Now that I’m older and wiser, I wanted to revisit these concepts again. A lot happens in two years, and some of you young folk may not have even been around back in 2010.

So, here we go.

Passion. Yes, I still feel it’s important to love what you do (it usually makes the days more exciting). However, there’s more to it . . . especially in sales. You also must be passionate about listening to your clients. By listening, you can uncover a client’s aches, pains, goals, and (yay!) happy spots.

Prepare. Not only should you be prepared to work in your business (the actual delivery of product/service), you must be prepared to work on your business. That little preposition (“in”) makes a world of difference. Think of successful preparation as fertilizing the garden (your business) so that clients meet you there when they’re hungry for what you have. You can do many things to achieve this and it’ll all depend on your target market. You can write blogs with useful content, you can lead conversations using social media tools, and you can use traditional-style marketing tools and in-person interactions to bring people to your garden. But, this all takes time and (guess
what?) . . .

Perseverance. It takes time to grow a garden and you need to tend to it! Even in this seemingly fast-paced world, the best gardens take time to grow. Malcolm Gladwell says that 10,000 hours is the magic number with respect to becoming masterful at your trade or gift. So, you may not reap the harvest as fast as you’d like—keep moving forward, keep watering, fertilizing with content . . . be in discovery always.

Recently, I asked a group of fabulous business professionals to think about their guiding Ps. What helps keep you disciplined, focused, and in service to your client/customer? (They may not actually all start with “P.”) You could call them sales values if you wish.

What are the three Ps in your (business) pod?

You tell me that you are in “action.”

But, you’re still not getting results, despite having great plans and strategies on paper. And you’re left there, scratching your head, wondering what the problem is.

I hate to burst your bubble (actually I don’t hate it at all—I love it cause it’s the persist-value in me), but you’re not actually in “action”—you have to do something with your findings!

It’s great that you are organized and all, but you need to take the next step, which most likely is out of your comfort zone—take action!

All those spreadsheets, plans, and strategies don’t get results on their own—they only show a mere snapshot of what could happen.

The world’s best sales processes, plans, or ideas are useless if you don’t act on them. Plans on paper . . . re-creating this, that, and the other thing . . . all this “stuff” that you do does not grow a brain and start working until you push start! A real live person must do the act. It is actual people who have conversations, write blog posts, pick up the phone, make dinner, set automatic settings for web-based applications, connect on twitter, and so on and so forth.

To get results you must Get Real—with yourself. Stop procrastinating, stop beating yourself up (inside, I mean, not literally . . . though you should probably stop that too), stop trying to re-create and create until its perfect because there is no such thing (let it go).

Press your start button and power up with action.

Seriously though, what’s the worst that can happen? Your findings were wrong and you learn something. Well, guess what? Take the learnings, make necessary changes and keep going.

Now, flip that over and ask yourself what’s the best that could happen? Your findings were right! People are connecting with you and giving you more insight . . . they are buying from you . . . they are referring others . . . you are seeing patterns emerging which will help you move forward with your business purpose . . . all good things.

Basically, your strategies are working . . . now that you’ve pressed the start button!

Do you need to press your start button and get “in action”?

Put down the spreadsheet and pull up your big girl panties. It’s time to get real results.

Do you ever get lost in the details?

Discuss.

I got a little riled up at one of the last seminars I attended. See, one speaker’s message was that business is all about creating and keeping customers and not about money.

Okay then.

I’ve heard this kind of talk before, and while it does give you the warm fuzzies, I’m sorry but the warm and fuzzies don’t pay the bills.

I’m going to play a different tune here and speak what I like to call my “truth.” If you don’t like my opinion, go ahead and comment away.

I’ve heard many speakers and “business experts” talk on and on (and on and on!) about how business is all about customers.

Hogwash I say! Sure business is about customers, but it’s also about taking their money.

Business is about commerce, exchanging money for something of value. Everything in business is done to make money, whether it’s making money through sales, or saving the company money internally.

Sure, business owners are constantly looking to find and retain customers, but they do so to (you guessed it) make money . . . moola . . cashola . . . the Big Bucks . . . you get the drift.

