Why Certainty Of Purpose Is Critical To Sales Growth In 2017

…And How Purpose Determines Your Customers’ Buying Decisions

If you’ve noticed that you’re having to work harder and harder, give more and more away for free, to make a sale; or that your sales are down, stagnating even stuck, then you’ve landed on the right page today, because I’m going to show you why that might be, and the very first thing you need to do to turn it all around.

Specifically I’ll show you why having certainty of purpose has become critical to your sales growth, particularly in the pivotal year of 2017, plus what to do to begin to infuse the magnetic sales power of purpose into your business.

You’ve probably noticed the market has dramatically changed and become more globally competitive? That trend has been happening since the advent of businesses using “Internet Marketing” to promote their products and sales.

Big Changes In The Market Are Already Here

That competition is now exploding as we speak because 2017 marks the transition from a baby boomer focused market to a Millennial focused market as Millennials and Gen Y come fully into their prime spending years, and baby boomers begin to retire.

Millennials are the largest generation in our history who have grown up in a global economy, think more about social justice and equity than any other generation, and therefore will affect market forces far greater than the baby boomers.

Millennials have dramatically different values, so they will dramatically change the market.

Are You Losing Clients & Customers Because You’re Not Set Up Right?

The global market is becoming increasingly multi-cultural. People don’t have to buy either their products or services from their local market or even websites within their own country. They can pretty much purchase from anywhere in the world.

I notice these big shifts in my business in the past few  years, as I use to have clients from New Zealand, Australia, The United States and Europe. Now have clients from the Sudan, South Africa, Hong Kong and India. They’re not choosing to work with a local mentor, they’re choosing a global mentor.

Your prospective clients and customers might be choosing global service and product providers too. This all means so much more competition; and a huge variety of cultures and values in the market place.

Learn more at our free webinar!

The Simple Focal Point That Will Turn Things Around For You

“But one value that is increasingly bringing us all together as one, making things very simply for us in our marketing messaging, is the value of purpose beyond making money.”

The idea that we all have a higher purpose to the work we do, rather than going out to make money, has reached critical mass. Our Higher Purpose is where we make the biggest difference, impact the most people, inspire trust and a sense of belonging and connection with prospective clients. When you infuse your Higher Purpose into your business model and messaging you have no competition, only a niche you were born to serve and prosper in, and a whole bunch of people who can be positively impacted by the product or service you offer.

Consumers have been, for some time now, increasingly making buying decisions based on the purpose and the social good footprint of the company they’re buying from. If you can buy milk from a company that is organic, has a reduced carbon footprint, and has a social give-back policy, consumers are increasingly more likely to buy from that company. The industrial mercenary money-making model has gone. That’s why people who are still building their businesses based on this model are struggling, and finding their products and services more and more undesirable.

Building Likability & Trust Through Purpose

The Edelman Trust Barometer, 2013, showed how purpose had increased as a purchasing decision between 2008 – 2013 by 26%. In their 2016 Barometer report of a global general population, purpose has become even more important. A whopping 50% of the population surveyed cited they don’t trust a company that has no “Contribution To The Greater Good”. That’s half the world’s adult population!

45% cited they trusted a company because they contributed to the “Greater Good.” 40% trusted companies that allowed them (the consumer) to feel like a productive member of society. These are huge statistics and should provoke deep thought into how you will position yourself in a global market that is demanding purposeful greater good values.

The baby boomer value system of convenience and progress no matter what the cost to social justice, the environment or social equity has gone folks.

It hasn’t only retired.

It’s gone!

You all know that someone has to know, like and trust you before you’ll make a sale right? So your purpose and your social good message contribution to the greater good need to be part of your business structure; your business plan and strategy; your messaging and marketing; your social and/or environmental impact; your offers; and your brand in order to build that trust, become more likeable, and make more sales!

If you want to increase your sales in this new social values economy you need to increase your trust factor by knowing and communicating your personal purpose and life mission within your business structure and messaging.

Purpose is no longer a hippie pursuit. It’s as critical to making sales as generating and closing leads is. In fact, purpose will determine more and more whether you will generate leads and close them, over your global competition.

Business For Good

If you don’t want to get lost in all of that change and global competition, then it is imperative that you find your unique place at this Universal Picnic Table of Life – ie: Your Purpose for being here and being in business at the level of the greater good your business provides. This is called Social Business or Social Entrepreneurship which is outperforming and outgrowing traditional business models and entrepreneurship by as much at 30%, according to a Manchester University study a few years ago.

