*** YES BUT… ***

*** YES BUT… ***

*** YES BUT… ***

MEANS NO.

Do you know what REALLY grinds my gears?

Taking time to give answers… to hear ‘YES BUT’.

Coming from a sales background, I can tell you that ‘Yes but…’ does NOT, in fact, mean ‘Yes I’ve processed the information that you’ve given me and I have another follow-on question’… It actually means NO.

Let’s think about this for a sec (because it’s something that I’m seeing LOTS of coaches struggle with right now!)

In order to get our clients the BEST results, we need them to show up and DO the work… right?

So we need them to show up to calls, be coachable, open, honest and transparent about where they are in relation to their goals right now – and why they feel that they’re not hitting it just yet.

However, what my clients are seeing a lot of, are calls that go like this;

CLIENT: I’m really struggling with [INSERT REASON HERE] How do I achieve XYZ?

COACH: Well, in order to achieve your goal, then you need to take [INSERT ACTION]

CLIENT: Yes BUT [INSERT REASONS THAT THEY CANNOT TAKE THE ACTION]

COACH: [SWIGS COPIOUS AMOUNTS OF GIN THROUGH A STRAW AND THROWS HANDS IN AIR]

Change IS uncomfortable.
Growth is even more uncomfortable.
But you don’t get anywhere fast by flat out REFUSING to move.

Now there are going to be some instances where you have questions around the strategy… or you want to raise the fact that it feels uncomfortable and you need more reassurance/ guidance on how to achieve the goal – and that’s absolutely fine  You MUST ask for help when needed – and your coach IS responsible for showing you the true benefits behind taking the scary action.

Let’s also not forget, that it is OKAY to say no to your coach. You don’t have to implement the strategy that they help you with… but it’s your job then, to find a workaround that you CAN do.

Simply saying YES isn’t enough.
Think about whether you’re being coachable.
Whether you really want the desired outcome – and whether or not, you’re willing to do the work required to make it happen.

And as a coach? Start thinking about your responsibility to your clients.
Be honest with them.
Explain the consequences of them NOT taking the action.
Support them through fear and help them to make the BEST choices.

So if you or your clients are NOT getting the desired results, start thinking about whether you’re a HELL YES – or whether you’re a YES BUT… because despite sounding similar, they’re VASTLY different!

#ActionsSpeakLouderThanWords

*** MARKET RESEARCH IS KEY ***

*** MARKET RESEARCH IS KEY ***

People (like me!) bang on about market research all the time.
But honestly, market research is one of the major reasons that I’ve been able to be successful in sales across multiple industries and countries.

Over the last 3.5 years, I’ve surveyed my audience constantly… and I’ve been able to provide products and services that really meet the needs of people in my community.

But it’s not JUST about money making activities.
It’s also about BRAND BUILDING / PR opportunities too.

Think about it.
If you want to appear on a certain podcast/ in a certain magazine or publication… it helps to know what kind of content that they’re looking for.
Or what style they prefer.
Even just knowing a couple of recent articles and understanding why it matches the needs of the audience that it’s being sent to is worth a TON!

Because it means that you can tailor YOUR pitch – and make yourself as appealing as possible to the person that you’re pitching.

Take a couple of examples;

– Person A listens to my podcast regularly. At the end of each podcast, I always invite people to send me questions… They email me a question and I invite them onto the show a) to get their question answered and b) because I want to say thanks and help them promote their own business in the process. We pop all of their links in the show notes, promote it regularly to my list and social media channels and try to make it a super simple sales decision for any listeners who need the product/ service that person offers.

– Persons B+C (both pitches that I’ve had this week) on the other hand;
Person B gets their PR person to send THREE of the exact same blanket pitch emails. The email states that they’ve ‘listened to all of the episodes’ and that their client wants to appear as an expert on [INSERT INDUSTRY]. I respond politely and explain that the only guests who come on the podcast are ones who are willing to be live coached and bring a sales question… I then get 2 more blanket pitches from the PR person – and eventually email the PR AND their client to ask them to stop sending me messages.

