Whether you realize it or not sales has always been about transforming lemons into lemonade.

Quite off you don’t realize that going in.  For example, both Life Insurance Agents and Chiropractors are led to believe they will be earning a 6 figure income their first year.  The reality is more like $24,000.  Few take off and make that 6 figure income even after 5 years.

This makes most people pretty mad… frustrated… unsure what to do to make their dreams come true.  Well, perhaps you can thank President Obama and Congress for handing you an ideal opportunity.  Here’s what I mean…

A 2 Tiered Healthcare System in America?

Once the healthcare legislation takes full effect it won’t be long before things dramatically change.  The reality of a 2 tiered healthcare system is highly likely.  There will be those who are forced to settle for what the government can provide… those with the financial means to pay for premium healthcare out of pocket… and then there will be everyone left in the middle.

There are 47 million uninsured Americans… give or take a few million depending on who is doing the counting… even more under-insured.  Healthcare costs are rising… making many of the costly procedures available today out of reach for those who don’t need fit into either the upper or lower tier.  Plus more and more people are becoming more and more skeptical of pharmaceutical solutions and they are looking for drug substitutes.

You are the Perfect Fit and Now Your Future Patients Get it

People who practice in the healing arts… people like Chiropractors… naturopaths… massage therapists… are better positioned to develop a thriving practice now than ever before.  While in normal circumstances the last thing people are willing to part with their money for is preventive care… now they are.  Not only can you sell your services… you can sell your knowledge to a hungry crowd of eager learners.

Because everyone who doesn’t neatly fit in either the upper or lower tier now understands that they have to take full responsibility for their health because the “safety nets” they thought they could count on are coming down.

• Major employers like Verizon are threatening to dump their employees on the public… aka, government system
• The Department of Health and Human Services (HHS) states health insurance premiums are expected to rise dramatically to offset the new requirements to insure everyone no matter their health status or pre-existing conditions
• Our current healthcare system does not have enough providers to meet the increased demand from an additional 47 million patients

Whether you agree with or believe any of these points… the people you want as patients do… and they are looking for ways to protect themselves.  Even though they may not be sick now.  Even though they may not be looking for your particular service now.  They are looking for people who can teach them how to get and stay healthy.

There was never a better time than now to add information and education to your practice.  Plus you don’t have to give your knowledge away.  Your future clients are more than willing to pay for that knowledge.  They are willing to become clients and pay you a retainer so when they need your services they can get them without waiting… without unexpected costs they are prepared to pay for.

So no matter what product or service you are selling.  No matter the lemons you see.  Focus on what your potential clients need.  Develop ways to give them that and transform your lemons into lemonade.  Like the Life Insurance agent I mentioned earlier… With the stock market volatility… inflated gold prices… entire governments financially collapsing… your clients are looking for safe havens for their cash not life insurance.

Coach Cheryl

photo credit: Librarianguish

Let’s get real.  Every sales person really wants to be an order taker.  Even the sales people who take great pride in being able to manipulate, pressure, or talk people into buying would rather be order takers… if for no other reason than the fact that it’s far more productive.  When you spend your time in front of people who aren’t ready to buy your sales are probably 1/10th of what they could be if you spent the bulk of your time in front of ready buyers.

If you’re the business owner you should want your sales people to be nothing more than order takers too, and here’s why.  If your sales people are order takers that means your marketing efforts are WORKING… that means your sales are up… that means your profits are up.  Plus it also means you don’t need a stable of big headed monster ego sales super stars.  You just need a group of likable… polite… regular Joe sales people.

The Housing Disaster Didn’t Just Happen

There was a time when mortgage loan officers could make a King’s ransom with almost no sales skills.  Yes, not all that many years ago the housing market was so hot clients were beating down the doors at the bank.  All the loan officers had to do was behave like nice polite people and write a ton of loans in a timely manner… and take home 6 figure incomes for doing so.  Well, that’s all changed now…

Car Sales the Ultimate Order Takers…

The car industry is another example of order takers.  Yet, the dealers and their sales people still blow it and here’s why.

