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  ?

What Are You Willing To Give Up?

What Are You Willing To Give Up?

What are you willing to give up?

I hear you. You are the action taker. You’re the woman that is ready to have it all. To build her own business, to be the best version of yourself that you can be… to ‘rule the world yo!’ (Note: I’m definitely not cool enough to pull off that last bit!) But what are you actually willing to give up?

So often we see overnight success stories – genuinely amazing women who have absolutely ACED it in business in short spaces of time… but we don’t always see the blood, sweat, and tears that goes into that success. We miss the sleepless nights, the money struggles, the eating toast/ beans/ anything left in the cupboards while they invest in more learning, further development, and visibility. Overnight success is hard work – and during the month/ two months that it takes these powerhouse women to step up, own their business fully and start making their dreams reality…there’s actually a fair amount of things that get given up – temporarily – for the sake of business building.

1) Social life. When I was building my business, I spent three months effectively like a little hermit… locked away in my home office, I avoided all sunlight, became slightly nocturnal… and grew fangs! (I’m kidding..!) There wasn’t a lot of time for my friends… luckily they understood that I was doing all this to eventually have LOTS of time to spend with them… but there were a few occasions that my business became a bone of contention – especially for nights out.

2) Little luxuries. Seriously – I invested ALL the money that I could into my business and making it work. To the point where I even bought that awful cheap toilet paper. You know – the one that literally feels like you have basically just taken printer paper to your behind? Little luxuries are important to make you feel good – and they tell the Universe that you’re ready for abundance – but I know what it’s like… every penny counts. (FYI – if you’re in this phase currently – just buy nice loo roll – seriously – it’s like $1.50 more and means that you don’t get cranky!)

3) Your patience. Patience disappears when you’re making a breakthrough in your biz. My boyfriend would drive me nuts; telling me to ‘slow down’ or ‘do it tomorrow’. I was well known for snapping at ANYONE who told me to relax – and it paid off. My total lack of patience and desire to MAKE IT HAPPEN NOW meant that my business (and I) started to fly pretty quickly.

So there you have it. When you look at the overnight success story superwoman and you wonder why you ‘can’t’ do that…the answer is that you absolutely can. You just need to reframe your perspective and realise that having it all means maybe giving something up to get there 

*** CHRISTMAS EVE GRATITUDE ***

*** CHRISTMAS EVE GRATITUDE ***

It feels like this year has flown by – and I just wanted to pop in before all of the festivities start (although in the Tooth /Lorimer household, we’ve already cracked open the festive wines..!) to say a huge THANK YOU to everyone in this community.

Over the last 12 months, we’ve seen some incredible changes in here.

We’ve gained new members.
Participated in challenges.
Grown businesses.
Changed mindsets.
Opened the doors to some amazing men and women.
Made new friends.
Continued to love old friends.
Had Ryan Gosling meme fests.
Hilarity and laughter.
Tears…
Started (and continued!) challenging conversations.
Set BIG goals… And achieved them!

But most of all, we’ve become better business people, gained more integrity and become the best versions of ourselves… For 2017 at least! 

So regardless of whether or not, you celebrate Christmas… I just wanted to say thank you for being here and participating so fully.

I am truly so grateful for you all – and can’t wait to see you all succeed in 2018!

*** And I hope that you all have brilliant festive seasons filled with chocolate, biscuits and ridiculous roast dinners! And karaoke of course! ***

I’ll be popping in over the festive season – and will officially be back to ‘work’ in January! Enjoy your time off – and please pop in and share your Christmas snaps – I love epic Christmas photos!!

****4 Years Ago Today***

****4 Years Ago Today***

According to Facebook (the best kind of reminder app!), I was getting all dolled up for my office Christmas ‘do’. At that point in time, I was working for a company who had over 5000 employees across 35 countries. This particular Christmas party was held at the Tower of London and I remember telling my mum about it… she was hugely excited about me going to a private event at the Tower of London… and I… well I just wasn’t interested.

