Raise your hand if you get a little jittery when the subject of how much you charge comes up with a potential client.
Ah yes, if only we could give our services away for free and still magically earn a good living, everything would be so much easier, wouldn’t it?
But such is not to be and I’ll tell you why (WARNING: I’m going to get a little woo-woo right about now) – money is a metaphor both for value and for our connection with Spirit. And since your business is the best darn channel for personal growth known to man, this whole money thing can’t be glossed over.
The crux of the problem is, somewhere along the way we developed this crazy notion that money is a bad thing, and that because our natural passions and abilities come easy to us, it’s wrong to profit from them.
It’s no surprise in a culture that teaches us to separate making money from being a good and spiritual person, that we would have some schizophrenic tendencies when it comes time to value our gifts…
To continue reading What Does Money Mean In Your Business click here…
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January 6th, 2010
Last time I shared four practical tips for how to develop a compelling offer - Make sure it’s a desirable topic, craft a juicy title, add on a tempting bonus and get clear on the value before you settle on the price. (Click here if you missed it or want to review. . .)
Today I want to begin talking about how to present that offer in the most appealing way.
People prefer to accept help (and hiring you is one form of accepting help) from those they know, like and trust. So whether you’re reaching out to a potential client through an online promotion or through a one-on-one conversation, establishing rapport is the first and most crucial step in the process.
Instead, many heart-based business owners mistakenly focus on what they think of as “selling” when it comes time to present an offer. And that actually goes against their spiritual beliefs and values.
I totally get it. I used to get caught in the same trap, thinking that marketing and selling my expertise was something entirely separate from delivering it. The problem with that separation is it automatically takes you out of your place of strength (that centered and connected place you come from when you’re in the flow of working with a client).
I’d like to share a simple strategy for centering yourself in your power as you engage in any kind of “selling” interaction. . .
To continue reading How to Present Your Offers with Love So Your Audience Will Love Your Offers click here…
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December 17th, 2009
Few things are more discouraging to a passionate entrepreneur than creating products and programs that don’t sell well.
It’s hard not to take it personally, which can bring up feelings of doubt, hurt, disappointment and even embarrassment. But for the savvy, “I’m gonna make it happen” business owner, there’s no such thing as failure – there’s only feedback.
When the feedback you get is an audience that’s not buying, it’s time to take a look at the offer you’re making.
There are two levels to creating a compelling offer. I want to share some of the tips from my Passion for Profit coaching program on what you can do in the development stage to ensure that you’re creating an offer your audience won’t be able to resist. (Then, next time in Part 2 we’ll look at how to present the offer in the most desirable light.)
Here are four clear-cut and simple tips you can use to be certain you’re putting your time and energy into offers that will get snapped up!
To continue reading Make ‘Em an Offer They Can’t Refuse (Part 1) click here…
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December 2nd, 2009
Today’s What to Say If You Hate to Sell tip strikes a bit of a serious note about what REALLY gets in our way as we grow a successful business.
Let me know what you think. . .
I mention the “upcoming” call in the video. November 18 has already passed but you can still get the audio recording of the call here. (I got rave reviews so I’m sure you’ll find it well worth listening to.)
November 21st, 2009
Talking about money and pricing is often a HUGE stuck point for heart-centered business owners. That’s when the old conflict between contribution and cash rears its ugly head.
Today’s What to Say If You Hate to Sell tip offers a simple solution. . .
I shared a lot more valuable tips and ideas on a recent call. You can still get the audio (free, of course) by clicking here. . .
And you can learn all the details about the upcoming “What to Say If You Hate to Sell” training here. . .
November 20th, 2009
On last night’s teleseminar, I talked about a very big problem many heart-centered business owners have – and that’s knowing how to talk with people effectively about what you have to offer, about how you can help them.
I shared 5 “Selling Styles” that can damage your success. One of them is the Jekyll and Hyde - that’s when you’re humming along, being yourself, right up to the point where you make your offer. . .
. . .then suddenly your Natural Self disappears and it’s like you’re another person, maybe too salesy or too awkward. It’s definitely uncomfortable for both you and your potential client.
To learn more about the different selling styles (and the one you want to develop - that will encourage people to say ‘yes’), go here. . .
November 19th, 2009
I was hiking the Ventana Canyon trail this morning, thinking about how I could help you be more successful with your one-on-one “Get ‘Em to Say Yes” conversations with potential clients. (I do think about you even when we’re not together.)
I had a wonderful epiphany out among the saguaro cactus and I couldn’t wait to share it with you.
Join me for more non-salesy sales tips on Wed., Nov. 18.
Click here for details. . .
November 15th, 2009
As part of the registration sequence for an upcoming free teleseminar I’m doing, I’ve been asking people to tell me about their biggest obstacle when it comes to the one-on-one “selling conversation.”
One lament that particularly caught my eye (and that I hear from clients repeatedly) is a confession to feeling afraid to talk about fees. And based on past experience, I can tell you that means each of these passionate business owners is undercharging.
Here’s my motto: You get what you pay for, and you DO what you pay for.
What that means is when you undervalue your offerings, you’re doing your clients a serious disservice. (Not to mention cheating yourself.)
I can see that it’s time we had a frank talk about the value of what you do.
And to really get my point across, I decided it would be more fun (for me, at least!) to do this as a video. . .
To continue reading No More Fear or Guilt About Your Fees click here…
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November 11th, 2009
I’m about to share another tip in my series on What to Say If You Hate to Sell.
WARNING: This video series is ONLY for those of you who have a love/hate (or maybe just plain old “hate”) relationship with selling. (Oh, the horror!) The rest of you can go stop reading and go walk the dog or something ‘cuz you wouldn’t understand. (It’s a sales-shy thang, ya know?)
Today’s installment explains why –despite being the intelligent, compassionate person you are- trying to have this type of conversation on the fly is a grievous and financially costly mistake.
Enjoy!
Go here to learn more about my upcoming FREE call where I’ll be sharing lots of great ideas and information about how to develop a “sales style” that’s a fit for you.
November 8th, 2009
I’m putting together a series of video tips for you on the topic of “What to Say If You Hate to Sell.”
I know it’s a pretty hot topic for many heart-centered business owners and I feel I’ve got a lot of credibility in this area because I know exactly what it’s like to hate to sell!
I used to refer to myself as a “selling coward.”
Fortunately, I figured out a way to have those all important “selling conversations” and I’d like to share some of what I’ve discovered in these video tips.
Here’s Tip #4 – The One Attitude Shift That Makes ALL the Difference
(they’re being posted in random order, just to make things a little more exciting!)
Click here to get in on my upcoming free call with more ideas and information about What to Say If You Hate to Sell.
November 3rd, 2009
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