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When new to business, let’s admit it, many are wet behind the ears. Despite previous corporate success or advanced degrees, the thought of running a "from scratch" business is a new experience, which is often scary and filled with challenges. Of course you know that you need clients. And also, it is your desire to present your Incredible Factor in the best possible way. Your Incredible Factor is your secret sauce and signature business move that positions you as the ONLY solution to your ideal client’s problem. Many solo-professionals upon starting their business provide only one option for prospective clients and prospects can take it or leave it. Let’s be clear, most people will leave it and that will leave you feeling inadequate and unsure of you ability to effectively offer the results you know in your heart that you can offer.
Sound familiar? It probably does if your Incredible Factor doesn't currently offer several options, at least three, for people to work with you.
I don't want that for you. Today, I'm clear that you’ve got to offer options so your clients can find a place to fit into to solve the problem they have using your products, services and systems. So how do you present them in such a way that they invoke your prospects to take action?
If you want to attract more prospects and turn them into clients who pay, you've got to give them a few different options - people LOVE options because they feel like they are in control of the buying decision. Think about it, you go to the supermarket to buy laundry detergent and you are not married to any particular brand, you see all your options and make the best choice based on a series of variables. Well, your prospects are no different; they want to be presented with options so they can make the best choice for them. It's your job to give them what they need to decide to buy from you.
When I began to offer a few different options, I began to sign up more and more clients for my programs and I know you can get excited at the thought of doing the same.
Here are my recommendations:
1. Offer different price points of service so there is one for every budget. Take away value as you reduce the price. Think about having a super size, large and regular option. Build your super size option first with everything you can offer and scale down from there. As the price reduces, so does the value and the offerings. This will allow you to feel comfortable with your pricing because you've got varying levels for them to get on board to work with you. Many will go for the super size option but others will select your regular option. And no matter which option they choose, it's okay! And that, Incredible One, will improve your confidence and ultimately grow your business.
2. Provide some form of incentive or bonus if they choose your super size option. Offer something irresistible that makes the super size option more desirable and the ONLY option if they really want your Incredible Factor to solve their problem.
3. Give your options results-oriented names so that the prospect can get clear on what they can expect from each option.
4. Describe what's included in each package and share the price at the end, telling them that they can pay in full OR make payments. You want to consider and work on the prices until you feel comfortable offering what you will offer at the price that you set (many shopping cart utilities offer split-testing). There’s no right or wrong price; it’s based on what you feel the value and services each option will provide are worth in the marketplace. Hint: The more private or one-on-one time you offer, the higher the price should be.
5. Study your options until you feel good and can say them without stuttering or flinching, especially when it comes to telling them the price and when you are ready, start offering your new and improved options to your prospects.
Trust me, following these simple steps will give your Incredible Factor options and increase your client count almost instantly.
©2011 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of IncredibleOneEnterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for turning your passion into profit. For more information and a FREE audio CD "How to Use Your Incredible Factor to Attract MORE Ideal Clients" visit http://www.incredibleoneenterprises.com.
Showing posts with label achieving goals. Show all posts
Showing posts with label achieving goals. Show all posts
Tuesday, August 16, 2011
Tuesday, June 21, 2011
5 Simple Strategies to Avoid the “Gaper Delay” in Your Business--Darnyelle A. Jervey
In case you’re wondering, yes, this is a business article about traffic. Well, it’s actually NOT about traffic; it’s more about how you, a creative entrepreneur, can get caught in traffic that is not beneficial to your business if you are not careful.
I admit I got the idea for this week’s article while driving on the I-90 heading toward Chicago. It was a mess, cars everywhere, going nowhere fast. Primarily because there was an accident on the other side that had nothing to do with us going toward the city, yet everyone was so busy seeing what happened that they couldn’t drive their car to their destination. It’s easy to get side tracked when you’re driving if you’re not clear about your ultimate destination.
See my point? Your business is suffering because you’re too busy seeing what’s going on with others in the marketplace that have nothing to do with you. Instead of picking a lane and staying in it and preparing for the journey ahead of you as you endeavor to attract ideal clients, you’re changing lanes to get a better look at what they are doing.
Focusing on what others are introducing to the marketplace has the potential to kill your business. Now, don’t get me wrong, knowing what your competitors are offering is important; however, you can’t be so focused on what they’re doing that you aren’t doing anything but watching them. I’ve seen it happen many times in my business of helping entrepreneurs unleash the Incredible Factor in their businesses. I ask one question, like what does your business do? And they respond with something like this, “you ever heard of X? Well, I’m just like them, I do the same thing,” instead of offering their own power statement, one that has them starting a trend as opposed to living in the shadow of their competitor.
When I hear that, quite honestly, I just shake my head, because they’ve been caught in the “Gapers Delay” syndrome – too busy watching others and not spending enough time building their own brand.
