Posts for the ‘Updates’ Category
Airing Sunday on MSNBC
I’ll be on MSNBC’s Your Business this Sunday at 7:30am ET. Yes, DVR would be a good option. Jean Chatzky did a great job filling in as host for the consumate JJ Ramberg. But, to be perfectly honest, I wasn’t crazy about the other guest. I didn’t find him particularly gracious as will be evident when you watch the episode.
No Comments »The Best In The World, But Do You Believe It?
Here’s a video from the NFL Fantasy Football “Pick Me” Campaign. The best athletes in the world showing off their “unbelievable” talents.
But there’s a problem. Most people, myself included, don’t know whether or not to believe it’s real. Because these are Reebok sponsored videos (read: ads), are they acts of draw-dropping athletic mastery or are they tricks created through special effects and clever editing? Either way, it’s fun to watch. But this is representative of what you’re dealing with as a salesperson or someone who sells something, anything. Most people think there’s a catch, a trick, something up your sleeve.
The public is afraid of being bamboozled, and rightly so.
Years ago, I offered seminars all over the country as “pay what you want or pay nothing” events; no strings attached. I promised no up-sells, pitches or offers of any kind, not even a table selling books. Just a motivating, content rich, memorable small business success seminar. Still, my office received hundreds of calls from people asking, “What’s the catch? There has to be a catch.” The theory was that nobody would go to the trouble of producing seminars all over the country without a sales angle. I do. Do you? Of course, we know why there is such general distrust in the marketplace. People have been burned over and over again. We live in the age of the bamboozle. (Oh, and, by the way, I would understand if people thought there was a catch if I offered the typical pitch-fest seminars in the past. But I don’t, never have, and never will.)
Just like these athletes are the best in the world at what they do, I know I’m the best in the world at what I do—teaching you how to be a successful entrepreneur and small business success. But, no matter how long I’ve been doing it, how many books I’ve sold, how “famous” I am, I know that I have to do everything in my power to counteract the fear of the bamboozle. How do I do it? Lots of ways. I start by simply giving so much value that you think I’ve gone too far and then I give more.
(Update: For the record, I’m not the only “best in the world” at what I do. There are a number, maybe even lots of “best in the world” in every service driven field. Each client defines what “best in the world” means to them and will hire the person that is the “best in the world” for them given a whole host of various criteria.)
2 Comments »Booked Solid University Free Iphone App – It’s Ready!
It’s official. The FREE Booked Solid U Small Business Success app for the iPhone and iPod is available.
You’ll get daily tips, advice, support and inspiration sent directly to your phone. You’ll never have to come back to this site again.
How do you like them apples?
Just go to the apps store at iTunes and search for the “Booked Solid U” app. Click the FREE download button and, before you know it, you’ll be smarter than you’ve ever been.
3 Comments »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
Full Disclosure
Beginning December 1, 2009, the FTC requires bloggers to provide disclosures whenever there could be hidden interests or unspoken biases related to recommendations.
I am on the advisory board of a few companies and endorse others, either for profit or simply for fun. When I have a financial interest in a recommendation I make, I will let you know specifically.
However, if I interview someone and they take me to lunch or send me a gift, or if I use an amazon link I would need to specify this as well. As you might imagine, this would be a pain in the neck for me and you, as a reader, might find it annoying or even obnoxious. “Hey, Steve Jobs just sent me a Rolex as a thank you just for being me…just wanted to let you know!” But, since rules are what keeps our society from completely spinning out of control, to cover my rear-end and preserve your reading experience, please assume that, for every recommendation, link, and product I use, the following all hold true:
The style and tone of this page and some of the actual text has been lifted, with permission, from my friend Tim. The illustrations are courtesy of Louis Gray and Jeannine Schafer.