It’s no secret… people aren’t nearly as free with their dollars as they once were.  Buying decisions that came easy just a few short years ago are now major decisions.  So people aren’t nearly as likely to run out and buy a new car just because the old one is 2-4 years old.

Plus most people when asked, “Do you want to buy a car?” would respond “No”.  Cars are simply a means to get from point A to point B.  Yet, that’s not why most people buy cars.  Most people buy cars because…

• they want to feel good about saving the planet
• that want to feel power and control
• they want to show off their wealth or give the appearance of wealth
• they want to live like the famous
• they want to own a piece of history
• they want something that says, “I’m steamy, hot, sexy”

You could add many other highly emotional reasons people buy cars.  The automobile industry knows this and that’s why most commercials feed into those emotional motivators.  The car manufacturers know that it’s your emotional motivators that get you into the dealership to buy a car.  Even though most of us absolutely HATE buying a car.

Sometimes dealers and car sales people will do anything to get people into the dealership… including offering free gifts just for showing up… because they think if they can get you into the dealership then they can talk you into buying a car… even though buying a car isn’t even on your radar of things you need to do.

Now, if you are on the front lines selling you understand there is a huge difference between trying to have a conversation with someone you need to “convince” they need to buy a car… and someone who…

• is already looking for a car
• already believes they have the money to buy a car
• has already decided they want to buy a car

… in other words, someone who is a highly qualified buyer.  Yet, the dealer who came up with the “get’em in the door scheme” often expects the sales people to sell cars as though every warm body whose feet touch the lot is a ready buyer… when that was never the case.  Plus, because of the way the dealer set the stage to get people at the dealership many sales were not realized from the people who were ready buyers.

Don’t Send the Wrong Message & Expect the Right Results

The dealer sent the message… “Stop in and get free stuff”.  So lots of people who want nothing more than free stuff show up.  So many, in fact, that the real buyers find it hard to get to a sales person.  Plus the sales person has to start from ground zero with each and every person.

All too often sales people blow the sale with ready buyers because rather than getting to the real reason the buyer is there… all they want to talk about is features.  Now if  you’ve been reading this blog for awhile you know talking about features is an INVITATION to get objections.  Talking about features without being specifically asked about a particular feature… or directly pointing out how a particular feature fulfills a desire the buyer has already stated… sets up an adversarial relationship from the get go.

For example, the ready buyer will let you know they are looking for a Mustang.  The typical sales person will easily uncover that the buyer wants a red convertible with a manual transmission.  However, what they almost never uncover is the reason each element of these criteria is a deal breaker for the buyer.  In the buyers mind it has to be…

• red because that’s what makes it hot
• it has to be a convertible because that’s what makes it sexy
• it has to be a manual because that’s what makes it steamy and an automatic says “pony car” no matter what size the engine

Because the sales person doesn’t understand any of these highly emotional motivators the wheels fall off the cart and the sale person quite often loses the sale because they get caught up in the minutia of the deal rather than what the buyer must hear to buy.

It doesn’t have to happen like that though…

The Right Message Leads to the Right Buyers

Rather than using a message that sets the sales people up for a sales “numbers game”… the dealer would have been better served setting the sales people up with ready buyers.   Sure the dealership would have gotten far less people on the lot.  But the dealership would have sold more cars… at greater profits.

The manufacturer already has commercials that speak to our Mustang buyer.  All the dealer needed to do was send out a message that picked up on that message.  Better yet, the dealer could make certain those ready buyers communicated what marketing message they were responding to so the sales person wasn’t left playing a guessing game.  And that’s so easy to do.  For example, the dealer or the individual sales person could send out post cards and encourage readers to bring those post cards to the dealership because when they do they get something they want… like something that compliments their Mustang purchase.

Anyone Can Get Steamy Hot Sexy Sales…

It’s just a matter of developing your communication… getting it in front of people… preparing your sales force to expect the people that communication speaks to.  No matter what product or service you are selling.

