Get Contact Information For Following Up

You’ve just delivered a great presentation, yet sadly you only have a few business cards. To ensure you collect your audience’s business cards, so you can follow up with them, you can do several things:

• Pass around a signup sheet to receive your free newsletter or report.
• Invite them to drop their business cards in a bowl for a free gift.
• Offer to send your PowerPoint presentation to those who are interested and ask for their business cards.

Once you have their business cards, follow-up within 24-48 hours with a thank you e-mail, card, or a quick phone call, and set up at time to meet.

It's Time to Blow Your Horn

I recently met with my client, Jenny, who left her corporate job to start her own business two years ago. Her business has quickly grown, she had built up a clientele of loyal customers and she was ready to go after bigger accounts. Yet, there was something in the way that was keeping her from pursuing the bigger accounts.

Jenny had worked for someone else for many years. She was comfortable promoting their product and staying in the background. But now as a business owner, the product she’s promoting is herself. She was having difficulty creating a compelling marketing message and letting people know about her.

When I asked her what was holding her back, she said she doesn’t think she can compete with the big competitors. And, when we went a little deeper, we uncovered the real fear and that was she didn’t think she was good enough. Now, is this the truth? Absolutely not! She made this thought up and deep down she believes it.

For many entrepreneurs, we have difficulty blowing our own horn. What holds us back can be our limiting thoughts. We’re not always aware of these thoughts, but you know they’re there because they can show up in our behaviors.

Here’s how you know you’re holding yourself back:

• You make excuses for not doing what you said you would do.
• You blame circumstances or other people for your situation.
• You find yourself distracted and sidetracked by other tasks.
• You feel overwhelmed by everything there is to do.
• You compare yourself to others.

If you want to take your business to the next level, you have to be willing to step out from behind the curtain and stand confidently and proudly center stage. It’s time to blow your horn, let everyone know how great you are, what you have to offer, and how they can help you.

It means “acting as if” you’re already that person. The more you act as if you are, over time you will become that person. It’s like being an actor. The actor takes on a role. She’s “pretending” to be that person; however, to the audience she “is” that person.

I did that when I created my new website. I wanted a new website that projected an image of professionalism yet softness. I took the leap and made the changes. At first it was scary. I wondered how people would respond. There was no reason to be scared, the response to the website has been so positive since I’ve launched it. In the first week, I’ve attracted two huge business opportunities. I’m so happy I made the leap!

Here’s 5 easy steps to help you blow your horn!

• Make a list of your accomplishments. When you do this exercise, you’ll begin to see how much you’ve accomplished. Far more than you ever thought!
• Make a list of the benefits people receive from working with you. This will help you become clear on what you provide for your clients.
• Interview clients. Ask them what they like best about working with you, what is unique about you, and why they hired you.
• Gather testimonials from your clients. Read those testimonials over and over, so you’re present to the results you’ve produced for your clients. These are your raving fans!
• Take action now! What’s one step you’ve been wanting to do in your business and been putting off that you’re willing to take on today?

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 http://www.salesbreakthroughs.com/.

Are You Tired of Being Out Priced by the Competition?

Are you losing business to the competition because they’re coming in at a lower price? Are your competitors telling the prospect they have the same exact product as you but for less money? This can be very frustrating when you know your product is superior yet the prospect is buying from them and not you.

If you’re nodding your head yes to these questions, then you’re not alone. Being “out priced” is happening more often now as people are being cautious about their spending. Yet, if you go into your local shopping mall or supermarket, you’ll see crowds of people buying. They still need services and are willing to pay for a quality product.

Today’s consumers have become more educated about buying with all the information available to them. They now have more knowledge about products than many of the people selling to them. You can no longer simply communicate information about your product and expect you have the sale.

Although you truly know in your heart your product is the best, there’s a lot more competition out there. You have to be willing to go the extra mile. You have to show them upfront the value they’re getting.

This means meeting face-to-face with the prospect to uncover their pain, identify the solution, show them how you’ll implement the solution, and how you and your product stand out from the competition.

Here are 4 steps to show the value the prospect receives from buying your product:

1. Uncover the pain: At your first meeting with prospects, help them to define a problem they may not fully understand or know they have by asking questions. Questions like “What’s your biggest challenge? What’s not working as well as you’d like it to? If you could wave a magic wand, what would you like to see happen differently in your business?”
2. Identify the solution: Help prospects identify a solution they didn’t know was available to them. Based on what they’ve shared with you, let them know the solution you have that will resolve their problem.
3. Present the solution process: Present and explain how you will implement the solution for them. Walk them through the all the steps, so they understand how the process works. Remind them of all the benefits they will experience after the problem is gone.
4. Differentiate yourself from the competition: Explain what makes you unique in the service you provide. Let them know what you do for them that sets you apart from your competition. This is where how and what you say really matters the most. Be willing to freely and powerfully say what makes you stand out from the others. People want to work with people who are confident and make them feel safe with and they can trust. You will win over the prospect when you speak authentically from your heart!

Yes, in some cases, low pricing will win out no matter what. Do not dwell on those situations…just move on. There are many people out there who want and need your product and are willing to pay for it.

If you liked what you've read and want help in applying these steps to your business, I invite you to take your first step by signing up for a Breakthrough Strategy Session with me. If you're stuck in your business or frustrated you're not bringing in more sales, please stop suffering and call me. There is a solution! I will walk you through a step-by-step process that will give you clarity about the direction of your business, create a 180-degree turn around in your thinking about sales, and move you forward quickly. I will personally give you my one-on-one breakthrough strategies that fit you and your business.
Click here to learn more.

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 http://www.salesbreakthroughs.com/.

6 Simple Ways to Make Your Clients Feel Special and Have Them Wanting More

I recently spoke to an entrepreneur who told me she had signed up for a program and soon after she signed up she received a phone call from one of the people leading the program to thank her for signing up. She was so impressed they took the time to call and personally thank her.

Now she’s feeling confident she made the right decision and excited to get started. She’s going to get a lot more value from the program because she’s feeling taken care of. And, if she continues to have the same positive experience throughout the program, she’ll purchase another program or product from them. They now have a long-term client. All of these wonderful results from one short phone call thanking her for signing up for their program.

