Buy From Me, Buy From Me -- Please

I'll tell you right now, I'm not very good at sales. I am passionate about what I do, and I KNOW that I am good at it. I can share my knowledge and experience all day long, but getting to the point where I say come and get it, you know you want it -- well, that's another story. 

As small business owners, even if we have a staff to sell our products and services for us, we are still the main sales person for the business and always will be! Yet, every person that works for you needs to understand that they are in sales, as well. 

From appearance to attitude, production to conversations, everything that is said about us and our business is sales (and branding). If you hear an employee badmouthing the company, why should you want to buy from them? And so on and so forth. You, as the business owner, are not only responsible for your own actions, but also for those of people who work with you.

That's important to remember if you have employees or it's just you. But if we go back to talking about you -- the business owner -- you have to understand that there's no one else selling you but you. Yes, you are selling you. People buy from (for the most part) those they know, like and trust. It's no longer about the cold sale or the 100 daily phone calls or knocks on the door. We must spend time getting to know our potential customer, understanding their needs, wants and must haves. 

But that's only the start. Once we have a connection we have to let people know that what you do is valuable and worth the cost to buy it. If we're willing to give it away, why would anyone want to pay for it? Also, the old saying, you get what you pay for is very true. Often, the higher the price the most people want it as from a psychological standpoint, the value is seen as higher too. 

If you're like me, however, even if you know how valuable what you have to sell is, it's hard to say you're missing out on a great deal if you don't buy it from me. We lack self-confidence, are afraid of something (fear or success), or as just plain shy. But, suck it up buttercup. If you want to be a success, you've got to get past whatever it is that's holding you back, and sell, sell, sell. 

With that, here's my attempt at sales. If you enjoy this blog, go to Executive Coaching - Business Success Unlimited and sign up for our newsletter where you're learn about the programs, tips and challenges we provide our clients to help them grow and become more and more successful. See you there. I guarantee its worth the time!

Easy Come, Easy Go?

I seem to have started a big debate on a group in Facebook today when I asked if those "Big Shot Gurus" really had a magic pill that could help someone make thousands and thousands of dollars in their businesses within X days or weeks.  Because if there really was one, darn I wanted the prescription too. I see so many ads for books, webinars and classes (and they ONLY cost $1950 a month with a 6 month commitment). Yikes. I'm guessing those who want to buy the pill don't have that kind of money YET. And that's why they want to know the secret. 

I feel really badly for those that actually come up for the money, expecting these fantastic results. I had a woman tell me the other day that it was no different than providing for a child's kidney transplant. The life of a child or a promise (unanswered) for swift business growth? I don't think so and was highly offended by her saying so.

As much as I hate to say it (but thank goodness the consensus on the discussion) there is no secret pill or formula to help you make millions your first month in business. It is, sad to say a sometimes long and hard struggle to get even to the point where you are ready to say, HEY! I'm a business owner! YIPPEE!!!!

But I do have a few secrets up my sleeve that I'll share with you for free -- when you figure these things out, you will be on your way. First, who is your target market? Who do you like working with? Believe me if you feel compelled to work with people who want fancy vacuum cleaners and you try to sell them brooms, you're not going to be happy, they're not going to buy, and you will not grow your business. Do NOT tell me that anyone is your target. In fact, it has been statistically proven...the narrower your target the better your potential. AND if you work with those that you feel drawn to, that helps as well. SO... the first thing you need to do is truly figure out WHO to work with.

Secret number 2: Do you know your finances? What do you spend on the various things you need to run your business? How much do you want to make? Do you know what you need to charge to not only break even, but to make a (here we go with a nasty word) PROFIT? Guess what guys? If you don't know these numbers, you're never going to get to the profit stage.

And finally, you need to understand and be able to share clearly and concisely what it is EXACTLY that you are providing to your customers. Again, not as easy as it sounds. You do NOT sell vacuum cleaners, you provide people with things that touch the emotional. Have you seen the television commercial for Febreeze? The woman wants her son's room to smell like he's away at boarding school. She doesn't want his room to smell clean. Or, another one wants her foyer to smell like a FOY-yeh. Fancy word for a fancy house. These are emotional senses and feelings. You have to figure out what resonates with your ideal client. Does this make sense? Not all that easy is it?