Coach Cheryl

P.S.  Are you getting the right message out there?  Do you need help developing that message and a plan for putting it in action…

If it hasn’t happened to you… it will, and there is no time like the present to think about how you will deal with it when it does.  At some point either you will do something, or something will happen that could potentially damage your relationship with your client.  How you deal with it determines whether it will be a disaster or a bump in the road.

I recently got a letter from LifeLock that reminded me about this important lesson.  The letter explained communications I could expect from the FTC and my states attorney general.  While those letters could have looked bad to the reader LifeLock explained what was behind those letters and why they were actually the result of some very positive things.  This preemptive strike on their part was VERY savvy.

The best approach is to face the challenge head on…

• if you’ve messed up apologize
• if something beyond your control happens fix it and tell the client what to expect
• if your client could hear something that might be misinterpreted tell them about it and explain your side

When you do it demonstrates…

• your honesty
• your concern for their needs and feelings
• your willingness to correct mistakes and hold yourself accountable

Who among us is without sin?  Because we all make mistakes, we’ve all had something we didn’t expect happen, and we’ve all been in a situation where things could be misconstrued… we all understand.  Plus we all appreciate someone stepping forth and owning up.

Take responsibility and accountability even if you just think you’ve messed up.  Doing so prevents a potentially emotional explosion and lasting damage.  Plus it reinforces the trust you have established with your client and their decision to work with you.

Coach Cheryl

Did you watch one of sports most watched televised events this past weekend?  This particular Masters probably had even more viewers than past events simply because of the Tiger saga.  Whether you enjoy watching golf, or not, I want you to think about something.

That throng of spectators ponied up $5,000 each to be in Augusta on the course watching the event happen live.  Now that is far from an insignificant amount of moolah.  Why at a point in time when people are clamping their purse strings tight shut would all those people eagerly lay out that kind of cash?  And correct me if I’m wrong, but I think that is $5000 per day!

Here’s why I want you to think about this.  I know many of you are whining that people just aren’t buying.  It’s true they aren’t buying anything where the perceived value isn’t there for them.  Yet they certainly are buying.

“There are two reasons for everything — a good reason and the real one”

Winston Churchill

Meaning there are two reasons people are buying… a good reason they can use to explain their decision to others, and the real reason they are willing to crack open that wallet and tell you to bang their credit card or bank account.  If asked a spectator at Augusta might tell you they traded their hard earned cash to be their because…

• it’s Augusta, the biggest event in golf
• it was the first event for Tiger after the scandal
• it’s just something they do every year
• history is being made
• etc.

Then there is the real reason.  The real reason is always directly tied to strong motivational drivers.  The real reason is probably something more like…

• it strokes their ego and makes them feel successful
• they get to associate with people they think can make them more money
• it makes them feel more likable
• it’s fun
• it makes them look good to those around them
• etc.

When they buy that ticket they aren’t thinking about how much it is going to damage their bank account to cough up $5,000.  They are thinking about the experience of being right there on the course.  They are imagining stretching their hand out and actually shaking hands with this years winner (Phil Mickelson).  They are thinking about telling their grandchildren about how they were there when (Phil) won his (3rd) green jacket.

There are two very important things happening here.  First, these very expensive tickets sell because everything about Augusta and the Masters is directly tied into the emotion of this huge golf event.  Second, the buyers focus is directed on the desired future rather than the current pain of paying for the ticket.

How do you tie your services to the emotion that is the real reason your clients buy?

How do you help your potential clients envision the desired future creating the perceived value that makes the cost well worth it?

Coach Cheryl

Hmmm, selling with purpose… Now that may strike you as a little odd.  Of course you are selling with purpose.  You are selling with the purpose of closing sales… right?

Stop the Presses!

Okay, that may be a little melodramatic; yet, it really is all fired important.  Before you lick another stamp and afix it to another letter you send to get a new client.  Before you create another page on your website.  Before you attend another mind numbing networking event hoping you’ll meet someone you can work with.  You must clarify your purpose.