Hopefully, I’m not talking about you. But if I am, no worries, if you really want to avoid the effects of the Gapers Delay syndrome, I recommend that you:
1. Turn on your GPS – Your GPS is your business and marketing plan. You know, that thing you wrote when you started your business (I hope you did anyway) Pull it back out, check your destination and let it tell you which turns to take. When you gain a clear vision of the transformation your products and services will provide for others, you will gain perspective and that perspective will lead to prospects. Deciding to start a business without a clear intention of who you are and what you will offer to others in service to solve their problems is one sure fire way to find yourself on the business roadway caught in a traffic jam.
2. Avoid hitchhikers – oh, those pesky little distractions that appear out of nowhere. Sometimes they’re holding a sign; sometimes they are bold enough to stick their hands out. When you remove those hindrances that challenge your ability to be fully authentic about how YOU will serve your ideal clients, you can breathe and with each breath, you allow abundance to flow toward you and your business. It’s important to know when you drive your car and when to pull over and let traffic die down. Taking much needed time to retreat, with your team or advisors can make all the difference as you grow your business. Avoiding the bright shiny object syndrome is essential to becoming known for offering quality service to your market
3. Check the rearview mirror only momentarily – more often than not, a mindset shift can easily prevent road rage or an accident. I recommend that you watch what you feed your mind by putting quality information in. Look in your rearview mirror just long enough to assess that the way is clear. Focus instead on the open road ahead of you by creating daily mindset shifts that keep your breakthroughs consistent to the speed at which you desire to drive your car. Remember, your thoughts are equal to your feelings and beliefs which affect your actions and alter your results. If you believe that you are the only solution to your ideal client’s problems and work toward ensuring that they know you exist through effective and compelling marketing, you will be rolling down the freeway toward your ultimate destination.
4. Crank up your car radio – while you are driving, to avoid the need to text or look away from the wheel outside of the occasional rearview mirror check, play your theme song loud and proud. In fact, if you don’t have a business theme song, get one immediately. It will stop you from focusing on what’s happening around you, you’ll be so into “rocking” it out for your clients, you’ll arrive at your choice destination easily and effortlessly
5. Create YOUR roadmap – this is your business; no one can do it like you. Your plan of action to grow your business is your roadmap – what to do and when to do it to achieve the results you crave. When you stop focusing on others and focus instead on your plan and do the work it will take to make it a reality, you will realize that who you are and what you were created to be is Incredible – in and of itself and truly no one else can hold a stop light to your brilliance. Focus on ways to achieve your plan through concerted effort daily, remembering that it is the little and not so little things that add up to the unassailable difference in your business.
Bonus: let the wind blow through your hair. When you are driving, really driving toward your destination, clear and focused, you will breeze your way through. You’ll be able to relax in full authenticity because who you are is exactly what your ideal clients need to grow to their next level.
©2011 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of IncredibleOneEnterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for turning your passion into profit. For more information and a FREE audio CD "How to Use Your Incredible Factor to Attract MORE Ideal Clients" visit http://www.incredibleoneenterprises.com.
I admit I got the idea for this week’s article while driving on the I-90 heading toward Chicago. It was a mess, cars everywhere, going nowhere fast. Primarily because there was an accident on the other side that had nothing to do with us going toward the city, yet everyone was so busy seeing what happened that they couldn’t drive their car to their destination. It’s easy to get side tracked when you’re driving if you’re not clear about your ultimate destination.
See my point? Your business is suffering because you’re too busy seeing what’s going on with others in the marketplace that have nothing to do with you. Instead of picking a lane and staying in it and preparing for the journey ahead of you as you endeavor to attract ideal clients, you’re changing lanes to get a better look at what they are doing.
Focusing on what others are introducing to the marketplace has the potential to kill your business. Now, don’t get me wrong, knowing what your competitors are offering is important; however, you can’t be so focused on what they’re doing that you aren’t doing anything but watching them. I’ve seen it happen many times in my business of helping entrepreneurs unleash the Incredible Factor in their businesses. I ask one question, like what does your business do? And they respond with something like this, “you ever heard of X? Well, I’m just like them, I do the same thing,” instead of offering their own power statement, one that has them starting a trend as opposed to living in the shadow of their competitor.
When I hear that, quite honestly, I just shake my head, because they’ve been caught in the “Gapers Delay” syndrome – too busy watching others and not spending enough time building their own brand.
Hopefully, I’m not talking about you. But if I am, no worries, if you really want to avoid the effects of the Gapers Delay syndrome, I recommend that you:
1. Turn on your GPS – Your GPS is your business and marketing plan. You know, that thing you wrote when you started your business (I hope you did anyway) Pull it back out, check your destination and let it tell you which turns to take. When you gain a clear vision of the transformation your products and services will provide for others, you will gain perspective and that perspective will lead to prospects. Deciding to start a business without a clear intention of who you are and what you will offer to others in service to solve their problems is one sure fire way to find yourself on the business roadway caught in a traffic jam.