And customers know this. I mean, business owners are customers, too, and today’s customers are pretty bright. Even the most well-developed and brilliant marketing plans designed to attract new customers are done so to bring in money—customers know and appreciate this. Customers start to feel like businesses are competing for their money and, voila!, their “hard-earned” dollars become valuable. That’s pretty powerful.

If you’re doing something just for the fun of doing it, I hate to break it to you, but that’s not a business: It’s a hobby.

Let’s go back to that business person speaking the “business is not about money line.” I noticed that almost everyone in the room was agreeing with this message. Now, the funny thing here is that all those agreeing people had paid to hear this message. The seminar itself was designed to make money for that person.

(Is your head spinning yet?)

Predictably, it wasn’t too long into this spiel that a sales pitch materialized. This same business person who was trying to convince a room-full of people to forgot about money and focus on the customer, wanted the attendees to buy-in to a specific business strategy. For XYZ dollars, the speaker promised to make more money for these businesses.

What?

Ok. So business is about creating and keeping customers not money . . . but give me some money anyway, and I’ll help you make (or save) money.

If this so-called expert really wanted to forget about money and focus on the customer, shouldn’t the sales strategy (and the seminar itself) have been free?

Now, I’ll be the first to tell you to do what you love, pursue your passion, and create a business of your dreams. Create strategies. Use tactics to entice customers. Provide good (and needed) services. Do what you do well.

But recognize that you are still doing what you do in order to make money.

That’s why we have businesses and why we have hobbies on the side.

But Sherry, you say, my purpose is to help others, make a difference, add value . . .

And it is! You are in business to make money to share with others, grow your business, feed your family, and support other businesses when you buy from them.

If business is not about making money, then your suppliers would be giving you everything for free because they love what they do, too, right?

Sorry folks. As warm and fuzzy as it sounds, free don’t make the world go ‘round.

Selling is a conversation about your passion, service, or product in exchange for moola—now, that’s business!

Discuss.

I love Dr. Seuss! It’s interesting that we read all the books as a child, however the power of the stories don’t generally hit us until later in life.

Here’s a great video around the Oh!, the Places You’ll Go

Did you know that Dr. Seuss’s Green Eggs and Ham is the greatest sales book ever written? Can you tell me why? I’m listening…

As a sales coach, I hear a pretty common “problem” coming from the mouths of my clients:

I want to increase sales.

That, however, is not a problem. It’s an answer.

I can see you sitting there scratching your head right now.

You’re thinking:

What is this woman talking about? Of course I want to increase sales.

Sure you do! Most people do. You don’t hear many people talking about how they wish sales were in the toilet.

But, how about backing up a bit and asking yourself why you want to increase sales.

Stay with me here.

Try having this conversation with yourself:

Why am I not getting the sales I want?

Your answer might look something like this:

Well, I do try. I go to networking events, I’m on Facebook and Twitter, I attend lots of seminars . . . but I still see no increase in sales.

Why is there still no increase in sales after all that?

Well, with all the things I’m trying and all the events I go to, there is still no time to follow up with the people I’m meeting.

Why is there no time to follow-up?

I guess I have so many things on the go that I have no time to follow up. Maybe I should just focus on a couple of things.

Why would that help?

Because I’d be able to stop running around like a crazy person and focus on creating a follow-up plan and working it.

Why don’t you do this?

[insert moment of brilliance and clarity]

I need help to figure out where I should focus my marketing in order to increase my sales in a more logical way. Gee, I may even be able to get referrals from those people I follow-up with and do great work for.

Bingo!

So, you see the real problem is not getting more sales—its getting to the sale.

If you’re struggling with what you think to be a problem in your business, take a word from the wise and walk yourself through the why’s. You’ll be surprised at what might come out of it.

Discuss.

Photo credit: e-magic

Overcome fear of the unknown with curiosity

I was recently asked to sit on a board of directors for a local business organization. My gut instinct was something akin to, “no way, Jose.” Now, I know I felt this way because it was something I’ve never done before. I’d have to learn processes and stuff. Sure I’ve sat on committees before; I’ve volunteered to help out with things I was comfortable doing. But I’ve never gone past that point of comfort—volunteering my time as an entrepreneur.

