Successful Autoresponder Secrets of Marketing Superstars

January 29, 2012 by  
Filed under Coaching, Copywriting, List Building Strategies

Once prospective customers give you their name and email address in exchange for some sort of free gift (usually a PDF report, or possibly a sample chapter of your ebook, group training program, etc.), your job as a marketer isn’t over; in fact, it’s just beginning!  Now it’s time to put email marketing strategies to work as you begin the work of building a relationship with people who could potentially become customers.

And you can do that with little time or effort by scheduling a series of autoresponder emails that get sent to new subscribers automatically, as soon as they sign up for your newsletter. These autoresponder emails can be scheduled in increments of your choosing; for example you can send out one autoresponder email immediately, with another to follow 3, 5, or 7 days after the initial sign-up. To be honest, the frequency isn’t as important as what you say in the emails. So, here are a few tips to help ensure a successful autoresponder email sequence:

Successful Autoresponders Tip #1: Ease Subscribers into a Buying Relationship               

It’s tempting to schedule a series of sales-heavy promotional emails once you have an audience in the form of a newsletter subscriber, but that’s about the quickest way to send readers unsubscribing in droves; it’s certainly not an effective long-term business growth strategy. You’re better off sending a mixture of emails promoting your products and services and emails that offer helpful resources. That’s not to say that you shouldn’t tell readers where they can learn more, even in your content-rich emails. For instance, let’s say you have a 7-part eCourse for sale. You can take one short but sweet tip from each of the 7 sections and send them out over the course of, say, one month. At the end of each tip, you might say something like, “Would you like to learn more? Click here to access the full lesson” to which you would attach a link to the eCourse sales page.

Successful Autoresponders Tip #2: Treat Subscribers as You Would Like to Be Treated

All too often, marketers see only numbers when they look at their newsletter lists, forgetting that there’s a living, breathing human being on the receiving end of the email. Don’t make that mistake! Instead, write your emails as if you’re writing to a friend, using friendly language that shows how much you care about your prospective clients’ wellbeing (not just their money).

Successful Autoresponders Tip #3: Give Them a (Gentle) Nudge

Because you do care about your prospective clients’ wellbeing, you care that they get the help they need, rather than let them struggle all alone. And because so many of us are procrastinators by nature, you have to offer incentive for fast action. Otherwise, as much as subscribers may be interested in your product, life always seems to get in the way…and before they know it, they’ve completely forgotten about the product/service, and you’ve lost a customer. The best way to get around this is to offer a simple incentive, like a special discount that expires at a set time, or something to that affect.

If you put these tips in place, you will be much more successful at using an autoresponder email marketing strategy to attract more clients and grow your business.

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line.  To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com.

Visibility and Leadership: 7 Steps to Be the BEST In Your Field

January 23, 2012 by  
Filed under Coaching, Passions and Strengths

4th Annual Leadership Success Summit-January 27-28 Ontario, California
You are just in time to register—seats still available

Find out why what started as 85 participants now spans well into the hundreds of raving fans returning year after year to hear Lisa Marie Platske deliver her famed 7 Pillars of Success. Each participant will walk away after two days with an 8-10 page supercharged, marketing plan for the upcoming year. And this isn’t just any marketing plan! It is a toolset to design their next year with ease, strategies to double their income, using their personalities to build a better brand, and discovering how to find up to three extra hours per day. Who could say no to that?

Within 30 days from January 28, 2012, you could be experiencing the best ever year yet, following her plan. In today’s uncertain economy, Lisa Marie still has raving fans returning year after year to become armed with their marketing plan because believe it or not, they know it works and have financially doubled their income year after year from attending her Leadership Summit.

If self improvement is your passion then you’re in for a big surprise with the well known speakers Lisa Marie has invited.

She won’t disappoint. Lynda-Ross Vega, Therese Skelly and Janet Steiner to list a few. I’m not going to give it all away.

