sales conversion tips Archives - Excellerate Associates

What Does Pace Have to Do With It?

June 13, 2013 by Lisa Mininni 1 Comment

Welcome to the free Wired to Win Video #3 of 4: What Does Pace Have to Do With It?
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Most entrepreneurs fail miserably at sales and executing their business model.

Why?

They operate from their very own wiring which often gets in the way of growing a business. They don’t understand how they are getting in the way of their success and worse, how others want to receive their information.

As an entrepreneur, would having a deeper level of insight into how people tick help you to make better decisions in executing, hiring, and improving sales?

You bet!

Your natural wiring is present at birth and stays with you throughout your lifetime. Yet, very few people actually know how much their wiring is impacting their life and their business success.

Cue in on how others need to receive their information, and watch as you improve your relationships, communication and results.

Whether you’re conveying an idea, networking or working with an existing client, there is an element of your natural wiring that can make or break any conversation – and that is pace.

So where does pace come from in your natural wiring? Pace comes from our patience level. There are those people who have a low amount of patience as part of their wiring; and conversely, those who are higher in their patience.

It doesn’t mean either can be patient at times. Rather, it tells us how we work. If you have low patience, it creates a short attention span, which creates more of a juggler. If you have a greater patience level, it creates more long term focus; therefore you’ll be more sequential in your work flow.

What’s the value in knowing this?

Recently, I was reminded of an interaction between two of my clients. One was naturally impatient and one was more methodical. The methodical client asked for some feedback and in rapid fire, the impatient client had already thought of a solution and was rapidly firing questions at her. Before my methodical client could answer his first question, the impatient client was already giving her another question.

My methodical client became frustrated because she was unable to think through her thoughts fast enough to respond. Meanwhile, my client who was wired more impatiently wanted to get all of his ideas out before he forgot them. I gestured to my impatiently-wired client to slow down. We all laughed at the situation recognizing what had just happened.

When someone talks quickly or reacts quickly they typically like to receive their information in the same way. Conversely, if you like to talk more methodically, you like to deliver your information in the same way.

However, when talking with a person who is your opposite, your message may get lost or worse yet you won’t create a win-win situation.

So the next time you’re networking, talking to a prospect or interacting with a colleague, remember where pace comes from.

Become skilled at knowing how to deliver information the way the other person wants to receive it so you can be a better coach, consultant, or CEO.

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To learn all about your natural wiring, join me for my Wired to Win Series on June 26, 27, and 28, 2013.

The Silent Process That Explains Why Your Sales Conversions Fail

May 23, 2013 by Lisa Mininni Leave a Comment

When entrepreneurs are building a business they love, they are often so overjoyed to help others, they talk to everyone and anyone about it. If you were to ask them if they are desperate for sales, you likely get a definite, “NO!”

The fact is that as you listen, there is an underlying silent process.

It’s so subtle, yet so powerful.

You may not even be present that it is exists while you’re talking to your prospect.

However, it is almost as if the prospect feels it unconsciously.

What is it?

Attachment to your prospect’s choice or decision.

It’s not that you’re begging for the sale outright. It’s so much more silent – just underneath the surface. What are the negative effects of being attached to someone’s decision?

You feel an internal panic that your prospect is not going to say yes.
You run the risk of negotiating from a position of lack and experience low self-esteem.
You will have people overly dependent on you for their outcomes.
You start de-valuing yourself or your product.
You don’t have anyone else in your funnel so everything depends on that person saying yes.

The key is to slightly detach from their choice. The more you want the sale, the more you will go into push mode. I don’t mean that you should be completely unfeeling. What I mean is that if you don’t slightly detach from the outcome, you will not only sound needy, you are needy.

Detaching from the outcome is a process. Here’s one quick tip to implement at the beginning of your sales process. When you are developing rapport with your prospect, set an expectation. Let your prospect know that the choice is theirs.

