There are times when you want to move forward so bad.  You don’t lack enthusiasm, motivation, or commitment.  However, there is something that has you stuck and you can’t move forward until you figure out how to get unstuck.

There are three ways to get unstuck.

1. Find an alternative approach
2. Learn how to do it yourself
3. Pay someone else to do it for you

Depending on what has you stuck each approach is entirely appropriate in different situations.

Sometimes there is an alternative approach.  The challenge is either you are too close to the situation and can’t see it or you are completely unaware another approach exists.

There are some things you simply have to know how to do yourself.  When that is the case it is time to pony up the time and money, search out the right source(s), and get to work learning how to do it.

Then there are certain things YOU really don’t need to know how to do.  Perhaps you don’t even want to know how to do them… ever!  What you really want is someone who understands your objectives to use their already existing skills and knowledge to do it for you so you can move on to other things.

Things like the things you get paid to do;-)  Wow, what a novel idea.

Recently, thanks to many of you, I came to realize a lot of you are stuck in a holding pattern because there are certain things you don’t know how to do.  Plus you want someone else to do it for you.

If that sounds like you then perhaps it’s worth talking about how I might help you get unstuck by doing some of the things listed below for you.

Coach Cheryl

P.S. If you don’t see what has you stuck listed go ahead and let me know what it is.  I might either be able to help you with that or direct you to someone who can.

One thing I have clearly learned through personal experience is an important lesson that impacts all areas of your life.  The lesson I have learned is this…

Run in the Opposite Direction of the Herd

When you need help rather than screaming “help”.  Police will tell you to yell, “Fire!”

In a fire Firemen tell you never to run to the main exit because that’s where everyone else runs.

I have to chuckle when I see all these commercials on TV telling you to buy gold.  They are advertising because they want to SELL you gold.  Gold is at an all time high making now the time to sell not buy.

As it gets tougher and tougher to gain new clients most people think of what they can cut back on when you should be thinking about what you should be spending more on.  Now is the time to adapt then ramp up your marketing not cut back on your marketing.  There will be fewer competing messages in your ideal clients mail box now making your message more likely to get read.

The same is true when it comes to investing in yourself.  Now is the time to gain new skills, improve the skills you have, and adapt the way you get clients to better fit their needs.

I found a perfect example of this while on vacation.  Everyone is hemming and hawing about whether the real estate market has hit bottom.  Everyone wants to buy at the bottom.  Yet, that almost never happens.

Now is the perfect time to buy investment real estate.  In fact, I discovered a fantastic investment opportunity on the West coast of Florida.  In reality, you want to buy when real estate is on the way up not down.  Plus if you want to play in real estate right now you need two things most people do NOT have patience and…

CASH

While everyone else was leveraging themselves up to their eyeballs you should have been squirreling away a hefty nest egg.  It’s never too late to get started on that nest egg.  However, your first priority should be investing in things that make money now so you have more money to set aside now and forever moving forward.

Another thing I know for certain.  If you insist on doing what everyone else does you lose.  You have a lot riding on your business.  Does it make sense to risk everything because you insist on following the herd rather than stepping out and taking the lead?

There is nothing stopping you from becoming the top dog, the pack leader that everyone else wants to follow.

Coach Cheryl

photo credit: kevindooley

Most people trying to sell are afflicted with a terrible disease.  The disease is tunnel vision.  It’s a particularly harmful disease because it keeps you from seeing the opportunities that are around you.

People are creatures of habit by nature.  We like routine ways of doing things, so when we find something that works for us we tend to do the same things over and over and over.  In fact, we continue doing things well past when they no longer work just because we are so comfortable doing them.

Because we like routines and habits we are uncomfortable when we go outside of our routines and habits.  So uncomfortable in fact, we often miss important information and clues.  We miss these clues because our focus is on getting ourselves back to a so-called “normal” routine.

Vacations are a time when we voluntarily step outside of our routines and habits and expect something different.  Here’s what I want you to realize.  Your vacation isn’t just a time to refresh and relax…

Vacations are a Time to Recharge

When you plan a vacation you intend to have fun.  You intend to do different things in different places with different people.  Could there be a better place to discover what you need to recharge your efforts to sell your services?

You just need to focus on the opportunities you can expect anywhere you go.  Opportunities come in the form of…

• Opportunities to get new clients
• Opportunities to meet new partners
• Opportunities to connect with potential clients or partners
• Opportunities to generate cash

Realistically these opportunities exist every day no matter where you are or what you are doing if you just focus on finding them.  You should perceive every person you meet as an opportunity to gain a client, connect with a partner, or make money now.  There are opportunities in nearly everything you do.

Turn Off Your Autopilot

If you’re ever going to take advantage of the opportunities that surround you the first thing you must do is turn off your autopilot.  Start asking yourself these questions…

1. How could this person or situation open the door to potential clients?
2. How could I partner with this person or this business and open doors for both of us?
3. How could I create a connection here that could open the door to a relationship?
4. How could I take this situation and create cash?

On my recent vacation I came across an opportunity to create cash.  I don’t have to tell you the importance of cash.  Cash creates other opportunities in and of itself.  I’ll tell you more about this opportunity in another post.

In the meantime, start asking yourself where are your opportunities?

Coach Cheryl

photo credit: Sylvain Raybaud

My husband was taking a picture from the balcony of our cabin on the cruise we took in the Eastern Caribbean.  As he placed the camera back in it’s bag he announced it was definitely time for a new camera bag.  I had to admit this poor little bag looked pretty ratty.