Why would you want to invest with Lisa Marie Platske? She is an award-winning entrepreneur and dynamic inspirational speaker/trainer known for her contagious energy.

Since she was a little girl she knew she was a leader and had great vision, Lisa Marie seized opportunities to lead throughout her journey – from Girl Scouts to student Council – understanding the importance of giving back. Today, she is an active board member of the Women’s Alliance, the largest non-– profit in the United States centered on workforce development, and an active mentor to budding entrepreneurs. Every step on her journey has been about breaking the mold, and exerting her influence. As she speaks about the evolution of her leadership, she is keenly aware that there is always more to learn and more to do to make a difference.

Her second book, “Speaking of Success,” was interviewed by Ken Blanchard and Jack Canfield. Her most recent book is titled “Connection: The New Currency“, a collaborative project.

I met her on face book when I sent her a friend request. Are you ready for this? As busy as she is, she replied with such a friendly message wanting to know all about me, my business, and more. We connected immediately and have stayed in touch since and I offered to write a blog post for her as I am such a big fan of hers. She goes way beyond the words of kind.

Don’t you need someone who really cares about you and your business?

Lisa Marie is that person. She has the proven formula for doubling income and taking more hours off in the day as evidenced by her droves of returning fans.

It’s not every day that one attracts fans from Portugal, Mexico and other destinations outside of the U.S.

If you’re like most people you probably like to have fun. Lisa Marie’s middle name should be POSITIVE. She won’t do something unless it is fun and the summit is guaranteed to be fun!

What would your reaction be if she could help you? You would come, wouldn’t you? Well, if all of these others are constantly returning to double their income what does that tell you?

Don’t let doubt keep you from achieving when the proof is right here!

Follow this link and put your name in. You won’t regret it. Success is yours for the taking!

www.LeadershipSuccessSummit.com

Lisa Marie Platske
President/CEO, Upside Thinking, Inc.

West Coast:

5225 Canyon Crest Dr., Suite 71, #154

Riverside, CA 92507

951.334.9162 – mobile

East Coast:

1825 Ponce de Leon Blvd., #356

Coral Gables, FL 33134

305.447.9634 – office

LisaMarie@UpsideThinking.com

www.UpsideThinking.com

www.LeadershipSuccessSummit.com

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line.  To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com

Numbers are in a league of their own!

Know the statistics in your business and use them in overcoming objections. Numbers and statistics are perceived as facts. What is the range of time it takes you to achieve your results? How many people have you helped? How long have you been in practice? How many coaching clients do you sign up per year?  What is your retention rate?  If you can make powerful statements like “MOST” of my clients choose_____, they will most likely want to choose that also if they are convinced you have a good coaching practice.

Clients want to feel included in what the majority is doing, another example of social validation. They want to feel important, a part of something. If everyone else is doing something and they decide to do it too, they feel safe.

Maybe coaching clients who commit to a yearly program rather than less have better results, and you have statistical results to prove it. The point is to be a statistics analyzer in your business and be able to educate your client, so that she/he will be comfortable fitting in and “belonging” to a statistical group and will want to say yes.

Numbers are the most important impression you will leave on your client so it is important to know your own numbers.  Numbers mobilize emotions in people if they are used correctly.

Just look at the magazines and you will see “7 tips to…” or “5 Insider Secrets” or “21 days to a Firmer You.”

I give lots of number examples in my responses that you can customize to your own business. I talk about return on investment, number of coaching clients, number of products, and number of repeat clients.  Numbers are more powerful than descriptive words.  Please don’t underestimate them in choosing the kinds of responses you work with.

Before:

I have a lot of coaching clients who sign up every year.

After:

I have 15 coaching clients in my practice right now and 12 of them say they will stay on with me.  Soon I will have to have a waiting list.

See how inserting numbers and quantifying it, makes it interesting and credible, making you the desired expert.