An important way that you work with your clients is to have completeness, which includes a yes or no decision from them. The worst place you can leave a prospect is sitting on the fence. By setting this expectation upfront, you’re allowing them to complete their choice: whatever choice they make.

There’s one more important point about slightly detaching. A no does not mean rejection. If it feels like rejection, then you may be more attached to their decision than you think.

As a subject matter expert, you provide a valuable service. When you have a strong belief in your product or service with slight detachment on the choice your prospect makes, you become appealing to them.

The best part?

When you detach, you’ll feel a sense of personal power, confidence, and peace. And that internal confidence is precisely what will attract your preferred prospects to you.

Are You Asking Your Prospect to Marry You on the First Date?

October 11, 2012 by Lisa Mininni 9 Comments

Recently, I had a member of my community write in to tell me that his biggest frustration was that he feels that he is overwhelming his prospects a bit too early in the enrollment/sales process.

If you feel this way or you feel you’re giving away your valuable advice for free, you might be trying too hard and too early to convert a prospect to a client. This happens frequently when you don’t have your sales flow mapped out.

It’s humbling to watch entrepreneurs make the same mistakes I used to when I got my business started. Asking someone to do business with you the very first time you meet them is like asking someone to marry you on the first date. Getting the “yes” answer to your proposal often requires more than just one touch point before someone decides to do business with you.

To get the “yes” answer, many consultants or coaches make the mistake of giving more information in their one-on-one meetings, often overwhelming their prospect. The problem isn’t more information. The reason there is a lack of conversion is often attributed to:

Prematurely setting up meetings with prospects
Having no way to pre-educate your prospects, and
Having no systematic way to keep in touch

One of my Entrepreneurial Edge System Alumni who is a consultant experienced the same problem. When she learned how to systematize her pre-qualification process, she immediately recognized a savings and converted more of her prospects to clients. Once we mapped out her sales flow, there were two important changes she implemented to her sales process:

First, she pre-qualified her prospects before scheduling a meeting with them. She discovered she wasn’t using all of her marketing assets, including her website. Rather than waiting for a face-to-face meeting, she answered her prospects frequently asked questions on her website. She also offered her prospects a free downloadable eBook that gave her prospects the ability to assess their situation before meeting with her. When they scheduled their meeting with her, the information they worked through in the eBook would then be reviewed. Her prospects appreciated the framework to immediately sort through their main concerns and individual situation. Because she shifted the way she worked, she freed up her schedule so she could take on more clients.

Second, she automated her follow up process. With an automated follow up process, her prospects received messages that engaged them and continued to pre-educate them. If you’re thinking that automation can’t possibly nurture a relationship, think again. The magic happens in the way your messages are written. A carefully written message can make the best of automation, engage your prospect, and provide continuous value to your prospect when done right. Automation does the heavy lifting yet still provides the flexibility for you to respond directly with your prospect.

Not only did my client save approximately three hours per prospect by pre-educating them, she increased her conversions over 50% in just 30 days, and more than quadrupled her income in just one year.

If you feel like you’re overwhelming your prospect, consider breaking apart the information you provide in smaller digestible pieces and giving value to your prospect over time. Remember to make their next step in doing business with you clear to them. A systematic approach might be just the ticket to simplify your sales process, making it super simple for your prospects to do business with you.

You have a lot going on in your business, but are all of your marketing pieces connected? If you’re wondering how to automate your marketing, automatically bring in pre-qualified prospects and turn them into invested clients 98% of the time, then get started today with the Entrepreneurial Edge System^TM Implementation Program. In this step-by-step, comprehensive program, you will discover:

How to automatically bring in pre-qualified prospects
How to reverse the sales process so your prospects choose you instead of you chasing them
Systems that easily automate your marketing and bring in multiple income streams
How to set up your Business Blueprint^TM so you put all of the pieces of your business together so you Wake Up Profitable.

Find out why high-achieving influential entrepreneurs, like you, attend my LIVE Wake Up Profitable Event every year. Click here to learn more, and get your BONUS Ticket to my 2013 Wake Up Profitable Event.

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