Cock the Trigger for Action

When you swing forward on a swing you can count on swinging backward.  When stocks go up bonds go down… maybe that wasn’t the best example as it seems like all the rules have changed as far as the stock market goes.  So, how about this?  When you see your shadow there must be sunlight to create that shadow.

That means if you want action there must be something that produces that action.  The good news is, yes, there is.  Trigger this one thing and it produces a result you can count on just like a shadow cast from the sunlight.

What is this fail proof trigger?  It’s emotion of course.

Whatever you do.  Whatever connection you initiate… you must think about this first and foremost.  What emotion do you want to arouse in the other person?  Please understand…

Not All Emotions are Created Equal

Some emotions like fear, anger, and revenge trigger a reaction that motivates the other person to take the action you suggest.  Other emotions like too much fear, depression, and confusion trigger inaction.

You must deftly tie the emotion your potential client already has into a logical argument.  Then impel the other person to move forward.  They move forward by acting.  They move forward because doing so is tied to their motivation to move in a certain direction and either avoid something they do not want or gain something they do want.

All too many sales communications…

• Fail to create the right emotion
• Focus too heavily on the wrong emotions
• Fail to demonstrate a better path
• Fail to tap into the emotional drivers that help prospects act
• Fail to present the desired action as a no brainer decision

Mostly, because all too many sales communications are focused on ramming the offer down the other persons throat as though you could verbally force them to take an action.  To which I ask, “How’s that working for ya?”

Rather than working with the potential client, taking their side, paying attention to their wants and needs.  Then giving something they want before you ever ask them for something you want.

Hey, sales is always a step-by-step process so the best place to start is at the beginning.  With the beginning in mind, “What feeling should you arouse at that first point of connection between you and your potential new client?”

Then, “How might you do that in a sincere and motivating way?”

Coach Cheryl

Right now both you and your potential clients are in great pain.  You are Jones-ing for a sales fix so bad you are literally going through physical withdrawal.  You just need a sale… any sale… just enough to tide you over for a few days.

Your potential client, on the other hand, is suffering from terrible back pain.  It’s excruciating.  Your potential clients back pain is caused from that overstuffed wallet in his back pocket.  That well guarded wallet stretched to the max with both cash and credit cards just begging to be put to good use.

Right now most people have more money than they have had in years.  They’ve gotten off the spend roller coaster only to clamp down on their spending like a junk yard dog guarding their property line.  The problem, as you well know, is they are extremely reluctant to spend because they are so afraid of all the unknowns they perceive looming in their future.

Yet, those very same overly cautious savers are literally searching for the relief valve to remove that back pain they can no longer tolerate.  Translation…

Now is the Time for Huge Sales…

Now is the time to sell like never before.  However, few are prepared to take advantage of this momentous opportunity because they insist on doing the same things they have always done expecting different results.  These determined warriors have no clue how to take advantage of the future that could be theirs.

Buddy, It has Never Been about YOU or What You Sell…

Now is the time to come to grips with the harsh reality both your sales success and failures were never about you or what you sell.  The only way to remove your pain while removing the pain your potential client is also suffering is to clue in on what they need to hear to buy.

Sending a potential client a letter in the mail, or telling someone you just met at a networking event about you and what you sell is an utter waste of time.  It’s even worse than an utter waste of time because now you have given your potential client a reason to avoid you or get rid of you.  That letter or networking line where you let your prospect know about how you have expanded your business is a kiss of death.

You just triggered that potential clients “sales person alarm” and set it off ringing at a deafening decibel.  You did not have to do that.  You could have gotten the other person actually interested in speaking with you.  All you had to do was start off talking about the thing your potential client is interested in and lead off your initial contact with that.

The concept is easy.  Translating that concept into reality is damn hard.  However, the results are immediate.  You may understand it yet you can’t take that understanding and put it into words on the page or words that come out of your mouth.  That’s where your bread and butter will come.

