5 Reasons Why They Won’t Buy and Simple Strategies to Sell More Starting Today--Darnyelle A. Jervey

I received a question recently from a follower in Los Angeles and she wanted to understand why, despite all of her networking, she wasn’t selling anyone into her programs. She was confused because she was out 3 days a week networking with people she perceived to be her ideal client yet no one wanted to learn more or work privately with her.

Sadly, this happens to tons of entrepreneurs who haven’t quite successfully learned how to share who they are and what they have to offer in a way that leads to a closed sale. To help those of you who feel like my follower, I compiled my list of the top five reasons why they won’t buy from you:

1. They don’t understand what you’re offering. You’re most likely so concerned about the bells and whistles that you forgot to tell them the results. As I’ve heard it said many times, “features tell, but results sell.” You haven’t done a good job of highlighting the problem that will be solved by your solution. You’ve also not shared the solution in a compelling, results oriented way to indicate what they can expect if they work with you. To change this, focus on the results and benefits, not the steps or features. A feature is 30 minute calls but dig deeper, what will happen for them in that 30 minute call that will change their life and solve their problem?

2. They don’t understand the value. You’re most likely not helping then to understand that they need it. You’re not explaining the value in a way that makes them want it, which means for them, it’s not relevant. You have to make them want it. The best way to create desire is to get clear about what they need to solve their problem and use their words to convey the true value for investing with you right now.

3. They don’t believe you. In this instance, you’re likely talking to hear yourself talk; which means that there is no proof to substantiate your claims. Social proof is essential if you want to attract more ideal clients. How do you get social proof? Ask for testimonials and success stories from those who’ve worked with you and got a result, especially a result that you’re boasting to others who should work with you.

4. They think they can buy it anytime. You’re likely not illustrating a sense of urgency in your approach, helping them to understand how significant the problem is and counting the cost of the problem for them. If you’re not helping them to see that the longer they wait to solve the problem the more it will cost them (time, energy, money, frustration, stress, etc.) and they’re not likely to budge. To change this, figure out what the pain is costing them and show them that by working with you, the pain will stop and they will make money, save money, save time, reduce effort and/or increase happiness and fulfillment.

5. They don’t believe that working with you will truly solve their problem. This one really doesn’t have much to do with you; it’s tied to their mindset that they’re problem is too great to even bother trying to solve it. Truthfully, in this case, they don’t believe that even with your help they can do it. To help them here, you have to listen and reassure them based on the results you’ve gotten for other clients.

Your marketing (online or offline) must solve these five problems each and every time so that more prospects will be interested in going to the next step with you. If you fail to do so, you can forget being able to add more clients to your roster. But it can change as soon as you make compelling marketing a priority for your business.

Your assignment:

1. Contact previous clients and ask them for a success story or testimonial.

2. Re-write your program offerings based on results not features and memorize it for your selling conversations.

3. Create a bonus structure that allows them to gain more value only when they make a decision within the next 24 hours to work with you.

©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.

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.

5 Keys for Backing Away From the Incredible SNATCHERS--Darnyelle A. Jervey

Okay, I know that as you read the title of this article, you were like, “what in the world is an Incredible SNATCHER?!”

An Incredible SNATCHER is anyone who has been Sent to Negate All Talent and Confidence that Has been Earmarked and Reserved for your success.

That’s right, this article is all about eliminating the haters, naysayers and dream stealers who make it their mission to derail your destiny, pummel your purpose and prevent you from living your passion.

Now, many of you are allowing what the Incredible SNATCHERS have to say to keep you from playing big…they don’t like that you’re succeeding, you quit your job and are making entrepreneurship look effortless, etc. Well, I am admonishing you this week to once and for all stop allowing yourself to be stifled because of what they think of you. Honestly, when you realize that their purpose is to stop you from serving the world in a big way, I think it will make it easier for you to back away.

For one minute, close your eyes and imagine that you are a star in the sky on a dark summer night. In fact, in this visualization, you are the only star. If, because of your Incredible SNATCHERS you dim or completely turn off your light, the world would be in darkness. You, not shining to full capacity would prevent others from being able to see their greatness. Now open your eyes, and ask yourself if you really want that to happen?