If you have 3-4 you could say you are:

30 % filled and have vacancies and are offering a limited special to the first three who sign up.

If you’re just starting out or don’t have any numbers, you can always get numbers from your industry, and from star performers in your industry.  You will not be “borrowing” their personal stories.  But you can quote their results as an example of how powerful your service can be.

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  She fills practices through enrollment conversations.  Her coaching program teaches how to overcome objections so you can sign up all the clients you want and increase your bottom line.  She’s been an entrepreneur for over 20+ years and awarded consistently.  She is a dual citizen of the U.S.A. and lives in Toronto, Canada, with her b/f and four pets. www.evolvingadviser.com

WINTER IN TORONTO

January 8, 2012 by  
Filed under Coaching

I wish I could say
That each and every day
Was filled with gleaming sun
But alas our days are short
And the landscape barren
Trees naked of their greenery
Crunchy snow in its finery
The stillness of the air breathes
Formless shapes out of my nose
Distant cars spinning their tires
Engines whirring under fire
I hear the squeak under feet
As I plod along
I hear groaning of the ice
Its forms off trees to entice
When I was a child I took
It in hand and had a lick
I see imprints of children
Leaving dents of angel wings
Someone has lost a mitten
Their hand could get frost bitten
Have a friend loving nature
Ventures out with seeds and lure
On the animal trail
She throws seed and bread
On the same path and stead
Animals rely on her
She doesn’t miss a day
Of this she does not delay
They know her well by now
And some come to greet her
It instantly puts a smile
On her face and while
She shares the big feast
With her animal friends
Hears the faraway warble
Of the rare and lonely bird
She sets up a sanctuary
On her lovely balcony
The birds come to visit, feed
They are in such a need
The forest is so barren
She creates a haven.
It is a time for skating
Children learning the first ready
Wavering, quavering unsteady
Foot in front of foot
Mothers holding on their roost
Daughters gaining courage
To take off at first flight
They are on their own
Just like being flown
Even when she falls down
She gets right back up and bounds
To the ice once again.

Time for x-country skiing
Layers of clothes, breathable
Take off in a farmer’s field
Filled with fresh dusting snow
Become the explorer and know
Break new trails, huffing puffing
The sweat starts to break
The tingling in the legs
Feels so good to be alive

Solstice started one month before
Winter here all its glory
Some sleep through the story
Some people just endure
Others flock south like the birds
Others ski the hills so far
Hot chocolate favored
Always savored
Children with red cheeks and nose
Ice dripping from little toes
Puddles left on the floor
Chilliness left at the door.

Time for a warm fireplace too
With a dear acquaintance
Watching the tips of the flames
Dance upward heaven claims
The hearty wood crackles
Sending smoke racing
Stoking and charming
A fire so enchanting.

Feels so good to be inside
After all of winters ride.

Sarah Jo Wood

2 Quick & Easy Marketing Strategies for Creating a Memorable Free Giveaway

January 7, 2012 by  
Filed under Coaching, List Building Strategies

In today’s business community, there have been revolutionary steps made in strategies for marketing thanks to the internet, smart phones, and all the new gadgets and widgets that roll out each year. All of these have made it much easier to implement a marketing strategy that allows small businesses to obtain the e-mail addresses and contact information for potential customers, also called leads, by offering what is often referred to as a “free giveaway.” Once you have leads in your database, you can follow up with them until they either become customers or remove themselves from your mailing list.

Offering a free giveaway to the group of people isn’t as easy as it sounds. The gift has to be really juicy in content and give something away that normally would cost money.

The client knows the intention is that the intention of giving their name is a quality list building technique to put you in touch with prospective clients. And a free giveaway provides them with an easy way to become familiar with your company and through which to preferably begin building a long-term relationship.