How does exceptional customer service affect a business? You gain a long-term client who will buy more, a happy client will tell other people (just as she told me), and those people may become clients too.

So what are you doing differently to take care of your clients? During these times, people are spending but they’re more cautious about where they’re putting their money. There’s a lot of competition out there. If you want to retain your clients and have them buying more, you have to stand out from the crowd by doing things differently.

Here are 6 simple ways to make your clients feel special and have them buying more:

1. Pick up the phone, call your clients, and thank them for their business. This personal touch is easy to do and shows you genuinely appreciate their business.
2. If you’re having an event, invite them to come “free,” or if you’re attending an event that you think they might be interested in attending, invite them to come as your guest.
3. Send them a token of appreciation, for no reason, other than that you appreciate having them as a client. You could send a book, something yummy, or some small gift.
4. Call them during the year to see how they’re doing and how you can help them. Calling for no other reason than to let them know you’re thinking about them will set you apart from many of your competitors.
5. Invite your clients to a “Client Appreciation” luncheon or tea. Choose a restaurant or café and invite your favorite clients. You're going the extra mile and they'll appreciate you for doing this.
6. Send them a short note, letting them know you value and appreciate their business. It doesn’t take much to write a short note of appreciation and the rewards you’ll get back from your clients are priceless.

I received a magnet with a beautiful quote engraved on it from a colleague. I was so touched that she took the time to send this to me. This small gift made my day. It wasn’t expensive or extravagant, yet it was the perfect gift.

I’m sure you can come up with other extra special ways to make your clients feel special. But are you making the time to do it? The point is that by going the extra mile, you’re creating clients who will feel taken care of. They, in turn, will tell other people who will tell other people. Just as I’m telling you. Before you know it, your clients will be buying more from you and you’ll be attracting new clients too. These simple steps can keep your clients forever and attract even more.

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 http://www.salesbreakthroughs.com/.

7 Sure-Fire Ways to Connect with the Right People

Early on in my business, I was networking with everyone with no special focus. When I first started my business, I was a “Jill of all trades.” My business was new and I was open to coaching anyone who asked. I was doing this because I was eager to help people, grow my business, and hone my coaching skills
.
As time went by, I realized I was spreading myself too thin and instead of my business growing, it was starting to decline. I knew if I was going to grow my business, I had to get out there and connect with the right people. It wasn’t going to happen by sitting in front of my computer in my sweats thinking about it.

If I intended to network with the right people, I needed a clear and specific plan to follow. In the past, I would push myself to go to an event without much preparation. I was flying by the seat of my pants, hoping for the best. It was no surprise I dreaded networking and didn’t accomplish very much.

So, I asked myself “What could I be doing differently?” To begin with, I needed to know:

• Who do I want to meet?
• Where do they gather?
• What do I want to accomplish from networking?
• Where are the best places to network?
• What do I say to grab their attention?
• What happens after I leave the event?

From answering these questions, I created a 7-step networking plan that works every time.
With this plan, you now know what to do before, during, and after attending a networking event. You’ll be prepared and confident that you’ll walk away having connected with the right people. And, when you connect with the right people who need your product, an abundance of business will start coming your way. Here are the 7 steps to follow:

1. Your Networking Pie
   There are many different places to network. Open up your local business journal and see all the places there are to network. Draw a circle and divide the circle into pieces of a pie. For each slice, write a place where you can network. Some examples are weekly networking groups, business associations, the local Chamber of Commerce, Rotary Clubs, special interest groups.
2. Be a Detective
   Contact the person in charge of the event and find out who’s attending. Then go on the Internet and research them. Maybe they’re launching a new product or have achieved a great sales year. With the information you find, you now have something to say that will grab their attention.
3. Set Your Intention
   Put your attention on your intention. Create specific goals of what you intend to accomplish. Schedule in your planner the number of networking events you will attend monthly and how many people you will meet. And, no matter what, do what you say you’re going to do.
4. Grab Their Attention Immediately
   First impressions happen in the first 30 seconds. Create a compelling 30-second statement that will have the person sitting up and listening. It should clearly state a benefit for the person you are meeting. Write it out and practice with several different introductions until you feel comfortable.
5. Ask Them for Help
   After I ask them questions about their business. If I determine they’re not the decision maker, I ask the person a couple of questions. “Who’s in charge of sales,” followed by, “I’m wondering if you can help me?” It removes any pressure when you ask for their help and people do want to help. I recently attended a networking event and asked these questions. I was given the name of the president, called him and we have an appointment to meet. That was easy and simple to do!
6. Build Relationships
   People do business with people they know, like and trust, and that takes time. Take the time to ask them questions about their business. Show you’re genuinely interested in them. The most rewarding business relationships evolve over time so be willing to keep in touch. Find various ways to keep in touch other than the phone.
7. Follow Up
   Any substantial business I’ve received from networking didn’t happen overnight. It happened because I was persistent and didn’t give up. Make contact with the person you’ve met within 24 hours of meeting them. Expect that it will take at least 6 encounters or more to move the prospect to the next step. Send a personal follow-up note, a thank you, a congratulations note, or a relevant article of information.

ASSIGNMENT:

• Select at least 2 networking events you will attend this month and write the dates in your planner. Most networking groups allow you come as a visitor a couple of times.
• Make a decision to join at least (1) networking group that meets weekly. I recommend a weekly networking group because they’ll get to know you faster on a weekly basis, and start giving you business more quickly.
• Write down clear and measurable goals of what you intend to accomplish at your next networking event.
• Create your compelling 30-second statement. It should include who you are, what you do, and what makes you unique. Write it out and practice saying it until you can say it with confidence and enthusiasm.

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 http://www.salesbreakthroughs.com/.

Ready to Create 2012 to be Your Best Sales Year Ever?

As we move into 2012, now is the time to decide what you want your business to look like. Look at what you have in your business now. If you don’t like what you see, you can change it. If you want to achieve bigger goals, you can do it. It starts by stepping outside your business, looking at how you’ve been doing business, and then creating a new vision of what you want your business to be. You can accomplish much more when you have a clear and concise sales plan.

