This is an article about sales and connecting with your prospects, but first I am going to tell you a story.
I had been feeling pretty good overall, but then suddenly, everything was bothering me. My feet were sore, my shoulders were achy and my thumb hurt. None of this was particularly ... Views: 3
I often connect two things that on the surface seem to have nothing to do with each other. Do you ever do that? Here’s something that occurred to me while I was out for a walk. Your business is like a dandelion. Let me explain.
Dandelions were brought to the United States as a medicinal ... Views: 57
My friend called when I was out. My son answered the phone. I got the message when I got home late that evening. It was after ten, too late to call back. Based on my schedule that week, I knew it would be at least two days before I could call her back.
Five days later, I was sitting at my ... Views: 73
Why did you start your business?
I’m often told by the entrepreneurs I speak with that the reason they went into business was because they felt a need to get their message out to the world. They tell me how much they love the work they do and how important it is to them. They tell me that ... Views: 98
When I set out for my walk today, I had several very specific goals in mind. I wanted to walk for about an hour, cover about 4 miles, and get some inspiration along with fresh air. Based on my goals, I created a plan. I would drive to a large wooded “reservation” near my home. I plotted the path ... Views: 91
What do you need to do first when you open your business? Typical responses include open a business bank account, create a website, get business cards, design a logo and start networking.
Yup, you need to put all those pieces in place and none of it will make a difference if you don’t answer ... Views: 97
I met Valerie at the Charlotte Airport.
She welcomed me to the “Happy Zone” when I walked into a store to get a bottle of water.
I found my drink and went to the register where Valerie waited. She said, “Welcome to the Happy Zone” again, and rang up my purchase with a huge smile on her ... Views: 170
I was discussing sales with a client. She had never made a sales call (her business was brand new). I started to walk her through the specifics of how to manage the conversation when I realized that there were things she had to know BEFORE she spoke to anyone.
As we talked, we created the ... Views: 111
There’s always an agenda.
One of my clients shared that there is a part of her that worries that when she approaches someone to have a conversation they will be turned off because they know her intention is to “pitch” something to them.
Newsflash – Whenever you engage in a conversation ... Views: 140
I get ideas for articles from all over the place. This is one of those times that you don’t want to be what sparks the idea.
I was heading into New York early this morning. I took the train so I had less control over my schedule and found myself in Penn Station with about 30 minutes to ... Views: 170
What I love most about coaching my high level clients is how much I learn during our conversations. Of course, I share all sorts of advice, insights and strategy and yet there are many times that I grab my pen and paper and write down something that one of us said during our discussion.
Here ... Views: 148
I don’t often write “how-to” articles but this is something that has come up again and again during coaching calls so I figured it was time to put it out there.
The question I am getting is around event sponsorship. What do you need to do when you have a table, or are exhibiting your ... Views: 169
I’ve been getting a lot of questions about “pricing” lately so I wanted to share my pricing philosophy, and the system I use, to set prices for my own products and services.
Let’s start with my philosophy.
Here’s the thing about pricing… it really doesn’t matter what the price of a product ... Views: 155
Trees are magnificent. They root themselves deep in the earth. They grow tall - twenty, thirty, forty, a hundred feet, or even more. And they come from a single seed.
An acorn caught my eye recently. This acorn was usually large and I started thinking.
As I picked it up the first thought ... Views: 152
I jumped out of a plane.
When my daughter turned 21 my husband and I wanted to give her an adventure for her birthday. She’s always wanted to go skydiving so it seemed like the right thing.
I have never had any desire to jump out of plane. Skydiving wasn’t even close to being on my bucket ... Views: 179
This isn’t likely to win me a popularity prize, but I’ll say it anyway… appearances matter.
I was given a copy of the book Freakonmics, by Steven Levitt and Stephen Dubner. The book came highly recommended. I was excited to receive it. I opened the book and discovered that the copy of the ... Views: 185
I was out for a walk and saw a bunch of pigeons poking around for food in the grass.
All pigeons pretty much look the same to me but this time, one of them caught my eye. It was white.