Free Giveaway Strategy #1: Give them a taste of what you offer

Ideally, you will use your free giveaway to not only attract clients who are new to you but to also set yourself apart from the competition. One of the best (and easiest) ways to do this is to choose a gift that is a representative example of what you supply, free examples of what you do with juicy tidbits of information), or a free E-book). Coaches or consultants may offer a complimentary consultation to give potential clients a taste, if you will, of what working with you will be like. If the coach specializes even better because they can then draw in a niche.

Free Giveaway Strategy #2: Become a welcome presence in their everyday lives

Another great marketing strategy for list-building purposes is to give away something that your prospective customers can use often…therefore keeping your company in their mind of a regular basis. If you give away something useful, like a yearly calendar branded with your company’s name and logo, for example, there’s a good chance your prospects will hang that calendar in their home or office, and they’ll think of you (even if it’s on a subconscious level) every time they see it. You’ll inadvertently become a trusted (and welcome) presence in their lives. Other examples of daily-use gifts are mousepads, bookmarks, pens, etc., all branded with your company’s logo so that you stay top of mind whenever they need what you offer. If you don’t have the budget right now to mail out such giveaways to everyone who becomes a lead, consider running a monthly contest, where one lucky winner each month will receive a mousepad/bookmark/etc. To enter, people need to provide their name and email address…which enters them into your mailing database for future follow-up. Quizzes, surveys and contests are all great tools.

Even if your giveaway is merely a small sample of the services you provide, your prospective customers will feel like they are renders loyal. Always treat your clients (the ones who have already bought from you at least once) first to your incentive programs and make up special programs just for them, it is easier to keep a client than to find a new client. To make them feel important enough to get a glimpse of what you have to offer, and it shows them you are confident enough in your products and services to know that a small sample will give them reason to return. The challenge, however, comes in creating a marketing strategy that will cause your customers to take notice, so get creative with your free giveaway idea. And then trust that what begins as a simple free gift can end with a customer who will return for a lifetime.

Sarah Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!” She is a sales and marketing coach serving professionals who are struggling to attract more clients and increase income. Her coaching program teaches how to overcome objections so you can sign up all the clients you want and increase your bottom line. She’s been in sales and marketing for over 20+ years and awarded consistently. She is a dual citizen of the U.S.A. but lives in Toronto, Canada, with her b/f and four pets.

5 Secrets to Creating Landing Pages that Convert More Prospects to Clients

January 6, 2012 by  
Filed under Coaching, Copywriting, Online Marketing

One of the key reasons to have dedicated website landing pages is that you can focus an interested prospect’s attention just on one specific product or service. But here’s the thing: many people focus the majority of their efforts on getting people to their website landing pages and not enough on creating landing pages that convert visitors into buyers, which results in disappointing sales and frustrated business owners.

Today, let’s talk about a few quick and easy tweaks that can lead to a better landing page – so you can get more sales from your marketing efforts.