This is critical.  If you can’t do it then you have 3 choices…

1. Study and practice every piece of marketing and copy writing information you can get your hands on.
2. Hire someone to do it for you.
3. Keep doing what you are doing and pretend like sales is just a numbers game while you work your ever love’n tail off.

If you choose option number 1… I suggest you make sure your library card is current and plan on spending every free moment studying and practicing.

If you choose option number 2… I suggest you fill out the “Done for You Services” box in the right sidebar on this page.

If you choose option number 3… Well… I have to commend you for your commitment to hard work.

Coach Cheryl

photo credit: Arenamontanus

One of the things that was so frustrating for me was figuring out what business I was really in.  If asked, most people would respond they are in the coaching business, the insurance business, the healing business, etc.  All really bad answers.

Dead Pan Flat

If you speak to the people you want to work with in that way you can expect a dead pan flat response.  In fact, your response is a real conversation stopper.  There are several reasons.  One being the other person already has a preconceived perception of what that means that rarely works to your advantage.  Plus they already work with or know someone in that business.  Yada Yada Yada.

Passion Evoking Position

No matter what business you’re “in” if you want extreme success you must be in a passion evoking business.  You must set yourself, your business apart from the rest, and position your business as the business your best ideal clients are really excited about.  You have to be passionate about what you do to get to that point.

And that’s where the real problem is.  Most business owners, just like I was in the beginning, are totally confused about not only what business they’re in but what they are passionate about.

Michel Fortin says, “To me, the most effec­tive way to com­mu­ni­cate added value is through the gen­uine, sin­cere, and pas­sion­ate zest you have for what you do and the clients you serve.”

Here’s why it’s so hard for most of us to get to this point.

If you’re familiar with Earl Nightingales Acres of Diamonds talk you know “The thing about this story that has so profoundly affected millions of people is the idea that each of us is, at this very moment, standing in the middle of our own acres of diamonds. If we had only had the wisdom and patience to intelligently and effectively explore the work in which we’re now engaged, to explore ourselves, we would most likely find the riches we seek, whether they be financial or intangible or both.”  

What Gets You JAZZED Up?

There is one thing I know is true for every person in any business selling a service.  You LIVE to help people.  However, there are certain people with specific problems you can solve, or goals you can help them get that you enjoy doing so much you’d do it for free.  Yes, that’s right you’d do it for free if it weren’t for the fact you have bills to pay just like everyone else.

Gosh, if your entire business were filled with people like that so you could do that work, and that work only each and every day… why you would literally dance a jig in the streets.

Now you think you can’t do that because you think there aren’t enough people like that to pay your bills.  You worry you’ll exclude yourself from the work you need to pay your bills.  You think if you’re already struggling to get enough clients the last thing you want to do is limit your pool of potential clients.

YOU are Dead WRONG

Unless you are working with some obscure problem that only a few people on the entire planet ever have I’d be willing to take the stance you are dead wrong.  Even if what you do really is that obscure I’d still say you are dead wrong because those people with that problem or unmet goal are probably willing to pay dearly for your help.

Here’s why you aren’t finding your diamonds.

1. You aren’t open to the opportunities already available
2. You aren’t willing to man up and take a risk
3. You are focusing on what you want rather than how you can better serve

Did I Make You Mad?

GOOD.  I hope you are madder than a hornet.  You know why?

Because I’ve come to realize that when something makes me see red there’s probably a GINORMOUS opportunity to really learn something right under my nose.  And when I act like a big girl and admit my faults, get my ego out of the way, and look for the lesson I find a diamond in the rough.

Another way to think about it is acting like you want to capture the heart of your perfect mate, the love of your life, your soul mate.  In your mind this person you envision meets certain criteria.  The better job you do identifying your must have criteria the easier it is to figure out where a person like that would hang out.

Or, if you prefer, think about buying a home.  You need a set of criteria before you start looking for a home or you can plan on a very long unproductive search.  Kind of like your elusive search for clients.

