Summer time is a great time for taking a step back and reflecting on life and business. And this summer has been no exception. Over the past few years I have been able to grow my business immensely and although there were a lot of factors that lead to being able to increase my business by more than 200% in 6 months there is one skill I learned that was key to being able to do that.
Do you know what it is? If you said learning to have sales conversations or as I like to call them enrollment conversations then you are right!
The cool thing about being able to have these conversations with prospects and turn them into buyers is that once you know how to do this, once you learn this skill its not something that anyone can take away from you.
I mean really, once you master this skill you will never have to worry about how you are going to buy the things you want to buy, the new car, the new house, that vacation you have been dreaming about. Whatever else it is that you want to have because it doesn’t matter if your entire database was taken away from you overnight or you lost your website, or whatever disaster may happen once you learn the skill of the conversation bringing clients in becomes easy.
Now of course, there is a bit more to this then it may seem on the surface but I wanted to share 3 mistakes that really kill your enrollment calls so you don’t make them anymore.
And don’t worry, I used to make these same mistakes too, and its okay, because making mistakes is the greatest learning tool that we have, but if you can learn from others mistakes you will be ahead a of the game, and that is my purpose of sharing these 3 mistakes with you.
1 -Not positioning yourself as the expert, believe it or not there is a science to positioning yourself at the onset of these calls. If you don’t you risk not earning the prospects trust and usually their business too. Its easy to position yourself as the expert you truly are, and all it stems from asking the right questions.
2 – Focusing solely on you or your product/service. The enrollment conversation is not so much about you and your service as it is about your prospect. The idea of the conversation is to get the prospect talking about his/her problem, this way you can figure out how you can help them solve their problem. Stop worrying about how you are going to pitch your product and start asking engaging questions to uncover the problems they are facing. Then if appropriate offer a solution to the problem.
3 – Not having a proven system or template to follow during the sales/enrollment conversation. – Yes, there is a system that you need to follow in order to truly understand what the prospect wants and needs. You want to lead them through the conversation that honors them and you and allows you to uncover any hidden problems and bring them to their attention.
The cool thing is that I have developed a 7 step system that I use to enroll new clients time and time again. This very system has allowed me to generate new business of $5,000, $10,000, $20,000, $30,000 even $120,000 worth of new business each month. You can do it too, just check out my simple 7-step system to easily enroll clients in your biz too! click here!
- How to create a Multi-6 Figure Plus Biz Structure for your biz
- 7 Building Blocks of a Multi-6 Figure Plus biz foundation
- # 1 Resource for creating a Multi-6 Figure & Beyond Biz on your own terms
- Opportunity to ask questions live on the webinar with me personally
For more info and to register click here!
There has been something that has been on my mind the past several days and I wanted to talk to you about you and the truth is, it may sting a little but here goes.
I’d like to ask you a question.
Are you creating a job or are you running a business?
You see a lot of times as entrepreneurs we can get hung up on all the “things” we need to do in order to run our business. And before we know it we are off creating ourselves a very expensive hobby and a JOB.
Although, I have to say getting a regular JOB would be much easier, and probably pay better. lol, we tend to be our worst bosses ever and when you don’t intentionally set up your business to run without you then you are creating a job and not a business.
It’s interesting, actually, because I talk with business owners every day and one of the driving factors for creating their business in the first place was to be their own boss, they want to be in control of their destiny, and they want to be doing something that they really love.
So let me ask you.
- Are you in control? or are your clients and your deadlines, and your tasks?
- Do you have more freedom?or are you stuck working long hours for little pay day in and day out, no vacation, wait honey, just a minute I will be right there, 3 hours later the kids have gone off to bed and your spouse is in a huff.
- Are you trading time for money?
- Can the business exist outside of you?
A lot of times it starts off this way and then somewhere along the line we lose sight of the freedom we sought out and end up creating a JOB for ourselves, ouch, that stings, I know, I did the same thing too, not that long ago in fact, its why I created several signature systems in my business in order to leverage my expertise, my time and my energy. It allows me to have different options for working with clients and engaging with them at all levels, not just the highest level.
The biggest key for me was to actually start doing what I taught my clients, implementing what I taught my clients, instead of telling them, or showing them or doing it for them, I also needed to do it for me too.
Was it work to set up, of course it was, was it worth it, damn skippy it was.
There are 7 key areas that I developed in my business that allowed me to shift from having a JOB to having a business.
Now, keep in mind you will develop these over time and you don’t have to do it all on your own, in fact, I think that’s part of the point.
P. Plan your Vision – What do you want to achieve over the next 6 months? and then how are we going to get you there step by step.
R. Re-ignite and fire up your Passion & Purpose – Why are you in business in the first place? to make money but of course, and to have fun! This is really about being in alignment with your life, your business etc, I want to understand your core values, the purpose of your business, your work, etc. this will help with message and marketing later on.
O. Operations and organization – If you want to work less and play more, you need to be organized and you need to have the right systems and operations in place in your biz, bottom line! (I will also give you access to one of my virtual programs where I go into a lot of details on this and walk you through it step by step, with templates, worksheets, etc. This way we can get the most out of our one on one time.)