Sometimes my brain starts dancing, trying to help my clients figure this all out. But, again, I can guarantee, that when you do, you've just moved a step up on the success ladder, and boy is that worth while.

The final secret I'm going to share is that all this becomes much easier when you have a group of like-minded people that share your enthusiasm, passion, and where you can comfortably feel that you can share without recrimination or having your thoughts and ideas stolen. Mastermind programs, small business retreats, educational programs -- all are valuable ways to reach out and "touch" others to both help them, and yourself.

And, by the way, I really do have that magic pill that will make you an overnight success -- and it'll only cost you an arm and a leg. Want it?

Gratitude and Appreciation

I wake up every morning and the first things I say are Thank You GOD for another day to get it right! And, please bless all my human angels here on earth that support me, guide me, keep me accountable, and push me sometimes kicking and screaming into the future. This means that there have been times when I didn't always get it right. I've mumbled and grumbled and complained about things that really didn't mean that much, and I've not always shown appreciation for the things that have gone right. 

I've been in business since I was 12 years old -- in one way or another, and if you've been reading my blogs long enough you have heard me talk about those years. Can you imagine how exciting it is for a 12 year old to have their own business that's actually making money? Whoohoo!!!!

I didn't really take the time though to appreciate all that I had and was creating for myself. Even when I was in college and paying my tuition (and pizza) with money I was earning, I took it for granted. And then came the times when I really moaned and groaned. I was sick, I lost a client, my office had to get moved, and so forth. These were all things to complain about -- did I EVER look at the lessons learned or take anything good from those times? No, not really but looking back, boy did I learn a lot.

These days I have a lot I could be grumbling about (and there are times that I do!) my parents' failing health, my disability from being in a hit and run accident 18 months ago, and sometimes slow sales. Yet, I try very hard to always be thankful to God for wonderful opportunities like this beautiful new "office" I'm sitting in as I write this, and for good friends, wonderful colleagues, an understanding husband, and people that support me and back me up as my raving fans. Thank you. And my tip to you -- find something to be grateful and appreciative of every day!!!!

"You Don't Even Know Who I Am" - Patty Loveless

That's a great marketing story title isn't it? One of my favorite sayings is "You can make the best widget in the world, but if no one you make it, or who you are, it's not going to do you much good." Am I right? Especially in this day and age with the Internet, there are so many people doing similar things, and some with larger pockets that can spend more money, or have more business training, or more "guts" to get out there and sell. Us little guys get the short end of the stick and people don't even know who we are. 

So, you're saying "give me a break. It's all I can do to get the product or service together. You want me to price it, to market it AND sell it. I think my putting my stuff out there on Facebook should be enough. Isn't it?"

Facebook is a good start, but it's so much more than that. I spend hours (ok you Facebook marketing gurus, cover your ears here). I spend hours commenting on other peoples' pages, liking and sharing other events and programs, finding articles that have meaning for my followers -- all so that my relationships will grow and people will learn to trust me and to think of ME when they need something I offer. And then, I write articles for LinkedIn, and for StumbleUpon. I share on Quora, and Tumblr. That's JUST the social media.

Then, there are articles and ads in my monthly magazine, Small Biz Forward. Flyers in the weekly Chamber of Commerce newsletter, and the live, "in-your-face" networking that needs to be done as well. Wow, when is there time to actually do the work? The time for the work is when the phone starts ringing, the emails start adding up and and people stop you in the street and say, "Hey, your program sounds great. Where do I sign up?". 

This is just part of the cycle of running a successful business. Don't get me started on Who's your ideal customer? Why would they want what you offer? What goals do you have for 5 years -- have you even thought about next month? There are so many things to think about that your head could easily spin off your shoulders. But one step at a time. What are you going to do to change that old country music song, They Don't Even Know Who I am?

WIIFM

I'm a small business. You may be as well. Or, you might be someone who can say, hey, I've made it. I'm a success. I'm no longer that small. Congratulations on whatever level you're at. You have made it -- you made the decision to be your own boss and to do the things that you have dreamed about doing.