2. Avoid hitchhikers – oh, those pesky little distractions that appear out of nowhere. Sometimes they’re holding a sign; sometimes they are bold enough to stick their hands out. When you remove those hindrances that challenge your ability to be fully authentic about how YOU will serve your ideal clients, you can breathe and with each breath, you allow abundance to flow toward you and your business. It’s important to know when you drive your car and when to pull over and let traffic die down. Taking much needed time to retreat, with your team or advisors can make all the difference as you grow your business. Avoiding the bright shiny object syndrome is essential to becoming known for offering quality service to your market
3. Check the rearview mirror only momentarily – more often than not, a mindset shift can easily prevent road rage or an accident. I recommend that you watch what you feed your mind by putting quality information in. Look in your rearview mirror just long enough to assess that the way is clear. Focus instead on the open road ahead of you by creating daily mindset shifts that keep your breakthroughs consistent to the speed at which you desire to drive your car. Remember, your thoughts are equal to your feelings and beliefs which affect your actions and alter your results. If you believe that you are the only solution to your ideal client’s problems and work toward ensuring that they know you exist through effective and compelling marketing, you will be rolling down the freeway toward your ultimate destination.
4. Crank up your car radio – while you are driving, to avoid the need to text or look away from the wheel outside of the occasional rearview mirror check, play your theme song loud and proud. In fact, if you don’t have a business theme song, get one immediately. It will stop you from focusing on what’s happening around you, you’ll be so into “rocking” it out for your clients, you’ll arrive at your choice destination easily and effortlessly
5. Create YOUR roadmap – this is your business; no one can do it like you. Your plan of action to grow your business is your roadmap – what to do and when to do it to achieve the results you crave. When you stop focusing on others and focus instead on your plan and do the work it will take to make it a reality, you will realize that who you are and what you were created to be is Incredible – in and of itself and truly no one else can hold a stop light to your brilliance. Focus on ways to achieve your plan through concerted effort daily, remembering that it is the little and not so little things that add up to the unassailable difference in your business.
Bonus: let the wind blow through your hair. When you are driving, really driving toward your destination, clear and focused, you will breeze your way through. You’ll be able to relax in full authenticity because who you are is exactly what your ideal clients need to grow to their next level.
©2011 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of IncredibleOneEnterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for turning your passion into profit. For more information and a FREE audio CD "How to Use Your Incredible Factor to Attract MORE Ideal Clients" visit http://www.incredibleoneenterprises.com.
Tuesday, April 26, 2011
5 Quick Steps to Tracking Results in Your Business - Darnyelle A. Jervey
What gets attended to gets done. I’ve been saying that since my time in corporate America, working on projects, analyzing data and ensuring that I achieved the goals I set to advance my career. When I decided to become a full-time entrepreneur, I adopted many things I learned while walking the halls of someone else’s company. One of the most important mantras I’ve adopted is: you must give your business the same respect you gave your job; period. I mean, seriously, just like you set goals and tracked them in JOB (just over broke) you must apply the same knowledge and procedures to growing a solid, consistently thriving business.
What I found when I started to track my results in my own business is that I not only achieved them but exceeded them because there was always a bar to raise to grow my success. Starting with my time in Mary Kay Cosmetics before venturing out to start my own “ground up” company. I would start each day, week and month with a projection of the results I desired. I tracked those results the next day, week and month of what I actually accomplished that led ultimately to achieving the goal.
As you start this week and prepare for a new month in your business, follow these 5 quick steps to guide you so your work is not in vain and you are actually attracting positive growth and results consistently in your business.
1. Set aside at least one hour at the end of the month (some time during the last week of the month,) to first review your results during the current month. What did you accomplish? How many new clients, widgets, etc did you add to your sales achievements? What did you do consistently that worked well? What could you change and ultimately alter your results?
2. In reviewing your current month’s results, project what you will achieve in the next month if you make the noted changes and focus on one particular area in which to grow your business.
3. Write it down. Don’t leave your results or goals in your head – write them down. When put in writing your chance of achieving them improves by over 50%. I recommend using a dry erase board so that they are big, easily identifiable and easily updated. Also use the “tick” mark system so that you can just add a quick tick every time you add another of whatever you desire to track. Here’s what I track: Get Acquainted Sessions Booked and Held (separate list for tick marks), New Clients, New Inner Circle Members, New VIP Days, New Live Event tickets Sold, New Passion to Profit Sales, New speaking engagements, new hot prospects.
4. Post them where you and EVERYONE who enters or exits your office can see them. When you create a visual, you help to ensure that you will pay attention to what is necessary to add more value (and influence the bottom line) of your business.
5. Review them and update as new results come in. I take the time each day as the new client, new appointment, new product sale, etc. happens in my business to update my tracking board. It lets me know that my work is ultimately achieving my goals and purpose and I get excited to go out and add another “tick” to the board.
Bonus – Celebrate – every new client, product sold, appointment or sales conversation booked deserves and must be celebrated. It is the little things that add up to the unassailable difference; so project what you desire to bring into your business, commit to doing the work, track your results daily and celebrate along the way to more growth in your business.
©2011 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of Incredible One Enterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for turning your passion into profit. For more information and a FREE audio download "How to Use Your Incredible Factor to Attract MORE Ideal Clients" visit http://www.incredibleoneenterprises.com.
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