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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.

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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!!!!!

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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

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:

 

 

Interpersonal Communication Skills For Business

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As a business owner, you know you need to have good communication skills, right? Have you nailed down exactly what that means?  You might think it means communicating well with employees or on social media or being able to write well or to speak well and communicate your ideas well.  In my experience, while all of those things are important and hold true, what is often not fully developed in small business owners is the ability to communicate with prospects and also with customers and without these communication skills your sales and long-term business success is in jeopardy.

Your ability to communicate in writing and verbally is going to attract prospects on line and off line.  Your ability to speak with prospects and with customers is going to determine if they buy your services and products and if they stay with your company long-term and if they will refer other customers to your business.

How To Improve Your Communication Skills

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Your ability to write effectively is one of the most important aspects of communication.  If you are not good at writing letters, emails, notes and other things you must get some communication training so you are able to powerfully express your ideas.  Leaders are followed when their ideas are clear and their messages are powerful and understood.  Prospects who see your written word will either be attracted to do business with you or repelled by you.  Customers will either feel more resonance with you or want to move away from you.  This is the first skill you need to improve how you communicate.

The next skill is your ability to get your spoken word across.  When you speak are you focused and attentive and truly hearing what the other person is saying before you even think of what you choose to say?  If not, then you are not able to communicate fully because you are speaking from an agenda and a planned outcome and not using active listening.  When I say active listening I mean active.  Yes, listening is part of being a great communicator.

Tune in deeply to what people are saying before you present your ideas and thoughts.  Pay attention to nothing else, including what you want to share, as you fully embrace the speaker’s words, the feelings underneath the words and you observe their nonverbal communication. Notice your own body language.  Are you listening with an open heart and with an open mind?  Are you tuned in and open to receive rather than thinking of what you want to say?

This deep listening will make you a better speaker.  When it is time for you to speak, breathe and connect with the other person or people.  Think about what will be valuable for them to hear that matches what you heard.  Only say things that add to the conversation and lift people up and connect heart-to-heart. Because you have tuned in to their words, their emotions and their bodies, you will now be able to speak to them from the place of knowing what they need to hear. This is the secret of effective communication.

When I first began my career, I was a speech-language pathologist and studied all forms of communication.  As a business owner I realized how important words and writing are to my success.  I also have learned that different people have different communication styles.  Some people are more auditory and some more visual.  I have discovered how to adopt to their needs.

Later in my career as I learned coaching skills, I truly became much better and deeply tuning in, connecting from my heart, hearing without judgement, letting me agenda go and quieting my ego that wanted to speak out or up.

Which communication skills do you need to improve?

Which ones will help you grow your prospects and retain your customers and even your employees?

Comment and let me know how you plan to become a better communicator.

If you need resources to learn communication skills and coaching skills, go to: http://heartrepreneur.com/programs/coaching-training-business-training/