If You Can’t Open, You Can’t Close

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closedthesale11-20-13Dan was hurting for clients.

A terrific business consultant and one of the top sales trainers out there, Dan’s work impressed
people.

But too many of them “disappeared”
somewhere before or after the sales conversation.

Dan read books on closing, he took courses
on closing, he even practiced closing with his
wife until his wife told him “Enough already!”

Dan memorized the classic closes, such as the “Tie Down,” the “Ridiculous,” and the “Takeaway.”

But too many clients were still melting away.

What was wrong?

Dan wasn’t setting up the close.   At all.

Why?

Dan didn’t know that the sale begins at “Hello.”

If you can’t open, you can’t close –
as much and as often as you’d like.

When Dan met prospective clients, he’d say:

“I work with small business owners up to
$25 Million to eliminate overwhelm, straighten out
their distribution and cash flow, and increase their business.”

His posts and articles were educational,
with no stories so prospects could relate.

Dan was talking all about himself and his service.

  1. Dan did not realize that his prospects didn’t care about Dan, they cared about what Dan could do for them.
  2. He was not monetizing his service for them, so they did not instantly “see” how much money he could make them.
  3. He was not showing them a huge Before-and-After gap that would impress them with his expertise.
  4. He was not putting his results into stories – the ultimate sales tool.
  5. Dan talked too much –thus shutting off any anticipation, curiosity, intrigue, and anxiety that maybe Dan had tricks up his sleeve his prospects didn’t know about.
  6. Dan did nothing to arouse feelings in his prospects, and feelings are the only way the Old Brain (the real buyer) will become interested, and the only way prospects will want “more.”

Dan was not creating desire, anticipation, and leaving his
audience hungry for more – which is the heart of superb sales.

The sale begins at “hello.”

Dan said, “I give a great service.  Why do I have to sell people?
Why can’t they just read my articles and testimonials?”

Because they’re too busy.
Because it’s a buyer’s market.
Because you have to seduce your buyer – from the word Go.

After we worked together, the light bulb went on.

Dan began to talk in the language his prospects wanted to hear.

He finally used stories:

“When I met Mark, he was working 12-hour days, struggling to
meet payroll, and too busy to grow.  Six months later he brought
in over two million, and took his family to Italy for 2 weeks.”

His clients began to feel their own pain in his stories.

And they began to see their salvation in his results.

Dan created a whole series of stories to use in order to heighten the
interest, curiosity, desire and anxiety for what he did.

He stopped taking too much.

He began to “romance” his prospects, feeding them
tantalizing bits of information in conversations and emails
that aroused their interest to a fever pitch.

By the time the sales conversation came around, there
was no need to “close.”

It had already happened.

Dan increased his signing rate by 50% and he’s still
climbing.

And he no longer worries about the close.

Thanks for reading, and tune in next time.

-Ann Convery

The #1 Monster That Kills Your Business

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This article was born from a fascinating discussion with Howie Jacobson,
author of Adwords for Dummies, brilliant leadership coach,
alternative lifestyle ambassador and roving genius.

What is perhaps the single biggest thing that stops you in business?

Overwhelm Attacks.

This is frequently a trauma response. It kills initiative.

In men it looks like, “I don’t know what to do, or where to go next.”

In women it looks like, “I don’t see a path, I only see
the top of Everest. And I can’t move.”

Your inner impulse, from which all action springs,
is trodden underfoot.

In other words, your own, excited,
“Wow! I can see where I’m going and I love it!”
response which fires you up to finish your projects, is crushed.

This response is an instant, overwhelming, freeze.
You can’t make a move. You don’t see any moves.
It looks so exhausting you’d rather pull the covers over your head.

You can stay here for months. Even years.

You need your own pace to achieve,
time to get things done, and a feeling of control.
Overwhelm, or what you see as overwhelm, can stop that cold.

I took 100 hours of street-fight training, and the
problem is very similar. When a mugger approaches a woman,
he usually terrifies her with ugly language, frightening behavior,
and maybe a knife. Women freeze, and by the time they come out of it,
damage has occurred.