I’m going to take a wild guess and state that the answer is no. So, if you’re with me, here are 5 keys that are sure to help you successfully back away from your Incredible SNATCHERS:

1. Recall your vision and mission. A lot of times we get distracted from our purpose and in that distraction we forget what we are supposed to be doing. As an entrepreneur, you are supposed to be solving problems for your ideal clients. Take some time to get to a quiet place and remind yourself of why you are doing what you do. Get refreshed so you can get back to work.

2. Complete a circle of influence review. Are you spending too much time with your SNATCHERS? Because the majority of your SNATCHERS have the same maiden name as you, it’s probably safe to say that you see them on a regular basis. What I recommend is that you complete an assessment and grade each person you find yourself spending significant portions of time with. If they add value, give them a plus. If they cause drama, give them a minus. If they don’t move you one way or another, give them a slash sign. Plus signs get to stay; minus signs need to get less and less of your time and slash signs need to move one way or the other because you can’t straddle the fence of who you share your incredible with.

3. Set clear intentions. When you set clear intentions for your life and business, you will be better able to ensure that you are holding fast to them and you will also allow the universe to conspire on your behalf to make your intentions true for you.

4. Join a mastermind group to spend time with people who are your peers in business. Sharing space with positive entrepreneurs who like you are growing a business, will give you more drive and determination to reach your goals. Remember, your income is the average of the 5 people with whom you spend the majority of your time.

5. Learn to say no. Just because a SNATCHER asks you for something doesn’t mean you have to make yourself available to offer it to them. Begin to say no to them so that you can say yes to your purpose and destiny.

Being an entrepreneur is challenging enough without having SNATCHERS add fuel to the fire. By determining which simple, yet effective strategies will work for you, you will be able to not only back away, but also bring more positive into your business so you can send more positive out to the world you serve.

To get step by step assistance in how to attract your ideal clients, register for my Ideal Client Bootcamp. For details visit http://www.incredibleoneenterprises.com/ifbc

©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.

5 Juicy Strategies for Building Customer for Life - Darnyelle A. Jervey

The Customer is always right.

While I don't entirely agree that this statement is true 100% of the time, I do believe that the customer is always entitled to respect, good quality and exceptional customer service. Regardless of the size or type of business you own, the lifeline of your business, along with great marketing and financial management, is your customer service skills. Many entrepreneurs, especially miss the ball on this intricate detail. It is essential to have clients rave about your products and services, join your unpaid sales force - that's right, they love you so much they bring you new clients out of sheer delight with how you work with and for them.

I know that in my world, having started my career in a Corporate Customer Service giant that it is essential to always be thinking of yourself as the customer. When you do, it helps you to create products and services that appeal to them, creating an experience they cannot wait to deepen. When you project this mantra each day in your business, it shows and your customers keep showing up.

Since our inception, we've worked with hundreds of clients who come back, over and over again. I have a growing list of clients who have deemed me their business coach for life. I share this not to brag about how wonderful I am but instead to share how much I value customer service and bend over backwards to ensure my customer's needs and expectations are always exceeded.

When you do make a mistake, know that your customers know you are human and they are simply looking for acknowledgement and courtesy; which goes a long way and saves you from having to spend money locating another brand new customer. And yes, it is so true that when we have a bad experience we tell twice as many people as when we have a good one. So, if you want to avoid the backseat banter of clients' gone AWOL, try these juicy customer service strategies:

1. Create a contact list of all your customers (a customer is someone who has made a purchase from you during the lifetime of your business). From that list, periodically send cards or make phone calls just to touch base with them and to see how they are doing. Let them know about what is currently happening at your company. This will go miles and miles towards keeping them engaged in your offerings. Remember, it should be your goal to make 5 calls each day and send a minimum of 5 handwritten notes each week.

Bonus: Create a systematic way of staying in touch with your clients and increase your productivity through the automation.

2. When a new customer purchases from you, maximize the first 30 days of their experience using an immediate thank you card or hand written note, or perhaps a video, and of course an auto-responder system that checks in on their progress and lets them know what they should purchase next to deepen their learning. Tell them what to do next by creating an engaging new customer experience.

3. Statistics show that most consumers who enjoy a product or service would like to hear from the company at least twice each week, to that end be sure you have a systematic approach to staying in touch with your customers on a weekly basis.