Knowing your purpose and how to integrate that in your business should be a top priority if you’re wanting to increase your sales. There is detail contained within your purpose that can not only give you certainty of direction, but it can turn things around for you in as little as 3 weeks. Like my client Lisa. She integrates certain elements of her purpose and life’s mission into her business and within 3 weeks it catapults her to Online Internet Guru status being recognized by Google. Or Katea who increased her sales by 200% within 6 weeks.

Rather than focus on form of what you’re doing, focus on foundation of what you’re here to do – first.

Taking The Plunge, Making The Decision

So you have a decision to make. In your efforts to build likability and trust for prospective clients and customers.

1 – Will you continue to follow a mercenary sales model and hope you don’t become a dinosaur or buggy whip maker?

2 – Or do you take time now to clarify your purpose, how you’re here to make the biggest difference, and how do you integrate that into your business so your company trust factor goes up, and therefore your sales?

Here’s the big pay off to having a Social Business based on your life’s purpose and mission –

  1. You’ll not only make more money in this emerging millennial driven economy;
  2. You’ll feel better about yourself; have a greater sense of satisfaction;
  3. Because you’re connected to something bigger and exciting than business and you’re making a bigger contribution to what will be known in history as the biggest social change movement of modern times.

That’s exciting.

Generate Leads to Get Booked as a Speaker

As a speaker, you want to get your message out to the world but often speakers are not sure where to find strong leads. One of the best ways is to draw on your existing network.

And yes, you have already heard how important it is to ask for referrals before but the majority of people do not know HOW to ask in a way that gets results.

Strategy First

Let’s map out a strategy for you to get more speaking gigs.

Preparing to Ask

  1. You need to be succinct in your asking. I can’t even tell you how many times someone has emailed me asking for connections and that email was 3-10 paragraphs long. Whether you are reaching out to people like me who are powerful influencers or people in your circle, we are all busy. You need to get straight to the point!
  2. You need to be specific in your asking. Most people tell me their life story and then ask for a referral. Or they give me general statements like “I speak to entrepreneurs on how to de-clutter. Who do you know?”

As You Ask

When doing your ‘ask’ you need to tell me:

  1. WHO your market is, specifically. Of course you are very talented and can most likely speak to various groups but it is far easier to get leads if you say “sales representatives in the insurance industry” instead of “sales people.” The former example, gives an instant snapshot in the reader’s mind so they can make connections.
  2. WHAT you do for them – problem and solution. The key is to make it real world and not general things like “I help them feel healthy.” How about something like “I help new moms to re-balance their hormones and get back to a healthy weight.”
  3. WHO your perfect connections would be.

An Effective “Ask”

A great example of an effective “ask” is my friend and colleague, Tina Dietz. Now, she wasn’t asking me for bookings but I wanted to share this example so you can see how specific and targeted she was.  Here is what she emailed me:

“Hi Cindy, I am reaching out ask for some connections. I work with authors. They are missing out on a huge market of people who love to listen to audio. I help them to put their books on audio so they can increase their reach and impact. Who do you know that are book coaches that you can connect me with?”

It is a great “ask” because book coaches help their clients create their books and then they can refer them to Tina to get those books on audio. I gave her four referrals right away. She made it easy for me.

If we were to alter this to get bookings instead of clients, here would be her ask:

“Hi Cindy, I am reaching out to ask for some connections. I work with authors. They are missing out a huge market of people who love to listen to audio. I help them to put their books on audio so they can increase their reach and impact. Who do you know that are book coaches that host conferences who you can connect me with?”

Your turn!

Right now, create a short one paragraph “ask” that includes your who you work with, what you do for them and who is a good connection. Then email five people you know that may have connections.

Shine on!

Conscious Leadership – The Leadership Principles That Work Best Today

Do you want to enjoy less stress and better results for yourself and for your leaders?

The leadership models that worked well in the past are failing to work in today’s environment causing undue stress and poor team performance. Leaders who recognize this trend and choose to make the adjustments catapult their personal and professional results and help those around them do the same. The choice is yours. How will you choose to lead in the future?

We are facing a leadership crisis

Latest research shows 90% of Americans believe the nation is facing a leadership crisis.  This is an alarming statistic. Further concerning is two-thirds of North Americans are actively considering leavings their current job. What would you do if you lost two-thirds of your team?  People don’t leave a company. They leave a leader.

There are many indicators to recognize if you have this issue in your company. Diagnosing the issue is only the first step in the journey to transform your leadership style and help your team do the same.

The Conscious Leadership Model is the answer to these Leadership Challenges

Conscious Leaders generate high performance teams and grow the next generation of high potential employees. They drive high employee engagement, foster higher creativity, improve problem solving ability, and ultimately improve morale.

We have defined Conscious Leadership as eight elements that work synergistically together to create the environment I just shared. The first four elements are focused on conscious of self and the second four elements focus on conscious of others.

