harriss who pitched (his worse season) against Babe Ruth (during his best season) and is all but forgotten to history.

Don’t allow your talent, your skills, your gifts to not be used by the people who need you most
If you are allowing your losses to keep you from having wins –  get your head out of your ass and get back out on the field and WIN the game of business.

 

-Brian Stark, Director of Strategic Development

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

Everyone Sells

Published by Suzanne Evans   |   May 24, 2013   |   1 Comment

It surprised me when I got this reaction when I told someone how many sales calls I make every week “How can you do that many calls?” she asked. ”How can I not?” I replied. As Suzanne says, believe “Sales are what you do FOR people not TO people.” I have always said that everyone is in sales. Maybe you don’t hold the title of salesperson, but if the business you are in requires you to deal with people, you, my friend, are in sales. Anyone in your business has the ability to make a sale or to lose a sale.

There are a few indispensible principles and procedures that any good salesperson must embrace. Honesty and integrity are by far the most important assets of an entrepreneur. With these two traits in place, a relationship of trust can be established with your clients. Zig Ziglar’s mother told him, “Son, if a man’s word is no good, eventually he’ll be no good.” If you commit to something, follow through. You can’t make a good deal with a bad person. There is some money out there that is not worth having. One of my coaches calls that “crazy money”.iStock_000015140878XSmall

One of our 10K clients reminded me of something that a lot of entrepreneurs skip over when it comes to sales — prospecting. That word drives fear into the heart of the individual who doesn’t believe that selling something to someone is for their benefit and overall well-being. We all prospect and don’t even know we are doing it. When you start the dating process, you are actually prospecting for the person you want to marry. When you have a product to sell, you need someone to sell it, so you have to go out and find the folks who need what you have. If you don’t believe that their lives will be better because of what you have to sell them, they you are either selling the wrong thing or you are selling it to the wrong person. A true prospect needs your product or services, has a potential desire to own that product or service and has financial ability to make that decision.
Prospecting becomes second nature when you can implement this quote: “You can have everything in life you want if you will just help enough people get what they want.” When you are truly interested in other people, you will learn what they like. If they like you, and most people like folks who take an interest in them, they’ll help you find people who do need what you have to sell, even if they don’t.
Mastering sales techniques, principles and systems should be the first skill set entrepreneurs aspire to acquire. Good business starts from the inside — the belief in what you have to sell is so strong and you have an honest desire to help your clients get their needs met. Here are 7 success strategies to help you master the essentials:
1. Be able to easily explain what you sell and who buys it.
2. Believe in what you sell.
3. Form partnerships with people.
4. Listen.
5. Every conversation you have with client is of monumental importance.
6. Everyone on your team can be taught to actively prospect.
7. You will sell more when people like you. People like you when you show interest in them.

Remember, it is all about the know-like-trust factor. The faster you get there, the faster your prospect becomes a client. Be in the business of making a difference in people’s lives.

-Cathi Harley, Director of Coaching

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus

The Trillion Dollar Marketing Secret That Almost No One is Using.

Published by Suzanne Evans   |   May 21, 2013   |   No Comments

Yup, you read that right, a Trillion Dollars Secret to growing your business that most people aren’t using AND almost no one is talking about.

So I want you to take a minute and imagine a marketing strategy that’s:

  • Been around over 100 years
  • CRAZY effective
  • Brings in nearly $2 Trillion in sales
  • AND that is being almost completely ignored by our industry?
  • BUT all the “Big Boys” – Bank of America, Disney, CapitalOne and Time Warner Cable – are using it, loving it and raking in the money!

 

It’s called Direct Mail Marketing.

Think Magazine subscriptions, Record Clubs, Sweepstakes, Time-Life Books, Credit Card Offers….. that letter from Aunt Edna.

You see, direct mail is basically sending you some physical mail to elicit a response, whether that is to get a magazine, a book, join a sweepstakes or to visit your Aunt in Tallahassee.

Direct Mail works, in fact as other sectors of advertising are falling off in their effectiveness, direct mail is growing – especially when it’s used for cross-channel marketing (basically using a postcard or letter to drive traffic to a website or salespage).

Remember, it’s only “junk mail” when you don’t want it or aren’t looking for it.

But if you get a card, letter or DVD in the mail and it’s exactly what you need, it has the answer you’re looking for you’d be really happy and grateful, wouldn’t you?iStock_000015140055Small

It also works because as Suzanne says all the time “Zigg” while they “Zagg”. And since so many people in our industry are not using mail, then simply sending some mail is a “Zigg” – because let’s face it… everyone’s email in-box is pretty full these days.

Think about it, do you get less than a 100 emails a day? Now imagine what your prospects inbox looks like as they are looking for a solution to their problem.

So how are we using Direct Mail here at Suzanne Evans Coaching?

  • We mail a copy of our Free DVD when you first join our list
  • We send pre-event postcards to let people know when we’ve got a new event happening in their area
  • We send registration gifts to people who register for various events and programs (what’s great about this is that we can then involve them before the event even starts
  • We send “lumpy” letters – i.e. last year’s Be the Change Button, which went viral on social media and created a lot of buzz for the event.
  • We promote book and product launches through postcards, fliers and letters
  • And Fun surprise mailings

And the best thing about Direct Mail Marketing is that you can use it wherever you are in your business.

  • Just starting out – send a warm letter
  • Having an event – send a postcard
  • Send a freebie CD or DVD through the mail
  • Hosting a meetup – send an invitation
  • Targeting a high-end group of prospects – FedEx a personal DVD player with a professionally edited video of your offer on it and put a post-it that says “Play Me”
  • Integrate mail into any “Big Push: campaigns you have, like we do for Be the Change.

Direct Mail is a powerful, effective and underutilized marketing strategy that can have you standing out from the others in your field.

What is one thing you could add right now to your marketing and business building efforts?

Start adding direct mail today and take your piece of the Trillion Dollar Secret.

-Brian Stark, Director of Strategic Development

Share and Enjoy

  • Facebook
  • Twitter
  • LinkedIn
  • Add to favorites
  • RSS
  • Pinterest
  • Google Plus