Author: Chief Heartrepreneur®

The Missing Vital Communication Link

Communication skills are crucial to your success in business. If you are not communicating in a conscious way you are losing your impact and can lose business to others in your marketplace. Let me explain what we refer to at Heartrepreneur™ as conscious communication by first taking the word “conscious” and defining it for you. What is conscious communication in business?  We define conscious communication as communication for business as both verbal and non-verbal communication that has the goal of truly deeply hearing and tuning into a prospect, customer, vendor or employee and hearing their needs and then responding with heart and from a place of transparency and integrity.

Transparency. Integrity. Results.

transparencyintegrityresults

Several years ago and I began to say this to my team and my clients because it makes all communication impeccable – “You are your word. And NOTHING but your word”.  What is impeccable?  Impeccable means you always communicate in full transparency and complete integrity. It means you clearly say exactly what you mean and you only speak words that come from love and truth.

I really resonate with the word impeccable and encourage you to embrace the word as a conscious communicator. I was on the radio the other day and the host asked me, “What does impeccable mean to you?”.  My response?  Three words: Transparency. Integrity. Results.

Let me explain those words to you and encourage you to be more of a Heartrepreneur™ each day by living these words.

First, let’s take the word transparency.  To me, this means in all your business dealings and every communication you are focused on speaking full truth, disclosing everything, being trusting and vulnerable and not having an attachment to an outcome or a secret agenda.  My experience is that true collaboration and cooperation stems from full transparency at all times in your business.

Integrity is the next word.  My mom and dad taught me to do the right thing even when no one else was watching. I was taught, to be honest, all the time.  This is how I view integrity. In your business always do what is right for your prospects, customers, vendors, and employees. (Even when no one is there to watch).  ALL the time.

Results.  Pretty clear. Deliver the highest value, outcomes and results for your customers.  Period. Focus on bringing massive value to all you serve. End of story. No exceptions – ALL the time.

One more thing to cover in this article to make sure you are consciously communicating to assure your business success is to share my opinion of the communicative intent definition.  When I was in college I remember hearing that communicative intent was about delivering a message either verbally or non-verbally and being clear in how you used facial expression, written words, tone, etc. to be certain your message met the intention you had for your communication.  In business, I share that beyond knowing this information you must also be conscious of your communication verbal and non-verbal because what you intend to say and want to intentionally communicate you need to back up with not only words but also in your tone and through your non-verbal communication, too.  Every word you say, written or in print, is important.

I encourage you to watch this webinar and notice how important the words are.

Let me know what you learned about conscious communication by commenting here.

 

Frustrated With Sales Promotion? Here’s Help!

I can’t tell you how many times a day I hear business owners complain about how their sales promotions aren’t working.  I hear their pain and frustration of not being able to convert people they believe are good prospects into their customers.  As a business mentor, I mostly work with service providers like coaches, consultants, speakers, trainers, authors, dentists, chiropractors, massage therapists, etc. Many of them actually have a good flow of leads or leads in their pipeline and just can not get those folks to invest in their services, or they can’t get enough of those people converted into sales and know they are in need of business mentoring and business consulting help.  I am here with that help for them and to share some of that help with you right now.

Before we go deep, let’s start with some basics like having clarity about what I am teaching here. The sales promotion definition I go by is some set process or a system of sharing your concepts with a potential prospect so they purchase.  It is a targeted way to quickly get more prospects to purchase your services and/or products.  So, what is a sales promotion for a service business?  Let’s look at some sales promotions examples that I have mentored clients who are in the services industries to make use of. Here are just a few of my favorite from a list of about 20 ideas we have put into action for our clients.

Contests:

I have had clients run contests to their email lists, on their social media pages and also used direct mail to promote contests to their prospects, and past and present clients. These have included things like winning a free ticket to a seminar, guessing something to get a free massage, getting a free cleaning of their teeth for entering a contest, etc.

One of the best contests I ever ran in my business was asking people why they wanted to win a free ticket to a seminar I was holding.  I had them post their answers and said I would select the best answer to win the free ticket.  I received a few hundred answers and generated massive interest for my seminar. I gave the free ticket to the contest winner and in the meantime, through this sales promotion, I generated interest in my seminar with prospects who convinced themselves by writing all the reasons why they wanted to attend my seminar that it was worth buying a ticket if they weren’t the winner.

