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.

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.

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.

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.

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.

2. 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.


3. 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.
   
   
4. 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.


5. 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.
   
   
6. 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.

The “Low Hanging Fruit” Formula to Increasing Sales

We know it takes time and preparation to find new prospects and turn them into clients. You have to network, market yourself, make calls, determine if they’re your ideal client, meet with them, close the sale, and follow-up. Instead of going out and looking for new business, there’s a huge opportunity to increase your business with your current clients.

To grow your sales, all you have to do is first look to the clients you have already sold. These clients are what we call your “low hanging fruit”.

They’re ripe and ready to be picked. Visualize a tree with delicious fruit hanging from the branches. Would you struggle and climb to the top of the tree, or would you easily pick the fruit hanging from the lowest branches? Of course, you would pick “the low hanging fruit” because it’s ripe, ready, and easy to pull off the branch.

It’s the same with a client. They’re ready and open to doing more business with you. You don’t have to work so hard. You’ve already proven yourself by delivering a quality product or service. They know, like, and trust you. You’ve established a strong client relationship because they can count on you. You now have the opportunity to introduce them to other products and services you offer.

Now that you’ve identified that your current clients are your “low hanging fruit,” here’s a 5-step formula to follow that will help you increase your business with them.

1. Ask for a meeting. After a project has completed, ask to meet with the client to discuss the results of the project and some new ideas. If the client is satisfied with the work you’ve done, the level of trust and quality of the relationship is solid. The client believes in you. You have proven yourself to the client, so getting a meeting with them is easy.
   
   
2. Ask for feedback on your product or service. Find out if the client is satisfied with the most recent project’s delivery and if they have any suggestions for improvement. Then ask what the company’s future needs are. If the client tells you there are no opportunities at this time, ask when would be good time to follow up. Before you leave the meeting, confirm the agreed-upon time you will be in touch. Staying in touch with the prospect keeps the door open for future business.
   
   
3. Ask for referral business. At the moment the client expresses satisfaction with your service, is the perfect time to ask for referral business, either within the company or outside the company. Say to the client, “I’m delighted you’re happy with our service. It’s been a pleasure working with you too. I was wondering if there’s anyone else you think would benefit from speaking to me?” Ask if they can give you the names then. If they cannot, set up a time in the next week to follow up for the names and phone numbers. Do not leave it up to them to call you because chances are they won’t.
   
   
4. Keep the client updated. Another way to stay visible is by keeping the client informed of new products, services, or programs, either developed by your company or that have recently come on the market. Your client will appreciate being informed of the latest cutting-edge products for their employees. This shows you’re thinking of ways to help the client and you’ll soon become their trusted partner.
   
   
5. Stay in touch. Your client may not have an immediate need for your services, but that can change. A “no” today can easily become a “yes” tomorrow. Remember, you’ve established a business relationship with the client. They know, like, and trust you. Stay visible by touching base with the client periodically via phone or e-mail.

© 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 Simple Steps to Putting YOU First

Have you ever noticed how when you get busy in your business or your job, the first thing that gets dropped out is YOU!

I’m the first to say that I’m one of those people who has good intentions when it comes to taking care of me. I’m committed to living a ‘stress-free’ life so I like to work out 3 times a week. My plan is to get to the health club early 3 times a week, work out, and then back to work.

But when I get up, it’s as if a magnet is pulling me to my computer. I tell myself it will only take me a few minutes to check my emails and then off I’ll go to the health club. Yeah…right!

I open up my computer, read several emails that require a quick response, and then another and another. Before I know it, it’s already late morning or even afternoon before I get to work out. I may or may not make it to the health club. Once again taking care of me has dropped out. Sound familiar to you?

Often people are so immersed in growing their businesses; they put their personal needs on the back burner. It’s no surprise business owners get stressed out, worry about their future, and are exhausted at the end of the day. Although they may reach their goals, there’s a cost. Over time it takes a huge toll on their emotional and physical health.

One of the things Timothy Ferriss mentions in The 4-Hour Workweek is checking email twice per day, once at noon and 4 pm. He says to never check email first thing in the morning (I absolutely agree with him on this!). Instead, complete your most important task before 11 am. The most important task could be doing something for you. Because when you’re taken care of, you have more to give to your business and others. You can start making changes now by evaluating your lifestyle and deciding what you can do differently.

To get you started on the pathway to taking care of yourself, here are 4 steps to follow:

Step 1: Define what’s important to you...and WHY!

One major issue people experience is they don’t take time to determine what’s important to them and WHY. Many of us get caught in the reactive cycle of doing so many little things that seem critical, we lose sight of what we’re really trying to accomplish.

Simply setting aside an hour of uninterrupted time to truly define what you want for yourself can get you off to the right start.

Many of us already have loose conceptions of what we’d like to do: “I’d like to travel more” or “I want to make more money this year than I did last year.” But you need to more tightly define what you really want to accomplish and more importantly, why. It’s easy to lose sight of why we wanted to do it in the first place.

Step 2: List the activities you really want to do.

Are you filling up your calendar with work, organization, commitments and activities that don’t bring you joy? What about scheduling the activities you would love to do, but don’t think you have time to do?

Put activities that relax and energize you like exercise, reading, meeting a friend at Starbucks or having a manicure (yes, guys included too!) on your calendar first. Activities that nurture you are just as important as your business commitments.

Block out a few hours a week for you. Put yourself first as a priority. As the boss, we get to design our work schedule. I always take off Fridays, and to make sure I don’t forget, I type in bold letters on my Outlook calendar “Rochelle’s Day!” I get to do whatever I want to do on my day.

Every day when I open up my weekly calendar, I have Fridays to look forward to because it’s my special day. When you take time for yourself, you have more to give back to your business and the people in your life.

Step 3: Unclutter your life.

Look around your office. Is your desk covered with papers? Do you have sticky notes of things to do scattered everywhere? Do you have stacks of unread articles and magazines?
You can start taking care of yourself by uncluttering your life. Clutter can easily take over your life and drain you of energy.

Every time you look at a messy desk or stacks of papers, it’s draining your energy. Begin to open up your space, by organizing your physical space.

When I work with a client, one of the first things I request is that they clean off the top of their desk. Start to unclutter your space by setting aside a block of time on a weekly basis. Don’t overwhelm yourself by trying to do it all at one time.

Set aside 30 minutes each week to clean off your desk, or discard those papers that have been sitting on your table for several weeks, or throw out those magazines stacked up on the floor.

When you open up a clean space, you’re allowing new opportunities to come to you.

Step 4: Acknowledge yourself.

It's important to acknowledge yourself for every accomplishment and victory, whether it's large or small. Too often we rush through life, thinking about the next thing to do rather than relishing in the glory of our achievements.

Each day, preferably at the beginning of the day, spend a few quiet minutes either writing down or reflecting on what you have accomplished. As a business owner, you’re accountable for everything that happens in your business—good and bad. Usually we’re quick to dwell in the failures and not acknowledge the successes.

A simple way to acknowledge you is to keep a journal and write down your accomplishments and successes. This way you'll get a real sense of how far you've come. Imagine how great you'll feel knowing you did this yourself!

Now that you know the steps to putting YOU first, you may be ready to get out there and start closing more sales. Some of the steps include moving through your fears, overcoming the money issue once and for all, getting paid what you’re worth, asking the right questions, handling objections, asking for the business, and closing the sale.

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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.