What my 100 hours of training taught me was to
get past the freeze response. Here’s how.

What the woman doesn’t know is that the mugger…

1) expects no resistance and
2) doesn’t have a second move

All he knows is to throw her to the ground.

But — from the ground is where women have all the power to fight him off.

Women’s pelvic muscles and legs are as strong as a man’s arms.
That’s why a 5’6” woman (me) can knock out a 6’4” man.
Over 100 times.

What you need to know is that Overwhelm Attacks
can be just a temporary response brought on by
past trauma (“I was never good at technology”) or cultural beliefs:

  • I’m too artistic for business.
  • I became a doctor so I wouldn’t have to go into business.
  • I’m too spiritual for business
  • I’m drowning! Get me out of here!

Your mind on Overwhelm is like the mugger.
It expects no resistance. It doesn’t have a second move.

You can get past it. You can melt the freeze.
You can stop the overwhelm.
You can get up to cruising speed again.

How do you stop the Overwhelm Attack?

1. Just like my fight class, ground yourself.

When you are in Overwhelm, you do not know you have a body.
But your body can bring you out of this.

Immediately do something physical. Jump, walk away
from your desk, go outside if you can, touch your arms and legs.
You are not, at that moment, in your body.
Keep moving, keep touching your arms and legs until
you feel a shift in your mind.
Your body will ground you and bring you into the present.

In the present, you have choices. You can make a move.

2. Call a trusted friend and tell them you just had an
Overwhelm Attack.

Have them spend 10 minutes
with you breaking down your giant task into the
smallest possible steps. Ludicrously small.
Like naming a folder.

3. Do the first step within 2 hours.

The pattern created by Overwhelm Attacks may have etched a
deep neurological pathway in your brain.

A series of small successes will overcome that pattern.

One small success per day, day after day, and you will feel like a winner.
Nothing can stop you.

Overwhelm will learn that it’s can’t win, and eventually,
you will not have these attacks any longer.

And at this point – there’s no stopping you!

How to Make Success “Come” to You

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“You don’t need to go to the mountain, because the mountain is willing and able to come to you.

But will it actually come to you?

Yes, but only if you meet two conditions.

The mountain will pick itself up and move all the way to where you are if you make a lot of room for it and if you are prepared to work with the changes its arrival will bring. “

A friend sent me this quote from Rob Brezsny.  I love it.

What would it mean to make room for the mountain?

What’s the mountain?

Your 6 or 7-figure business, your 6 or 7-figure lifestyle, your best seller, your VIP speech, your $15K client.

Will it really come to you?

Yes, There are businesses that have exploded with clients, books that got a miraculous pass all the way to the best-seller list, big speeches that appeared “out of nowhere,” clients that insist on paying you what you’re really worth.

How do you make room for it?

Say “NO” a lot more often.

Remember Warren Buffet: “The difference between successful people and very successful people is that very successful people say “no” to almost everything.

Making Room at Work

  • Re-route all the emails you glance at every morning that make you nervous.
  • No more Bright Shiny Objects.  Nothing is going to “save” you so stop looking.
  • No more buying products you don’t need within 24 hours.
  • Throw out the downloads you’ll never have time to look at.
  • Stop watching cool videos that might help you in 6 months.
  • Let go of the deadlines in your head.  They’re killing your creativity.

It matters that you have a lot of junk just sitting on your hard drive, your desk, the floor.

It’s taking up space in your head.

Get rid of it.

Making Room in Your Mind

We all know the negative thoughts such as “I’m not worth it, I don’t deserve it…”

But there are other negative thoughts you may have to clear out – such as the desire to be saved, to have someone do it for you, to wait until you’re ready, until it’s perfect.

  • When my ship comes in…
  • When I find the right system…
  • I can’t do (a new site, videos, speaking) yet because…
  • I’m not ready yet…
  • There’s no one to do all this work but me…
  • I’m in overwhelm, I’m stuck, I can’t move…
  • If I just spend $20,000 with this guru, I’ll get out of this mess…

Don’t throw money at your problems.