4. Require some form of client information sheet so you can capture key personal data like each client's birthday, anniversary and children's names. Call them, email them or send them notes on each of those key days or mention their children in cards, calls and other notes. There may be times that you will be the only birthday or anniversary wish they receive and as sad as that is, it will definitely build customers for life.

5. When you offer a special incentive or offer savings on your products and services tell them immediately. Also, send periodic coupons via the regular mail with a longer expiration date.

Bonus: And when they order from you, always offer some form of bonus and free gift with purchase, they will LOVE it and keep coming back for more!

My personal recommendation is to create a customer service plan, a systematic approach to keeping your customers engaged, equipped and informed about how you have created products and services just for them. In creating your plan include these elements as well as others that help you to deliver impeccable service to a group of people who understand your value, evidenced by them being your clients. Creating a plan to service them will help you to be more productive in your business. Your plan should include the steps and sequences you will take to serve them with detailed processes that makes this level of interaction in your business easy for your team to duplicate.

It's true we are only as good as the number of customers who buy our products and services. Don't have any customers; you better check your customer service.

©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.

5 Quick Tips to ensure that your offer is Irresistible - Darnyelle A. Jervey

Rita's Water Ice, Baskin Robbins and my favorite Japanese restaurant in the mall all do it. Most savvy entrepreneurs who know marketing is the oxygen in their business do it. You call yourself doing it but it's not working for you. What am I talking about? Your free offer.

When I walk through the mall, I always go down to the food court to see what they're offering because I know it's going to be good, juicy, very tasty and make me want more.

I look forward to trying the latest flavor at Rita's and Baskin Robbins because I know that when the sample is good, the full size won't disappoint.

Can you say the same about your free offer to add new prospects to your sales funnel?

It is my personal suggestion that you create the same type of reaction to your products and services by doing something different, ensuring that your sample doesn't disappoint. And, by the way, don't say "join my mailing list;" instead offer them a sample of your Incredible Factor - that thing you do that sets you apart from the sea of others who do it too. If you want market share in your industry you've got to offer something irresistible - or as the Godfather puts it, "make them an offer they can't refuse."

Failure to do that leaves you sitting alone with your product or service in mass quantities - not serving the world, not changing lives. And that defeats the purpose of why you went into business, right?

So how, then, do you change your fate by offering low value "fluff" to those who visit your website and click away without joining your list or making a purchase?

The best way to get them into your funnel is by offering them a "taste" of the solution to a problem they (your ideal clients and prospects) have, showing them that you are that irresistible!

Your irresistible free offer should be juicy, leaving them wanting to deepen their experience with you. It should also be high value and content rich - no fluff allowed.

When you put your sample into a free report, audio download, CD, checklist or video series, you are guaranteeing they will want much more of you and therefore enter into your sales funnel, becoming a customer for life when you consistently treat them to more high value, high content information using your weekly e-zine and other "stay connected" marketing vehicles.

I'll be honest here; it took me several tries to develop THE offer that is now adding tons of new people to my list each week. It might be necessary for you to really clarify what your ideal clients needs are so that your offer is the exact "sample" they were looking for.

Here are my 5 quick tips to consider when creating an irresistible free offer.

1. Consider what your ideal clients biggest problem is and use those words to name your IFO. I've said this before, we get cute instead of clear when we are talking about what our clients need from us.

2. Determine the medium through which you will offer your solution to their problem. You've got options and options are great - how do your ideal clients prefer to receive information?

3. Use social media to test your new IFO by posting something like this - "If there was a checklist/audio/special report/CD, etc. created that would do (insert problem it solves,) would you want it NOW?" See how many people respond. If not enough say they want it, go back to the drawing board. You failed to capture their attention from the beginning; you've got to "have them at hello."

4. Have a graphic designer create a professional image for you that represents your offer and your brand nicely and professionally. Don't try to do it yourself unless your Incredible Factor is graphic design. Shift your mindset and invest in your business.

5. Update your opt-in box and create your landing or squeeze page contents to begin attracting new prospects with your newly designed IFO! Congratulations, you're now ready to give them something they can feel and grow your list by leaps and bounds because you've become a client magnet….simply irresistible.

©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