Let me share a story about my client, Ann. She’s the owner of a growing tile business. Ann came to me because she wasn’t closing enough sales—she was overwhelmed with the details of running a business. Instead of running her business, she felt as though her business was running her. Her lack of focus and direction was hindering her productivity and slowing down her sales growth.

Ann had big dreams for growing her business. She wanted to design a brochure, build a website, and sign on more clients. However, all the details that arise for solopreneurs can often push our dreams into the realm of “maybe someday.” So early in the coaching relationship, Ann and I created a detailed plan of everything that she wanted to accomplish.

We started with Ann creating a clear vision of what she wanted her business to look like. I had her answer these questions, “What is it I really want to do? Am I doing the work I really love or am I doing what others expect of me?” In order to create her vision, she needed to put her business owner hat on, step back, and see the whole picture. It’s not uncommon to get caught up in the “doing” of our business and lose sight of seeing a bigger picture, including all of our dreams and goals.

She then listed and clarified all her goals and indicated next to each goal the date to reach the goal. We then defined action steps for each goal, with a due date next to each action step. We looked at all of the steps and we listed, by priority, which steps she needed to tackle first. Creating due dates for her goals and action steps, gave Ann a clear and specific plan by when they would be accomplished.

Immediately, Ann felt energized and excited. Finally, she was focused and had gained clarity. She was able to envision each of the steps on the way to each of her goals. With her new plan in place, Ann completed her brochure, implemented her new website, and actively began pursuing new clients. She felt a sense of accomplishment seeing all the projects she’d been working on for several years finally being completed. Ann is now running her business with confidence, guided by a clear vision of what she needs to do going forward. By anchoring herself and grounding herself, she became the image of success she’d dreamed of.

I’m sure many of you can relate to Ann’s story. You’re strong in certain areas, but in other areas you’re totally overwhelmed with all the things involved in running a business. When you create a clear, specific plan and stick to it, you cease to be overwhelmed and make tremendous strides towards realizing your vision.

The wonderful thing about having a plan is gaining a sense of control over the direction of your business and life. With a plan, you steer your business in the direction you want it to go. You are no longer caught up in the details of the day-to-day work.

Here are 9 simple steps to create your own comprehensive plan towards achieving your sales success:

1. Create your vision: Take a good look at your business. Maybe it’s time to change your vision. Are you doing what you really want to do? What is it you want to accomplish? What is it you provide? When you begin to answer these questions, you’re creating a clear vision of what you want to accomplish.
2. See the whole picture: Much too often, we are caught up in the every day details of our business rather than seeing the whole picture. Make the time to step back from the “doing” and see the whole picture of what you want to achieve.
3. Clarify your goals: Goals are the pathway to getting to where you want to take your business. Make a list of all the goals you want to accomplish and ensure they relate to your business.
4. Clear and specific goals: As you write your goals, are they as clear and specific as possible? This means projecting sales revenue numbers, percentages, number of new clients, etc.
5. Action steps: To fulfill each of your goals, there must be an action step connected to the goal. The action step is the “doing” part of your plan. Without taking action, the goal is just a good idea.
6. Due dates: To ensure you reach your goal sooner than later, list a due date to reach your goal and do the same for each action step. This eliminates procrastination because you’re committing to a deadline to reach your goal.
7. Prioritize: Take a good look at each goal and list the goals that matter most first. Prioritize the top 3 goals as “A” goals. This means you want to achieve these goals in the next 90 days.
8. Just do it: Now that you’ve created a plan, it’s time to work your plan. Do what you said you would do, when you said you would do it. As Nike says, “Just do it!” 97% of people write goals and never take action. If you want this to be your best year ever, be in the 3% who take action and reach their goals!
9. Persevere: Do not allow anything to get in the way of fulfilling your plan and reaching your goals. No matter what life throws at you, keep your eye on your plan and persevere.

Now is a good time to begin to create your sales plan. Follow the 9 steps and begin to design your plan. With a comprehensive sales plan in place, you’re ready to hit the ground running in 2012!

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 http://www.salesbreakthroughs.com/.

Make Your Customers Raving Fans

One of the best ways to increase your sales and keep customers for life is simply thanking them for their business. Your customers are the life blood of your business.

When a customer has a bad experience, the word spreads quickly. They tell 13 people, who tell 4 people, for a total of 52 people. When a customer has a good experience, they will tell others, but not as many as an unsatisfied customer will.
It seems easy to thank your customers for their business, yet many business owners do not take the time to do this. Typically, we sign up a new customer, think the job’s done and off we go looking for our next new customer.
Of all the products and services you purchased and all the companies you patronized in the last month, when was the last time someone told you they appreciated your business? Probably not often, if at all.

Here’s a story that says it all…

A young boy was working at the local market as a grocery clerk. This was his first job and he wanted to be the best grocery clerk they ever had. He thought if he greeted customers with a big “hello,” they would leave with a big smile. To his surprise many of the customers would say very little back to him or nothing at all. This made him very sad. He wondered why were they so glum?

He thought hard and long about what he could do to cheer them up. Suddenly, it came to him. Maybe they don’t feel appreciated. He knew many of them had been shopping at the market for years. When was the last time the store manager, cashier, or grocery clerk thanked them for their business?
So, he went home and on small pieces of paper he wrote…”Thank you for being a loyal customer and shopping at our market. We appreciate your business. Have a great day!” He then dropped each note into the customers’ shopping bags as they were leaving. Well, you can imagine their surprise when they found this little note of appreciation.

Customers started coming into the market smiling. Many went up to John shaking his hand to personally thank him for making their day. And, they started raving to all their friends about the personalized service they received.

Soon after more and more people started shopping at this little market because they felt appreciated. Just a simple note made such a big impact. The little market became the most popular market in the area. The store manager couldn’t thank John enough and soon he was promoted.
So what did John do that made such a difference?

• He went the extra mile for the customer.
• He wrote a personalized note of appreciation.
• He cared first about the customer.
• He took the time to thank the customer for their business.
• He was creative in his thinking.

When was the last time you did that for your customer?

