Jan Marie Dore

Here I was, beginning with a coach once again…I knew as a coach I had to be coached. It simply is a belief I have. To keep things in perspective. For when I get a rough client, for when I feel too alone, to keep me accountable, to keep me with fresh ideas and to keep me on the rails otherwise I flit from here to there without making progress. But honestly, deep down, I thought I would get the same type of coach I had had 20 years ago. You know the type. What are your goals, 1 yr., 3 yr, 5 yr, income wise, I realize that all of this is to make one aspire but it has been around for 25 years and you would think they could come up with something more original by now. And what are my visions…what do I want to own? I am not putting that down. I think it is important to have a vision board with pictures of what I want to attain. But that kind of coaching is so cliché anyone can do it, it doesn’t require anyone special to do it. It really requires an administrator not a coach if you know what mean. It has a lot of forms to fill out and projections to create.

Quite frankly, how the heck do I know where my income will be in 5 years? For someone like me, I have no idea. Does it require an algorithm that I should know? How do people figure that out? I could probably figure out two years, but one year is enough for me. I have enough problems figuring out one year and implementing it. I know I am supposed to work backwards. Figure out the income I want and then fill in the programs and products required to make that income happen. But let’s get real. What comes first? The chicken or the egg? I have to start somewhere and how is that going to be at six figures. Unless I have the luxury to write 6 niche-driven books and teleseminars and have three rock star coaching programs to start and drive a list up to 3000 within a month. I have to start at the beginning. Which for me is an ebook. And three coaching programs. Before my website is up. And I am so lucky to have that because of my coach.

But I digress from coaching. See that is the thing. I really lucked out. I wouldn’t have the book if it wasn’t for her. In the beginning she talked about branding, target markets, niching, and it all went over my head. I figured I would ignore it until we went on to another topic that I was more interested in. She kept pummeling that without finding my strength or passion I would not be able to write a book. I would not be able to give a teleseminar. I probably wouldn’t be able to coach. My throat went dry and I paid attention.

I thought to myself, “What is my passion?” I knew my pets were my passion but what did that have to do with business. I felt like a bore. Nothing came up for me. I went back over my life to the time of having a lemonade stand and knew I had been a little entrepreneur, a little on the serious side, always evaluating, and then I started searching through my careers. I had discovered at an early age that I could not work for anyone else but myself, but how was that strength? There were millions of people like that. So what! What was I passionate about in my business career? What had I been really good at? I kept coming up empty handed and more and more frustrated. My coach kept encouraging me telling me these nuggets were there…that we all had many passions, they were forgotten and we had to keep searching to remember. It eluded me. I felt like the proverbial dumb blonde. My brain was blanking even. My mind frame was becoming negative and I knew I would never, ever get it. This was for the luxury of writers and really successful people, not me.

She reminded me of how successful I had been in my career in sales and suggested that some kind of passion must have come out of that…so I thought and thought. I knew I had been good at negotiations but wasn’t passionate about it. As I dug further I asked myself why I had been good at negotiations. On analysis, I realized I had been really great at overcoming objections. As a matter of fact, I loved overcoming objections. I even received compliments on this ability. My heart made a connection and I knew this was my passion, my strength.

Once I found it my world changed. I wrote a book about it. That sounds easy…”I wrote a book about it.” Let me re-phrase it. I spent 6 months working 10 hour days writing a book about it, sometimes anguishing and fretting, waking up at all hours to edit copy. In the process of doing this I gained a great deal of confidence. I knew I had a message to share with others. Before I started the book, my coach assured me that her coachees complained to her that they didn’t know how to answer objections and there was a real need for such a book. I did an SEO search and there were no other books for sale for coaches according to that program , only many articles on objection handling. So I knew I had a targeted niche.

But once again I digress. I really want to talk about the qualities of having a great coach who doesn’t coach according to the a,b,c’s. Almost from the very beginning, she had me searching for the very visceral components of “who I am” in order to create products to sell. So not only do I have an ebook to sell, but I have a companion class to go with it-a teleseries. As if that isn’t enough I have the confidence to know that I am an expert in the field, a specialist, a go-to person. When I think of the woman going into online coaching early in 2011, I was really quite cynical expecting very little change. What I got is like 10 Christmases. I am so excited. I can really help people with my product. I have my coach to thank. Her name is Jan Marie Dore of www.femalepreneurs.com

 

© 2012 Sarah Wood

 About the Author: 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.

Selling: The New Marketing?