  1. Don’t distract your visitors. A navigation menu can help your website visitors to find their way around your website, but it has no place on your landing page. The reason is simple: it’s a distraction at a time when you want visitors to focus solely on the offer at hand. Once they are on the page, keep their attention on the page. Don’t have links going to other pages.
  2. Grab readers’ attention in a bold way. As soon as visitors click on your landing page, they should be riveted by an attention-grabbing headline that is so compelling, they have no choice but to keep reading…all the way down to the “Buy Now” button.
  3. Focus on your reader. Take a look at one of your paragraphs. If there are more “I” statements (such as “I know this product is great because…”) than “you” statements (such as “You will love this product because…”), you risk turning off potential customers. Because, at the end of the day, customers want to feel understood and cared for, and for that reason people will relate more to your message when they feel like you’re more concerned with how the product will help customers than how great the product is in general.
  4. Repeat your call-to-action. Readers make their buying decisions at different times (some take more time – and need to learn more details – than others), so be sure to offer the call-to-action, such as your invitation to purchase the product followed by an order button, several times in your landing page. The first call-to-action should follow a strong set of benefit statements that get readers excited about your product, with subsequent action requests as they make their way down the page.
  5. Wow them without bragging. Testimonials from happy clients are a great way to showcase your expertise (and the results you bring) without coming off as a braggart. Words of praise coming from an objective third party hold significantly more weight than if they come from you directly. (Note: Adding in your clients’ photo and full name, if given permission, is also more powerful than an anonymous testimonial…whose validity some readers may question.)
  6. Offer a generous money-back guarantee. The offer of a money-back guarantee is not new practice, but most people only give clients 30 days to decide. Some people may feel unable to truly evaluate a product or service within that time…and as a result avoid the purchase. Offering a 365-day guarantee, however, not only eases your prospects’ concerns, but it also shows complete and utter confidence in the effectiveness of your offerings. That level of confidence tends to rub off on your clients, leading to higher sales and overall satisfaction of the purchase as well.
  7. Throw in something extra. Bonuses are a great way to add extra value to your offering, often without adding extra work for you. For instance, if you have a previously-recorded teleseminar on a topic that relates to – and compliments – a new group coaching program, that recording can provide extra incentive for potential participants. You might also consider offering a hot bonus just for the first X number of registrants, or by a certain date, to encourage quick action.
  8. Don’t forget the PostScript! For reasons still unknown, people tend to skip to the PostScript (otherwise known as the P.S.) at the bottom of a sales page or letter. So make it a good one! Use your P.S. to re-iterate the benefits and any fast-action bonuses you may have.

 

These 8 steps will get you well on your way to a landing page that is more effective and helps you to invite more website visitors to initiate the process of a long-term customer relationship with your company.

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!” She fills practices through enrollment conversations. Her coaching program teaches how to overcome objections so you can sign up all the clients you want and increase your bottom line. She’s been an entrepreneur for over 20+ years and awarded consistently. She is a dual citizen of the U.S.A. and lives in Toronto, Canada, with her b/f and four pets. www.evolvingadviser.com

My consultation with the effective color and design maven

January 5, 2012 by  
Filed under Coaching, Online Marketing

She prefers to be called an Effective Website Specialist. So in all due respect, please think of her that way.

It was scheduled for one hour on a dreary fall day which could have added to my aggravated mood. I was regretting having made the appointment. I wanted to get a second opinion on the colors I had chosen for my website. But I was becoming more certain with my choice. Did I really need an expert? As I kept repeatedly hearing, people only stayed on a website for a few seconds, so I thought it important to get the experts involved to improve my capture rate. By the time of the call however, I questioned my decision in hiring her because I had pretty well figured out the website colors and design I wanted, and felt secure with them. I had seen the combination of colors used on other websites and I thought they looked great. What I liked most was the look of freshness and cleanness.

The phone rang with the long distance signal and it was her calling punctually. She exuded a lot of confidence. We went through the usual pleasantries and I told her I had decided on a color combination. I figured she would tell me what was right with my choice. WRONG!!! Instead she had me identify three words that portrayed what I wanted viewers to feel when they saw my website. Silence for a few seconds…I thought of the first word that came to my mind. “Excitement…” then “Trust…” and then “Curiosity.”

She came up with the most unlikely colors for me: Red, Orange and Bright Yellow. For someone like me, who is non-visual I see colors as in “Crayola colors,” so I was seeing flashes of Fire Engine Red and getting really dismayed. She then went on to explain a nice shade of maroon would look perfect. Whew… I relaxed.

But what happened to my blue I had so adored? She explained that blue was used as a color of trust (think banks and police), and that we could use it but it wasn’t a complimentary color to red. UH-OH. What does that have to do with anything?

The site I had chosen had blue and red, I had seen other sites with these colors on them and furthermore, I loved it. Didn’t that count for something? She explained yes, definitely I should go with my heart, but I should also be thinking about how long someone would stay on my page, that there was a science to it. I felt very torn. Colors had always been emotional to me, not scientific. I thought if I liked something so much wouldn’t there be some other people who also liked what I liked.