It doesn’t take a lot of time to show your customers how much you appreciate their business. What you get back is worth gold. Happy customers become your referral resource, your raving fans forever, and customers for life.

Here’s 10 easy and simple ways to show customer appreciation. Choose one that will work for your business and give it a try.

1. Send “thank you for your business” cards throughout the year, not just at the holidays.
2. Make a note of clients’ birthdays, anniversaries, children’s birthdays, special events and send cards.
3. Send personal hand-written notes and articles of interest.
4. Design a Customer Appreciation Plan to reward loyal customers.
5. Send different gifts—it’s not the size, it’s the thought that counts.
6. Call loyal customers to let them know you appreciate their business.
7. Call new customers thanking them for choosing you.
8. Survey customers to see what they like and what they don’t like about doing business.
9. Periodically touch base with customers to let them know about events, new products, invitation for lunch, to visit your office.
10. Every day thank a customer for his or her business.

Remember that customers are our lifeblood. Every day tell a customer you do care about them and appreciate his or her business.

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.

Build A Powerful Referral Network and They Will Come

As solo business owners, we sometimes feel like “Lone Rangers” on our own, trying to figure out ways to bring in more clients. A business owner’s survival and growth depends largely on bringing in new clients. Who wants to be alone on the range, single-handedly trying to figure out how to bring in clients and expand business? That takes tremendous energy, hard work and producing average results.

Instead of operating on your own, there are ways to creating a sales force of people happy to refer business to you. Think about how big companies increase their sales. They have large sales forces out there selling their products. The sales people are educated about the product, calling on prospects, and paid commissions based on the number of accounts they bring in. One of the differences between a big company and you is that YOU are the “one”. You are your sales force, that is, if you operate as a “Lone Ranger.”

An effective way of creating your sales force, is through your referral network. A referral network is a group of people who already know you, understand your business, and can refer people interested in buying your product or service. With a powerful referral network, an unlimited flow of quality prospects start coming to you quickly and effortlessly. You never have to cold-call again! This is the easiest and most effective way to establish an ongoing stream of warm leads.

Building a referral network begins with educating people you already know, your clients, colleagues, friends and people you meet. You want to clearly articulate what you do, who your ideal client is, how your product or service helps your clients, and what’s unique about working with you. Once these people are educated about your product, they become your own “sales force”. But just like any sales force, it helps to motivate them to sell by giving them something special as a thank you.

Consider offering a referral fee or a special gift to those people who refer business to you. People will be motivated to refer business to you, if they’re rewarded for it. I know, as a sales person, what motivated me the most to bring in those sales was the commission check I received at the end of the month. And, I still love receiving those checks. I’ve been referring business to a colleague, and I’m delighted when I receive a thank you note and check from him. It’s an incentive to think of other people who can benefit from his service.

By organizing a healthy referral network, you’re going to be able to rely on other people out in the world, all educated about the merits of your product or service, willing to become your marketing machine.

Here are six steps to follow that will help you set up a powerful referral network:

1. Change Your Mindset: Some people hesitate when it comes to asking for referral business. They have thoughts like “They won’t want to help me,” or “How do I even ask?” Before you project these fears, step back and consider. If a customer’s satisfied with you, they’re delighted to help you out. Also, people in your personal and professional circle who believe in you, want to help you grow.
2. Be Proactive: A satisfied customer is happy to help you but don’t expect them to offer. Rather than waiting for them to offer referrals, ask, because more than likely, they don’t think to offer. Occasionally, they may say to you “I told my friend about you.” It’s really great when that happens, but don’t rely on it. As a business owner, it’s your responsibility to ask.
3. Write What You Want to Say: To help you gain confidence, write the words you want to say. Then practice saying it aloud until you’re comfortable with it. We all feel uncomfortable doing something new. It’s just like going to the health club and working out. You have to use that muscle over and over again in order to build strength. It’s the same thing with asking for referrals.
4. When to Ask a Client: The best time to ask a client for a referral is immediately after you’ve received a compliment, and/or once the sale is closed. Once your client utters the words, “I’m happy working with you. I really have enjoyed this.” That’s your cue to ask if there’s anyone else they know who would benefit in the same way from your services. Don’t wait for them to get back to you with the names because they probably won’t. Set up another time to follow up with them for the referrals’ names and phone numbers.
5. Referrals Fees: Establish a referral program whereby people receive a referral fee or special gift for the people they refer to you. Let your referral network know in advance what they can expect in return for their referrals. Create a referral program you can send to your referral network and post on your website. Giving referrals works both ways. If people refer business to you, tell them you will do the same for them.
6. Keep Track: Once the steady flow of referrals starts coming in, it’s time to start managing all these leads in an organized manner. There are several software programs designed to you help track your business and referrals. Outlook, ACT and Goldmine are several software programs to check out.

ASSIGNMENT:

• Write a clear and compelling message of what you do, who your ideal client is, how your product or service helps your clients, and what’s unique about working with you.
• Practice saying it aloud until you comfortable saying the words.
• Start calling the people in your personal and professional circle, educate them about what you do, and invite them to be part of your “Referral Network.”
• Ask a colleague or friend to role play being the client and practice “asking for a referral.”
• Create a “referral fee or special gift” program you can start offering to your clients, colleagues, friends, and people you meet.

© 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.

It’s Time to Share YOUR Story

I’m leading a teleseries to an amazing group of entrepreneurs and coaches who are learning how to powerfully speak to groups. One of the topics that have made the biggest impact is teaching them how to share their personal story with the audience.

And, as I thought about this topic, I realized that sharing your personal story is not only for when you speak to groups, it has the same powerful impact when you’re meeting with a prospect or a client. When you’re willing to open up your heart and reveal who you really are, prospects and clients feel instantly connected to you.

We all have a personal story to tell about our journey through life. Many of us had to deal with challenges at different times in our lives. Your personal story has made you who you are today. The people who inspire me the most are the ones who freely share their personal story of struggle and victory with us.

Oprah Winfrey has openly shared about the struggles and abuse she overcame growing up to become one of the most powerful women in the world. We listen to her story and what she’s accomplished, and we’re inspired to follow our dreams.

