6 key lessons I teach my clients

As a business coach and consultant, you can imagine that I am bombarded by emails, private messages and phone calls everyday asking about the ins and outs of business. And while no 2 businesses are alike or even have the same goals or strategies, there are a few keys discussions I have with every client that engages my services. Because it is important that they understand that with a fundamental understanding of these topics, they may very well struggle to attract clients and grow their business. Each one of the elements need to be taken into consideration to grow your business. So let me share with you what we usually discuss in our sessions:

  1. Mindset

If your mind is in a mess then you are not going to succeed. Have I made myself clear? I know this is hard for many people to grapple because they just want to jump into strategy and marketing and all the nice things to make money.

But if you want to make money you have to start fixing your mindset. What you think about yourself, your business and your environment. Not just being positive…even though that helps, but believing that you are a powerful force to be reckoned with and that nothing can stop you from achieving success in this life.

You have to believe it, say it, walk in it, sing it out loud, write it out, preach it, sit down in it, stand in it and make it your daily reality!

You cannot have a busted tyre when you are driving a Mercedez Benz. Nope! You have to make sure your tyres always have air and are road worthy. Make yourself success worthy every single day

majo-villalon-412447-unsplash

2. Branding

How many times have you heard that your brand is YOU! And yes I hear all the complaints about not wanting to be the face and blah blah blah but whether you are the face of the brand or not your brand is a reflection of your personality.

Each brand has a unique personality which resonates with the audience they are trying to attract. Think about your own personality traits and see if they tie into your brand

  • Are you warm and soft
  • Are you louder and outspoken
  • Are your colourful or more subdued
  • Do you like adventure or like the indoors

How does your own personality tie into your brand and what you present to your clients? Check out this blog I did recently really explaining how to build your brand- Are you your brand?

daria-nepriakhina-474036-unsplash

3. Marketing

Marketing is a combination of activities that you do together in order to attract the clients that you want. It is not one task that is done in isolation but a combination which work together to get you the results that you want.

When somebody says they struggle with marketing more than likely they are posting on 2 social media platforms and that is all. That is a big no no. Think about all the marketing tools available at your disposal like

  1. Video
  2. Email
  3. Blogging/articles
  4. Posters/Fliers
  5. Interviews
  6. Networking events

Combining a few of these things together will ensure that you build know-like and trust and you are seen and heard by your audience and so close the sale!

I even spoke about this topic at length in a blog last year called M is for Marketing

85fifteen-323874-unsplash

 

4. Sales Strategies

Selling is simply having a conversation with your clients about their challenge and how you can solve their challenge. But there may be a few reasons that you are not selling enough or even at all….

  1. If you do not love what you are selling. And I mean if you are not obsessed and totally feel aligned to it then it shows in your sales process
  2. If you are not asking for the sale often. If you only ask people to buy from you on a Monday but not any other day then your sales will dwindle and I mean literally tell them come buy from me after you give them a heap load of value.
  3. If your prices are not in alignment with your audience. Prices are not pulled from the top of your head…no. Prices are derived based on many factors one of which includes how much the market can manage. Do your research and price accordingly but DO NOT UNDERPRICE AND HOPE TO GET SALES!!!!
  4. You are selling to the wrong people. If you are trying to sell bananas to people who love apples then you are wasting precious time and resources. Sell to those who love what you are offering and they will buy from you over and over and over again and then refer you to another banana lover.

The truth is that in order for you to make consistent sales you have to stay connected no matter what, I explained exactly how in Stay Connected to get more sales

 

rawpixel-com-603646-unsplash

5. Online Strategies

What online platforms are you on? Do you know that even though facebook may be the most popular it is not the only platform that you should be connecting with your audience. This is a common mistake. Build a facebook page and they will come……ammmm nope!

In fact, for you to really see your business grow you need to have an online strategy for your business and not just wing it. Your strategy will include

  1. A consistent look and feel. Are you using different colours and font and there is no cohesion to your look? Then you are confusing your audience
  2. Is your message on point? Are you speaking directly to your audience about the things that they want to hear about or are you jumping from a motivation piece to pictures of a cat, to a happy birthday announcement? What is the ultimate message that you want to share? Share that consistently
  3. Are you consistent or only showing up on Thursday night at 8pm. No you do not need to show up every hour on the hour to be a force online but you need to show up consistently enough that your audience gets to see and learn from you and ultimately buy from you.
  4. Finally, it is not about you, it is about them! Hard pill to swallow yes but it means be social and engage with your audience and talk to them often. Show them how much you care and love them and they will reward you by buying from you.