Free Gifts/Giveawaysmassagetherapist

This is a great sales promotion technique. I have offered free consultations, free e-books, free webinars, free reports and more.  A client of mine recently offered a free massage (15- minute/chair massages) and had a ton of new bookings which then lead to more converted clients who scheduled a 60-minute massage with her. This concept extends to giving away free samples. I always remind my clients of where I worked when I was in high school and how well this worked in retail and why/how it works in service businesses too so let me share the example with you that I use when coaching/consulting with them. Baskin-Robbins ice cream, where I worked, used little pink spoons to give away samples of their ice cream.  I noticed that whenever anyone tasted the ice cream from the little pink spoons they always bought some flavor or ice cream and they never left the store without making a purchase. I took this concept to heart.  Whenever I need or want more clients or my clients want more clients, I simply have them give away some free short demos of what their expertise is.  This works for sure!baskinrobbinsicecream

What sales promotions can you now create in your small business? Don’t just think about it.  Go do it now and get more paid clients today.

Want help?  http://heartrepreneur.com/a-turnkey-system-for-your-success/

 

 

 

Not Enough Business?  Then You Lack The Right Call To Action

heartrepreneurcalltoactionSmall business owners are struggling to have enough quality prospects.  Once they do find those, they next struggle with having those qualified prospects convert to paying customers.  When I begin with a client, I instantly look at their sales and marketing funnel and their pipeline and then I begin to see where they need my help.  A common theme is that my clients lack the right call to action to attract the exact prospects they desire and they also lack the right call to action that will have those prospects convert quickly and easily to paying customers.

My goal is to help you close more business by teaching you to get a lot more ideal prospects and then having those prospects convert themselves without you having to sell them on your services or products.  So, how do you actually get a lot more prospects that are ready to buy your services and products and excited to do so?

Action, Action… We Want Action!!!!!

heartrepreneuraction

Let’s begin with understanding the call to action definition. A call to action is a directive given in writing or verbally, to your target audience that tells them exactly what to do.  Here are some call to action examples: call now, click here, come into the store today, shop now, etc.  These calls to actions are designed to create an emotional response so that your prospects immediately respond by doing what you have commanded them to do.

In your ad copy, social media posts, newsletters, emails, and on your website you always want to tell your prospects one single action you want them to take right now.  Even when conversing with prospects you must include a call to action. I am stressing how urgent this is because many small business owners neglect this.  In fact, sometimes, they ask me, “What is a call to action?”.  In other words, they haven’t yet figured out the one thing they want a qualified prospect to do next.

Let’s think about this.  If you have a qualified prospect either on-line or off-line and you don’t tell them one thing you want them to do after hearing or seeing your services or product, they will most likely move on and do nothing. A call to action actually helps them to determine IF they are or are not qualified for the next step.

Here is an example from my business coaching and consulting business.  I offer prospects a 10-minute triage call to see IF I can help them and how I can help them.  When I provide the call, I am qualifying the prospect and honestly assessing if I am a match for them or if I know another resource for them.  My ONLY call to action is to tell them after the 10-minutes that they are to schedule a 45-minute profit strategy call with me so I can dig in further because we seem like a likely fit OR to tell them I am not a fit and part ways.  I give ONE directive. Schedule the profits strategy call.  One and only one.  I tell them what the next step is.

Once you understand how this works with prospects, let’s go into how this works to convert prospects to customers.

Continuing with my business example, when I deliver a highly valuable profit strategy session advising, coaching, consulting the prospect, at the end, if I still believe I can provide them with a coaching/consulting solution, I give them ONE program offer to engage with me for my services and tell them exactly how to do that.  Notice, only one.  Choices cause confusion.  I direct them to that ONE offer and tell them what to do next.

Understand that I am not marketing at people.  I am not selling at people.

This works in any business.  My clients range from retailers, spas, gyms, coaches, authors, trainers, speakers, consultants, dentists, chiropractors, naturopaths and others.  In each case, I help them establish their ONE call to action for prospects and then their ONE call to action for each prospect once that prospect has been qualified to make a purchase.

What are YOU using as your call to action for prospects?  What about to convert those prospects into buyers?

Let me see it here so I can evaluate it for you.

Want to experience a 10-minute triage call for yourself?  IF you think you might want to hire me, schedule yours here: www.calendly.com/heartrepreneur

Write Down What You Want Then Work To Achieve

Hey thanks for tuning in. I am Terri Levine. Hey, I have to ask you a question. I was just away at a conference meeting some fabulous business owners. Just amazing experts in what they do. And many of them wanted to double their revenues and profits. They are excited about doing it. When I was speaking with them I asked them this question: What are your business goals? I was fascinated to find out that a lot of them didn’t have them. You have to have business goals. I am going to step you through a very simple exercise today. So that as you do this, you will actually be creating more revenue and more profit. So it’s easy. I want you to think of your business goal in terms of the amount of income which is profit that you want each month. How much profit do you want to make each month? Because we are heartrepreneurs which also means we live our lives not as a slave to our business, we gave up being a wage slave, we don’t want to be a slave to our business. A heartrepreneur has a balanced life and business. They spend time with their family and community and their church, vacations, friends, reading, feeding their brain, nurturing their bodies, etc.