I know, for me, I've never wanted anything except to own my own business, and started when I was 12 years old with a crafts store out of my parents basement. I then went on to create a summer educational program for the little kids in the neighborhood. Like the Pied Piper, I would go around the block picking up kids as I went. We would hop and sing, and laugh while we got our exercise, and then, when we got back to my yard, we would read stories, play games, work on arts and crafts projects, have a snack and then go home the same way we got there. And I did this all for 25 cents a kid a day. Back then that was good money -- especially for someone who was 12 or 13.

I learned the value of wanting something and buying it with my own, hard earned dollars. I purchased a guitar, and a brand new full sized bedroom set (getting rid of that tiny single). And between the money I saved, scholarships and student loans/work study programs, I paid my way through one of the best colleges in the midwest. That work ethic has stayed with me til today and sees me here working in my office after a night in the ER where my dad was having a stroke, and with me having level 12 pain from a hit and run accident I was in over a year ago.

But I tell you, it's interesting. I turn on the computer and I see emails and Facebook ads telling me that I can easily make $10,000 a month quickly and simply, by following the formulas crafted by this person or that. The book "The Four Hour Work Week" is popular and everyone I ask tells me they have started their own business to be their own boss, to have time to spend with family, to take vacations, and to only work with customers that they resonate with. Sounds wonderful to me too. Unfortunately, I have yet to see that formula truly work, especially without a lot of other stuff thrown in. I'm here to tell you, whether you want to hear it or not, that it takes work and effort and a lot of persistence to get to that level where you can take the vacations and the time to do the family things you want to do. It's not as simple as it sounds. 

I'm not saying that these (at least some of these) programs aren't right on the nose, but invariably, they all end the same -- they get us started with a teaser, and then we have to come up with the money to pay for the real work and the real mystery to be solved. So my question is, ok. If you're not making the money yet, how can you pay the thousands of dollars some of these gurus are asking for, in order to make the money. People buy into their philosophy and fork over the dollars, and then most often, never put it to work as they learn the real secret takes time, effort and patience (what I said in the beginning). 

So, here's my final thought -- I know the answer and I'm really happy to share it with you (for $1500, paid in two installments). You can sign up at my website. I'll be waiting to meet you!

Stay On Target -- a Star Wars Quote

Entrepreneurs are a crazy lot. The way you can tell if someone's an entrepreneur or not is to see how many ideas they have bouncing around at one time, how many challenges they are dealing with yet keep on keeping on, and how few hours of sleep they operate on daily. The more of all these things going on in their lives, the more of an entrepreneur they are. Truly. Look at yourself. Are you content to call it a day at 5pm or are you just getting started (after a 10 hour work day)? That gives you your first tip as to whether you're an entrepreneur or not.

That's not to say that there aren't times when we find ourselves weighed down and ready to throw in the towel. Sometimes life can just be TOO much. But, sure as certain, the next day we're up and on a roll again. Well, maybe not the next day, but you get my drift. We don't stay down for long.

Welcome to my life -- come on in, sit down and get ready for storytelling time. Are you ready? Here goes.

Keeping with the Star Wars theme, A long time ago, in a galaxy far, far away...I started my first business, and over the years, I have owned several (at this moment, I am running three distinct and separate companies). There are times when they are highly successful, and other times when they have been, not so good. We all go through those stages and it is good to realize that even when something fails, it's not a failure but a learning experience.

However, lately I have been "hit" by several asteroids (shall we say). My mom and dad's health have been less than good to say the least. I was in a serious car accident that has kept me from doing things that I have wanted to for about 18 months now. And as a consequence, my business has been less than stellar. I have fallen into fear and self doubt -- thinking that I wasn't worth anything and how dare I try and run businesses. And guess what: the more like that I felt, the worse my business got. In the great words of Yoda: fear is the path to the dark side. And I was surely on that path.

