Are you swamped?
Formula for Successful Sales
+ Decide what you need / wantResults: Win/Win Sales Situation (right?) It may appear simple on the surface but… The Under-promise and Over-deliver Dilemma I used to be a strong proponent of under-promise and over-deliver, however looking back on experiences; I need to qualify that old sales adage. Let’s think this through…You make a sale (service or product, it doesn’t really matter) and you do a great job of under-promised and over-delivered, say, you gave them a bonus or got it to them early or under-budget… But what actually happened? You’ve raised your bar. Yes, you got a job well done, a happy customer and maybe even an “Atta-boy/girl.” But, your customer now expects the new level of service. So, to under-promise and over-deliver again, you must work ABOVE the new expected level of quality, price, service, time-line and professionalism. This may be sustainable for a few sales, but at some point, it is impossible to continue to over-deliver. Your customer is no longer easily impressed – it is now just your “norm” and it becomes your client’s expectation. You’ve taught your client that you can do continue to do it faster, cheaper, better or with bonuses. Let’s just to the very best we can, at the very best (yet fair to us) price we can, when we say we can… the successful sales cycle is about making and honoring commitments, not faster, cheaper etc.…until we’ve given away the store. The purpose of a customer is not to get a sale, the purpose is a sale to get a customer to build a fair and balanced relationship for both you and your customer. Have a great day whatever your adventure. To Success! To Life! Sharon+ Determine what your customer needs/wants + one (The + one being the theory of under-promise and over-deliver.)
I have no clients…
As a BYS coach I get many questions, with the high unemployment rate many are turning to opening their own business…
Hi,
I’m just getting my practice off the ground. At the moment, I have a full time job and NO clients. How does this situation affect the BYS process, if at all? I’ve just started reading the book and it seems to assume I have existing clients. I do not.
Please advise,
Thanks
Thanks for your question. Absolutely fantastic to be a start-up using the BYS System!
What better way to start then knowing who you want to work with. Work the exercises from the mindset of "As if…."
Identifying your Ideal Client and designing your Red Velvet Rope Policy are basically a means to pre-qualify potential clients in a structured manner. Now, remember this is about the person qualities not their circumstances, e.g: happy, reasonable etc.
The importance of "pre-qualifying in your own mind " is often overlooked, because too much emphasis is placed on how to get warm bodies through the door. But one can waste a lot of resources and energy without even knowing they are an ideal client. I know, without current clients and income it is hard to turn anyone away, yes the rope can be a bit looser as you begin. Just know and trust yourself, if you don’t think you can work with them, you probably can’t and will waste your time and money and theirs… when it doesn’t work, it doesn’t work…
Properly positioning yourself as the solution provider for a specific type of work and person has the effect of creating a personal connection between you and the prospect, before even meeting them. This is key to creating an efficient sales cycle… otherwise you may spend your valuable time and resources "consulting/chatting" with people, just to build a level of comfort.
The Red Velvet Rope is for the long-term interest and benefit of maintaining along-term relationships with clients and also for your own sanity. If the client is not the right fit, they won’t be happy and neither will you…
And of course the 7 Marketing Strategies work for any type of business, with the four mandatory ones being, Networking (the BYS way,) Direct Outreach, Referral and Keep in Touch.
I hope this is helpful, the system is very flexible and continues to evolve as your business evolves. At first your red velvet rope may need to be a bit looser that’s okay, just continue to refine each step as you continue to work through the process. Book Yourself Solid is a continually process as your business grows the decisions you make today will change.
Sharon
Website Secrets: Another K.I.S.S.
Keep It (the graphic and visual web elements) Simple and give the eye Space.
Nothing ruins a website faster than bad graphics. There is a real art to creating graphics for the web. Images need to download quickly, yet maintain image quality. When placing visuals leave sufficient white space on your page. Too little space and your page can feel cramped and constricted. Too much white space and things look as if you don’t have much to say…
Remember, the eye needs space to make good decisions. White space is prime space. “White space” doesn’t have to be white, but it does need space. Soft, neutral background colors like gray and beige work well. Even simple graphics such as fades and light stripes work. The idea is to create a stylish, yet simple canvas for your message. Strong colors and contrast draw the eye to the important points on a page. Use color sparingly.
Usually keep your text to one dark color and then use a highlight color for subheads. Many readers find reading a computer screen tiring, so avoid yellow text, it is difficult to read on screen. No more than three colors, please, that’s enough. Too much color looks amateuerish—with all the competition on the web it is important to look professional and up-to-date.
Another way to keep the visual simple is to limit the number of fonts.
As with colors and graphics, you can have font variation without confusion. Limit the number of fonts and font styles you use. Just like with color, try to use no more than three fonts.
Make sure the body copy legible (test the size in all browsers on both the Mac and PC). Consider your audience, the older the target audience the larger the type and the darker the color. If your target market is older than 40, consider using bigger text (14 point) to help the quick “scanability” of your page. Use reverse type sparingly, especially if your target market is older than 65.
Most people just really scan a page, they don’t read it from top to bottom. Fewer distractions with fancy fonts increase the ability to scan a page quickly. Studies show they read the headline, and the p.s. first, then read the subheads and bullets. Bullets increase the scan factor of a page for all ages yet, search engines don’t really like bullets, so just like with colors, and fonts, balance is key.
Have a great day in whatever your adventure.
To Life! To Success!
Sharon
Lights, Camera, Action! How To Create The Future…
Let’s be honest, are you really doing everything you need to be successful each and every day? I know, I’m not… so how can I complain… I can’t. A favorite quote of mine is from the character Yoda, “Do or do not, there is no try.” To be in integrity with myself, I have to take an honest look at my intentions, my actions and my results. The “MYs” have it…that’s what they are “my choices.”
Why do I bring this up? Well, as a coach sometimes I meet someone who asks for help, yet I know there is nothing I could possibly say (do) after listening to pages and pages of the past. I soon realize they are running for the mayor of Drama-land. They say they seek results, yet they do not do…. many times, the do not even try. It’s the drama (and sympathy) they seek, not the success they say they want.
We are each responsible for our outcomes… good intentions do not matter if there is no follow through with actions to get our desired outcomes. Don’t get me wrong, good intentions are great—it’s the first step needed to take action. Take my relationship with exercise… I have good intentions to get to the gym every day. I pay a huge membership monthly (you would think that would motivate me.) I have the right clothes and even home equipment. I could make the time, but I don’t. So, I can’t blame the gym. I can’t blame the clothes or equipment, I can’t blame my schedule – but I do… It’s the actions that count.
It’s what we do with each day that determines our future.
Lights, Camera, Action!
Have a great day whatever your adventure
To Success! To Life!
Sharon
p.s. I have to LOL! My friend and fellow BYS coach Jeff Simpkins, I swear so many times we are on the same wave length… as I was preparing to send this to you I get notice of his latest blog post…you guessed it – on drama in your life… Check it out here: http://tinyurl.com/lu73lv