After you think about the profit you want per month, next I want you to think of the number of days off you want each month. Write this down. The amount of profit I want is X. $10,000 per month, whatever that is, and I want X days per month. I want you to write this down. Write it down: For the next year, then three years from now, then five years from now. I always recommend that my clients have visions that go out in that way. This is how I have created success in my business.

Now, the next thing I really have to bring up because you know I am away and talking to these fabulous women and they own such a diversity. So many businesses, from products to energy, to electricity, to consulting, to sales training, and a question I always ask them is: What are the benefits of doing business with you? And people can only give me a couple. Some maybe five. I am like, keep going. They couldn’t. What I want you to do is to really ask yourself what are the benefits of doing business with me? Then I want you to list every single benefit. I want you to list even the tiny ones. Even if it seems small and insignificant. It might mean a lot to someone else. So, I really want you to list every single benefit you can think of. I recommend you grab a pen, and paper because when you keyboard you don’t engage both hemispheres of the brain and you are not as creative. When you can’t think of anymore, keep writing. Keep writing. Then, the next think I want you to do is think of the benefits from your list that are unique. Really unique. So, go to that benefits list that you just did with all of the benefits you have and ask which are the ones that are unique for my business or company? If you say, its high quality, then you shouldn’t be in business if you don’t have high quality. Your competitors say and think that too. What do you do that is different? What do you do that is different?

When my clients work with me they get my methods, and systems and trademark and copyrighted programs and content. Maybe with you, I don’t know, you own a salon, and while they are getting let’s just say their manicure, you give them a back massage in the chair. Think of what you do and I know you do a lot of things that are unique and different. And I also ask the same group of women, tell me who your ideal target market is? So I can make referrals. And many of them couldn’t or they gave me generalities. So yep, do one more exercise to think of the markets where you can target your marketing? When you really target who you want to reach, you make more profits. It’s very likely, most people say, Terry, I have more than one target market. I say, cool. The more markets you have, the more you can score. I want you to think of the geographical parts of your markets. Where do they live? The demographic. Are they men, women and their ages. Their psychographic. What do they read, eat, watch on tv, what movies, what websites do they frequent, social media? You might think, wow, this is a lot of questions and this is a lot of work. I just came here to be entertained and listen to her podcast. Let me speak to this. The reason I am in the business I am in, the reason I founded the Heartrepreneur network, the reason I am creating a Heartrepreneur movement, and I am so ridiculously serious about it is as far as I am concerned, business needs to change. The way businesses are performing, needs to change.

I know that being in a room with 200 diverse women from all over the country, they were missing these key items and so are most of my clients. It’s like no, you don’t have this. Even when they think they do. Why I am so passionate about this? In my experience, my truth and my experience is that the most successful business owner, every single time, not one time, every single time, is someone who really has these. Who really has this under control and handled. That is what I want for you. I want you to have this ridiculously handled. Completely clearly handled. Because when you do, you will be able to introduce your company to more people. You will be able to resonate with more people. You will help more people and serve more people. I am guessing if you are like me that is why you are in business. I want you to get clear, like ridiculously clear. You are in business just like me because you have a story. A conviction. A belief in your products or services. A story. Maybe there is something that happened in your life. A turning point.

This is what I did to change my situation. Here is my story. I had a business, I sold it. I did that for a few years. Then for five years I went into corporate America. President of a national health care company. That is my story. Then something happened and my situation changed. I didn’t like my work. I wasn’t fulfilled. I hated getting up on Monday mornings. I was good at what I did and they paid me well. But I wasn’t feeling it. My friend died at the age of 40 of breast cancer. Her final words to me were don’t waste your life working like I did. I changed my situation. I quit my job and I started my consulting business and doing what I love and I never looked back. Here is my story. Turns out I am not the only one experiencing this. People would come to me and say they wanted out. I don’t want to do what I am doing. I realized I had to share that. My mission became helping people find what they love to do. Then my Heartrepreneur mission came from seeing people trying all of these crazy marketing things. I thought this is ridiculous. They have to differentiate themselves from others. They are spending too much money, working their butt off. If they could only just figure out their story, their clients, what makes them unique and compelling? They will see how easy it is. They will know what the bottom line benefit of their work is. They will do business with heart. Eye to eye and face to face instead of clicking from place to place. It dawned on me that it was critically important to me to make this part of my life’s work.

I want you to create a story. I want you to really sit down and think what is my story? Why am I doing what I am doing? What’s up with me doing this? I must have some reason for doing it. I truly want you to get into the moments of so what is this? What’s it for? Why? I want you to spend some time really resonating with why you are doing what you are doing and who you are doing it for.