It wasn’t that I didn’t love the venue. It wasn’t even that I didn’t love the job. It’s that I knew what would happen. I’d put in a full 14 hour day at work. Grabbed a 30-minute ‘up-style’ hair appointment at lunchtime. Got ready in the toilets. Was making a speech at 9pm. Won an award. Drank a LOT of wine. Got home at 3:30 am in a taxi that smelled strongly of marijuana… INSANELY strongly. Contemplated calling my boss to let him know that the taxi firm that we’d hired were complete reprobates. Went to bed.. woke up at 5am to head back to work. Latecomers had to do early morning shots of pure vodka or rum. At 7:30 AM. (Stereotypical sales environment… I even still have the video somewhere) It had been the same every year. Never changed. Occasionally the numbers did… but the slightly dirty feeling of post-Christmas party never did. I was tired. Worn out. Burning out. And two days after this photo was taken, I was told by my doctor that it was a choice between being bedridden – and my job. It’s funny how quickly things change. I haven’t had a burn out episode in 4 years. I’ve also not been required to do 7:30am shots. Or to magic time for hair appointments.. I loved my corporate job. But I love my LIFE way more now.

INSPIRATION VS IMATATION

INSPIRATION VS IMATATION

Something I say to my audience regularly, is that none of us are reinventing the wheel of business.

We ALL get our inspiration from somewhere.

But my big question for business owners, is when do we stray from taking inspiration from someone else’s content into imitating that person… and how does that affect our business?

For me, there’s a fine line between inspiration and imitation… based on morals/ ethics and legalities.

The definition of plagiarism for example, is taking someone’s work and passing it off as your own.

We ALL know that plagiarism and copying is wrong.

But what about when you’re a struggling business owner who really looks up to a specific industry influencer/ leader?

Does it really hurt your business to emulate them?
To spread the same message?
To use similar colours/ graphics/ fonts?
To focus on being the best ‘new’ version of them that you can be?

Short answer?

YES.

Of course it does.
It dilutes YOUR message.
Stops people seeing the authenticity behind your work.
Doesn’t show people your USP
And positions you as ‘just another version of [INSERT NAME HERE]

We ALL want to stand out from the crowd.
And we may have similar ideas.
But it’s about expressing them in your unique way.
From your own perspective and experience.
Not simply rehashing other content and passing it off as your own.

It’s okay to want to emulate business leaders.
It’s okay to want their success.

But do it on your own terms.
In your own way.
With your own values.

Because your audience want YOU.
Not a half baked version of someone else.

#StandOutFromTheCrowd

[Image Credit: The Fresh Hues Blog]

Shame

Shame

Anyone else remember watching that GoT episode?!

It’s been running through my mind over the last few weeks – and I wanted to share transparently, some of the thoughts that have run through my head over the last 3.5 years of running my business.

I *think* this is the first time that I’ve shared this, but my family is Catholic. It’s something that my friends and I often joke about because we are all super self critical… and I used to think it was normal.

From a young age, I was schooled by the loveliest nuns and priests you can ever imagine. Strict education on maths, literature, science… and things like original sin.

Now, don’t get me wrong, religion teaches many amazing things. The commandments are all about being kind, living in integrity – and other things that I hugely respect.

But this idea of pre-conceived sin and never-ending shame if you get one thing wrong, paralyses me sometimes.

You see, I operate in an industry where integrity and authenticity are words that we bandy around regularly. But that few of us actually operate according to the code.

And for the last 3.5 years, I feel like I’ve inherited the sin of others.
I’ve focused so hard on being different.
Punishing myself for other people’s lack of integrity.

And that has to stop.
You see, most people come to me once they’ve been burned.
They’ve had a couple of coaches who don’t care.
They’ve spent their tens of thousands of dollars on ads, funnels … and they still haven’t seen their ROI.

And for years, I’ve taken that on.
I’ve gone above and beyond for all of my clients.
I’ve fought so hard to remain open and transparent – even when it’s been hard.
I’ve worked my arse off to show that you CAN build a business under the INTEGRITY banner.

But I’ve also punished myself.
Priced my services too low… because I’ve wanted to always be accessible to everyone.
Taken two and a half YEARS to announce how successful my business was… because I didn’t want other people to feel bad.
Let my boundaries and standards slip… because I was trying to make up for the mistakes that people were suffering from due to other coaches.

I can’t do that anymore.
Not because I have to put my business head on.
But because I thought I had given up punishing myself alongside the remnants of my Holy Communion dress… and it turns out that I hadn’t.

So yes – I’ve been quiet.
And yes, I’m still letting all of this percolate in my mind.
Because I don’t really know how I want to proceed just yet.