By now I’m sure you’re wondering why I’m writing about pigeons. Well, as I continued walking three ... Views: 189
How much do you expose?
As a business owner, especially if you’re in the service industry, you sell yourself.
Yes, there is a specific result you provide but what sells, or not, is you.
People buy your strengths, weaknesses, challenges, faults, the way you think and your quirks. This is ... Views: 110
Newsflash: I am a very competitive person.
Here’s what happened. I was out for a run at the reservoir near my house. Two laps around is just over 3 miles. I wanted to run two miles and walk and cool down for the last mile.
I finished running and then started to walk.
There were two ... Views: 147
I’m at the gym most days. I take a variety of classes. On Wednesdays I do my own thing. I either get on a piece of cardio equipment or go for a run.
Today I mixed things up. I went for a walk around the neighborhood.
It might not seem like there should be much of a difference between going ... Views: 187
I was having a conversation with Nancy. During our conversation she revealed that she had been following me for years. She has my first book and it made a huge impact on her life. When she found out that we had a mutual acquaintance, that could introduce us, she was beyond thrilled. To her I was ... Views: 194
I was on the phone with a client and she said, “I have a really stupid question to ask you.”
By far the best and fastest way to get to know someone is to talk with them, ideally face to face, so it makes sense that you need to get out from behind your desk, meet people and get to know ... Views: 231
If you’ve been following all of the gurus, you know that one of the best ways to meet people and get business is by speaking. Frankly, I agree, unless of course you shouldn’t be speaking.
Let me tell you what I mean by that.
My client Steve knew he needed to be speaking from the stage. He ... Views: 241
The most important thing you do in business is communicate.
One of the key times to communicate with people is after you’ve met them but before they become a client. During this the time you create your relationship. You nurture them. They get to know you and hopefully, based on what and how ... Views: 203
I was at a new restaurant. They handed me a menu. I opened it and the first thing listed was dessert. I knew it was going to be a fabulous meal.
My husband laughs at me because I always look at a menu in reverse order. What desserts do they have? What, if anything, am I going to want? Is ... Views: 282
I remember a conversation I had with a colleague of mine several years ago. I told him that I was frustrated because I knew that I could help several of the people I had recently spoken to, but none of them decided to work with me.
We talked about handling objections in a sales conversation. ... Views: 236
It was Wednesday. Eric came home and told me that he stopped at Carvel on his way home from work. I immediately said, “Wednesday is sundae at Carvel.” (Every Wednesday Carvel runs a special, two sundaes for the price of one) What surprised me is what he said next. He told me that when he stopped ... Views: 223
I recently saw a documentary about Joan Rivers. Obviously, she was quite the comedienne but what surprised me was how astute a businesswoman she was.
She talked about risk.
One line that stood out was, "You need to stand out in the rain in order to get hit by lightening."
There's ... Views: 254
I was at the gym recently and one of my friends turned to me and said, "Carrie, I need you to write about change." She was finding that she was no longer satisfied with the decisions she felt she was being forced to make out of habit and to meet of other people's expectations. It got me thinking ... Views: 254
We did it! It's finally springtime, my favorite time of year!
Here in New Jersey we experience very distinct seasons and during the winter everything dies, or at least it looks like it does. Then spring comes and the earth magically comes back to life. The snow melts, the branches of the ... Views: 251
I was at a business meeting at the Four Seasons Hotel in Scottsdale, Arizona.
My friend and I went for a nice walk in the morning and then to the restaurant for breakfast.
The server came over and wished us a Happy Friday.
She was in a good mood and so were we.
We had a delicious ... Views: 228
I participated in a "painting party" with seventy business owners. Painting has never been my thing. I don’t see myself as artistic. And creating an image by drawing, painting, sketching or anything else like that makes me uncomfortable.
There were rows of tables and easels. Each seat had ... Views: 288
It drives me crazy when I speak with one of my clients who is all excited after having a great conversation with someone, who can use his or her products, but my client hasn’t asked for the business.
Here’s how the conversation goes.