She encouraged me to go to sites like:

http://www.colormatters.com/colortheory.html
http://www.color-wheel-pro.com/color-meaning.html
http://www.princetonol.com/groups/iad/lessons/middle/color2.htm
http://www.feng-shui-and-beyond.com/feng-shui-colors.html

We then looked at other websites I admired. None of them were following any rules. Somehow their look had just fallen together without using complimentary colors.

On the one hand while knowing how important my website was, I resented having to study these color websites to come up with ideas and rules for mine. I wanted to intuitively find my dream website. I wanted to imagine it in my mind’s eye. I wanted magical manifestation.

I had a conflict going on. I vacillated between my original favorite which screamed “Trust” and only a little “Excitement.” Or should I be daring and try to be riveting. I kept leaning toward the color turquoise. I have always loved that color. She had said that bright colors exude “excitement.” Or would it look bubble-gummy? It is also a shade of blue which exudes “trust.” I knew I wasn’t going to follow the rules on the color wheel, but rather the rules in my heart as to what felt right, so I thought two shades of purple with it, one crayola purple (denotes wealth and women like jewel tones) and the other a soft lilac. Did I chance to be so daring? Me??? Turqoise with two shades of purple.

All in all, the hour was well spent and thought provoking. It was a real wake up call for me. The ideas I got out of the call are still reverberating with me and I am constantly reminded of the nagging small details in starting up a website. I am really pleased I decided to get a second opinion from the color maven and design maven, whoops, the Effective Marketing Specialist because it opened up my eyes to new possibilities for my website and I think it will be more exciting than anything I could have ever imagined.

Her name is Stacy Karacostas and she is very easy to talk to and I would highly recommend her. Her details are below.

Stacy Karacostas
Practical Marketing Expert & Business Lifestyle Architect

206-200-7594
www.theunchainedentrepreneur.com
www.facebook.com/unchainedentrepreneur
www.twitter.com/stacykaracostas

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line.  To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com

Do you think this con-artist is an entrepreneur?

January 4, 2012 by  
Filed under Coaching, Passions and Strengths

I heard a great story that I want to share with you.  It resounded with me for quite awhile.  I think this guy was quite clever and a risk taker to say the least.

He was the parking attendant at the local zoo.  He had a parking stall and worked inside the booth for about 8 years, 7 days a week and was never absent, from 9:00 A.M. until 6:00 P.M.

One day he didn’t show up.  The zoo keeper called the city department and asked for a substitute.  After a long wait, the city responded, saying it was the zoo’s responsibility because the parking attendant wasn’t paid by the city.

The zoo knew the parking attendant wasn’t on their payroll so they got in touch with the mayor’s office.  After waiting half a day they were visited by three men in suits looking very official.

They were told no one was to repeat this story.  There was to be an internal investigation as to how this could have happened.  Apparently the parking attendant had appointed himself as parking attendant and not worked for anyone other than himself for 8 years.  The zoo assumed he worked for the city and the city assumed he worked for the zoo.  No one ever asked any questions.  And all of the parking money went to the parking attendant.  He had committed robbery right under their very own eyes.

After the investigation they estimated the parking attendant walked away with an excess of 8+ million dollars.  I wonder what made him decide to stop that particular day.  He sure had way more than enough.  It’s a great con artist story, don’t you think?  Very clever.

Hmmmm, do you have a local zoo without a parking attendant?

Sarah Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  She is a sales and marketing coach serving professionals who are struggling to attract more clients and increase income.  Her coaching program teaches how to overcome objections so you can sign up all the clients you want and increase your bottom line.  She’s been in sales and marketing for over 20+ years, awarded consistently in her sales career and authored 3 books.  She is a dual citizen of the U.S.A. but lives in Toronto, Canada, with her b/f and four pets.