Sometimes we cover up our story because we want others to think we have it all handled. But most of us have had to overcome something along the way. In fact, the challenges we’ve had to deal with make us the person we are today.

When you’re willing to share the struggles and challenges you’ve faced, people are quickly drawn to you because you’re being authentic. They can easily relate to you because they see you’ve had similar challenges.

One of the most powerful assets you can use to attract more clients is sharing your personal story. When you share your personal story about how you overcame your challenges, you provide them with inspiration that THEY can do it too!

The easiest and fastest way to draw people to you is when you authentically share yourself. Start your talk by sharing a personal story of how you became who you are today. When you share something personal about yourself, they feel more connected to you. You’re showing them you’re no different than they are. They can relate to you more quickly through your story and that’s going to draw them to you.

Show your vulnerability by speaking about your struggles, how you overcame your challenges, and the life lessons you learned. We’ve all had to deal with personal and professional challenges in the course of our lives. When we hear true stories of courage and victory, we’re inspired and believe we can go after the things we want too.

They listen to your story and what you’ve overcome, and say to themselves “If she or he did that, so can I!” I’ve had many people come up to me after I’ve shared my personal story of overcoming breast cancer and how it changed my life, and tell me how it’s inspired them.

Tell your story vividly and specifically. As you tell your story, speak in the present tense. Share your story as if it’s happening right now in the present moment. Convey excitement and enthusiasm using gestures, facial expressions, and inflection as you describe your story. What leaves the strongest impression is how you look and sound. People will walk away remembering what they’ve seen and heard.

I saw Suze Orman, the financial guru, speak at a conference. As soon as she walked on stage, she connected with the audience. She was down to earth, funny, and knowledgeable. She shared how she grew up in a poor Chicago neighborhood, worked as a waitress for several years making only $400 a month. She shared her personal story with such authenticity. She had everyone sitting on the edge of the seats listening to every word she said. And, after she spoke, there was a long line of people waiting to buy her products.

I invite you to start writing your personal story now, and start sharing it with others.

Remember it is...Your Story!

© 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.

Grab the Prospect’s Attention in 60 Seconds

As a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at the last networking event you attended? The prospect probably asked you, “What do you do?” You probably said something like this:

• I am a graphic designer and I design marketing materials.
• I am an account executive and I sell advertising space in magazines.

Now, these are typical responses that describe what you do. There’s nothing unique about these statements that sets you apart from the competition. If you want your prospects to sit up and listen, create a message that grabs their attention in the first 60 seconds. Creating a compelling sales message that addresses your prospects’ needs is both an opportunity to promote your services and a way to separate yourself from the rest. It will make the prospect want to know more about you.

Your selling statement must be vivid, specific, and easy to remember. Your main objective for your sales message is to get the prospect to say, “Wow, you’re exactly what I need! Can I have your card?” Better still, it will make them say, “I want to work with you! When can we talk?”

As you create your compelling sales message, consider two strong motivators that drive people to buy or take action. The motivators are “Pain” and “Gain.”

The first motivator is “Pain.” Pain is another way of avoiding or fixing a problem, concern, or predicament. When creating your compelling sales message, focus first on the pain you can alleviate because it appeals to the stronger of the two motivators.

Examples:

“I work with business owners who find it challenging to design their marketing materials.”

“I sell ad space to people who want to sell their product, but are afraid of putting their advertising dollars in the wrong publication.”

The use of verbs such as “challenged, frustrated, concerned, worried, stopped, and afraid” in the sales message addresses the prospect’s pain. The prospect wants to be relieved of pain as quickly as possible.

The second motivator is “Gain.” People are motivated to buy or take action in order to improve a situation. Saving money, making money, saving time, becoming more efficient, improving service are just a few examples.

Examples:

“I help business owners create marketing materials that stand out in the marketplace, attracting new clients with ease.”

“I help people make advertising decisions that save them money and bring them many sales.”

Expressing in positive words the ways you help people and the results they gain from working with you will motivate potential clients to find out more about your service.

ASSIGNMENT:

Using the motivators “Pain” and “Gain,” create a powerful and compelling sales message. Practice saying it until you have memorized it. Then start saying it at your next networking event or trade show. Keep in mind, your sales message will change over time and will need to be tailored slightly to your audience.

© 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.

Six Easy, Yet Powerful, Steps to Breaking through the Fee Barrier

Donna is the owner of a home décor business, who came to me seeking help in closing the sale. She had recently lost a sale due to her fear in presenting her fees. Donna had met with the prospect several times, uncovered their needs, answered questions, handled objections, presented a proposal, and discussed pricing. She thought she had done all the right things. It was now up to the prospect to make a buying decision.

After a few moments of silence, Donna thought, “Does the prospect think my fees are too high?” Feeling uncertain with the fees she had presented, Donna quickly said, “You may think my fees are too high. I’ll draw up some less expensive plans for you to look at.” As soon as the words fell out of her mouth, she realized the impact of her actions. Donna’s uncertainty about the fees had gotten in the way of closing the sale. She now created more work for herself to do and lost the opportunity to close the sale in that moment.

Donna’s fear of presenting her fees had stopped her from getting the business. Sound familiar? It’s not uncommon to question whether the fees we’re offering are within the range of what the prospect will pay. So how do you avoid this from happening? It starts with asking the right questions, knowing your benefits, powerfully communicating the value of your product, and presenting different pricing packages. Here are (6) simple, yet powerful steps to follow that will help you break through the fear and give you confidence when presenting your fees:

1. Asked money qualifying questions either before the meeting or early in the meeting. Serious prospects don’t mind hearing money questions. They expect to be asked these questions. Unqualified prospects run when they hear these questions because they’re not serious about buying. Here’s an example: “So I know we’re in the same ball park, approximately how much were you looking to spend?”
   


2. Make a list of the benefits your product provides for your clients. A benefit is a result or solution the client receives from using your product. As you create your list, you’ll begin to get clear on all the ways your clients benefit from using your product. Present the benefits your product provides during your meeting. Here’s an example: “By adding window treatments to your home, the value of your home increases.”
   