Great Short Cut:  Use Your Body

Your body is the greatest shortcut to changing your thoughts you’ll ever have.

  • Get up an hour earlier.
  • Stand up at your desk every 20 minutes (prevents premature death.  Yes, really.)
  • Stand in your Wonder Woman or Superman stance every hour for 3 minutes.
  • If you don’t work out, do anything to get moving –  joomba, walking, anything.
  • When you force yourself to that gym, or to climb that hill, or those stairs every day,
    your mind thinks, “Gee, the boss is serious.  We’d better get going.”

You will feel different.  You will focus on what you do well..

Your mind will follow your body.  Take advantage of this fact.

The More You Let Go, The Bigger the Prize

Let go of clients who need too much, drive you crazy, or are slow payers

Be ruthless about time-wasting activities, people, and thoughts.

Stop that thing you’re doing that you did last year, and the year before that,

because it didn’t work then either.

And now…

Prepare for the Changes the Mountain will Bring

You may have to:

  • Grow from a struggler to a leader.
  • Hire the right coach and stop resisting them.
  • Get up at 5:00 to write your book.
  • Get a manager and let them run your day-to-day operations.
  • Set steel boundaries with clients, employees, and colleagues.
  • Withstand the anxiety of friends who don’t like your new boundaries.
    Stop waiting to be saved.  There is no one to save you now but you.
  • Experience scary highs and even scarier lows that you didn’t know existed.
  • Learn to play “with the Big Girls and Boys” and see how they do it differently.

And…

  • You will have bigger problems to grow into – tax bites, scaling, new teams.
  • Your friends may not understand your problems.
  • Some of your friends and colleagues may fade away.
  • You may be bombarded  by wannabes who no longer fit your business model.
  • You may wonder how you can repeat your success next year.

And Fun – Remember Fun?

Taking and enjoying free time may make you anxious at first.

Stop focusing on the daily grind.

Start focusing on your exit strategy, your legacy, and having fun again.

So…

Are you ready for the mountain to come to you?

Good. Let it come.

6 Perks Your High-End Clients Will Thank You For

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Ann Ezine High Paying Client

Would you rather work with ten $20,000 clients or eighty $2500 clients?

Yes, I said eighty.

The question is kind of no-brainer, isn’t it?

High-end clients.

They’re the bedrock of a lucrative, less time-consuming business.

But how do you get them?

How do you keep them?

Filling your business with high-end clients requires focus, skill and smarts.

But here’s a start-up guide.

    Where Do You Find Them?

Jeff, a business coach, was obsessed with trying to find where his high-end clients were “hiding.”

Maybe if he hung around the yacht club, or polo matches?

(He seriously considered this.)

It wasn’t until he stopped asking where they were, and created a dazzling program that solved a tough problem for million-dollar business owners, that he began to sign high-retainer clients.

1. Create The High-End Program First.

This seems so simple, yet few people take the time to do it. Go ahead and create a $10,000 or $15,000 program.

You don’t have to offer it.  Just create it, See what it feels like.

If you wanted to attract people who drive Ferraris, you’d sell Ferraris, right?

Not Volkswagens.

So build your Ferrari.

(Apologies to Bug lovers everywhere).

Here are 6 elements of a High-End program…

2. High-End Clients Expect Quality.

High-end clients do not care for cheap solutions – they don’t trust them.

If you are at the top of your game and you offer an A-list packages, your wealthy clients expect to pay your fees.

They may want a deal, but they are not shocked or turned off by the price.

Mahatma Gandhi said, “It is the quality of our work which will please God and not the quantity.”

Quality attracts high-paying clients.

They can go anywhere for their service.  Why should they come to you?

Add details to your package that make it outstanding,

Best-in-Show:

YOUR PACKAGE:

  • How many hours?
  • VIP day?
  • Assessment?
  • Special 2-Hour Intake?
  • Email support?
  • Ongoing Client appreciation*
  • Ongoing Client assessment of wins and gains
  • Access to your other programs?
  • Special Mastermind Weekend(s) with other high-end clients.