The camera bag had earned it’s tattered looks.  That bag has been on a number of vacations from Brazil, to the Netherlands, to Tortilla and many other destinations.  Unfortunately, I try to cram everything no one else wants to carry in that poor little camera bag.  As a result the fabric was a little grimy.  The zipper was a little misshapen.  And one of the pockets ripped from too many over-stuffing events.

We happened to come across an outlet mall in Sandestin, Florida.  As we browsed the stores we found a store I thought might have camera bags.  So I grabbed the camera bag with contents from the car and entered the store.

Every Store Clerks Dream… a Prepared Shopper

When the helpful store clerk approached I could not only tell him exactly what I wanted I could also show him.  I wanted another bag about the same size.  Only this time I wanted a leather one.

The store clerk was a little taken aback.  He said most people don’t come so prepared to make a purchase.  Because I was fully prepared it only took a couple minutes to identify a good potential.  Then because I had my existing bag and contents with me I could actually take everything from my old bag and transfer it to the new bag to make sure everything fit.  The bag he showed me fit the bill and my purchase immediately followed.

Setting Yourself up for Success

The store clerks comment struck a chord reminding me of the importance of setting yourself up for success.  How many times have you made a purchase based on what you thought would work from memory only to find out your memory wasn’t nearly as good as you thought it was?  Then you were left with the hassle of returning the item, or you were stuck with something that didn’t work like you thought it would.

Some Common Things that Help

Whether you are selling a service or a product there are some common things that will help.  First, until or unless the potential client communicates they have a need you can fulfill there’s no reason to attempt helping them buy.  You can help potential clients by having a clear message that makes it easy to understand what you can do for them.  Once they say they need something then there’s the match up process.

While I was very specific and vocal about what I wanted and the criteria required potential clients aren’t usually that clear about their own needs.  Quit often they are confused and unsure about things.  They need you to help them gain clarity about their specific needs.  When you ask good questions and listen closely you help them pinpoint what they want and the best way they perceive getting that.

The Keys to Your Success… Good Questions & Listening

All the store clerk had to do was give me what I wanted from his existing inventory.  The same is true for you.  When you help potential clients state what they want, how they want it, and then you help them identify how they would choose the best option.  You can then present them with the exact solution they want the exact way they want it.

When you successfully prepare to sell your services price becomes a none issue.  Rarely will a potential client have previous experience with a service provider who listened as well as you did, who understands what they want and need like you do, and who gives them exactly what they asked for like you did.  Why search elsewhere when everything you already want has been perfectly demonstrated right here right now?

Coach Cheryl

photo credit: Mahesh Khanna

My big brother taught me this lesson years ago.  I have three big brothers and I have to confess I’d probably have turned out a sissy if it wasn’t for them.  Trust me, they cut me no slack for any reason.  They were firm believers that daily beatings were essential to my survival.

My big brother Wayne is one of the best story tellers around.  I could listen to his stories for days on end.  I don’t think he has a clue how good he is at story telling.  That’s probably for the best because if his head got any bigger his neck couldn’t carry it;-)  As you can tell those beatings were never merited.

Look for the Full Parking Lot

 It was around lunch time as my husband and I were driving north on Florida-1 from Key West.  I spied this nice looking restaurant just off the highway that looked like it had killer views, so we pulled off.  Now we should have gotten our first clue when we drove in the parking lot.  I even commented they must not be open for lunch.  Then I noticed their door was wide open and their wooden butler was there to greet us.

We were seated in a great spot.  Oddly enough there were almost no other diners even though it was almost noon.  We ordered our lunch and enjoyed the view as we waited.

Now I have to say the view was worth the price of admission.  However, I doubt my dog would have eaten the food.  As both my husband and I picked at out lunches I started laughing and said, “I guess I forgot Wayne’s rule for picking a restaurant”.  My husband got a chuckle out of that.  Oh well, there’s always another meal around the corner, but you don’t find views like that just anywhere.

Did I mention my big brother Wayne is 11 years my senior?  Sometimes he got stuck hauling the kid around.  I was always the kid because my siblings ranged from 9 years to 16 years my senior.

I first learned this lesson from Wayne as a child.  He got sent on an errand and he had to drag the kid along.  I was probably whining about being hungry or something because he decided to stop and get us lunch.  As we drove around Wayne told me to look for a parking lot with a lot of cars.

You see Wayne’s rule for dining was simple.  Find a place to eat with a full parking lot and you know the food will be good.  It didn’t matter what the place looked like, if the locals ate there you could count on something decent to eat.

When we got to the Clearwater area we followed Wayne’s rule.  We found a place that looked like your local dive.  It was so packed you had to wait for a parking space.  True to Wayne’s rule the food was among the best we came across.

 But I Don’t have a Parking Lot…

As service providers we need to remember that people are looking for the full parking lot.  I don’t mean that literally I mean your potential clients want to know they aren’t your first or only client.  They want to know others trust and respect both you and your work.

Many service businesses don’t have or need a physical location.  So how do others find their full parking lot?

There are lots of subtle ways you can let others know they aren’t alone.  For example, did you know over 4,000 other service providers and sales professionals are regular readers of this blog?

You can also host events where clients and potential clients can have fun and get to know each other.  They don’t even have to be face-to-face.  I’ve held a number of events via phone and the internet where subscribers could engage with me and each other.

The full parking lot represents your street cred for a restaurant.  You can earn your street cred other ways when you don’t literally have a parking lot.  For example, I’ve published nearly 700 articles and half a dozen or so books and ebooks.

There are lots of ways you can demonstrate your cred by becoming a good resource for others.

Sales Coach Cheryl