3. Make a list of the benefits your clients get from working with you. Of course, the benefits of the product are important, but so are you. In fact, most sales are based on the relationship you’ve developed with the client. Present the benefit your clients get from working with you during the meeting. Here’s an example: “All clients I work with receive personalized service from the start of the job, to the end of the job.”
   


4. Write the results clients have received from working with you. Think in terms of measurable results clients have achieved. This will instill more confidence as you become clear on the value you bring to your clients. Share with the prospect the results clients have received from working with you. Here’s an example: “My client had no idea where to start with decorating her home. After working with me, she selected a window treatment that suits her living style and a fabric within her budget.”
   


5. Communicate the value of your product. Practice saying aloud what the value of your product is and how it helps your clients. Hear yourself speaking with confidence, clarity, and from the heart as you communicate the value of your product. When you clearly understand the value of your product and can communicate it with ease, the fear of presenting your fees disappears.
   


6. Create several pricing packages your clients can choose from. Start to think of different price ranges and programs you can offer. Creating different pricing options, gives the prospect a choice and helps make the selection affordable. They’re more apt to buy if you offer low, medium and high-end products.

ASSIGNMENT:

• Make a list of 4 money qualifying questions, 4 benefits your product provides, 4 benefits your clients get from working with you, and 4 results clients have received from working with you.
  


• Read over the lists so you can confidently state the questions, benefits and results the next time you’re meeting with a prospect.
  


• Role play with a buddy steps 1-5. The more you practice, the more comfortable you’ll be next time you present your fees to the prospect.
  


• On a sheet of paper, create 3 different packages ranging in price from low (basic program), to medium (super program), to high (deluxe program).

If you liked what you've read and want help in applying these steps to your business, I invite you to take your first step by signing up for a Breakthrough Strategy Session with me. I will walk you through a step-by-step process that will break through your fear about presenting your fees, create a 180-degree turn around in your thinking about sales, and move you forward in your business. I will personally give you my one-on-one breakthrough strategies that fit you and your business. Click here to learn more.

© 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.

9 Key Steps to Closing BIGGER Sales

A client recently called me with some very good news. She had been hired by a large company to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off.

I told her this didn’t happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step. Let’s take a look at the steps she followed that led to her business success.

1. Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
   
   
2. Ask for referrals. There’s “low-hanging fruit” right under your nose. If a client is satisfied with you, they’ll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
   
   
3. Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you’ve opened the door to getting the meeting. Don’t wait to say who referred you. Let the prospect know immediately who referred you.
   
   
4. Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
   
   
5. Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I’ve created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it’s a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
   
   
6. Practice your presentation. Practice what you’re going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask—especially asking for their business—finally, closing for next steps.
   
   
7. Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you’re meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You’ll find each one will pay more attention to what you say.
   
   
8. Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
   
   
9. Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.

© 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.

5 Tips For Turning A Prospect's "No"

"No, I'm not interested." This response from a prospect has the power to send chills down your spine. It's an answer you may have heard more times than you'd like to count!

The truth is, in sales you are going to hear "no" a lot more than you are going to hear "yes." Keep in mind that all you need to hear is one "yes" to get a sale. If you are persistent, you may very well get to change a "no" to a "yes" much more often than you think.

What do you do when a prospect says "no"? Chances are you might simply listen, retreat, and hang up the phone. You may think the prospect isn't interested in your product, then cross the name off your list, never to call again. Wrong! You're eliminating a future sales opportunity.

It takes approximately 7 follow-ups or more to close a sale. It's good news to know that with persistence and good follow-up, a "no" for now can be turned into a "yes" later on. You just have to persevere and get past the seventh "no" or the third "I'm not ready yet" to get the sale. Realize that it's not personal. They're saying "no" to the product (for now), not to you.

Here are (5) tips that will help you move the prospect from "no" to "yes":

1. Create a timetable. Ask the prospect: "Does this mean you're not interested now or not interested forever?" If she or he responds, "I'm not interested at this time," ask if you can touch base in a couple of weeks or months. The prospect will let you know when you can call back.
   
   
2. Open a dialogue. Ask the prospect: "I'm curious as to why you're not interested." A client of mine did just that when trying to get an appointment with a prospect. She simply asked why. The prospect opened up and gave her a lot of information. My client displayed genuine interest in what the prospect had to say, and the prospect sensed that. They talked for quite awhile. My client ended up getting an appointment.
   
   
3. Be persistent. When the prospect says, "I'm not interested," you can respond by saying, "Many of my clients had the same response when I first called, before they saw what we can do for them." Then share any success stories with similar companies you've worked with.
   
   
4. Do not take it personally. Don't let the "no" mean anything more than what it is. "No, I'm not interested" doesn't mean you are being rejected. It means they're only rejecting the offer for now.
   
   
5. Remember some "yes" experiences. When you think about it, you've been hearing "no" since you were a kid, and it probably never stopped you. Imagine yourself as a child. Perhaps you were with your mom in the supermarket and you really, really wanted a candy bar. The response might have been, "No, it's too close to dinnertime!" Did you take "no" for an answer? Absolutely not. You asked again and again and again, each time committed to convincing your mother that you could eat the candy bar and still eat all your dinner. Finally, after at least (7) more tries, Mom probably gave in. Congratulations! You didn't give up. You got the candy bar! You kept going back in and moved your mother from a "no" to a "yes."

When you really want something in your life that's important to you, nothing stands in the way. So why not bring those same qualities to your business?

© 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.

4 Surefire Ways to Turn Prospects into Buyers

Prospecting is a term that’s been around for a long time. It goes way back to the mid 1800s when miners went out west to make their fortunes digging for gold. The strategies are the same as for the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. When you find buyers who are interested in your product, it as if you found “gold”.

Ideally, even though we want to have customers come to us via networking, word of mouth, and referrals—all the strategies we employ to get ourselves known—sometimes we need to actively get out there and find clients, and that leads us to prospecting. Prospecting is simply finding new customers who can and will buy from you within a reasonable period of time.

That means you have to be out there, talking to a lot of people, and that may involve cold calling—picking up the phone, dialing the number, and introducing yourself to find out if the person on the other end is a qualified prospect. When you’re prospecting, you’re calling people you don’t necessarily know.