What else can you add?

3. Show Them The Love.

The biggest reason high-end clients drift off to another expert is because they don’t feel the love.

* Make sure that your high-end clients continue to feel appreciated, cared for, thought about, and get “special” attention sometimes.

Measure your progress and celebrate results together.

Be sure they see what they are accomplishing with you.

Otherwise they might miss their own achievement.

I’m not talking about babying a high-maintenance nightmare client.

I’m talking about never getting complacent.

It’s a pitfall that will lose you great clients.

4.  Look Like a Million

You, your site, and everything about you is first-class.

Reassure prospects who look for and trust quality.

Look like you could walk into your client’s boardroom, or polo club, and “pass.”

(It’s OK — you can look like a total nerd, just look and sound like a brilliant one.)

5. Use Media

If you have any media at all, use it everywhere.

As far as validation goes, it’s a “10.”

Media is so amazingly powerful it will bring you attention at twice the speed – online or off.

If you’ve been featured on local TV, radio and in print, you “must be” good.

Everyone unconsciously believes this, so use it to your advantage if you can.

Use any media.  Online as well as off.

All media is validating and will bring you a faster response.

6. Get Rid of Your “I Don’t Belong” Thoughts.

Here are thoughts that will take you out every time:

  • “OMG she makes $350K and I don’t.”
  • “I don’t belong in her class/club/social circle.”
  • “She probably spends $10K a year at the dermatologist.”

So how could she possibly be your client?

These thoughts are nasty and will keep you playing small forever.

If you don’t make a million a year, how could you possibly help someone who does?

Simple.

High-Paying clients have bleeding, scary problems.

They just have different problems.

Focus your first-class solution on the problems that they will pay to solve.

If you’re a relationship coach, can you help an unhappy millionaire couple?

Of course you can.

If you’re a marketing expert, can you help a multi-millionaire business owner whose marketing is dead in the water?

Of course you can.

Again, you have to look, act and believe that you can serve your High-End clients..

And your program has to offer the value they expect, and then some..

How to Build a High-End Business

Stay tuned!

7 Thoughts That Speed Up Your Success

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Recently I spent the weekend at a Big Name event in Las Vegas.

It was fantastic.

And I noticed something peculiar when talking to dozens of entrepreneurs.

Some tell me what they do.

Others tell me they have a company.

The ones who tell me what they do – “I empower women to release their doubt and achieve the impossible”  don’t talk about marketing, sales, or numbers.

The ones who tell me they have a company talk about their sales, their growth, and their goals.

The secret problem with loving what you do is that you may never really build a solid business around it.

And get successful.

Here are 7 Thoughts that will speed up your success, right now.

1.   “I’ll be successful when…”

NO.

Say “I am successful now.”  Do you know that?
If you are still waiting for the “feeling” of success, in order to go ahead and be successful, you will wait forever.  Stop waiting.
Practice feeling it now.  Until it’s second nature.

2. “If I’m successful, no one will come along and take care of me…”

NO.

“I take beautiful care of myself.”
When you learn to take care of yourself, in every area of your life, you will attract people who will astonish you, and you will no longer be using relationships as excuses not to be successful.

3. “I want to be wealthy but I just can’t see how.”

NO.

“I am wealthy.  The money will start to show up in (You set the date) ten months.” Do this: Describe how you learned to be wealthy.  Tell a friend, in detail, what being wealthy has taught you.  Watch what happens to your energy.

4. “If I’m really focused on money and numbers, I won’t be spiritual, or I won’t be a real artist.”

NO.

Shakespeare was a superb businessman who ended up the wealthiest man in Stratford.  Mozart was the first “freelance” musician. TS Elliott was a banker.
Picasso was a superb businessman, as are Oprah,  Mick Jagger, Bob Dylan, and David Bowie. God is in the numbers, too.  And the spreadsheets.

5.  “I’ve never been good at marketing/money/business but I know I have a fabulous future ahead.”

NO.