What strategy are you using for your online presence?

 

group photo

6. Team work/ Building a team

 I am a big believer in team work. I know I would not have come this far if I did not have a team. Not even a huge team but a team of dedicated people who keep me accountable, who share tools and resources and help keep me on the right track. Everybody deserves to have a team because we do not need to build our business alone.

Those days are over! Because there is enough in the Universe for all of us to be millionaires and to be powerful if we would just put down our barriers and believe in others as well. Not everybody is trying to steal your dream…in fact nobody can do that. But there is abundance in this universe and as a team we can definitely all succeed.

There you have it folks. 6 key lessons I teach my clients. Does it make sense? And if you want to know how my clients tend to access me 24 hours a day for even more business advice then join me in my private facebook group of over 3000 entrepreneurs from around the world. Join us and let’s keep the discussion going

private fb group- DBS

Advertisements

Who is your ideal client?

Many times when a person decides to start a business, they never think about their ideal clients. I mean really think about them and write out the characteristics of them. You tend to focus on starting a facebook page, having a pretty logo and starting to sell. And when you have done all of this and then get no sales, there is a huge uproar. One of the reasons, (and by no means is this the only reason) you are getting no sales is because you are trying to sell to EVERYBODY even though everybody does not need or want what you are selling. You have this false belief that your product/service is so great that everybody will rush to purchase. This is so false and actually many business close after 1 year in business not because their product/service was horrible but simply because they did not take the time to fine tune who they wanted to serve.

What is an ideal client?

An ideal client is that person who needs what you have. They do not question your price and they are seeking out a solution for a problem and they know you can solve their problem. Your ideal client is a sweetheart and sometimes called a soul mate client because they understand and appreciate your product or service. They also recommend you to others and give you glowing testimonials all the time. Sometimes they do not even realise they need you until they have used your product/service but once they do there is no turning back. An ideal client buys from you over and over and over again! Sounds perfect right?

But why is it important to find them?

Once you know who your ideal client is, it is sooo much easier to share value and sell everyday. They want to soak up the information that you are sharing. Knowing your ideal client means you speak directly to a person who wants to buy from you. They know, like and trust you and they become your brand ambassadors. Knowing them also means that you save time, money and resources. It also means that your marketing and sales efforts are more focused and fine tuned so you can sell more and work less (almost ideal!)

ask questions- jonathan-simcoe-88013

But where do I find them?

This is the part where the ball drops. You have to go looking for them. You have to ask around. You have to look at the people who have bought from you before or who are buying similar products and services to yours. You have to pay close attention to what people are saying and consuming in the industry. Most coaches and marketing gurus will give you a simple exercise to complete which speaks specifically to the demographic of your ideal client. For example,

  1. Are they married, single, divorced or widowed?
  2. Are they male or female?
  3. Do they have children and how many?
  4. What is their household income?
  5. What is their disposable income?

These questions really tackle the basic information about your client. And they are important because a single woman spends money differently and her priorities are different to a married woman with 3 children. You have to identify these basic qualities so you can understand what is important to them and why they buy.

In addition, you look at where they live, where they spend their time both online and offline, the brands they follow and the people who they consider influencers. Why? Because you need to be wherever they are everyday!

But a great sales person needs to know about the emotional parts of their clients. What makes them tick? What keeps them up at night? What can’t they live without? How do you find these answers? You simply ask people who have bought from you; who have expressed interest in your product or service or who you know need what you have to offer!

What do I do when I find them?

When you have narrowed down exactly who needs you and how they need you then you start to share value. You pay close attention to the language they use when they are speaking about the problem they are experiencing. You talk directly to them about their problems using the exact words they use (psychology of selling!) and share how you can help them sleep better at night. Give value everyday and ask for the sale.

Where do I start?

Start by writing it out. Get it out of your head and write out the exact features of your ideal clients until you have created a persona that you can actually visualize. It helps to also give your ideal client avatar a name. But remember, you can also have more than 1 ideal client based on where they are in your buyers journey. So keep plotting away until you narrow down exactly who they are and how you are helping them. In a previous post- Stop Living in a Ghost Town I shared some useful tips about how to engage your ideal clients consistently.