(And yes. My email back was curt!)

Person C has their PR person reach out to me today. Again, with the caveat that they’ve listened to ‘most’ of my episodes. They pitch an entire show based on featuring and promoting their client… but don’t present any sales questions or a desire for their client to be live coached. They also send it from their PR email address and sign it off as the client.

Again, I politely declined… and (cynical person that I am) await their next 3/4 blanket pitches eagerly 

The point is not to slate PR people. Far from it.
The majority do a great job.

It’s also not to discourage people from appearing on my podcast… really, NOTHING brings me more joy than being able to help the people in my community.

But the point IS about DOING your research.

Whether it’s doing market research to make yourself money.
Or research into the right channels for your PR.

Not doing the research really hacks off the audience that you’re pitching to… if it doesn’t solve THEIR problem or meet THEIR needs, they’re not going to buy it OR feature it.

Who has top tips for doing the RIGHT kind of market research?

*** WHITE MOOSE CAFE ***

*** WHITE MOOSE CAFE ***

As some of you may know, I hail from a tiny town in Ireland – and so I keep up with the news there pretty regularly.

This morning, however, the brilliant Mark posted about the kerfuffle going on with the White Moose Cafe and their new video about a social media influencer (with a smaller following than theirs) who asked for a free stay at their hotel in exchange for a bit of promotion on her YouTube channel.

Now, I’m wanting to nail my colours to the mast here – because there are a few learning lessons to take away.

1. When it comes to fair exchange of goods/ services, you have to remember a couple of things. If researched correctly, and you actually HAVE something that the other party needs (more traffic/ warmer audience/ offer that meets the needs etc) then sure – go ahead and throw the opportunity out there.

2. If you DON’T do your research correctly – then you may miss key elements… such as the other party actually having more traffic than you do and thus declining your request.

3. Etiquette… If someone says no… respect their boundaries. Accept that it is a no and that they have a reason for declining.

4. Think about the way you want to be perceived by your following and/ or others online. In this instance, the White Moose cafe didn’t actually name the blogger involved. However, after they wrote about the experience on their Facebook page, the blogger took to social media to record a video about how malicious/ slanderous etc etc the White Moose Cafe was in DECLINING her request for a free visit. I don’t know about you – but for me, that’s a turn-off.

5. Treat others as you want to be treated. <— That one comes from my parents. But seriously – if you want people to pay you for an experience/ product or service, please use those same rules in your own business. Also… manners cost nothing.

6. Sense of humour. Sometimes we ALL screw up. I’ve done it many times. But if you do, have a sense of humour about the situation – and apologise gracefully. Rather than starting a hate campaign, the blogger concerned would have received much more positive feedback for going to the thread directly and saying something like;

‘Dear Paul.

Thanks for letting me know about the mistakes I made in trying to get a free stay at your hotel.

It was a cheeky request – but sometimes hotels are kind enough to offer us a free stay in return for a great review and some extra traffic coming their way!

Thanks for the reminder to do my research in future – and cheers for the publicity – maybe we can both get some use out of this PR eh?! ”

Being open, honest and transparent – and addressing the situation in a cool way, will help you manage any damaging PR messes with minimal impact to your brand. And could potentially bring you a new pal or two in the process!

I’d love to hear your thoughts on social media etiquette… and I’ve popped the link to the story too!

** YOU DON’T HAVE TO JUSTIFY YOURSELF TO ANYONE **

** YOU DON’T HAVE TO JUSTIFY YOURSELF TO ANYONE **

Recently I’ve seen a spate of posts about New Years Resolutions/ New Year, New Starts.

I LOVE these posts. And I LOVE seeing what people are going to do differently in their lives/ businesses this year.

What I don’t love?

Justification.