My client: I just got off the phone with an amazing ... Views: 236
I filled a prescription at our local pharmacy three days ago. Today I came home to a message on the answering machine. Joe called from the South Orange Pharmacy. My first thought was there must be something wrong with our insurance card, but as I listened a smile came across my face. He called ... Views: 274
Like many of us I use Facebook to communicate with friends and clients. I use it to follow my daughter’s adventures as she travels in Europe and Israel. And yes, I use it to browse and see what people are up to. It’s amazing how much time you can spend on Facebook, isn’t it?
I went on ... Views: 247
I recently participated in a chili cook-off. chili food
There were four teams. Each team was given the same ingredients, the same utensils and access to the same serving dishes. We all heard the directions at the same time.
The clock started, we had 45 minutes to create our chili and ... Views: 265
A client emailed me…I am feeling crazy stuck in a comparison cycle today - and I have so much to do. Just wanted to share my mind-tape today in case you have any sage wisdom.
When you play the comparison game it seems that you always fall on the short end of the stick.
Everyone else’s ... Views: 359
I love to nurture and take care of people. Since I love to cook and bake one way I get to satisfy this need is to cook and feed them.
I hosted a dinner party for twenty recently.
I checked in with my guests to see if there were any dietary needs. There were two vegetarians, one person who ... Views: 313
Insanity. According to Albert Einstein it's to do the same thing over and over again and expecting different results.
According to this definition I've marketed, coached, managed email, engaged in social media, worked my plan and so much more in an insane manner.
As a business owner it's ... Views: 246
I’m not so sure the saying “a diamond’s a girl’s best friend” is true.
Go ahead and read these two stories, then let me know what you think…
Diamond Story 1: About five years ago I received a wonderful present from my mother-in-law. A pair of 18 karat gold earrings she inherited from her ... Views: 283
I was speaking with someone who doubled her multiple six-figure business over the past year.
She had amazing business coaching, kept her focus on her business and put in a lot of hard work.
The coaching and advice she got were exactly on target for her business.
I knew that increasing ... Views: 306
It seems that every time I’m on a sales call I get an objection.
Sometimes it’s a concern about the program taking too much time or costing too much. Sometimes they already have taken programs and want to do more with them before moving on or getting more. Maybe they feel that they can’t make ... Views: 279
If you're in business you've almost certainly heard "That's a lot of money. I don't know if I can afford that."
I bet you'd prefer to hear "I don't care what it costs, fix it!"
How do you help someone understand the value of what they are getting by working with you? How do you help them ... Views: 285
With all of the "100 days of gratitude" posts I see on Facebook I have to think that many people believe it feels good to acknowledge when things go well. To say thank you when people help you or are nice to you. To express when you feel appreciative of something.
So I have to wonder, why is ... Views: 463
I got a text message from one of my clients telling me that he was leaving his office to mix up the energy and get him going. It's a strategy that we had discussed recently; a strategy to get him focused and helps his creative juices flow.
I could say that being an entrepreneur is always ... Views: 299
I help facilitate a Facebook page for a group of entrepreneurs. The page is for day-to-day support. Everyone is encouraged to use the page as a place to ask questions, share celebrations and challenges.
I was monitoring the page one day and I saw a post by someone who “admitted” she had been ... Views: 234
Can you sell something that you don't own or don't have the legal right to?
No, of course not.
Yet, I see entrepreneurs try to do it every day.
Entrepreneurs sell themselves. They sell their vision, their skills, and their products.
So what's the problem? Of course they have the ... Views: 238
A client was a couple of minutes late to our call. He immediately apologized and told me he got caught up in a squeeze-in, he was getting himself a cup of coffee.
We laughed for a moment and then he got real serious. He said "You know, as I was getting the coffee I kept hearing your voice ... Views: 290
This is what I posted on Facebook.
"It's tempting to say yes to any client who offers to pay you, there are clients that quite simply are not right for you."
As the likes and comments racked up I started thinking about that simple statement. I've been on both sides of "wrong client". I've ... Views: 266
I was speaking with a client. She was excited to be co-presenting with a colleague. She said her colleague was very well connected because, she used to be a producer for a major network television show.
My client went on to share wonderful things about her co-presenter, yet had little to ... Views: 474