Thursday, March 31, 2011

5 Steps to Believing YOU Can

A key step to creating success in your life starts with believing in yourself and believing you can do it. When you have a powerful positive belief system, nothing can shake your foundation. It is the core of who you are.

Do you believe in yourself? The best way to answer this question is to look at where your life is right now. Do you have all the things you really want in your life? Are you satisfied with what you’ve accomplished? Do you believe your wishes/dreams will come true?

We may want to believe we can have anything we want, yet something gets in the way of that happening. And that “something” can be limiting thoughts. Those nasty little thoughts sneak in and keep us from feeling good about who we are.

It’s not unusual after you take on something big in your life, like starting your own business or doing something you’ve never done before, to have all your doubts and fears come up. Some familiar thoughts you may have are, “Can I do this?” “What if I fail?” “Am I good enough?”

I can remember when I decided I wanted to take my business to the next level; I was so excited. I knew it was time to play a bigger game but then those nasty thoughts started to creep in. There was always this little voice in my head saying, “You don’t have what it takes. You’re not smart enough. What if you fail?” I knew if things were going to change, it was up to me to make those changes. I then took the steps to shifting my thinking forever.

Here are 5 steps I created to help you to believe you can:

  1. Love yourself for who you are. Before you can let love in, you must first learn to love who you are. We are all whole and complete just as we are. We all came into this world as magnificent human beings fully expressed. Sadly, many people walk around feeling there is something wrong with them and with the world. And, they’re never satisfied with what they have or who they are. They never appreciate what they’ve accomplished because they’re always thinking “what’s next?”

    The good news is nothing’s wrong, there’s nothing to fix, there is no where to get to because you’re already there. There is nothing you need to do to make yourself better because you’re perfect just as you are.

  2. Trust. So often, we walk through life with an expectation that things “should be” a certain way. And, when that doesn’t happen, we’re upset, frustrated, and angry. We then make ourselves and others wrong. We start walking around complaining and blaming others.

    There were many times when I was frustrated about my business. I had limiting thoughts like, “Why don’t I have more clients? I’m never going to make the money I want to make.”
    I then took on practicing a new way of thinking. I consciously changed my thoughts and focused on trusting it would turn out. And each morning, I would think of what I wanted in my life and business and say, “I trust it will come to me.” When I did that, the door of abundance opened up and new opportunities flowed in.

  3. Appreciate your accomplishments. If you want to attract more abundance into your life, slow down and allow yourself to be present to your accomplishments. When we take the time to do this, we’re opening up a space of more of the same to come to us.

    Think about it this way. If you spend most of your time thinking about what you don’t have, what do you think you’ll attract the most? That’s right! You attract that which you focus on the most. Most times we rush through life thinking about the next thing rather than appreciating what have right now.

    When you take the time to appreciate your accomplishments, you are allowing yourself to bask in the victory of what you have achieved.

  4. Be Grateful. Quite often, people dwell on what they don’t have and complain why they don’t have what they want. And the more they do that, the more they perpetuate the same. Remember, like attracts like. They focus on the future and that some day they’ll have more money or more clients.

    It’s just as important to your happiness to take time to be grateful for the things you have right now and have already accomplished. When you do that, you’re immersing yourself in the positive energetic forces of life that are around you. And, what you focus your attention on most is what comes to you. The more you are grateful for, the more you open yourself up to attracting more of the same.

    Here’s a brief statement taken from Joe Vitale’s book, The Attractor Factor. “Feel thankful for your life, your lungs, your home, it doesn’t matter. Once you feel grateful, you are in an energy that can create miracles.”

  5. Choices. You are where you are because of choices you made. The choices we make in our lives help to make us who we are today. If you don’t like what you have, you can change it. When you decided to start your business that was a choice you made.

    Each day we have thousands and thousands of thoughts. We may not think we can choose our thoughts but that’s because we think we have no say in how we think. However, the truth is, if we don’t like the thoughts we have, we can change them and choose more positive thoughts.