“In spite of all my thoughts to the contrary, I am a whiz at money management, and I love business because I make it work for me.”
You’re not living here, in the present.  You’re living in the past or some hazy future.  You can’t take any action unless you are present. You cannot attract the people you need to be successful if you are living in the past.  Or a vague, dreamy future. Spend one week not referring to your past, at all.

6.  “In order to be successful I have to get up earlier and I have to work smarter and I have to, have to, have to…”

NO

“I stayed up til midnight preparing that speech, my investments are spiking, things are popping.  I’m tired but excited. It is what it is.”
The Victim wants you to stay with her, where you don’t “have to “ do all that exhausting stuff to be successful. She’ll hold your hand, massage your back and make you feel good.  She just doesn’t want you to leave.   You can’t take her with you. Start saying “I get to” not “I have to.”

7. “I know I have a big vision inside because everyone in my class sees it and I get thrilled just thinking about it.”

NO.

“I am halfway to my goal of a published book and speaking career and I can see the finish line.”
Where are you getting gratification right now?
A special class?  Your clients maybe?  Your partner, friends?  If you are getting secret gratification here, you won’t seek it elsewhere.  It doesn’t feel like success, but “it’ll do.”  Let go of your secret applause. Seek the real thing.

8.  BONUS!  “People tell me I have brilliant gifts but I just can’t seem to get it all together and make real money…”

NO.

Either you need a good coach, or you are putting your ladder against the wrong mountain. If your heart is not in what you are doing, you will never reach the success you desire.  Did you know you have a heart brain?  You do. What does your heart brain say about your life, right now?  How about following its advice for 7 days?

Why Your Leads are Ticked Off At You (A Guide to Lead Nurturing)

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The odds of making contact with a lead increases 100x if called within 5 minutes.  (Source: Lead Response Management Study)

The chances of qualifying a lead are 21x better if called within 5 minutes.  (Source: Lead Response Management Study)

Research shows that 35-50% of sales go to the vendor that responds first.  (Source: InsideSales.com)

Only 1 in 50 deals are struck at a first meeting.  (Source: The Marketing Donut)

63% of people requesting information on your company today will not purchase for at least 3 months – and 20% will take more than 12 months to buy.  (Source: The Marketing Donut)

Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost.  (Source: Forrester Research)

Nurtured leads make 47% larger purchases than non-nurtured leads. (Source: Aberdeen Research)

2% of sales are made on the first contact, 3% on the second, 5% on the third, & 10% on the fourth. (Source: The Marketing Donut)

80% of sales are made on the 5th to 12th contact after the first meeting. (Source: The Marketing Donut)

44% of salespeople give up after 1 follow up. (Source: The Marketing Donut)

 

Social Media

93% of businesses and marketers have profiles on social media.  (Source: Beta21)

On average, companies respond to only 30% of social media fans’ feedback.  (Source: Social Bakers)

Approximately 46% of online users rely on social media when making a purchase decision. (Source: Nielsen)

Taken from
http://blog.hubspot.com/marketing/why-your-leads-are-annoyed?utm_campaign=blog-rss-emails&utm_source=hs_email&utm_medium=email&utm_content=13960231

So… do you treat your leads and prospects as carefully as you would a first date
with someone you really like?  Do you understand that this is a crucial part of lead nurturing?

Can you see why your leads are ticked off at you if you give up after the first or second or third try?

They like to be courted, just like you do.

They like to get to know you.  They like to buy when it’s their decision.

Try treating your lead generation system like a caring date scenario, with a great outcome in mind.

They’re not “leads”.  They’re people.

Treat them like someone you really want a relationship with.

It can make a huge difference to your income when you do.

How to Bond with a V.I.P. -Targeting is Key

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Christy Turlington 5

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

What do you do when you meet a V.I.P.? Networking can be nerve-wracking enough without getting dry-mouth when you meet a V.I.P. you’d love to work with. On or off-line.

Below are 5 amazing stealth techniques to create an extraordinary bond in the first 5 minutes of meeting a V.I.P. you want to connect with.