Of course, I’d love for all of you to be getting referrals and leads from people you know and by word of mouth, but prospecting is a legitimate way to generate leads and new business opportunities. Like all selling strategies, it takes time and consistency.

There are steps to follow that can make prospecting easy and effective. Let’s take a look at 4 surefire ways to find and turn prospects into serious buyers:

1. Identify Your Market
   Find a market that interests and excites you; a market you’re comfortable with and knowledgeable about. It could be an industry you’ve previously worked in, or where you know there’s a need for your services. Go where you know you have something to offer.
   


2. Make a List
   Make a list of all the prospects you want to call. These could be past clients you’ve worked with, people you know can benefit from your services, people who expressed interest but didn’t buy from you in the past, or companies you’ve been wanting to break into to inform them of your product or service.
   


3. Do Your Research
   Organize yourself before you pick up the phone. Find out who the contact person is, who the buyer is, their phone number and email address. Doing your research means going the extra mile, and, in a sense, becoming a detective. One way to become a detective is to read a prospect’s website thoroughly.
   
   In short, learn everything you can about a prospect before you call. Read the website, order the annual report. Even if it’s a small or medium-sized business, there may be a letter from the president about what’s going on in the company.
   
   When you learn everything about the company, when you call, you can say right off the bat, “I just saw your website and want to congratulate you on that great product that you’re about to launch.” Or, “I see that you’ve had a successful previous year.” They’ll be very impressed that you’ve gone the extra mile to learn about them.
   


4. Craft a Compelling Message
   You have about 30 seconds before the person you call decides whether or not she even wants to stay on the phone with you, so you don’t have a lot of time. Make sure to make those first few seconds of your call matter most by delivering a statement that grabs their attention. It includes the following steps:
   


• Identify yourself and your company.
• Say what you do.
• Position you and your company as the expert.
• Mention something you saw about them on their website.
• State the reason for your call.
• Close for the meeting.
  

Remember, your purpose for calling is to get a meeting—nothing more than that. Provide enough information to stimulate their curiosity enough to hear them say, “Yes, I will meet with you.”

Your Assignment:

• Select a prospect with whom you want to get a meeting.
  
  
• Visit their website to learn more about them and their service.
  
  
• Find the name of the buyer, their phone number, and email address.
  
  
• Craft a compelling message using the 6 steps.
  
  
• Then make the call and get the appointment.
  

© 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.

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.

7 New Strategies to Attract More Business in 2011

I was watching a video the other day of a successful entrepreneur and he said last year everyone was operating on “pause.” He said many people were cautious about doing business and waiting for things to change. He invited us to let go of the past year and start the New Year being “creative and productive” in our businesses. Now that’s something worth taking on!

It’s a brand new year filled with new possibilities and opportunities. It’s a chance to try new ways and to do things differently.

If you look at what successful business owners are doing, you’ll notice they’re always creating. They never are stopped. They listen keenly to what’s wanted and needed in the marketplace, and then start creating new programs and products.

As you know, we’re living in a new economy where the rules have changed. If you want to succeed in your business, you have to be willing to implement new strategies and try new ways of doing business.

Here are 7 new strategies for growing your business in 2011.

• Develop Strategic Alliances
  With so many business owners and entrepreneurs working alone, there’s a great opportunity to work together, brainstorm, and create new ways to help one another. You can also grow your community by collaborating with another entrepreneur. There’s a synergy that is created when you combine your expertise with another. To get myself known in the new community I’m living in, I formed a strategic alliance with another entrepreneur and started a business group. By developing this alliance, I’m getting known in the local community.
• Reach Out to Past and Current Clients
  Pick up the phone and call past and current clients. Call for no other reason than to see how they’re doing. Let them know you’re thinking of them. With so much communication done on the Internet, they will greatly appreciate this personal touch.
• Give First and You’ll Receive
  Look for opportunities to help others. Be willing to put others first. Be more interested than interesting. When you open yourself up to giving first, you’ll see how easily you receive back so much more. Ask first, “How can I help you?” and watch how others respond to you and what you get back!
• Create a New Product or Program
  Maybe it’s time to try something new. Doing the same thing year in and year out can become stale after awhile. If you’re not getting the result you want, it may be time to try something new. Is there a program or product you’ve been thinking about creating. Now is the time to DO IT!
• Repackage Your Programs and Products
  What can you revise, add to, or remove? It may be time to shelf an old program and create a new one. Do you offer low, medium, and high-end products? Maybe it’s time to update a product you’ve had for a while.
• Trust Yourself
  Spend quiet time with yourself. Write down in a journal questions like, “What do I REALLY love to do?” “What feels right for ME to do right now?” Other people have good intentions and want to help you but their ideas may not be right for you. I’ve learned this past year to listen to what feels right for me and trust myself.
• Get Out There and Network, Network and Network Some More!
  When I moved to Charlotte, I made a promise to myself that I would do things differently. One of the things I took on was meeting as many people as I could. This helped me quickly feel at home in the business community. I did things here I never did in NY. Within a month of arriving, I started a monthly business group. Every week I attend at least two to three networking groups and have coffee with someone new two to three times a week. This has led to meeting so many amazing people and receiving back some great opportunities. You’ve got to get out there and become a master networker.

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 http://www.salesbreakthroughs.com/.

Ready to Create 2011 to be Your Best Sales Year Ever?

As we move into 2011, now is the time to decide what you want your business to look like. Look at what you have in your business now. If you don’t like what you see, you can change it. If you want to achieve bigger goals, you can do it. It starts by stepping outside your business, looking at how you’ve been doing business, and then creating a new vision of what you want your business to be. You can accomplish much more when you have a clear and concise sales plan.

Let me share a story about my client, Ann. She’s the owner of a growing tile business. Ann came to me because she wasn’t closing enough sales—she was overwhelmed with the details of running a business. Instead of running her business, she felt as though her business was running her. Her lack of focus and direction was hindering her productivity and slowing down her sales growth.

Ann had big dreams for growing her business. She wanted to design a brochure, build a website, and sign on more clients. However, all the details that arise for solopreneurs can often push our dreams into the realm of “maybe someday.” So early in the coaching relationship, Ann and I created a detailed plan of everything that she wanted to accomplish.

