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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.

5 Words That Will Kill a Referral or a Sale Every Time

May 2, 2013 by Lisa Mininni 6 Comments

You’ve heard these words uttered by entrepreneurs thousands of times when networking.

You’ve probably heard them within the last week.

In the course of a day, you may say them dozens of times to your networking buddies, referral sources, and prospects.

But these words are the quickest way to kill a referral or sale every time.

What are those five words?

“I work with anybody who.”

When you utter these five words, it:

1. Is too broad. It does not paint a picture in your referral sources mind in who to send your way;

2. It’s not precise enough from your prospect’s perspective. It does not clearly convey to your prospect if they are exactly who you work with;

3. Reeks of desperation. It says that you don’t have enough of the ideal clients that you’ll work with anybody right now.

Instead, be exact to attract. When someone asks you who you work with, identify the titles, income, or other demographic information that describes your ideal prospects. When you describe exactly who you work with, your networking buddies will know who to send your way. You will also confirm in your prospect’s mind, that they are a fit for your services.

How to Become Known In Your Field of Expertise

April 18, 2013 by Lisa Mininni 4 Comments

howtobecomeknowninyourfieldofexpertise

We know people do business with people they know, like and trust. So how do you build credibility and get found online?

Using technology in the right way is by far, one of the best marketing tools for fast growth. When you expand your reach and build your credibility, more people will know about you and you’ll become known as the go-to person.

One marketing strategy to become known as the go-to person is through Article Marketing. Article marketing is where a business owner writes articles about their field of expertise. For example, if you have an accounting practice, you may write an article on a timely topic, such as ways to save on your taxes during tax season. If you’re a chiropractor, then you can write an article on how to minimize allergies at the beginning of Spring.

Once you write the article, submit it to article directories or to authority sites where your prospects hang out. Article directories that receive a lot of traffic and good web page ranks are considered authority sites by search engines leading to high traffic. As people search on your topic, they will land on your article on one of these authority sites. At the very end of your article is your biographical summary complete with your contact information sending you valuable, targeted traffic.

For years, this marketing strategy has helped me to educate small business owners on topics in my Entrepreneurial Edge System^TM, including attracting clients, marketing strategies, and lead generation. As a result, quite a few authority online sites such as Huffington Post, CareerBuilder, RainToday.com and CNN.com have published my articles. When my article, You Have a Lead Generation System, but No One Is Buying. What’s the Problem?, was published on RainToday, it also received a Reader’s Choice Award extending the publicity and traffic.

Imagine being able to use those logos on your website, business cards and social media. It’s an impressive way to show off your expertise. By writing high-content articles, you also start to cultivate that trust factor.

With article marketing, you not only educate your prospects, you will drive traffic to your website by leveraging technology. When you systematize so that your article marketing happens consistently, you will expand your reach and close the gap so people find you and you become known in your field of expertise.

Is the Force of Focus Within You?

April 4, 2013 by Lisa Mininni Leave a Comment

As cheesy as it sounds, there is a lot of wisdom in the quote from Star Wars, “your focus determines your reality.” As entrepreneurs, you can get trapped into an illusion that you are actually taking steps to grow your business. You’re busy, so you must be focused right? Wrong.

So what does unfocused look like?

• You think everyone you meet is a prospect.
• You walk into your office each day, wondering what you could do to bring in more business or you’re doing all busy work instead of the revenue-generating activities.
• You deeply want to make more money and get your gifts into the world, but you’re riding the fence between looking for a job and starting a business.

If you can relate, then remember the Principle of Focus:

• What you focus on you find
• What you focus on grows and increases
• What you focus on seems real
• What you focus on you ultimately become

You will find no clients if you think everyone you meet is a prospect. Not everyone you meet is your ideal prospect. Without a plan, you will be confused on how to reach your targeted audience. Without a solid commitment on your direction, you will continue to struggle.

When you focus on an area and excel at it, doors will open for you. [Tweet This!] To illustrate, one of my clients is a Financial Advisor. There’s not a networking group you can go into without meeting a Financial Advisor. Without focus, you can become a commodity, like many Coaches and Consultants have become because they don’t have a focus. So how do you create such a focus that you are the go-to person for your type of service?

The first thing my client did was get really clear on the ideal person she wanted to serve by working through her Preferred Client Profile^TM. In working together, she identified specific ideal client. Now, she is the go-to person for women who are going through a divorce or contemplating divorce, making it really easy for her referral partners to send the exact referral.

Because of her focus, she has broken out of being a commodity and into a specific market. With a clear client profile and a plan, she has exceeded her financial goals (while having two small children in tow).

It all comes back to focus. When you’re focused, you’ll find:

• Opportunities you haven’t considered.
• Access because you make it easier for others to understand who you serve and how you serve them.
• Your business grows faster because all of your marketing activities are aligned to attract your ideal clients.
• Your decision-making becomes easy.

That’s the force you create when focused. It’s easy to stray, so keep the Principle of Focus front and center by taping it to your computer.

What will you focus on today?

Marketing 101: Consistency

March 14, 2013 by Lisa Mininni 1 Comment

No matter what type of business you have, consistency is key to succeeding. From marketing to customer service, consistency can make or break your business.

What often happens, however, is business owners get into the market-market-market, work-with-your-clients, market-market-market cycle causing up and down flows in your prospect pipeline and cash flow.

To continuously feed your prospect pipeline and cash flow, you must regularly apply your marketing messages. When you do, it sets an expectation. As you consistently provide information-rich topics as well as engage your audience, your prospects begin to look forward to your messages.

When you are consistent, the dependability of your messaging creates a rhythm. As you consistently meet that expectation you’ve created, it instills trust over time with your prospects. It’s creating that ongoing stay-in-touch system – a critical component in turning those prospects into customers.

“Consistency also gives your customer confidence that the next time they do business with you, they will have the same experience.” said Marilyn Suttle, Best Selling Co-Author of Who’s Your Gladys? When you set the standards and meet those standards, it increases your chances the customer will come back again.

Here is a process to create more marketing consistency in your small business:

1. List areas in your business where you can create more consistency. (For example, networking, newsletter, and social media marketing.)

2. For each area, identify a pre-determined schedule and place them in your calendar. If you belong to various networking groups, make sure the events for the entire year are placed in your calendar. The same goes with your newsletter and social media marketing. Plan out an entire year of your messages. Your messages should be a mix of engaging, thought provoking, and high-content quotes, articles and/or videos.

3. Finally, make sure to execute your plan. Delegate or use automated systems to leverage your time in the execution of your plan. When you do, your marketing consistency will create a rhythm.

Once you take all of your marketing tactics and regularly apply them, you’ll notice how many more clients you bring in. When you have that systematic consistent marketing process, you will build unstoppable momentum.

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If you found today’s training video helpful, you’ll love Lisa’s signature program, The Entrepreneurial Edge System, where she walks you through how to automatically bring in pre-qualified prospects and turn them into invested clients up to 98% of the time.

You will discover:

How to become known in your area of expertise
Specific strategies and techniques to bring in multiple income streams
Ways to automate your marketing so you consistently fill your prospect pipeline
How to create your own Business Blueprint so you have your very own road map to effortlessly build a profitable business you love

Get started today.

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