The thing is, I wanted to sit on that board, darn it! I’m always open to trying something new, adding value and making new connections. So, I did what I always advise my clients to do when they’re feeling hesitant about putting their neck out there.

I asked myself a little question:

Sherry, what do you have to lose?

The answer, clearly, was nothing.

I agreed to sit on that board of directors and wait . . . what’s that I feel? Oh! It’s my pulse! I’m still alive.

Now I want you to think of those times when you’ve been given the opportunity to try something new or attempt something that scares you a bit. Maybe it’s the thought of cold-calling (by the way, it still works), trying kettlebells, or dying your hair red. Change can be scary and we often get an overwhelming sense of resistance coming at us from ourselves.

We’ve all been there. But how do you let go of those behaviours that we know intellectually are holding us back from going after something we really want?

Going back to that quote I used to open up this post: Overcome fear of the unknown with curiosity.

What, you ask, does that mean?

Well in Sherry’s world, it means asking a question/s when faced with something that causes resistance.

You must always be willing to ask questions to other people and yourself (this works like a dream in a sales conversation—after all, it’s all about them (clients), right?).

Be open to learning and just let your inner child play, damn it! (Pardon my language.)

When you need to change a habit or behaviour that’s not serving you, try this out with a curious spirit:

Imagine as though you have already achieved it. Then, look at the 3 things things you would have done to get you there and how you feel now that you did it.

A couple of things will happen. You’ll suddenly realize you already have the answers—you know what it will take! And you’ll feel amazing!

So go do it!

Let me leave you with a little secret. Curiosity didn’t kill the cat. No, curiosity is what helped the cat get the (adult discretion advised) bird. MEOW!

Now, go forth with curiosity and get yourself a bird.

My challenge for you:

The next time you’re facing something new or you find yourself wanting to change something that’s not working in your life, start the journey with a spirit of curiosity and just watch what happens.

Discuss.

Photo credit: Mats&Muffi

I’m willing to bet that some of the worst of the worst dates were with people who did nothing but talk about themselves.

Think about how that made you feel.

Now think back to the most recent conversation you’ve had with a potential client. Did you do the same thing when you were speaking with him or her? Did you go on and on about you and what you do, not letting that person get a word in edgewise?

Do you think it’s possible that you’re “all about you” to the point where you’re pushing that old “look at how smart I am” envelope?

Allow me to let you in on a little secret:

They only care about what’s in it for them and what your “it” will do for them.

The language matters

Have you ever been to see a doctor who used language you didn’t understand, making you feel like they were talking so far above your head that you found yourself wishing for a dictionary?

I’m sure there have been times when you’ve asked for “layman’s terms please.”

So, here’s my question to you:

What are potential clients saying when they read your website, your marketing material, or even listen to your well-crafted intro or elevator speech?

Do you think they’re saying, “Geez that person [that’d be you] sure likes to talk about him/herself.” Or, “I can’t see how s/he understands my situation or challenges.” And then they move on.

We are all guilty of this. Sometimes we forget to speak to the suffering, challenges, or problems of our clients and focus on ourselves (the features) and not what we can help with (the benefits).

That’s all potential clients want—a solution to make business or life better for them. For the most part, I guarantee that they don’t care how that happens [keeping it legal of course]; they just want to know that you can do it.

The “how” can be dealt with later when its the appropriate time.

I’ve seen many websites and brochures where I could apply anyone’s name to it and it wouldn’t matter—cause its just generic, industry language. Blah blah blah.

Don’t assume everyone understands and gets what you do.

If, for instance, you’ve created a revolutionary software program that can save businesses thousands of dollars in scheduling expenses, just come out and say that. Nobody cares about how you did it or all the tech talk. They’re simply interested in saving dollars and having a scheduling system that fits their needs. Maybe it’s ease of use, maybe it’s scaleability, or price. Bottom line: speak your customers language, not industry lingo.

Discuss.

Photo credit: supertiger101 

Do you know why that keeps happening? Because goals are bigger than numbers alone. Goals should take into consideration your values, your dreams, and your overall life . . . not just work.