Once you’ve got your must have criteria you then have to put all your efforts into attracting the people who fulfill your criteria.  Does that mean you can’t work with people who aren’t a perfect match?  No.

Does it mean you are going to attract more highly qualified potential clients who are interested in doing business with you? Duh!

The choice is yours.  Your diamonds are right there under your feet just waiting for you to look down and pick them up.

Coach Cheryl

Do it Yourself

Do it with a Little Help

Do it with Guidance

photo credit: xlt.lv

I don’t have to tell you most people are sick of the recession, rising unemployment, and the credit crunch.  Some will do nothing more than wallow in self-pity and cry “woe is me”.  You aren’t like that though.  You’re a fighter.

When you get served up lemons you make lemonade.  Well, your tax dollars are serving up the lemons in the form of a recent government report.  Here’s what the SBA is saying…

“U.S. Small Business Administration (SBA) Office of Advocacy’s 2009 edition of The Small Business Economy: A Report to the President.

Some surveys have shown that owners are less willing than
in previous years to expand their small businesses, to hire additional workers, to invest in new plant and equipment, or to borrow money.”

Let’s take these sour lemons and make some lemonade.

We aren’t Expanding

You contact a sales prospect and say, “I’m wondering if you would be open to some ideas to grow your business without expanding”

At the closing table your prospect tells you they can’t buy because they aren’t expanding.  You say, “Aren’t expanding?” and listen to how they fill in the blank.  Then you lead into, “That’s exactly why you need this because the option we just talked about will help you grow your business without expanding here’s how…”

We aren’t Hiring

You say to your sales prospect, “I’m wondering if you would be open to some ideas to make it possible for one man to do the work of 3.”

At the closing table… “How would it impact you if I could show you a way for the employees you do have to do the  work of 3 people without working harder?”

We aren’t Investing in New Buildings or Equipment

To a sales prospect… “Would you be open to some ideas to extend the life of your existing equipment while reducing repair and maintenance costs?”

At the closing table…  “How much could you save if I could show you a way to extend the life of your existing equipment while reducing repair and maintenance costs at the same time?”

I’m not Borrowing Money

To your sales prospect… “I’m wondering if you would be open to some ideas to get (insert appropriate outcome) without borrowing or risking a penny.”

At the closing table… “Borrowing money?”  Listen to their response then adapt accordingly.  So for example, if the response is the potential buyer does not have the funds to make a purchase of that size at this time you might then continue… “If it weren’t for funding is there anything else keeping us from moving forward?”  If the response is “no” then you might respond… “What would work for you as far as funding?”  Then come to terms on a payment option.

These are merely objections not rejection.  What are the objections you’re hearing?

How will you turn those objections around and transform them into sales?

Coach Cheryl

Do it Yourself

Do it with a Little Help

Do it with Guidance

photo credit: Näystin

Do you regularly send invoices etc. to your existing client base?  If you answered “Yes” then this sales tip will be of interest to you.

Postal rates continue to increase.  Those postal fees come directly off your profit line.  So how about removing, or at least lowering those costs while doing your clients a favor at the same time?

I don’t know about you, but I enjoy traveling.  I’ve set my business up so I can work from anywhere in the world, and often do.  The one thing that used to be a little bit of a problem was how to take care of those bills sent to my home while I’m away without having to inconvenience others or using a mail box service.  Paying them was easy with online bill pay etc. but you have to know who you owe what to make use of those tools.

I just discovered a free service at Zumbox that can make life a little more worry free for those who either need, or want to be away from home for extended periods of time.   This is a mutually opt-in service so your clients will need to sign-up to use the service too.

However, I don’t think it will be all that hard to help your clients to like the idea.  Just present it as a way to:

• Reduce paper and a cluttered mail box
• Make sure you never get another late fee
• Travel the world and never worry you’ll miss an important bill

Of course, the benefits are much more.  Not only do you get to mail your clients without those pesky postage fees you now never have to worry about how much your mail weighs.  You can send a pdf, a video, an audio, documents with links to more information etc. along with your invoice, report, etc. at no extra cost for you or your client.