 

1.  Do not treat your prospect as an institution – Especially if they’re beautiful or rich

 

Oprah used to complain about being treated as an ATM machine.

 

Research shows there are two human conditions that are never listened to: people with great beauty or mone.y.  Beautiful and/or wealthy individuals complain of not being listened to – because the beauty or the money freezes most people dead in their tracks.

So… don’t treat them like institutions.

They get bored fast.

To sincerely not care about the beauty or the money, go through a mental list of all the things they don’t know.

 

For example, they don’t know how to orbit space, win the Nobel     Prize, make shoofly pie, win a Gold Medal at the Olympics, etc.  Repeat this until your awe melts down.

 

 

 

2. All interactions work best as an education process.

This instantly changes the energy of the situation – it takes away any element of sale.

Either you’re looking for the education or you’re giving the education. In the case of a V.I.P., you’re looking for it.

Targeting is key.  If possible, you want to find a person you can add value to, so you need an understanding what their needs are.

3. Say you’re seeking advice.  Phrase it like this: 

“I want to find out from someone in your position what I can do to help them and also how I can make my own services, my offer, better.”

“I’m looking for somebody.”  Not “you.”  Somebody.

See the importance of carefully selecting, and targeting, your words?

 4. Keep it in third person. 

Use defusion:  “I’ve got this opportunity and I’m looking for someone…”

You aren’t saying “I want a relationship with you.”  You are saying, “I want a relationship with somebody.”

Then say, “I’m looking for 8 minutes of mentorship – to make it easy, let’s say you and I are working together, how would my service help?”

In their head, they have to visualize working with you, and it going well, but they don’t have their defenses up because you’re not selling them.  You’re asking for education and you’re selling their peer or their friend, not them.

5. Find out how you can help them.  This is critical. 

How can you contribute to Richard Branson’s favorite charity? What introduction would Oprah love to have?  Who do you know who could help them, or their family or favorite cause?

You would be amazed at the value you can add to someone’s life. You just need to make sure you’re describing what you do in the right way, and targeting your words to accurately describe to them how what you do can help them.

Just ask.

We’re not done!  Stay tuned for 5 more techniques in the V.I.P. Series.

How Nordstrom can help you get more clients

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Can I brag?

We just had the first session of a class on Closing –
you know, that’s when you have a Discovery Call
or Strategy Session and you sign a $8,000 client. [Read more…]

Surprise! Who doesn’t trust you?

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imageI’ve been debating with my husband
whether we should adopt a cat or a dog.

He likes the mystery and idiosyncratic
affection of a cat. (We’ve had two.)

I’m ready for Dog Energy – passionate
excitement every time I open the door.

Either way, we’re ready for a new soul
to love and trust.

Which leads me to you, and trust.

You know you can be trusted.

But guess what? Research shows that your
prospects see you as over 25%
less trustworthy than you see yourself.

Surprised?

Jennifer was.

She was an expert at relationships.
She could lead a lonely client past their
blocks to a committed relationship in 12-15 months.

But Jen wasn’t getting many clients.
Her prospects vaporized when it
came time to work with her.

She could feel their intense interest, at first.

And she could hear them “disappear.”
Right on the phone.
It was a subtle but unmistakable shift in tone

And Jen was scared, struggling, and
at the end of her rope.

What was she doing wrong?

Jennifer was breaking two major rules
in dealing with her prospects.

She was matching their energy,
and she was comforting them.

BE COMFORTABLE, BUT DON’T
COMFORT YOUR PROSPECTS.

What? Jen was shocked. How can
you be comfortable without comforting other people?

And why should you behave this way?
Because they need to feel comfortable with
you, but if you comfort them, you are
dissolving their need to work with you.

So first, YOU be comfortable.
We all need our prospective clients to trust us.
You need to close that 25% gap and have them trust you.

You have to “up” your trust factor
when you offer your services.

There are 100 subtle ways to do this.

Here are the most important.