But I wanted to share it with all of you.
Because I see SO many women (and Scott!) in here with amazing skills, talents and compassion.
Who feel like frauds.
Who have imposter syndrome.
Who don’t want people to think that they’re ‘that kind of coach/ consultant/ trainer/ VA’… the list goes on.
Who are busting their balls to make up for all the shitty experiences that someone has had before.
Who are working all the hours, overwhelmed, frustrated and sad.

And who still desperately want their businesses to help others.

It just can’t come at the expense of YOU.
Your celebrations.
Your growth and development as a business owner.
Your commitment to high standards and boundaries.
Your ability to charge and receive the money that YOU want.
Your compassion and tolerance and dedication to helping your clients be the best that THEY can be.

That’s what I want to change.
And ultimately, I have to lead that charge.
So maybe I’ll be changing some things.
And maybe I won’t.

But one thing I won’t be doing is judging myself so harshly for the decisions that I make.
Because mistakes are there to be made.
Lessons are there for the learning.

And I’m not afraid of this online world anymore.
I’m not afraid of what people think.
I’m not ‘unapologetic’ – because I DO care.
But I care what the RIGHT people think.
Not about the ‘new hot cliques’
Not about the ‘key influencers’

Just my community.
My clients.
And my family.

So if you’ve ever felt any of these things, know that you’re not alone.
And know that it’s not about trying to change who YOU are.
It’s about accepting ALL of yourself.
The perfect pieces, the flaws, and everything inbetween.
And knowing that no-one has the ability to make you feel inferior – unless you let them. (Eleanor Roosevelt)

I’m done with feeling like I have something to prove.
Making up for other people.
Inferior.

Are you?

Facebook Is Changing…What Now?!

Facebook Is Changing…What Now?!

Has everyone seen the terrifying/ super exciting new article that talks about the way that FB is changing the things that you’ll see in your newsfeed?

With Sam being home on a week’s break, I was behind the curve and only saw it yesterday when one of our awesome Dotties popped it into their private community.

Initially I read the article (slightly irked by typos – hey I’m anal in that respect!) and was a little bit worried at the prospect of people not seeing my business page content organically.

And then I smiled.
Because, like everything, FB has to change regularly.
And as business owners, we have to understand that we don’t get to control FB or the changes they make.

Heck, we don’t even have to UNDERSTAND why they’re doing it.

It’s Zuckerberg’s baby. He gets to do what he wants.

As business owners, it’s our responsibility to ADAPT.
To change.
To grow.

So if you haven’t already, now is the time to be working on building your email list.
Nurturing key relationships.
Working on your PR and visibility in your industry.

Focus on the things that you CAN control.
The things that you DO own.

And make sure that you’re able to diversify your income streams.

PS. I’m pretty excited about the new Facebook changes. It means more focus on genuine connections, relationships and getting rid of those totally pointless ‘like my page and I’ll like yours’ marketing fads. That’s a winner in itself 

#ChangeIsComing #AdaptOrDie

I Like Big Butts and I Cannot Lie

I Like Big Butts and I Cannot Lie

I’ve had a week off. (Well unless you count scrolling my Facebook feed or writing blogs over a glass of wine or three on the occasional evening)
I’ve become a fish mama (four fish – all called Bob – ironically all female) 
And I’ve booked a tattoo… It happens on Wednesday!

In fact, I’ve crossed off a number of those annoying little jobs that I kept ‘meaning’ to do – but always found an excuse for.

– Fitting lighting under the kitchen cupboards – CHECK
– Ordering the engagement cards for our friends – CHECK
– Finally getting round to ordering our Christmas turkey (I know – I’m one of those OCD forward planner types!) – CHECK
– Booking (and attending!) dentist appointments – CHECK
– Ordering a new debit card with the fancy schmancy contactless bit (I was living in the dark ages still) – CHECK

They were all relatively easy jobs.
It was just that during previous weeks, I always had an excuse for NOT getting them done.

I was too busy with client work.
Too busy creating content.
Too busy with Max/ arranging Sam’s welcome home/ birthday/ life in general.

Basically, I let my BUT(T) take control.

We ALL do it. Everyday.
We mean to do something; ‘BUT’ something gets in the way.
We do/ say something wrong and then justify it ‘BUT’
We do the bits we WANT to do in our business and not the rest ‘BUT’ that’s okay because eventually we’ll get around to it.