    Every day you get to choose how the day is going to go. So why not make it a great one! It's a conscious choice you make to believe in yourself and you can start today.

© All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit
www.SalesBreakthroughs.com.

Thursday, March 24, 2011

6 Ways to Increase Your Sales NOW

Now is the time to become a “smart” entrepreneur about your business by doing more not less. What I mean by “doing more” is increasing your sales and marketing efforts. Instead of pulling back as many entrepreneurs are currently doing, beat out your competitors by finding new ways to stay visible.

An economic slowdown can be a problem for your business if you allow it to be. Or, it can be an opportunity to gain new clients and boost your sales if you know and have mastered the marketing and sales methods that work best during these times.

Right now, many successful entrepreneurs are rubbing their hands together in eager anticipation of new opportunities because they know many of their competitors are pulling back. With less competition, it makes it easy for them to go after business.

Consider that although people may be more cautious in spending money, they do still need services. The person they’ll do business with will be the one who provides the best value and finds creative ways to stay in front of them.

Here are 6 sales and marketing strategies to maintain and even increase sales, no matter what’s going on around you.

  1. Follow Up. I’m amazed to hear entrepreneurs say they only follow up one or two times and sometimes never at all. People may not be ready today to buy from you but if they expressed interest, they’ll probably be ready to buy in the next several months. They say it can take 7-10 or more touches to move the client to making a buying decision. You want to come up with creative ways to stay in touch, so when they’re ready to buy they’ll remember you.

  2. Reactivate dormant accounts. Reaching out to past clients can make customers for life. Let them know you’re there for them and be generous by offering some ideas to help them in their business. One phone call can make a huge difference. Think about it. When was the last time a past vendor called you with some ideas for your business? When you go the extra mile and show them you’re there to help them, they’ll appreciate you and remember that when they’re ready to do business.

  3. Make special offers. Offer a product or service at a special low fee for a limited time. Give catchy names to these special offers. Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx’s Birthday Sale, Xmas Sale, Coupon Sale, Free 30-Day Trial. You’ll need to put a time limit on the offer to encourage people to buy now and not later. Also, it helps to explain why you’re having the sale, so they know you don’t just drop prices whenever you feel like it.

  4. Up sell to generate additional revenue. When a client purchases your product, you can offer other services at a nominal fee that will compliment the product they’ve just purchased. This is done in many places. For example, at many hotels they now charge you a ‘resort fee’ of $20 a day. And for that fee, they list a series of amenities you receive. Although this is a small fee, with the volume of customers, this fee adds up.

  5. Add value to your existing service. During times when your customers may be concerned about pricing, another way to win them over is offering the best value for their dollar. You can do this by enhancing your service with “extras.” An extra might be faster delivery than your competitors, a larger selection, easier payment options, or a better guarantee.

  6. Be positive. I’m a big believer in staying positive. Now is the time to surround yourself with positive people, say positive affirmations daily, read books that make you feel good, listen to people who share their secrets for achieving success, take time to nurture yourself, and most of all believe in yourself and stay in action!

    © All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

    If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit
    www.SalesBreakthroughs.com.

Wednesday, March 16, 2011

Isn't It Time You Start Living Your Best Life

Fourteen years ago, I had breast cancer. At the time, I was a divorced woman living in New York working in an unfulfilling job and looking for love. Suddenly, I had become a statistic and was one of the “1 out 8 women” diagnosed with breast cancer. I could not believe this had happened to me.

I had been living my life as usual and suddenly the life I knew was over. In an instant, I had to make some big choices. And, the biggest choice was to live. I took this on as if my life depended on it because it did! I knew it was up to me if I was going to survive.

From the journey I took, I created my “8 Life Lessons.” These lessons not only apply to healing yourself, they also show you how to overcome anything that is keeping you from living life fully.
  1. Nothing is insurmountable

    In
    life there will always be challenges. It’s easy to feel powerful when things are going your way. Things are great, so you feel great. But what happens when things aren’t so great? The real test of who you are is how you deal with the challenges that life throws your way.

