5 simple steps that lead to more successful selling conversations--Darnyelle A. Jervey

Let’s be clear; it is as honorable to sell as it is to buy. Even though most business owners are aware of this fact, they still struggle with asking the most important question after the solution has been presented to the problem their ideal prospect has. Now that question, which can take many forms boils down to this: when would you like to get started? Some might say that asking it that way is too blunt and I’d say that they are chicken, not fully convinced of the value they add and clear that they are THE solution that their prospects need to once and for all solve the problem.

I recognize that selling occurs every day and somehow most would say that it’s easier if money doesn’t have to change hands. I say, why? You can convince your spouse that the movie you desire to see is somehow better than the one they desire to see but you can’t show your prospects that the solution you offer is better than the others offered in the marketplace and that they should pay you to get access to it? I’m not buying it and hopefully you won’t either as you learn my simple steps for helping to make your selling conversations more successful.

1. Set an intention before your conversation. Get quiet and clear and see yourself closing the sale and welcoming a new client into your business. What will it feel like when they enroll in your program and pay your well positioned rates? Write that positive, life affirming feeling in your journal. Start your conversation by expressing your gratitude for them wanting to meet with you. Keep your energy high and assume the answer will be yes.
2. Gain a clear understanding of the problem they are experiencing and help them to understand why they need to solve it now. Is the problem costing them money? Use a portion of the conversation to show them how much the problem is costing them so they can feel a sense of urgency to find a solution. Hint: you’re the solution!
3. Transition them from pain to promise by highlighting your solution for them with clear, measurable results NOT step-by-step processes. They want to know what they can expect when the problem has been solved not the exact way you’re going to solve it. You will lose them in translation if you don’t focus on the outcome, transformation, overall benefit or results.
4. Ask them for the sale. After you’ve walked them through your best option for them, the option that encapsulates their problem with the best possible solution in the most reasonable amount of time so that the solution is clear, experienced and no longer a hindrance, ask them if they are ready to stop the pain. While you may not use those exact words, you must use that level of conviction and confidence that in your solution lies their redemption.
5. Celebrate your new client. Collect their payment information, celebrate their decision and start solving their problem so you can get a killer testimonial or success story to bring more new clients into your business.

Selling is as honorable as buying and when you start with these simple tips, you will find yourself closing more sales and welcoming more new clients into your growing business. They’re waiting on your solution, it’s time you unleashed it!

©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

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.