In fact, I was just having this conversation with my mum this morning (wise wizardress that she is) and we were talking about the difference between EXPLANATION and JUSTIFICATION.

Starting this year, I’ve had a back problem (I managed to put a disc out walking the dog) and have been way more absent than I normally would have been in my free community.

However, what I’ve aimed to do is EXPLAIN why I’m more absent, rather than justify it.

So what does that look like in everyday business?

Simply – explaining your resolutions;

– ‘This year, I’m focusing on expanding my business and impacting more clients and selling more amazing products to my community’

VS

‘This year I’m trying to make more money from my business. So I hope no-one minds, but I’m going to be putting up more sales posts to sell more – but then I’m going to be spending more time helping people/ donating to charity/ working harder’

You NEVER need to justify your expertise, pricing or business model to anyone. But you need to be confident in explaining who you are, what you do – and showing up in a way that completely demonstrates WHY someone MUST work with you  Remember, justification is about YOUR need for them to accept your decisions – explanation is total confidence in making those decisions and moving forward!

Sales Calls: Get Dialing For Sales Success

Sales Calls: Get Dialing For Sales Success

SALES CALLS.

Pesky little buggers.

Here you are, fantastic entrepreneur or salesperson, with a great product or service. In fact, I’d wager that with enough hard work and tenacity – your product or service could be a multi-six figure idea. But it’s just those sales calls that suck.

You know that the average person closes 1 in 4 sales calls. That’s right, 25% of sales calls are successful for average Jess/ Joe.

But you don’t want to be average. You want to be like me.

Jessica Lorimer. Sales Call Jedi… seriously.

In the 3.5 years that I’ve run my business, I’ve averaged a 99% SUCCESS rate on sales calls. That’s right. 99%.

Now I’m not a mind ninja, persuasion guru or blackmailer. I’m normal… just like you.

I’ve nailed a super simple three-step sales call system that, when implemented, is possibly the most dangerously successful sales generation tool in the world.

Here is my number 1 tip and the first step to get you started on your road to sales success.

The Phone Isn’t Dead!

Back when I was working in my corporate job, one of my favourite mentors was forever shouting at those of us who stuck our heads in our emails all the time.

Stop f*$&! tapping and start talking’ was heard regularly in our office. And although I’d occasionally startle myself out of sleep, thinking that he was yelling at me, it really was one of the best pieces of advice that I’ve ever been given.

(Also working in sales, takes brass balls/ steel ovaries and eardrums like rhino hide. And coffee.)

So, in a digital age, where we can avoid real-life human contact for at least a week without a problem, why are sales calls still the most effective way to close a deal?

  1. Emails can be ignored. Who else has an inbox with a few *thousand* unread emails? We don’t have to answer emails or respond to urgent communication until we’re ready… which means that your potential client/prospect can take their own sweet time in answering your urgent plea for them to sign that contract/ pay the bill/ start working with you – and there’s nothing that you can do about it.
  2. Text can often be misconstrued or taken in the wrong manner. Now, this could only be me… but I’m a Brit. Apart from the insane love of tea and London buses (seriously!) I also have a pretty dry sense of humour. Unfortunately, my sarcastic wit doesn’t always come across in the manner that it’s intended in emails. If you struggle to articulate using the written word, it might be causing you to lose clients.
  3. We trust people that we speak to. Think about it. Humans judge each other in less than five seconds. Within that time, we make judgments about that person’s integrity, character and whether or not we like them. It’s actually much easier to demonstrate credibility and establish that you are trustworthy during a telephone/video conversation or a face to face meeting.
  4. Would you buy an Aston Martin in an email? No? Didn’t think so. If you’re selling premium products or services, be aware that people want to know you, like you and trust you and your product or service before they buy. That means that they’re going to have questions, potentially need reassurance and you’ll need to ensure that they don’t walk away with buyers remorse. That’s incredibly difficult to do without real conversation.

So there you have it, now start dialing  ?