    Look back in your life and make a list of those times when you were unstoppable. What impact did these experiences have on your life?

  2. You have everything you need to handle what life gives you

    We all have the power and strength within us to deal with whatever comes our way. When the universe throws you a challenging situation, it is letting you know that it knows you have the power to handle it. The universe gives you nothing you cannot handle.

    Take a moment and be present to everything you’ve accomplished in your life. Think back to when you were young. Think back to the times when you felt most fulfilled. Even the smallest accomplishments can bring the most joy and satisfaction.

  3. The power is in your choices

    There is freedom in choosing. When you choose your life just the way it is and the way it isn’t, you are no longer resisting what you have. This then gives you the freedom to create newly.

    The energy we exert when we complain that our life isn’t working disappears when we choose our life just as it is. As soon as you stop complaining and accept what is, you’ll begin to feel energized. You’re unblocking your energy flow and allowing new energy to come to you.

  4. Responsibility is the key

    Although we may say we know we’re responsible for our life, we don’t always want to be held accountable for taking responsibility. When you take responsibility for your actions, you give up any reasons, excuses, or justifications not to do something. When you hold yourself responsible for how your life goes, you’re saying that the buck stops with you.

    Successful people never complain about their lives. If they don’t like the way things are going, they’ll do something about it.

  5. Seek the right relationships

    Reach out and surround yourself with people who love you and want you to win in your life. Are you getting love and positive energy from the people around you, or are you feeling depleted? Whatever you tolerate will drain your energy.

    If you find yourself drained in your current relationships, it may be time to re-evaluate your current relationships and find new relationships that nurture and support you.

  6. Believing overcomes fear

    We all experience fear from time to time in our lives—it’s part of being human. Fear of not being good enough, of failing, of succeeding. But if you believe in yourself, you will not be stopped by fear. You may feel the fear but you’ll move through these thoughts anyway.

    You already have everything within to create a life that lights you up. When you believe in who you are, nothing can shake your foundation or get in your way.

  7. Old beliefs must be challenged

    If you’re stopped in life, ask yourself, “what’s in the way?” Do you have thoughts like “I’m not good enough” or “I can’t do this” or “what if I fail?” These are thoughts you made up. They’re not real; they are imaginary.

    You have the capacity to change those thoughts. The thoughts you have were created by you.

  8. Nurture yourself

    Slow down—why are you rushing? It’s time to get off the merry-go-round. Allow others to love you and contribute to you. Make the time to listen to your inner voice.

    Are the things you’re doing, bringing you joy and fulfillment? Or, are you doing things because you think it’s the right thing to do? Now is the time to check within and ask yourself, “What is it that I really, really want in my life?”

My challenge to you is to practice one of the 8 Life Lessons each week. As you practice each lesson, notice the thoughts and feelings you have. Each day in a journal, write the thoughts and feelings you experience. This is the beginning of healing and unleashing the magnificent human being that you already are!

I have created the 8 Life Lessons program to guide, support, and teach people the steps to take to embracing their lives and transforming themselves so they can pursue their dreams and goals. If you’re interested in learning how the 8 Life Lessons Program can unleash you in your life and your business, email me at Rochelle@SalesBreakthroughs.com and we can set up a time to speak.

© All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit
www.SalesBreakthroughs.com.


Wednesday, March 2, 2011

Implement a Follow-Up System that Really Works

One of the most effective ways in getting more business is following up with the prospect. Sadly, 80% of sales opportunities are missed because people do not follow up consistently. Studies have shown that most prospects, who do not buy short-term, usually make a purchase within 12 months. When they make the purchase, it's going to be with the person who stays in touch with them on a consistent basis. Prospects do business with people they know, trust, and who understand their needs.