March 27, 2012 by  
Filed under Coaching, Sales Training

In days past, selling and marketing were two very different business animals. Marketing was all about communications and the messages about your business. Namely, what you needed to say to your target audience to get them to check you (and your business) out. Selling was all about, well, making sales.

The lines have blurred considerably between selling and marketing today. Knowing how these two business roles have morphed, and even merged, is the key to keeping your business top-of-mind with prospects and current clients and making more sales.

This doesn’t mean the old ways aren’t still used. It’s just that the old ways of doing selling and marketing don’t work nearly as well in the new economy, especially with digital mediums such as social media in the mix.

Prospecting means listening

It used to be that you could pick up the phone or send an email to connect with clients or prospects. These days, that’s not so easy. But it doesn’t mean that, as a salesperson, you don’t have a tool at your disposal to put you into the communications loop.

Today’s salespeople need to have a social media presence, if only to monitor what their clients and prospects are doing there. Using tools available to keep pace with clients is as easy as using Hootsuite and Trackur to monitor client activity. Branchout in Facebook allows you to connect with just about anyone and tap into the people your friends have connected with, too.

Educate don’t sell

Today, expertise is the name of the selling game. It’s not enough to have a snazzy elevator speech and perfect pitch for a presentation. Salespeople must know, understand and communicate their company’s products and service information in a way that educates their prospects and clients. The hard sell is a thing of the past. While the old sales methods of using manipulation or psychology still exist, the salespeople that use them are struggling.

Insights are for sharing

As part of the education process, salespeople must be able to sift through their and competitor’s information to provide answers to questions prospects have. This means they must be able to anticipate where confusion might exist, explain strengths, weaknesses and points of differentiation in a way that is insightful and (as above) educational. The salesperson who can help clients sift through the enormous amount of data available to them, assisting them in understanding what they’re seeing and helping them make a wise decision, is a salesperson who will do very well in this new sales economy.

Nurture clients through storytelling

Everyone loves a good story. This means that salespeople must be able to weave tales that inspire and illustrate how a client’s needs could be met through example. By taking the client’s issues, coupling them with relevant solutions – and then demonstrating how someone else succeeded in the same way – provides comfort and conveys the salesperson understands the problem intimately. Even if they don’t.

Close softly and develop a good relationship first

As noted above, hard closes are a thing of the past. Today’s salespeople must be able to establish relationships not only with prospects and current clients, but also with others who might be in a position to meet the needs of their clients. Being able to help clients – even outside of the salesperson’s expertise or industry can go a long way in solidifying a long-term relationship.

By using these tactics of marketing, salespeople can enhance their skill set, generate their own leads, enhance the rapport they have with prospects and clients, provide a wider-range of solutions and, most importantly, close more business. And that’s what it’s really about isn’t it?

 

© 2012 Sarah Wood

 About the Author: 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.

5 Critical Objections to Consider When Writing Sales Copy

March 17, 2012 by  
Filed under Coaching, Copywriting, Overcoming Objections

1. “Are You Relating to Me?” Have you branded? Have you researched your target market? This is the critical factor that will make you credible to your audience and make them attract to you. You can never have enough attraction coming your way. You will have researched your target market, knowing what periodicals they read, knowing what their interests are, knowing their concerns and what keeps them up worrying at night. You will be an expert at addressing their concerns. You will have the truth about what they know and they will value you as an “expert.”

2. WIIFM!!! What kind of acronym is that? It stands for “What’s in it for me!” You need to know your product, really well and be able to explain why your product is unique so they should buy it. It might sound something like this, “A new way to transform your business and why nobody else gets it.” What makes you unique?

3. KISS. Keep it simple. Describe your product in plain English. Don’t try to impress with big words or techno-babble. Talk about how you will reveal the best kept secrets,” to rivet their attention. Talk to them in terms of benefits, not only features. Ask them where they want to see their business in a year, something they can envision. Ask them questions such as if they have enough clients or enough income or enough time off or if they are feeling overwhelmed.

4. Testimonials. They are at this point saying “Prove It!” So you have proven testimonials on hand. They will transform any critic’s thinking. These testimonials are written proof that the clients have had remarkable success in working with you, they have improved their income, and their business wouldn’t be the same without you. What else could they ask for?

5. The Guarantee. This is for the prospective client who says, “Yeah, it worked for them but it probably won’t work for me.” It removes all cynicism so they can take the next step forward and carry on through the sale. It lessens all objections and puts everything on a neutral basis. If you make your guarantee for 365 days, even better, it takes the pressure off what a 30 days guarantee does. Most clients will feel relaxed and forget all about it.