My goal is help make you more successful. I am hoping that you are generous enough that you are sharing it with people. You are saying OMG, you are a business owner? You need to hear this. The truth is I am going to teach you exactly what to do and all you want to do is do it. I can’t sit and force you to do it. Truth is, I really want you to do it. I am not sure if you read my international bestseller. Turbo Charge how to Transform Your Business as a Heartrepreneur. I hope you have. I want you to understand that my entire way of doing business is in that book. Making you celebrity and making you authority. All that other stuff. Really just helping you get yourself in a place where it’s easy and effortless because you know who you are talking to and you know what they need. You are their answer. You are speaking to them. That is what I want for you. That is why I came here to do this show with you today. To really bring you into remembering how important these couple of things I share with you are. I didn’t teach you anything that is so difficult. Something simplistic. Because I want you to be ridiculously successful. Ridiculously successful. And I want you to come from your heart in each engagement and in every engagement. All of the time. Every time. I don’t have to teach you how to sell. I don’t have to teach you how to market because I am not able sales and marketing.   I am about reverse sales and marketing. People come to you because they can’t wait to be with you.

By the way, if your mindset is negative, you are right, it won’t work. It’s all about developing that first step that is right in the book Turbo Charge. It is your inner gain, your mindset. Who do you want to serve? Who is that ideal customer? How much do you want to make? How many days do you want off? I want you to speak what it is you want. I want you to know what at the deepest core level: you can have exactly what you want. You may wonder why I say that with certainty. I have that for myself and to help clients create it over and over and over again. So, if I can do it, you can certainly do it. I really believe the time for you to do it isn’t tomorrow or the day after. It NOW!! What is holding you back? What gets in your way? Find a process to move that stuff away from you. Anything that is not moving you forward, you need to move out of your work and life experience. Every time we come here, we are going to think outside the box. I am always going to be transparent. So, take a moment and really think what can I do in my business or my life that will release me so I am not holding myself back? By the way, even if you say, I am not holding myself back, I am challenging you on that. We all tend to hold ourselves back to some degree. So let’s change it up! Make it all different. Let’s allow you to move in a really awesome and amazing direction. To create more of what you want. Much more of what you want. Are you going to do the exercises? I have my clients do the exercises and they get results. I am gifting you the same kind of mentoring that I give them. You are an adult. A grown up. If you truly want to be more successful you will do the exercises. I know it will make a difference for you. I care. You matter. Making your business more successful is why I show up here. Do the exercises and share them with those you care about. Let them hear this and let me know by going to my blog and let me know how things are working for you. You can always give us a recommendation here on ITunes. I appreciate you and thanks for tuning in.

Greater Profits For Your Business

Unless you went to school for accounting or business, you are not likely to be familiar with phrases about profit maximizing. You simply know that you own a small business and you want greater profits. In this article, I will help you understand concepts to help you become a more profitable business while also gaining knowledge about terms your accountant or financial services professional may use.

Profit is calculated as your total revenue less your costs.  This means to calculate profit you use the total income received from sales of products and services and you deduct all production costs.  Production costs do include the value of your time, as the owner, if you work in the business providing services or creating your product, as well as all paid resources.

Right now, establish this number so you can see your actual profits. Next, it’s time to look at how to increase your profitability. Most business owners I mentor start out thinking they can get greater profits only by increasing prices.  This belief is due to having a lack of business knowledge. The best way to maximize profits is to look at all factors that go into providing your products and services first. To reach your profit goals you may need to decrease costs associated with what you sell. This is a way to increase your profit maximizing output.  Always start at the profit-maximizing level of output by seeing if you can decrease costs.

Then, take a look at the prices you are charging.  You can consider profit maximizing price by having a price increase if the market is tolerant to this. I always suggest my clients decrease costs as the first measure of increasing their incomes.

After we adjust costs and get them a low as we possibly can, then I mentor my clients to look at their prices and we do a comparison of their competitors and mystery shop them for prices.  We might also test some price increases to see if their target audience bears this increase well.

heartrepreneurkeyperformanceindicatorsThe number one thing I want is for all small business owners to be in the know when it comes to profit maximizing quantity. Your takeaway lesson from this article is that you want to keep an eye on your metrics and key performance indicators. I ask all my clients to do a weekly review of their numbers so we can make sure the get the maximum profit out of their business and keep their operating expenses as low as possible.

I suggest you take a look right now at what it costs you to provide your products and services. This next 30 days cut that expense by 5% and watch your profits go up.  If you can, also raise prices by 5% and then enjoy your pleasant surprise of greater profits from your small business.

Share your results here: