The #1 Key to More Sales

jana-keyWhether you’re a coach like the students and many of the clients I work with, or if you have a service-based or a product-based business, there is one thing that will often keep you from making all the income you could, and having to put a lot more time and energy into your marketing, resulting in burn-out and frustration.

What is it?

Generalization.

Huh?

The “I can help anyone with their problem” mindset.

Let’s say you’re an auto mechanic. You CAN most likely help everyone with car problems, right? But so does every other car repair shop in the city, so why should they choose you?

jana-megaphoneMany people compete on price, making them struggle to make enough money. Not a great solution.

Some people will shout “I’m the best!” from the rooftops. People don’t really believe you.

So what can you do to stand out from the crowd? It’s so simple, but so many businesses resist doing this…

SPECIALIZE.

Yes, you heard me.

Look at the difference between these two examples (both from my real life as a health coach):

1.       Hi, I’m a holistic health coach. I use nutrition to help people with migraines, digestive issues, chronic pain or other discomforts in the body. If you want to feel better, come see me.

2.       I help busy, stressed-out professional women with 5+ days of chronic migraine pain per month get control, reduce or eliminate the pain for good, and get their life back. Who do you know with chronic migraines?

Which one is most direct and compelling? The second one, right? Now, I had people come up to me and say:

“I don’t have chronic migraines, but I have chronic digestive issues – do you work with that?” – YES

“I don’t have migraines but I do get almost daily stress headaches – can you help?” – YES

“I have chronic food allergies – do you work with those?” – YES

So while my message had one single point of focus, others would come to me with different issues and I could decide if I could help on a case-by-case basis.

Nice, right?

jana-doorBeing specific is the key to getting clients coming to YOU.

So, going back to that auto mechanic I mentioned earlier, I’d find out where their strengths are. Maybe they hold a unique certification for All-Wheel-Drive vehicles, or maybe they can boost engine performance or gas mileage in ways others don’t. So, do they stop serving all customers? That’s a great question.

The answer is yes or no.

Yes: If you want to be known as a generalist who has a side specialty of boosting Japanese engine performance, then you can still market generally, as well as in that niche.

No: If you want to be seen as THE true expert in your field, and have all the generalists sending clients to you, then you would ONLY work on those jobs. Of course, until you have enough of them, you’d do both, but then cut back on the general as the specialty work comes in. Then you can also charge more money for what you do, because you’re the best in the area. They will happily pay more money to work with you, as long as your work is really top-notch and your customer service is excellent.

See how that works? You get to choose.

The next step is bringing them into a conversation where you can decide if you are the one to help them, and I’ve developed a system for that which I’ll be sharing on Social Buzz Club, called More Sales, No Selling. If you’d like to get clients asking how they can work with you before you offer them anything, be on that free call! Sign up here: http://goo.gl/bb5T8l

There are a few steps to having a really powerful conversation with a prospect that draws them in, and gets them to ask “How can I work with you?” before you even offer them a program or service.

Want to learn about the #1 Key to More Sales?
Join Jana for a free live webinar on May 12! “How to Sell Without Selling”

I’ll be sharing a lot of info on the call, but let me share one key to spending LESS time on conversations and getting more sales:

Don’t talk to everyone.

jana-networkSee how this kind of goes back to what I mentioned before about specializing? It’s the same here. In order to thin out the prospects to those who need and want what you offer and are ready to take action to work with you, you use a qualification process by using a questionnaire.

You can either send them a list of questions by email, or you can send them to a questionnaire on a service like Survey Monkey (www.surveymonkey.com), and find out a bit about what problem they are trying to solve and what they want instead. Be sure to get their contact information too. You can ask what you need to in about 7 – 8 short questions, with contact info being the first 3 – 4. You can also ask a qualifying question like: “On a scale of 1 – 10 with 1 being ‘I don’t really care’ and 10 being ‘I HAVE to find a solution now’, how important is it to you to solve your issue?” (or ask about reaching their vision).

jana-headphonesNow you can choose to spend your conversation time with people who really need and want a solution. Now, this doesn’t always work with every business, but I would bet you can find a way to make it work with yours. If you have trouble, email me and I’ll help you find a path to success.