Some of the reasons salespeople don't follow up are:

  • There is no organized system in place.

  • They're afraid they'll appear too pushy.

  • They're afraid they'll be rejected.

  • They don't know what to say.

  • They call once or twice, and move on to the next thing.
Here's the good news—although for some of you it may seem like bad news! It takes 7-10 follow-ups to close the sale. Yes, that's the truth. So if you're routinely giving up after 2-3 tries, you're giving up way too soon. They may not be ready to buy from you now, but if you remain fresh in their minds you'll be the one they'll buy from when they are ready.

Here are 6 easy and simple ways for turning follow-up into sales:
  1. Create Follow-Up Systems
    Select a follow-up system for tracking your accounts that works for you. There are several systems that help you track your accounts efficiently and effectively.
  • A personal computer. There are contact management programs designed for organizing and tracking your accounts. ACT, Goldmine and Outlook have contact management programs.

  • A notebook. Use a single sheet in your notebook for each client and enter the dates of your calls along with notes. Keep your top 10-20 hot prospects in the front of your notebook, alphabetized by client name.

  • The old-fashion tickler system. Set up your folders numerically by dates starting with 1-31. Use a single sheet for each new prospect, and write down the name, phone numbers, address, email address, and any pertinent notes about the account. Then file it in your tickler file system by date of your next contact with them.

  • A business card file. Although the space is limited, you can write tiny notes on the card. The card file can be used before information is entered on computer.
  1. Follow-Up Sales Tools
    It's pretty standard to use the telephone and e-mail for those 7-10 follow-ups with a prospect. Begin to embrace other ways of staying visible to the prospect over a period of time.

    Some other tools that work are sending letters, faxes, brochures and literature. Be creative and use testimonial letters from satisfied clients, invite them to a seminar or to lunch, send them a small item with your company name printed on it, or if appropriate, give tickets to a sports event, the theater or a seminar.

  2. Touch Base Email
    It may take 7-10 touches to close the business, so don’t give up. Writing a “soft” touch base email is a non-pressure way of letting prospects know you’re thinking of them.

    Email the prospect you are thinking of them. Remind them they did express interest in your product or service. Let them now you’d be happy to meet and specify a time you’re available to talk. Let them know if they’re not ready that it’s perfectly fine with you, and you’re there for them when they are.

  3. Personalize Your Follow Up
    There are numerous ways to personalize your follow-up contact with the prospect. You can write a hand-written note thanking them for the meeting, or inviting them to meet for coffee or lunch. A hand-written note is a personal touch the prospect will appreciate in a world that’s becoming more and more electronic.

  4. Develop the Habit of Persistence
    The key ingredient to effective follow-up is persistence. Persistence with the right attitude leads to more business. With persistence, obstacles and problems can't stop you and most importantly, other people can't stop you.

    Your ability to follow up will determine your success in sales.

  5. Don't Get Stopped by NO
    You have to be willing to do what it takes to move past the seventh "no" or "I'm not ready yet" to get the sale. A "no" is nothing personal. The prospect is saying "no" to the product, not to you. Think about the fact that when you really want something important to you, nothing stands in the way. Why not bring those same qualities to your business? How many "No's" are you willing to take before you give up the sale?

ASSIGNMENT:

  • Make a list of prospects you’ve met with, who expressed interest but did not buy from you. They may have told you they weren’t ready or maybe didn’t even tell you why.

  • Select one of the follow-up systems to track your prospects. Then set up a schedule of dates when you'll be following up with them and enter those dates in your system.

  • Select any of the sales tools listed and decide when you'll use these tools.

  • Send “soft touch base” emails to these prospects. Make sure the email you write is friendly, brief and non-pressuring.

  • Write a personal hand-written note to several prospects letting them know you enjoyed meeting them and invite them to meet for coffee or tea.

  • Be organized, creative, and persistent and don't get stopped by "No." Remember it takes 5-10 follow-ups to close the sale!


© All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.