 

My altercation with a glass wall (not a ceiling)

January 3, 2012 by  
Filed under Coaching, Passions and Strengths

Here in Canada, we have about two NFL games a year, so I went to see one last night.  I had friends staying in a hotel adjacent to the stadium, and they can watch the game from their room if they choose to, although it isn’t the same as getting the real action.

The hotel was designed ultra modern with sloping ceilings, mezzanines rather than lobbies, lots of escalators, so it was difficult to navigate myself around and find the valet parking  when I went to leave .  There was absolutely no point of reference.  Had I been a guest, I don’t know where I would have gone to check in.  There were very wide spaces and big panes of glass everywhere.  I meandered for 15 minutes before I found my destination.

It said exit so I pushed the door and exited, only exited into a great big pane of glass.  I was walking very fast so I will say that I crashed into this pane of glass.  After the crash, the pane of glass was  wearing an indentation of my mascara, blush-on and lipstick and my nose was bleeding.  I wanted my mommy.  I felt like the ass of asses.  I furtively looked around to see if anyone had noticed.  I was seeing stars.  I wondered if I was capable of driving.  I wanted to sit down and take stock but there were no chairs…not in this modern building.  I am sure I am not the only person who has suffered this mishap.  So much glass, it is bound to happen to other people.  I am surprised I didn’t break the glass.  It was a whopper of a crash.  The redeeming factor being my nose wasn’t broken.  The lesson in all of this is that sometimes I go too fast without thinking of the consequences.  I wondered how I could apply this to my business.  To spend more time on projects and have conversations with clients instead of moving on too quickly to the next topic.  To talk more in depth, and find out what is the real issue for my client’s…to ask them what is on their minds.  What is on your mind?  What are you crashing into?  What is making you go too fast?

Where do you need to slow down and go into more depth? What would you like to be able to spend more time on?  Where do you feel rushed and possibly not doing the best job possible?  How do you think you could improve?  Please share your examples of what you have done to increase your time and get more productivity. Please share what you are crashing into and what you are doing about it.

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  She fills practices through enrollment conversations.  Her coaching program teaches how to overcome objections so you can sign up all the clients you want and increase your bottom line.  She’s been an entrepreneur for over 20+ years and awarded consistently.  She is a dual citizen of the U.S.A. and lives in Toronto, Canada, with her b/f and four pets. www.evolvingadviser.com

 

7 Tips for overcoming objections – most conversations are won or lost at the objection stage!

  • The golden rule for responding to an objection is to make the client your friend.  This can be stated as empathizing with your client, don’t ever argue you will win the argument but lose the client, once you have made the client your friend they will feel included and safe proceeding with you.  It can be done in all kinds of ways such as, “I see your point, Jim or That makes sense to me, Michele.”
  • Another essential to do is isolate the objection by repeating it back and asking if there are any more objections.  An example would sound like. “So let me see if I have this right, you want x amount of coaching consults but can only afford x amount of money, aside from this is there anything else stopping you from signing up today?
  • As they say things like Wow through your presentation, stop and say “I see it didn’t take you long to think about that, did it.”  Repeatedly saying this through the presentation makes it difficult for them to say “I want to think about it” at the end.
  • Always be sure to use the person’s name in every sentence.  It is critical that we use the person’s name to ensure that they feel included.
  • Take three seconds before answering the objection, so it seems like you are giving it some thought.  If you reply instantly it sounds defensive.
  • Always be overcoming objections in your presentation.  For instance maybe you are a little more expensive. Anticipate this in your presentation.  Maybe you offer certain benefits but not others, so anticipate these in the presentation with such statements as:

“You are probably wondering…”

“You might be thinking . . .”

 “If you’re worried about . . .”

 “A concern I often hear at this point in our conversation is . . .”

  • Always ask for consensus before asking for enrollment.  For instance ask questions like:

“Does that make sense to you?”

“How does that sound?”

“What do you think of that?”

“Are you in agreement so far?”

 

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line.  To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com

 

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