And if you still need help, then contact me for a FREE 30 minute consultation and let’s get to work identifying your ideal client.

 

 

 

 

Stay connected to get more sales

I know the one thing most entrepreneurs have in common is the need to increase sales. That is the number 1 request I get when I start to work with a new client. And many of them expect me to advise them to do a big sale, create a flier and post it all over the place and then they are very disappointed when I give them my simple answer. To get more sales you need to stay connected. Simply put, it means that you have to be at the heart beat of the action and become part of the conversation. Here are some simple ways to stay connected to get more sales:

1. Respond to others.

Spend at least 45 minutes every morning and evening responding to other people’s questions. I know this may be challenging so some but it is very effective to get eyes on your profile. You see every time, you comment or add your opinion to some one else’s post, if they don’t know you they will check your profile. Others will start to respond under your respond and more than likely also check your profile.

 

2. Ask relevant questions.

This forms part of your market research (something we spoke about in an earlier post- Are you doing your research). Asking questions will help you get a better understanding of your audience and allow you to interact with them even more. Make sure that you also respond to their responses so the conversation continues to flow and you build rapport. Research is a key component of building your business as I discussed here in my video- Why market research is so important  

 

3. Share valuable information on your social media platforms

that you know your ideal clients want. It may be an article, a video or some training. But you are not just dropping a link and running…oh no…you are sharing and telling them why you are sharing it and asking for their opinion about what you are sharing.

 

4. Give them a reason to connect.

This is where a great opt-in comes into play. An ebook, training programme, swipe file or cheat sheet etc are some great ways to connect and get more sales. By giving them what they want through an opt-in you add them to your email list and then you can continue the conversation after they have received it. Just make sure what you are sharing is what they really want and continue sharing more after they have opt-in. I am ready to Crush my Email

 

5. Speak at events or host an event.

This is the tried and true way to stay connected. Speaking to an audience is going back to basics before we had the internet and it is still one of the best ways to stay connected. People remember what you say and the feeling they had when they hear you share your story. Connecting with clients on this level is a great way to get more sales because it increases your level of authenticity. group photo

 

6. Reach out to clients

New and old. Make it a habit to stay connected to clients even after they have bought from you because there is a higher chance that once they were satisfied they would buy from you again. Whether by phone, email, text etc, staying connected with people who have already done business with you always leads to sales, referrals and more

 

Connecting should be a way of life for any entrepreneur because it is part of the life blood of your business. It is tied to your visibility and your sales. It is tied to your marketing and promotions. As an entrepreneur you have to stay connected, continue to build more connections and stay relevant to your audience as you continue to grow your business. Connecting is the long game to your own success.

 

Still looking for a great way to connect? We are waiting for you in here.

private fb group- DBS

 

How to sell without selling

Time and time again we see businesses especially on social media post ad after ad about their product or service. They get one or two likes and no responses and worse yet nobody buys their product or service. They get depressed, despondent and throw their hands in the air and say that nobody wants to buy from them.

You want to know the truth, the whole truth and nothing but the truth?

They are selling the wrong way!!! That is what it actually boils down to.

How many times have I heard that people want to be taught not sold to. As entrepreneurs we have to understand the buying habits of clients are changing. They are in search of information because they want to make informed choices. Many times cost is not the biggest factor even though it may be a factor. But their trust in you and belief that you can actually solve their dilemma is the reason they will buy from you. If you can get them from Point A to Point B!

You do this by showing up and showing them how you can help. Give them details about your products or services. Show them the lifestyle they can have if they buy from you. Give them valuable information consistently so you will be positioned in their minds as the go to person for that particular product or service whether you have the highest price or the cheapest price.

Create opportunities both online and offline where you can talk about your business and the benefits to your ideal clients so that they know, like and trust you. Start selling the right way and you will not only get new clients but you will get recurring clients wanting to buy from you and referring you to others repeatedly. Your clients will become your own walking billboard because they have that much faith and trust in you.

Look at some of the leading brands that you follow. Examine closely their online and offline presence and many times you will see that they ‘sell’ you on how your life will be better. How your life will be improved by buying their product or service. They show you how their products are used and ensure that you know the benefits of choosing them over a competitor.

How are you selling to your clients? How are you ensuring that you are positioned as the ‘expert’ in your field? Do you need to master the art of selling without selling? Then you know what to do…book a FREE discovery call with me  and let’s get started