Learn more at our free webinar!
Join David for a free live webinar on July 14! “Conscious Leadership”

Start Your Conscious Leadership Journey Today

Adopting the conscious leadership mindset starts with you. How well do you truly know who you are and where you are in your leadership journey? Take The Conscious Leadership Assessment and ask members of your team and close friends to take assessment (focused on you to give you feedback). Commit to leading yourself.

“Only those who devote themselves to a cause with their whole strength and soul can be true masters. For this reason, mastery demands all of a person.” ~ Albert Einstein


“Leaders Cannot Show the Way Until They Know the Way.  Leaders in our world face two realities:

1.      Change happens faster than ever, so leaders must remain adaptable.

2.      We need timeless values more than ever, so leaders must remain principle-driven.”

~Dr. John C. Maxwell

 

David A. Tweedt is the Vice President of Consulting at Win Enterprises, LLC and co-author of Win the Battle Against the Enemies of Business Transformation (in publication process). As a business transformation thought leader, David has helped C-suite leaders transform and sustain results by applying the Win Holistic Transformation Model ™ throughout their company using “lean” principles, organizational culture, leadership and goal achievement. Wins clients have a huge ROI by working with David and the Win team.

5 Keys to Branding For Small Business Success

Branding represents a tremendous growth opportunity for any type of small business owner, including entrepreneurs, independent professionals, and especially “thought leaders” such as speakers, coaches, trainers, and authors. So, why is branding such a confusing topic to so many?

What’s So Great About Branding?

Well, for starters, most owners think that branding is about having a logo, perhaps a tagline, a website, and anything else you can see. Branding, however, goes much deeper than this, beyond what the eye can see. When done correctly, it can place your product or service miles ahead of the competition and breathe new life into your business. Owners are always looking for an edge and the “visual stuff,” quite frankly, is not going to bring home the bacon. But, when done correctly, branding paves the way for rapid sales growth.

So, what exactly does it mean to “brand”? And does it require a lot of time, money, or energy?

Branding, in a nutshell, is about promising an undeniable experience to your customer. And, in the process of doing that, making sure your customer gets instant recognition of that promise and how your brand will benefit them.

Branding allows us, as owners, to stand out and get noticed in our marketplaces by differentiating our products or services in a distinctive way. We can say, “I’m different” and really mean it, demonstrate how we’re superior to other alternatives, and ultimately make a bold promise to the customer about what we can be counted on to deliver. Through effective use of the English language, we can attract even more customers by putting out a brand message that connects, engages, and moves people to take the actions we want them to take.

As consumers, we have thousands of choices across an array of products and services all over the globe. Our ability as owners to get noticed and preferred by the people we wish to sell to as if we were recommended by a trusted friend is our end goal.

While it seems that many owners are doing some, if not a lot, of marketing by creating websites, utilizing social media and other business-building tools at their disposal, they are also neglecting the use of branding as a sure-fire way to help get new customers, increase sales, and improve cash flow. It kinda doesn’t make sense, right?

Learn more at our free webinar!
Join Gerry for a free live webinar on June 23! “Brand Like Your Life Depends On It!”

Why Isn’t Every Owner Branding?

So, why isn’t every small business owner branding and how is that good news for you?

The answer is one of the basic reasons so many of them fizzle out and ultimately fail: lack of knowledge.

Specifically, lack of how branding works, why it’s crucial, and a general misunderstanding of the vital role it plays to not only keep your business viable but contribute to its success.

The good news is that as owners, we face sales and cash flow issues every day and branding is a critical tool in our “customer acquisition toolkit.”  Reprogramming our mind to focus on how branding can change the trajectory of our business is often all it takes to build the confidence you seek to overcome those issues. The even better news is that many owners are still not cashing in on branding (and perhaps never will) so by utilizing this tool you have a golden opportunity for mega impact than those not willing to get on the band wagon.

Making sure you avoid the pitfall of believing that branding is reserved for corporate brands with big names and giant budgets, and not underestimating the power of a powerful brand, you can still mirror similar success for yourself.

Now, I know that may sound pie-in-the-sky-ish. However, the sky’s the limit if you know how to create a strategically-based powerful brand.

Here are 5 Keys to Branding Success for Your Business

1.  Strong Brand Purpose Statement

Successful branding starts with establishing an inspiring, underlying purpose for your brand.  A well-crafted vision and mission statement that connects with your core audience on a deeper level can motivate them to purchase your brand.  Every component of your brand stems from it – a call to action for exceptional performance consumers will fall in love with.

