It is time to LEVEL UP

With just 100 days to go before Christmas, there is no time like the present to make the decision to LEVEL UP your business. What do I mean by that? Well quite a few things actually:

STOP HIDING BEHIND YOUR COMPUTER

While social media is a powerful tool it is not the only way to reach your audience.

Some of the people who need and want what you provide are listening to a radio, reading a newspaper, attending networking events…. they may NOT use social media to search for the solution that you provide to them.

Stop being lazy and stop making excuses and do the work to get in front of your audience if you really want to make the sales you truly desire.

People would not buy from you if they do not know you exist. You have to create a business that gets seen and heard in the clutter of all the noise and traffic that your ideal clients are experiencing everyday.

PLUS, your marketing and sales strategy should include how you show up in different ways in different places so you can reaffirm with your clients that you are the ONLY solution to the challenge they are facing.

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Just 2 years ago when I jumped into coaching I was working Sunday to Sunday sometimes up to 17 hours each day. I was on a constant roller coaster of booking calls, getting people on the phone and talking to as many people as possible. Somedays I would talk to at least 15 people at a time. PLUS I spend a load of time posting in other groups, doing videos, sending emails and attending events…because I thought this is what I needed to do in order to make my business take off.

Little did I know at the time that I did not have to burn myself out to exhaustion to have a business that I loved. I started to focus specifically on a strategy that would make me happy that was specific to my business and the life I wanted. I was never interested in being like any other coach or being compared to anybody else. I chose the quality of life that I wanted and I had to design my business around that.

I raised my prices
I increased the value in my programmes
I cut down my work days from 7 days to 4 days
I did targeted videos and ads
And I got really specific about who I wanted to work with ( I say NO to alot of people if I do not feel they are the right fit)
And I hired people to work alongside me to grow my business

That was a conscious decision I made to LEVEL UP my business and my life so I had more time to spend with those I love and pursue other things that gave me pleasure. I am still learning and growing but until I made that decision, my life was in chaos and my health was topsy turvy.

You decide what your life and business should look and feel like. It is not a once size fits all and you do not have to do all those tons of things you do not want to do.

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One size does not fit all and what may work for me in business may not work for you for a number of reasons

1. Our goals may be different
2. Our ideal clients are different
3. Our budgets are different
4. Our tools and resources are different

So stop watching what your competitors are doing and instead focus on creating a marketing strategy that works specifically to your business.
One that develops out of the goals you set for yourself.
One that speaks directly to your ideal clients.
One that you can afford and one that utilizes the best tools and resources that you do have available

Not because everyone is doing it means that is what you need to do or that is the way you should be doing it. Make your marketing look and feel unique to your audience.

Now is the best time for you to LEVEL UP and I do not know how else to say it to you. To be successful you can longer be contented to play small and just do the bare minimum to get by. You have to make the decision to be uncomfortable, to ask for help, to stretch yourself beyond your limits and put in the work to get the results that you truly desire in life and business.

If you are ready to make this bold leap, then just simply reach out to me and 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

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Great Content is all around you!

Creating content was never really a challenge for me and I only realised how much of a struggle it was for others when I started to coach entrepreneurs.

I have always been a writer and creator of content. From a young age I would write stories and share it with my family. Creative writing was always a strong suit and I kept a diary from as young as I can remember. Always getting my thoughts out.

It was no wonder that when I finished 6th form I got a spot as a student in UWI in the Humanities department studying literatures in English. My dream was to be a lawyer but faith had another plan. And as soon as I did my first english course I knew I was where I was meant to be. Writing, creating stories and content. I read and I wrote and I have at least 3 unfinished books on my laptop as we speak.

I always joke with my friends that one day I would write a best seller of my life because it will be too juicy!!!

But creating content, sharing stories, tapping into people’s emotions has always been a love of mine and I turned that love into a business. As a coach, I understand business since I have been in business over 15 years but I understand how content drives sales in business and it is how I have been able to sell out my programmes every single time. Because of the content I share. I shared how I create content that sells in an article I wrote last year. Have a look here

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Adanna you are in my head…. that is something I have gotten accustomed to hearing from my clients on a daily basis and that is not by chance.

You see when I worked with a particular coach in 2016 and we were working on creating programmes and messages for my audience, she told me….just listen to them.
Listen to what they say
Listen to what they complain about
Listen to how and what they celebrate
Listen to the questions they ask
And you will never be without content

This really stuck with me and is the reason that after every client session I take notes of what we discussed and then I create content.

Some clients even accuse me of calling them out…but the truth is that if they had that thought, complaint or concern then most likely someone else is also thinking it.

From what my clients say I would
Post in the group
Post on my page
Write a blog
Send an email
Do an ad
Create a video

Listen to your clients and you will find your content!

Everyday for almost 9 years I wrote content everyday for staff of the bank, for my immediate staff and for the general public. As the Senior Communications Officer and then the Senior Public Relations Officer at the Bank my job was to create content and connect with my numerous audience. Even though I was not selling a product, I had to sell them solutions and make them know, like and trust the bank….no easy feat.

I created content for our websites, our internal newsletters, our intranet, for Governor’s speeches, for press, radio and tv ads and for presentations to the general public.

I remember being the lead on the National Financial Literacy Programme and the Office of the Financial Services Ombudsman and tasked with ensuring our messages were clear and getting an entire nation to know about the programmes.

Everyday we created content that triggered an emotion, engaged with our audiences and used our content to teach them about financial literacy. We used so many different platforms like emails, billboards, ads, websites, social media and public speaking engagements to share the benefits of the programme with the public. I had to convince thousands of people that these programme were the answer to financial literacy in Trinidad and Tobago.

I share this to tell you that no matter what type of business you are in, whether online or brick and mortar, whether selling products or services, whether profit or non profit….you have to create consistent content for your brand. Content that will build know, like and trust. Content that will encourage your audience to make a decision. Content that resonates with their emotions.

And if you want to learn how to create content that sells, content that makes sense and content that converts into sales 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

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

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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?

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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

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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

 

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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?

 

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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

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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!)

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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.

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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