How to Turn a No or Maybe Into a Yes!

Have you ever been confronted with “I’ll think it over, it’s too much money, I’m too busy, send me the info, you’re too new.” Of course you have if you are an entrepreneur. And if you don’t know the correct responses, you have “ummed” and “urred,” made up a story, switched the subject or backed away from the sale, usually kicking yourself as you thought of the correct response later. Knowing the responses spells the difference between failure and success in the enrollment conversation.

When I first went into real estate 20+ years ago my friends and family told me how great they thought I would be, so it was to my surprise how poorly I performed at the sales conversation when confronted with an objection. I stammered and backed away. Dejected, I would return to the real estate office and tell my tale of woe to the office manager. He would say, “why didn’t you say this?” When he said it like that, it sounded so simple.

I then made a decision to take him out on all of my presentation calls, knowing I would have to split my commission with him 50/50, I decided it was worth it to gain from his expertise. I became a fast study and was stepping up the ladder of success within 6 months. So I know how you feel. I have been there. You can learn the answers to the three most stubborn objections within 24 hours if you apply yourselves.

REMEMBER an objection rarely means a no. So why do people object? As a means of protection. And why do people need protection? It’s no secret that there are many reasons. They may feel out of their realm of knowledge, feel they haven’t been given enough information, afraid they are going to be taken advantage of, afraid of making a mistake, maybe uncomfortable with the surroundings or the coach etc. Maybe they think it won’t work for them but everyone else. Your job is to make them comfortable through persuasion which I discuss in my book.

Let’s do one. “Send me the information, I’m busy.”

“No problem, insert name, I will send you the information even as we speak, may I ask, is increased profit of interest to you?” See how I caught the prospect off guard? Of course increased profit is of interest. This will now open up the conversation. I also used the person’s name, essential tip number one. Always use the person’s name.

This one is just the tip of the iceberg. I would be happy to help you with more at www.evolvingadvisors.com/products/ebook/ with a bonus for a courtesy consultation to help you naturally construct two answers to the most stubborn objections you’ll ever hear. I hope you enjoyed today’s blog post.

 

© 2011 Sarah Wood

 About the Author: 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.

Three Tips to Overcoming Objections

Do you stand up when there is a standing ovation?

If you learn about why you do this, you can use this proven formula in your marketing to reach more clients and make more money . Did you know in some theaters there are professional clacques used to start clapping and start standing up to get the other audience members to stand up for ovations?

Do you look around yourself to see if others are standing up or do you just stand up on your own?

This strategy is called Social Validation. It suggests that 95% of us are imitators and 5% of us are initiators. Here is another example of it. A restaurant in Bejing asterisked certain items on their menu as most popular and at the end of the month they discovered that these items had risen in popularity by a whopping 13%.

I am sure you have seen at Amazon.com when you purchase a book online, It shows you other similar books that are also popular.

So how can you use this in your marketing? I use it in my response to objections. If someone says, “It’s too much money…,” I then respond with something like this: “Many of my clients felt that way at first but changed their mind after…”

See how I said “Many of my clients.” That is social validation. People like to do what other people like to do. They are joiners. It has been proven they like to buy what other people buy also. It makes them feel safe, a secret formula for you to use in you marketing.

Another tip to use when you are dealing with objections is to isolate the objection. By this I mean make sure there aren’t any other objections standing in your way. Here’s what I mean. “Insert Name, may I ask, aside from the price factor is there anything else standing in your way of making a decision today?”

You have now eliminated “I want to think it over; I have to talk to my partner, etc.” You and your prospect are now gaining momentum, without pressure.

Use benefits instead of features. Let’s pretend we are in the stereo store eavesdropping on the sales clerk who is citing off the features of a new stereo system to a young couple. It has turned into a major yawn-fest for the young couple, who are thinking about dinner instead of the stereo unit. If only he would say something like, “Imagine, lying back in your own living room, listening to the Boston Pops, with this unit you would be so thrilled.” The latter statement evokes the senses where as the list of features doesn’t.

Benefit statement sound like “earning more income, taking more time off, adding clients etc.” Try to talk about the benefits in your descriptions. “My last client got a lot of new clients using my product.”

I hope these tips have been helpful for you. They can be found in my book, “How to turn a No or a Maybe into a Yes!”

 

© 2011 Sarah Wood

 About the Author: 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.