2.  Clear Differentiation

Creating a distinctive brand that offers something distinctively beneficial to your customer will generate more sales. This allows you to be, do, and say something different so you are seen as the preferred choice. It means you can avoid being perceived as cookie-cutter, rubber-stamped, or carbon-copy in an era where consumers want unique, fresh, and original.  It also means later on you can present your brand “marketing content” in a manner that screams how you are different and better.

3.  Unrivaled Value

Great brands like Nike, Amazon, and FedEx market and sell “me-only” value. The allure of what makes your brand innovative and the ability to say to your market you offer something others can’t (i.e. they can imitate but cannot duplicate) are incredible draws.

4.  Irresistible Promise

Everything you want someone to buy is captured in your brand promise statement. Although telling consumers about the product or services you provide is great information to share, this is not what they want to buy per se. All you want to tout are mouthwatering benefits, staggering value, and outstanding, desired customer outcomes that make a heart-connection, not a head-connection, for rapid sales to occur.

5.  Compelling Message

If there is any step in your branding you don’t want to gloss over is your messaging. Is it engaging or dry and boring? Does it send a lightning bolt to the heart of your targeted buyer? Your message is how people connect with your brand so you’ll want to be as emotionally-based and value-driven as possible. With the objective to load up your messaging on any communication platforms you choose (i.e. websites, social media, videos, etc.), you’ll find attracting buyers, getting leads, and more conversions easier and a lot more fun.

Are You Utilizing the Power of Branding?

Why not?

I truly hope that you’ll consider branding so you can join the many small business owners who are getting more customers, increasing sales, improving cash flow, and growing their bottom line.

I’d love to hear your questions and comments about creating a strategically-based powerful brand. Please respond in the comments and let’s keep the conversation going.  I hope you’ll connect with me via email Gerry@dare2bdifferent.net.

When Gerry Foster was a kid, his goal was to be a TV talk-show host or a professional basketball player. Well, it didn’t turn out that way. Instead, developed a fascination with this whole thing called ‘branding,’ ended up creating his own brand development company, and has become known as one of the top Small Business Brand Strategists in the nation.

Gerry is the founder of the Big Brand Formula which shows small business owners how to create a big brand, and a strong message that sells, even if your budget is small so you can excite, ignite, and delight the market you’re selling to.

Using Appreciation and Gratitude to Improve Your Results

winiarskiWe all have goals, or at least expectations, about the results we should see in our businesses (and personal lives). When the results you want don’t come as quickly as you want them do you fuss and complain or do you pause to recognize how far you have come and feel grateful for where you are?

What Complaining Gets You

People don’t complain about what’s working—they complain about the things that are not quite right or are downright broken. The problem is that for every situation you can choose to focus on what’s working if you want to, yet many people get stuck complaining because that is where their habits take them.

If you believe that you get more of that which you focus your attention and energy, you can see that complaining about the lack of customers won’t bring more customers, just as complaining about errors at a little league baseball game won’t bring a major-league caliber performance.

Have you ever noticed when you have had a bad day that things seem to build upon each other—events that are mildly frustrating soon become a self-fulfilling prophesy of “nothing going right”!

Building your business?
Join Pete for a free live webinar on June 9! “How to Create High Performance and Bottom Line Results through Appreciation and Gratitude”

The Emotional Accelerator

Gratitude and appreciation are powerful emotions. When you allow yourself to stay focused on what is working and what is good, no matter how the events are stacking up negatively, you will begin to see an internal shift that keeps any “bad day” scenarios from taking hold.

On your birthday, do you feel grateful for the amazing gifts you receive, or do you complain like Harry Potter’s cousin Dudley that there are not enough gifts this year?  Poor Dudley provides the perfect example of what YOU look like when you complain and focus on the bad rather than the good.

Try This Experiment

For the next 24 hours, give up complaining. Replace complaining with a short pause to notice what is working (even if it’s just one small thing!). Allow yourself to appreciate what is working and genuinely feel grateful, even for a moment, that things are starting to work out in your favor.  As you do this you can then expect to see better results.

In my experience, you will soon notice your results will follow your positive attitude and positive expectations. And THAT is something that you can feel grateful about!

Pete has over 25 years helping corporations in roles such as trainer, process improvement facilitator, manager, executive, and consultant. He was with well-known companies Wiremold, Danaher, McKinsey and Company, and George Group Consulting. As a consultant, he has worked with small local businesses and international companies with revenues up to $80 billion. Through his corporate career, Pete has worked in North and South America, Asia, and Europe. He is a best selling author and the founder and CEO of Win Enterprises, LLC, a consulting company that supports large and small companies to transform their results, and co-founder of the Business Consultant Institute, which teaches people to grow a thriving consulting business.