Again, join me Thursday 5/12 for my live webinar where I’ll be sharing the details on how to have a powerful conversation. You can sign up here: http://goo.gl/bb5T8l.

I hope to talk to you on the call!

Warmly,

Jana

How To Profit Through Speaking

tonyahofmannI run into people all the time who have the same questions:

  • Can I really be a speaker?
  • How do I perfect my presentation skills?
  • Can I really make money as a speaker?

So, here are the answers for so many of you: YES!!!

The Bottom Quarter of Your Audience

Anyone … I mean ANYONE, can be a speaker. If you really have a desire to help people and to change their lives, businesses, families, health or whatever, then you can be a speaker. Get over that you want to be like Tony Robbins or Oprah Winfrey and just be yourself. In all scenarios when you speak, there will be about 25% of the people who automatically don’t understand you, don’t get you, and just don’t like you. STOP focusing on that bottom percentage because in reality … YOU don’t like them either!

The Cream of the Crop Audience Portion

This was so hard for me to get over because I was so focused on getting everyone to like me that I completely missed the point: the top 25% of the people LOVE you! They love everything you say; they “get” you; they adore you … focus on them!

 

The Gold is in the Middle!

Now, what most people do is they ignore the left over … the 50% who haven’t decided or need more information or time to decide which camp they want to jump into. So, bring those people into your data base, social media and keep the conversation going until they decide to opt-out and go away or buy from you. By the way, never look at who opts-out! Focus on the positive and the amazing people who are your community and want to be a part of your community.

Connection Over Perfection

Please stop trying to perfect your presentation skills and, rather, just get really good at connecting with the audience. If you have a perfect presentation and get a standing ovation, then you messed up! Yep, If I get an audience who jumps on their feet, I know I didn’t connect with them enough. I want them, rather, in their thoughts, filling out forms and I want them running over to me to create momentum in their lives. Not to buy a book because they think I’m “awesome” but because they know I can help them make a huge impact in their business and help them go out and change lots of lives. So, stop perfecting and just start changing lives with your words. Get used to tweaking and improving but never, ever, to perfecting.

Speaking to Sell

To make money as a speaker these days is different than it was ten years ago. Now, speaking is just part of your marketing for your business. There is some philanthropic speaking where you just give back but, for the most part, you are looking at driving those in the audience to something they can buy into. In reality, there is no way in thirty to sixty minutes on stage you can change those people’s lives forever. They MUST go further with you which means your sales offer. So, yes, six and seven figures a year is not only reasonable but a must to really make an impact and change lots of people’s lives with your message.

A Basic Blogging Configuration in WordPress

If you’re planning to blog in WordPress you want to get plenty of circulation for each post.

One of way of doing so is to use a 3rd party service such as Hootsuite, though if you have Jetpack installed you can configure it so you can post to six different social media sites at once.

The first step is to connect Jetpack to your blog.

jetpack

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One Secret to Getting a Standing Ovation

I’ve been coaching public speaking for twenty years.

In this time, coaching everyone from entrepreneurs to CEOs to national high school speech champions… and with graduate degrees in both communications and theater, I’ve learned a thing or two about speaking.

One Secret to Getting a Standing Ovation Social Buzz ClubMostly that… it’s not as hard as you think it is.

That’s not to convey that it’s easy. In fact, the biggest mistake that anyone makes around public speaking is the belief that they naturally should be good at it, because they know how to speak in everyday life. In fact, public speaking is both an art and a science. This means that it’s a learnable skill – just like any other.

The bad news? There’s a lot to learn. And it takes time. Even more, you have to actually integrate this learning into your skill set; it’s not just a matter of knowing what to do.

The good news? Anyone can learn to be a powerhouse speaker.

[info]Check out the SocialBuzzU webinar How To Get a Standing Ovation where I go into the 5 elements you need to be a confident rockstar speaker.[/info]  Continue reading