When you’re working towards a goal, you need to know what result you’re looking for, but for success sake include yourself. Add in the what, the why, and the how.

For example. Say you sell cars and you’re expected to sell one hundred per week…well…remind yourself of what’s in that goal for you.

If you set goals that are based around the life you want to life and take the goal post (and the goaltender) out of the way, you can focus on a straight shot, making it easier to achieve those numbers you’re looking for. Essentially, this puts the “heart” in the “cents” with a buy-in to (let’s spell it out together) Y-O-U.

In order to stay on course, the journey has to be enticing for your personality.

If you work for someone who’s setting the quotas for you and you’re not an active part of that process, it can be really hard to buy-in to the goal. When you just see those numbers glaring at you, the negative thoughts start creeping up , taking up real estate in your head, setting you up for quite an uncomfortable match.

Take matters into your own hands by setting goals that include the what, why, and how, and remind yourself of why your life will be better when you achieve that quota. In short . . . inspire yourself!

And for all of you business owners setting quotas for your sales stars without their input or feedback, well . . . you are missing on some really important conversations, ideas, and innovation that can exponentially grow your business.

You may be the captain of the team, but never forget that it’s the team that scores!

Quotas drive the company and goals drive the people.

I’d love to hear your thoughts on this topic. Please comment away and let’s chat about it!

Photo credit: scottwills

(Stuck in the past much?)

I was on the phone the other day having a “Paint your Picture, Curious George” intro discussion with someone who was interested in having me coach her. It sounded like she and I could work well together. At first. But I ended up having to turn her away because she didn’t need a coach. She needed a professional therapist (someone with more letters after their name than I have).

Yes, this person was so stuck in the past that I’m pretty sure she was still traveling by buggy.

I can’t help you if you’re not ready. If you enter into a coaching relationship before you’re ready, it’s not good for anyone.

I work with people living and thinking for today to create a better future. That’s when I can help with your sales growth and marketing ideas so you can sell more.

Sure, I can help you deal with fears (cold-calling, conversations, idea-generation, and whatnot), but I can’t help you if every single sentence out of your mouth ends in “but” and you’re afraid (and unwilling) to step outside of your cozy (tiny) little comfort zone. Because that’s what has to happen if you want to create those results you’re wanting to see.

Listen, honey: The past is done. It’s over. You can’t change it, so stop letting it control you. You’re the only person who has the control. It’s up to you what direction you’re going to move in from here.

You can control it now. NOW, I say.

So . . . what are you going to do with all that power? Are you going to keep yourself stuck in the been-there-done-that past, or propel yourself towards a brighter and more exciting future?

(Photo credit MEaves)

How many times have you heard this expression: “I just need to get all my ducks in a row before I [insert procrastination item here].” Heck, how many times have you said it yourself?

And how many times have you read articles telling you that it’s a dumb expression because, unless you’re a mama duck, you a) have no business trying to line up ducks, and b) haven’t a chance in h-e-double-hockey-sticks of ever getting ducks to line up anyway.

I don’t know. I think getting your ducks in a row is not only possible (maybe not literally, but figuratively), but it’s a very good idea.

While I don’t believe you should let unruly ducks prevent you from meeting a goal or doing something you’ve been planning for some time, I do think it’s a good idea to be prepared for success.

Remember that all the ducks you’re trying to line up are probably not integral to your plans.

For instance, perhaps you’re trying to get a new info product or ebook published.

If you want to have all your ducks in a row before the New Year so you can start selling it, you probably have a duck for the editing, a duck for the design of it, a duck for the website to sell it on, and no doubt there’s a duck there for doing some promotion around it.

Those are the key ducks that you must have lined up, and it’s really not that hard to get those things done. Maybe it’s a matter of hiring a project manager or investing in some good time management software to help you keep on task.

But, if you have other tasks (dead weight ducks) in there that are just helping you put it off, then go ahead and set them free! There’s no point in putting off the project until your kitchen reno is finished, cause who knows how long that’s gonna take?

Remain focused and your ducks will too.

Do you have a project you’ve been putting off until your ducks are in a row? Which duck is hardest for you to get in line?

(Photo credit: dkmcr)