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Worst Advice I’ve Heard on Positioning Your Business

By Market Positioning, Uncategorized No Comments
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How you position yourself is THE MOST IMPORTANT THING TO FOCUS ON if you want to make money as a coach, consultant, trainer, speaker, or healer.

Why? Because your positioning is an all-encompassing form of communication: it’s your energy, your presence, your branding, your message, and your value all rolled into one.

When selling your expertise, your positioning is what’s going to attract people to you and get them to YES.

But many people are doling out BAD ADVICE that’s hurting, not helping, entrepreneurs. Here are 3 of the  WORST pieces of advice I’ve ever heard about positioning… and what you can do about it.

Bad Advice #1: Be Intimidating

Being an authority in your field does not mean you have to brandish a tough guy/tough chick look or make yourself untouchable. There are people out there who say you need to create a fear factor around yourself to intimidate others… and that’s how they’ll listen to your advice and respect you.

Really?

And somehow trust is going to pop up there? Aren’t these tactics the ones used by dictators and cult leaders?

Whoever is telling you to be this way does NOT have your best interest in mind. Be approachable. Be yourself. Smile. You’ll attract way more people with that than the scowl of intimidation.

Bad Advice #2: Copy The Guru

You see someone who’s really successful. They wear purple. They love sailing. They love horses. They hold 3 live events a year. They have sparkly letters on their website. Their logo is in a swirly font. They have a dog.

Suddenly, you’re feeling compelled to be that person. Or worse yet, you’re being advised to copy that person.

Purple’s not your color, but hey, maybe it’ll turn you into a hot seller! Sailing makes you green in the gills, but you gotta get that picture of yourself on a boat to be just like your idol! You’re looking at sparkly, swirly logos ready to redo your website.

Do you see where this is going? Downhill fast.

Be you. Period. Everyone else is taken.

Find what defines YOU and never feel bad about it!

Bad Advice #3: Branding = Positioning

Branding is important- it conveys visual information that will attract your ideal clients. But positioning isn’t branding and branding isn’t positioning.

Some branding “experts” just want to make a logo for you and call it a day. There’s no thought into the larger picture of you, your expertise, and the power of your Talent and Genius.

Before you sink money into branding, fully understand how you want to position yourself. Ask yourself my 4 Essential Questions:

  • What are you great at?
  • Why is this important?
  • Who is it meant for?
  • Why you?

This will give you greater clarity and ensure that your brand is a true reflection of your Talent and Genius.

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I See Your Genius! Let’s get it out there!

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W.A.I.T.

By Business Motivation No Comments

I first learned this acronym when I was training to be a coach. Listening (and letting people talk) are more powerful tools for getting to the solution than lecturing. It works beautifully when selling too!WAIT

Keep this over your phone (if you do a lot of phone work) or in your head as you work with people. It’s one of the best pieces of advice I’ve received!

Use the social share buttons below to put this on your Facebook wall or Pinterest!

[CASE STUDY] More Info Doesn’t Equal More Money

By Build Your Business, Uncategorized No Comments

Client Success Story: More Information Doesn’t Equal More Money or Sales

One of my clients is a trainer/ coach with a niche serving women athletes in a specific sport.

He’s great at what he does, well respected, and very accomplished as a coach.

But his offers weren’t selling and he became worried about the growth of his coaching business.

When he became a private client, we started off by looking at his unique blend of Talent and Genius and how that shows up in his marketing, selling, and overall business.

With a very down to earth style and big heart, “John” makes a lasting impression on clients once they start working together.

His challenge, though, was getting clients. 

Natural strengths sometimes work against us. John has a natural strength in explaining things and making sure all bases are covered when teaching someone. This is great if you’re teaching a class, but can be overwhelming in marketing. His sales letters had a LOT of information and over-explained all the features (instead of pumping up the benefits).

His one-to-one sales conversations involved him talking a lot and explaining every tiny detail of his programs, how to call him, number of calls… instead of connecting to his prospective’s clients big dreams and how his unique Talent and Genius could help them find a way out.

Within just a few coaching sessions and some ongoing tweaking, John’s approach took a sharp turn in a stronger direction.

We analyzed his marketing the same way he’d analyze his clients’ athletic skills. We spotted his weak points and made plans to strengthen them. What made it really effective was his positive attitude, ability to take feedback, and willingness to try something new.

Here are some of the highlights of John’s success:

  • He has a firm understanding of why he’s the obvious choice for his ideal clients. He’s able to highlight his T.A.G. to build the know, like, trust, and buy factor!
  • With clearer sales pages and less overkill on the features, his offers are selling!
  • He’s found his own comfortable way of engaging in the one-to-one sales conversation so he never feels like he’s forcing a prospect into something. His close rate has increased and he no longer dreads sales calls.
  • He’s added in higher level of engagements with his followers who now find more value in the content he creates and develop a deeper sense of loyalty to him and his message.
  • He’s building his list and connecting with others in his industry for win-win opportunities.
  • John is making more money, selling his services at higher prices, and continues to meet or exceed his goals!

John is a great success story to share because he took action and made things happen.

What’s interesting to note is that John hovered around my world for several months before hiring me. He’d show up for free calls and always ask questions. But it took him months to finally step forward and contact me about coaching.

He realized that going for piecemeal solutions wasn’t going to cut it. I’m happy to have him as a client and can’t wait to see what the next phase of his business brings!

Apply for a Strategy Session with me and come face to face with important decisions about your business. Click the button below to get started:

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[VIDEO] How to Create Killer Coaching Offers

By Sales Tips No Comments

If you’re still charging by the hour or number of coaching sessions, then you’re not making the most of your Talent and Genius.

The solution?

Create killer coaching and consulting packages.

The secret is in the story… the story of the results your clients will get from working with you. Watch this video to learn the key steps, then put these into your business.

I promise you this: charging by the hour or the coaching session will NOT make sense anymore… and you’ll open yourself up to a more leveraged business, higher revenue, happier clients, and your Talent and Genius will SHINE!