We started with Ann creating a clear vision of what she wanted her business to look like. I had her answer these questions, “What is it I really want to do? Am I doing the work I really love or am I doing what others expect of me?” In order to create her vision, she needed to put her business owner hat on, step back, and see the whole picture. It’s not uncommon to get caught up in the “doing” of our business and lose sight of seeing a bigger picture, including all of our dreams and goals.

She then listed and clarified all her goals and indicated next to each goal the date to reach the goal. We then defined action steps for each goal, with a due date next to each action step. We looked at all of the steps and we listed, by priority, which steps she needed to tackle first. Creating due dates for her goals and action steps, gave Ann a clear and specific plan by when they would be accomplished.

Immediately, Ann felt energized and excited. Finally, she was focused and had gained clarity. She was able to envision each of the steps on the way to each of her goals. With her new plan in place, Ann completed her brochure, implemented her new website, and actively began pursuing new clients. She felt a sense of accomplishment seeing all the projects she’d been working on for several years finally being completed. Ann is now running her business with confidence, guided by a clear vision of what she needs to do going forward. By anchoring herself and grounding herself, she became the image of success she’d dreamed of.

I’m sure many of you can relate to Ann’s story. You’re strong in certain areas, but in other areas you’re totally overwhelmed with all the things involved in running a business. When you create a clear, specific plan and stick to it, you cease to be overwhelmed and make tremendous strides towards realizing your vision.

The wonderful thing about having a plan is gaining a sense of control over the direction of your business and life. With a plan, you steer your business in the direction you want it to go. You are no longer caught up in the details of the day-to-day work.

Here are 9 simple steps to create your own comprehensive plan towards achieving your sales success:

1. Create your vision: Take a good look at your business. Maybe it’s time to change your vision. Are you doing what you really want to do? What is it you want to accomplish? What is it you provide? When you begin to answer these questions, you’re creating a clear vision of what you want to accomplish.
2. See the whole picture: Much too often, we are caught up in the every day details of our business rather than seeing the whole picture. Make the time to step back from the “doing” and see the whole picture of what you want to achieve.
3. Clarify your goals: Goals are the pathway to getting to where you want to take your business. Make a list of all the goals you want to accomplish and ensure they relate to your business.
4. Clear and specific goals: As you write your goals, are they as clear and specific as possible? This means projecting sales revenue numbers, percentages, number of new clients, etc.
5. Action steps: To fulfill each of your goals, there must be an action step connected to the goal. The action step is the “doing” part of your plan. Without taking action, the goal is just a good idea.
6. Due dates: To ensure you reach your goal sooner than later, list a due date to reach your goal and do the same for each action step. This eliminates procrastination because you’re committing to a deadline to reach your goal.
7. Prioritize: Take a good look at each goal and list the goals that matter most first. Prioritize the top 3 goals as “A” goals. This means you want to achieve these goals in the next 90 days.
8. Just do it: Now that you’ve created a plan, it’s time to work your plan. Do what you said you would do, when you said you would do it. As Nike says, “Just do it!” 97% of people write goals and never take action. If you want this to be your best year ever, be in the 3% who take action and reach their goals!
9. Persevere: Do not allow anything to get in the way of fulfilling your plan and reaching your goals. No matter what life throws at you, keep your eye on your plan and persevere.

Now is a good time to begin to create your sales plan. Follow the 9 steps and begin to design your plan. With a comprehensive sales plan in place, you’re ready to hit the ground running in 2011!

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 http://www.salesbreakthroughs.com/.

It's Time to Blow Your Horn

I recently met with my client, Jenny, who left her corporate job to start her own business two years ago. Her business has quickly grown, she had built up a clientele of loyal customers and she was ready to go after bigger accounts. Yet, there was something in the way that was keeping her from pursuing the bigger accounts.

Jenny had worked for someone else for many years. She was comfortable promoting their product and staying in the background. But now as a business owner, the product she’s promoting is herself. She was having difficulty creating a compelling marketing message and letting people know about her.

When I asked her what was holding her back, she said she doesn’t think she can compete with the big competitors. And, when we went a little deeper, we uncovered the real fear and that was she didn’t think she was good enough. Now, is this the truth? Absolutely not! She made this thought up and deep down she believes it.

For many entrepreneurs, we have difficulty blowing our own horn. What holds us back can be our limiting thoughts. We’re not always aware of these thoughts, but you know they’re there because they can show up in our behaviors.

Here’s how you know you’re holding yourself back:

• You make excuses for not doing what you said you would do.
• You blame circumstances or other people for your situation.
• You find yourself distracted and sidetracked by other tasks.
• You feel overwhelmed by everything there is to do.
• You compare yourself to others.

If you want to take your business to the next level, you have to be willing to step out from behind the curtain and stand confidently and proudly center stage. It’s time to blow your horn, let everyone know how great you are, what you have to offer, and how they can help you.

It means “acting as if” you’re already that person. The more you act as if you are, over time you will become that person. It’s like being an actor. The actor takes on a role. She’s “pretending” to be that person; however, to the audience she “is” that person.

I did that when I created my new website. I wanted a new website that projected an image of professionalism yet softness. I took the leap and made the changes. At first it was scary. I wondered how people would respond. There was no reason to be scared, the response to the website has been so positive since I’ve launched it. In the first week, I’ve attracted two huge business opportunities. I’m so happy I made the leap!

Here’s 5 easy steps to help you blow your horn!

• Make a list of your accomplishments. When you do this exercise, you’ll begin to see how much you’ve accomplished. Far more than you ever thought!
• Make a list of the benefits people receive from working with you. This will help you become clear on what you provide for your clients.
• Interview clients. Ask them what they like best about working with you, what is unique about you, and why they hired you.
• Gather testimonials from your clients. Read those testimonials over and over, so you’re present to the results you’ve produced for your clients. These are your raving fans!
• Take action now! What’s one step you’ve been wanting to do in your business and been putting off that you’re willing to take on today?

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 http://www.salesbreakthroughs.com/.