Now here’s an even better benefit.  Some of you have clients yet you don’t know their email address, or they are reluctant to give you their email address.  Your clients never have to give you their email address to use Zumbox.  Once they have an account they get a message from Zumbox telling them they have mail.  Once they log in they can actually view their mail and choose what to open and read, and what to delete unopened.

Imagine sitting on the beach in Clear Water or atop Mount Olympus checking your email and seeing you have mail from your electric company.  At a convenient moment you open your mail, pay your bill, and continue to enjoy your vacation without missing a beat.

Or what if a family member were ill and you wanted to be with them.  Now an upcoming bill won’t keep you from being with your family member when they need you because you can handle your life no matter where you are or what you need to do.

Just think… you help your clients, you get to send the business communications you are already mailing for free, AND you can now send marketing information and updates along at no extra cost to the people who already want to get mail from YOU.  Now that’s cool.

Coach Cheryl

Do it Yourself

Do it with a Little Help

Do it with Guidance

photo credit: karen horton

When you have no prospects all you can think about is finding a way to get prospects.  When you get those prospects you quickly find yourself overwhelmed because now you have the obligation to follow up and follow through with all those prospects until they either buy, or exit your sales funnel.  My friend Jonathan Farrington recently wrote a post about dealing with feeling overwhelmed with prospects.  His post got me thinking.

I get a lot of calls from people who tell me they need more prospects.  They are convinced what they want is prospects.  Yet, it doesn’t take long to get to what they really want.  Even though they are asking for more sales prospects or leads, what they really WANT is paying clients.

Money in the Bank Today

They want paying clients because those clients mean money in their bank accounts now.  They want clients yet they mistakenly think they have to ask for prospects to get those clients.  When that really isn’t the case at all.

Even though it can seem like mission impossible when you have zero prospects getting prospects isn’t all that difficult.  Because it’s not really all that hard to get prospects you quickly discover that once you get what you ask for… you start feeling overwhelmed.  You quickly find yourself overwhelmed because you try to manage those prospects manually when there is no need to do that.

Automate the Relationship Process

There is no need to manually manage all your prospects even though you think you have to.  The reality is it’s very easy to nurture and develop relationships without a hands on one-one-one approach.  Once you can do that you open the door to leveraging both your resources and your results.

Here’s the reason you ask for prospects when you want clients.  You ask for prospects because you already know your message is not powerful enough to trigger an action, or unearth motivation.  You are trying to push prospects to you when you could easily lead them along a path they already want to follow.

Tug of War

So rather than coming together in a positive way you end up in a tug of war with the very people you want as clients.

When you ask for prospects what you are doing is trying to find ready buyers among all the prospects you’ve gathered.  Rather than helping the people who are already looking to buy find you, you are trying to push the people you’ve connected with into a buying decision.  As you already know that’s a tough sell.  Plus it forces you into trying to control things you can’t control.

You can’t control when someone will become a ready buyer.  Some of the prospects in your sales funnel are apathetic about buying your services.  They know they probably should, and they’re thinking about doing some BUT they just aren’t motivated to do anything about it now.  Some are thinking they need to do something and are in the process of researching their options.  The ready buyers have already decided they need to buy and they are ready to do so right now.

Circumstances outside your control, frequently outside the control of your future buyers, can instantly change an apathetic prospect into a red hot buyer.  These sales prospects move from potential money in the bank to real money in the bank right now.

Every business needs both sales prospects and people you are ready to become clients right this instant.  The thing is you don’t have to settle for just prospects and work yourself to death trying to push those prospects into ready buyers.  You can set you primary focus on the ready buyers.  The prospects will follow.

This is so important I wrote “How to Get More New Clients in 9 Days” to help you get those new clients in your business now.

Coach Cheryl

Do it Yourself

Do it with a Little Help

Do it with Guidance

photo credit: Toronto Rob