I steadily lowered my rates, thinking who is going to pay me THAT? I didn't try to work with the clients that I KNEW were my target and that would jump at working with me -- rather, I worked diligently at trying to get those that didn't have the money, didn't want my help and would NEVER buy what I was selling (like trying to sell freezers to eskimos). I would talk with the coach gurus who told me, if you don't charge what you're worth, then why should anyone pay you what you're worth? It makes sense, but boy was I scared!

Yet, somewhere along the line, I realized that I was worthy of appreciation and that people would be lucky to have me work with them. And you know what? I met with a potential client this morning, we talked about her business, we talked about things she should be doing (I gave her value for the free consultation) and I closed by saying I would love to work with you. I believe in your business and feel that we could work together well! She asked me what I charged (and I heard somewhere in the back of my mind -- may the force be with you). I swallowed, and said X (a price that I haven't felt able to charge in a LONG time). She nodded, and said. Sounds good. Sign me up! WOW. Yes, indeed the force was definitely with me today.  And it can be for you as well.

 Hopefully, you've enjoyed these Star War quotes and see how they can fit into your own lives and businesses. So let me end by telling you -- Do or do not. There is no try!!! And definitely, may the force be with you too!!!!

You say Tomato, I say Tomaato... Part 1

What does it take to be successful in business? There is a commercial on TV right now for a company that sells makeup for women. And the ad is about these people "hawking" their wares, chasing after this woman, wanting her to buy everything they're selling. This makes me think about my own business and all the others out there that say they help business owners make more money, help them find more time for family and friends, and create the ability for them to be "their own boss".

The competition for most businesses can be fierce, and what we really hope for is to find our place amidst the many where we can stand out, build a substantial following, and have enough success to do the things we really want to do with our lives. Some of us of course want to be "the wealthiest", "the most well-known", "have the most people talking about us", and more. Yet, I believe for most of us, a more modest dream of time for ourselves, money to pay our bills and have some of the niceties in life, with a group of loyal fans who will always buy from us, recommend us and be part of our "family". I know that's what I want for my business. I don't need to be the BEST. or make the most, or all those other things. What about you?

But I do know that whatever it is we want for our business, it is not going to just show up one day. The articles I read about how "I made $10,000 in my first month" -- well all I can say about that is: Really? Do you have Aladdin's Lamp handy?  Unless you're really really lucky, I am sure that's not going to happen to you. Sorry to say, it takes work, and effort to get a business started, and then it takes more work and more effort to keep it running. It's not easy and it's not cheap.

The work that you must do to get your business running is time consuming and hard on the brain. First, you have to understand things like, what is it that I'm providing? What value and benefits do I offer? And here, I'm going to let you in on a little piece of information -- you don't sell washing machines, for instance. You sell a simple way to get your clothes clean, with little work. You provide the person doing the washing with an easy way to protect their clothing so that they look good and last a long time. Get the idea? Benefits and value are much different than the product or service. People buy things that either give them pleasure, or take away a perceived pain. A washing machine is a washing machine is a washing machine. But one of the new gizmos that are becoming "hot" right now, are washing machines that have built in sinks. That's supposed to help with prewashing, etc.

You need to figure out what your goals are and how you're going to accomplish them. SMART goals are goals that provide to dos, and time tables and accountability. For a goal, without a direction to achieve it, will never get accomplished. Once you've got those goals in place you have to work at it to make sure you're moving ahead. If you set it up and then leave it to grow on it's own, it will never happen. I often see people using the visual of growing a garden -- you have to water it, pull the weeds, and consistently check in to make sure that there are no bugs or animals digging around it. The same is true for your business. Focus, focus, focus -- it takes time.

Once you have all of this in motion, your next step is to figure out just how do you get the people to know what you sell, and want it. There's a difference between marketing, advertising and sales. You need to understand the differences and figure out how to make them work for you. When you're just starting out, you are going to be EVERYTHING for your business, and so of course you are going to be the marketer, salesman and everything all wrapped up in one. Get used to it and don't let it intimidate you. You're not going to be able to get a customer unless they know you exist. It's a very important step in the process.

In our next article, we'll talk about more about the marketing and go into more depth with what is needed here. But for now, whatever you call starting your business, you need to work hard at it for it to be successful.