I’m the first person to say that tomorrow never comes when it comes to ‘To-Do’ lists.
In fact, this summer, my To-Do list was the length of my leg. I had SO much that I wanted to do…

“BUT”

I was just too busy/ too tired/ too overwhelmed/ needed to focus on something else / just couldn’t be bothered/ didn’t want to… take your pick.

The sad thing is, that when it came to actually DOING the things, it took (in total) less than 4 hours.
The mental space that it had been taking up?
HUNDREDS of hours.

So if you have things that you keep putting to one side.
Or moving in your calendar to another day.
Or just hide on yet another post-it note…

TODAY is the day to get them done.

What are YOU doing this week?

People Watching – Do You Do It?

People Watching – Do You Do It?

I love nothing more than a great cup of coffee (milk and a spoonful of agave syrup) and watching the world go by. I’ve been a Grade A people watcher since I was a child… and it’s one of the reasons that I got into sales.

Because people are interesting.
Their behaviour is interesting.
How they react in certain situations is interesting.
The image/ persona that they put out to the world is interesting.
And the way that they speak to others? SUPER interesting.

Yesterday, I treated my newsfeed like my local cafe on the seafront.

I was SHOCKED.

– People making others feel small because of their income.
– People selling from a place of ‘if you don’t do this, then you are [INSERT XYZ SHITTY THING] – People making income claims that didn’t match with their day to day posts elsewhere.
– People preaching one thing… but showing something completely different.

It made me feel ill. Honestly.

Because for me, integrity is everything.

But then I remembered what it was like to come into the online space when I was new.
I’d never felt so out of place. Or so much like I ‘wasn’t enough’ or that my skills ‘just weren’t good enough’.
Because all I saw, all the freaking time were ‘Perky Sue’s’ and a world where nothing ever got real.

That’s why I created The Dotties.
That space for women to be #MaskOff.
Raw. Real.
Where they can say whatever they want. Support each other. Build REAL relationships.
Where they get knowledge and support that actually WORKS.

And yet yesterday, after watching the newsfeed, I didn’t even want to PROMOTE it.
Not because I don’t believe in the Dotties (believe me – it’s a LIFE CHANGING community)
But because I didn’t want those people.

The out of integrity, can’t be bothered to focus on client delivery, just going to drop a link and run, Pitchy McSlimeballs.

CONFESSION TIME: The things I saw yesterday, made me hide.

Yep. That’s right. Sales Coach throwing her hands up and telling you that I DIDN’T want to promote my membership because I didn’t want to be lumped in with that calibre of people.

Ironically, that IS why I created the Dotties.
To have that space to be ‘just Jess’. Not in a negative ‘just’ way – but in a ‘I just want space to breathe and say the real things on my mind in a space where I won’t be judged, where I can get actual, real support from women I trust and respect’ kind of way.

I’m tired of watching online EFF-ERY.
I deleted a bunch of NLP-gone-wrong-ers.
I removed myself from a bunch of groups.
And this morning I went into the Dotties and I looked at the level of support in there being shared by amazing women.
The level of integrity being shown.
Hearing the stories of wins, TV appearances, new clients and the quality of advice being given.

No judgement.
No mean spirited-ness.
Constructive, kind, useful advice from actual experts.
Warm hearted community.
All the support that ANY woman in business could ever want.

And I realised what a disservice I was doing by staying quiet.

And it’s not for me to sink below the mud and NOT sell because of the people who do it badly.
It’s for me to SHINE A LIGHT and say that for all of you women who feel the same, who see the same;

THERE IS A SPACE FOR YOU.

So here I am, holding out my hand.
Telling you that I get it.
That I know what you’re going through.
That I see and feel the same things – even now.
And that even now, those things can allow me to play small. To not promote. To not share my message.

But with that community, comes courage.
Watching others rise, makes me do the same.
It becomes easier to bounce back and share, teach and sell.
And so there IS a space for you.
One with integrity.
One with real community.
One with high level support and knowledge without the million dollar price tag.

And if you’re not in there.
Then hand on my heart, I know that you’re missing out.

Take my hand.
Don’t sink amongst the average or spend time with the nay-sayers or whiners.
Rise with the successful sisterhood that is The Dotties.

#WeAlwaysHaveYourBack