F. Funnels - How your clients/customers find you (so you aren’t chasing them), this is all about the marketing aspect of your business, this will help you fill your programs and offerings easily and predictably
I. Income Streams – (creating different income streams, active, leveraged and passive and pricing your products and services so that they serve you and your clients)
T. Team Building – (Having the right team members in the right positions to support your growth, freedom and your biz systems)
S. Strategy - (this is where the rubber meets the road, bridging the gap between what you want and where you are at now to create the biz and life that fully supports you.)
I just wanted to send you a quick note to say Happy 4th of July to all my US friends.
This is going to be short and sweet as I hope you are spending some R & R with your family and friends. I know we are heading out to the water park and then we will be taking in some fireworks on the lake.
How does it get any better than that?
Take this short quiz to see if you have a freedom based biz or if your biz is running you?
- Do you work late, but accomplish little?
- Are you missing deadlines and/or appointments?
- Do you need more business, but you avoid marketing like the plague?
- Has your business hit a plateau that you can’t get beyond on your own?
- Do you feel tired, overwhelmed, isolated or stressed?
- Do you only think about profits when there’s nothing in your bank account?
- Are you spending more time working ‘on’ your business than ‘in’ your business?
If you answered yes, to any of these questions than your business is running you and I would like to help you celebrate the 4th of July with a special discount for $200 off the 7 week virtual training program all about putting systems, ie Freedom in your biz.
Wishing you much abundance, peace and blessings this weekend!
As entrepreneurs one of our biggest commodities is time, our time is finite and there is only so much time in the day/week/month/year and only so many things we can have on our plate at once.
Often times we have so many things and tasks and ideas on our plate that we don’t know where to start and what to focus on to grow our business, and then there’s your family and friends, and the life you want to create outside of your business. Not to mention you started this business so that you would have more freedom and fun in your life yet, you don’t seem to have time to grow your business to the next level.
If any of this is resonating with you on any level I’d like to share a simple system that I and my clients have been using for years to help gain 5 or more hours this week in your business.
Step 1 – look at your calendar – what is on it? Have you mapped out time to grow your business or is it filled with appointments and tasks for other people or non-income generating activities and distractions? Now, look at what you can wipe off your calendar in the next week so that you can have some focused time to grow your business?
Step 2 – look at what you can get rid of – Hint – if it does bring you closer to your goal (whatever that is) take it off your calendar. You need to start to say no to doing everything for everyone else before you do for you.
Step 3 – Structure your day to be the highest productivity. Here is a quick system to help you do just that:
1 – What is the time frame that you are most productive? Do you like to get up early and work while everyone else is sleeping or do you prefer to burn the midnight oil?
2 – where are you most comfortable working? Do you prefer to work at your desk with the door closed in the piece and quiet or do you prefer to work in a coffee shop?
3 – What do you want to get done in the next week/day? Create a task list of everything you want to get done
4 – Rate your tasks that you created in step 4 – on a scale of 1-4. 1 being you love to do and 4 being you hate to do it.
5 – map it out on your calendar (whatever we don’t put on our calendar tends not to get done, you must take this step)
- Set up your calendar in 15-minute increments based on the time of day you are most productive.
- Now this may sound counter intuitive but you want to do the tasks you rated with a 4 and put them in your most productive time frame (and only do 15 minutes of the task, even if you feel like you are on a roll otherwise it will lead to burn out
- Set a timer for the 15 minutes (I look using a kitchen timer because it clicks)
- Turn off all distractions and focus on the task at hand (cell phones, Facebook, telephones, email, etc)
6 – Delegate what you don’t need to do
Trust me if you implement even part of this advice you will gain back more time in your business this week then you ever thought possible. It’s how my clients and I are able to grow multiple 6-figure businesses working part time hours. If you’d like to learn more about how you can automate your business I encourage you to check out my 7 week systems automation training where I teach you in depth how to use strategic calendaring to get more done in a day than most people do in an entire week. Questions? Ask away and I’d love you to post your comments about how you are i
Key 1 – You gotta have a plan
Simple, right, well it is but you have to do it. If you don’t have a plan chances are you don’t achieve what it is that you want. You end up getting discourage and bam, you start to give up or give into fear.
- All goals and steps toward goals need to be measurable, on the calendar, tracked, and completed.
- Each time a task is dropped or a goal forgotten, it costs your business money.
Key 2 – Measure what you do
Again, this is simple right! It actually is but with the hustle and bustle of what we are doing every day we sometimes forget this key. The truth is, if you aren’t measuring what you are doing you don’t know what is working and what is not working.
- If you do not know your business’s finances you catch money leaks, see how you are doing, or see where you need to improve.
- You are guessing, and guessing is gambling, and when you gamble, the odds are stacked against you.
Key 3 – Systems baby, its all about the systems
Systems in business and life for that matter equals freedom. At first they may seem restraining, or hard or complicated but they don’t have to be. In fact, you are likely already using a system, you just don’t realize it yet.
- Systems allow you to leverage yourself & Your team
- Systems allow you to leverage what you have already done, ie. You don’t need to reinvent the wheel each time
If you are frustrated with the amount of time you are spending working on your business instead of in your business, then now is a good time to talk.