In person or on the phone:

UPPING THE “TRUST” FACTOR, AND HOW TO GAIN TRUST FROM YOUR CLIENTS

1. Be honest. In fact, be politely blunt.
2. Don’t sell.
3. Give away something of high value.

Radically shift the energy of the conversation:

4. Act as your prospect’s “personal shopper.”
5. Behave (politely) as if they are interviewing you for the job (they are.)
6. Figure out who you hate to work with, and keep that top of mind
while you talk to your prospects. This way you are interviewing
them as well, and it will instantly change the energy of the conversation.

Jennifer was scared, but desperate.

So she became much more honest in her
prospect conversations (the dreaded “sales” call).

Jen was shocked that the more candid she got
about what she felt were her prospect’s real
issues, the more they trusted her.

One of them later said, “I signed with you because
you were so honest with me.”

Jen gave away at least 30 minutes of actual coaching
to each prospect, demonstrating her style, her insights,
and how she worked. The response?

“Jen, this is amazing. Thank you for this time.
I know I want to work with you.”

Jennifer told her prospects that, like a personal shopper,
she was there to help them make the best decision, whether
or not it was to work with her. Immediately, the whole
conversation shifted to a friendly, neutral, engaged tone.

The result? “Jennifer, I feel so comfortable with you.
I feel like you can get me over this problem.”

Before each call, Jen reframed herself as interviewing her
prospects for the “client” position. She imagined turning
down clients she didn’t like – and soon, she began to do it.
She felt calm, powerful, and in control.

The response? “I can tell you’re an expert at this.
I feel like you know me.”

Jen stopped selling. She hated it. Instead, she began to
consult, educate, and ask deep questions. Casually,
she mentioned the amazing results she’d had with other clients.

But that was it. She concentrated instead on showing
her prospect that she had a deep, penetrating vision of
1) their problem, 2) the cause, and 3) what they needed to do about it.

The result? In 60 days, Jennifer began signing
1 in 4 of her prospects.

Jen just raised her rates, and has a full client load.

Stay tuned for Part Two – “Don’t Comfort Your Prospects.”

It’s the best way to lose them.

And you can turn it around overnight.

Your Money Map for 300K- How You Can Make Money

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Woman with a planI spent 3 days at Lisa Sasevich’s
“Speak to Sell” Event in Las Vegas.

It was fantastic.

Lisa is sublime at inspiration and sales.

She’s so good that many women say,
“I can tell she’s doing something
to me, I just want to do the same thing!”

Speaking of sales, do you have a
Money Map for your business?

It makes your marketing a heck of
a lot easier.

It makes you a lot more excited about
what you’re doing.

It makes you much more focused
without even trying.

Here’s what a typical Money Map
looks like:

(DIY means Do It Yourself –
meaning you’re not there for the delivery.)

 

Money Map
Product/Service Price Upsell Downsell Projected Monthly Sales Annual Sales
6-week DIY Class $497 $197 $197 8/mo+6 upsells=$5,158 $61,896
#2 6-week DIY Class $497 $197 $197 8/mo+4 upsells=$4,764 $57,168
Small Mastermind $4,200 16/yr $67,200
1-1 Mastery + some DIY $9,000 6/yr $54,000

 

This is a conservative Money Map
for a small business.

There are two hands-off self-study
courses, laden with goodies from you.

There is a small group Mastermind,
with downloaded lessons so all you
have to do is get on the phone and coach.

There is a 1-1 Mastery Coaching which
you do in person, but there are downloads
which your client works through on her own.

There is a Platinum package, in which
you work with your client exclusively.

Do you see how this focuses your
Sales?

Do you see how you can make money, using these tools?

If a prospect can’t do the Platinum,
offer them the Mastery.
(But let them know nicely what
They’re missing.)

Do you see how this focuses your
Marketing?

Your traffic can comes from
joint ventures, Facebook ads,
embedded webinars, speaking,
and a dozen other channels.

Does this map excite you?

I certainly hope so.

If you look at it and feel
overwhelmed…

Get this:  Half of it,
once you set it up, is on
auto-pilot.

Meaning – your business is
running on systems.

Meaning – more free time
for you.

Not to mention
more money.