Build Buzz And Sales with Karl!

 

I had a great time talking to Karl Staib the genius behind PartyBizConnect.

Karl of Party Biz Connect Interview by Phyllis Nichols of SoundAdvice Sales And Marketing

He shares some very personal experiences that helped him grow and build his online businesses.
Yes, more than one!

He knows how to help you generate buzz for your business, your book or just help you raise your online profile!
Check out how to participate or have your own party!

You can also check out his SuperPower info at WorkHappyNow!

Twitter: @PartyBizConnect

Check out the next party!




 

Sales Questions And Solutions

Time To Answer Your Questions

I promised to to do a video response – and here it is.  My editor (and best husband ever) was out of town today and I decided to post this as is – just me chatting with you about a sales question.

 

More questions?  I’m happy to answer yours.

Post them here in the comments or email them!

More Sales More Money More Options

IncomeProducingActivity

I love my new SoundBite image don’t you?

I was lucky to win the services of Jason and he created this image for me.  I love the retro look!
Check out his work here!

Looking for help with your daily sales activities? Leave a comment (or email for privacy) and I’ll answer each one!

The Sales Number And Your Marketing Happily Ever After

You can’t sell your products and services to everyone.

As a solopreneur there is a limit to how many people you can reach, sell to and serve.
If you offer services this is especially true.
Your time and creative ability are limited.
You can hire others to help and automate steps to make things more efficient.
You can package services to streamline your offerings.
Creating an information product, book or reproductions are also a great way to add revenue and sell what you do to more people.

It’s critical to know your numbers.

I know you’re creative and big picture and spreadsheets aren’t your thing.
Which is why it’s even more important to understand this concept.
Here’s a way to start.
Get some paper and a sharpie and a calculator.

Write down how much you’d like to make each month.

Is it more than what you make now?
Maybe it’s a lot more.
How much do you charge per hour or per piece of art, or web design or per page of copy written?
Your current rate.
Is it physically possible to work the number of hours each month? (for now just assume the customers will be there)
Could you actually do it?
If you’re like most, the answer is no.
Now what? Raise your rates? Contract out? Add additional revenue sources?
Maybe all of the above.

Put a plan in place and start implementing.

You won’t get to that number you just wrote down without a game plan.
Let’s get back to the whole idea that you can’t sell to everyone.
The fastest, easiest way to get to your number is by knowing who is looking for what you do and marketing to them.
A bunch!
With options.
Multiple ways for them to hire you, or buy what you have.

But it means you have to decide exactly who those people are.

Your marketing will get so much better when you talk to just those people.
Don’t be afraid to be specific.
Do you have lots of designers or doctors in your client list now?
Start there.
Talk to them – address the issues their industry faces in particular.

Here’s an example: Let’s say you design websites.
You’ve worked with a few financial planners and people who work with high wealth individuals.
They have tons of regulations about what they can and cannot say.
You learned this from your previous clients.
You can address their fear about compliance, keeping things legal and still being unique and original.

You talk their language.

You understand the restrictions about what they can and cannot do.
Your marketing talks about how to attract high wealth individuals with design.
You offer a free resource that tells people in the financial industry how to brand themselves starting with great web design.
You have relevant social proof in your portfolio and client testimonials.

See how that works?

Now deciding how to write and talk about what you do is easier.
Finding the people who understand what you’re talking about is easier.
Learning where to reach your audience becomes so much clearer and less time is wasted broadcasting to the those who aren’t going to “get” you.

I promise if you start here and get really clear about who you want to work with – really understand this part, the other steps will become so much easier to take! You’ll be hitting your goal in no time!

What about this works for you?  What doesn’t?  I’m here to help.

It’s time to hit your number! Schedule your one hour session to jump start your sales.

The other side of the Right People equation

You’re crystal clear about who your right people are.

 You have a detailed customer description.  You educate, inspire and love them. As a business owner or solopreneur – your motivation and intentions are righteous. Helping your best people is why you do what you do. It’s what gets you up in the morning and motivates you to tweet, and skype and engage until the wee hours.

 You’ve spent time and energy making sure you understand your right people. You ask for feedback, you design programs and write e-books about things they need. And want. 

Are you getting the results you need? And want?

Are you missing the other side of the equation?

In a recent conversation with Tami who writes at Targeted Traffic Strategies she asked “What do you want to be known for?”
Could it be that your right people can’t find you?
You may be sure about who you want to reach, but are you certain about you?

I recently wrote about being an expert. We often resist the designation out of a sense of modesty or discomfort with self promotion.
But the resistance is misguided. Being clear and intentional about what you do and who you serve is the only way your right people are going to recongnize you when they show up!

It’s the other side of the equation to client attraction.

They need to be as sure about you and what you offer as you are about them. Finding you will be easier. Connecting will be simpler and moving them from contact to client will be the natural next step. For both of you.

What do you want to be known for?

Kid Rock and Marianne Williamson Tell You Why You’re An Expert

You know what you know.

You’ve spent the better part of your adult life learning and sharpening your skills. Time, talent and energy invested bring you to where you are today. Why is it then, you are so reluctant to claim it?

Expert Defined: A person with special knowledge or ability who performs skillfully

That’s you. That’s me. You’re an expert at what you do; what you know. You bring your special style and flavor along with your knowledge, experience and skill. It’s time to quit hiding. Being modest doesn’t mean denying who you are and what you know.

As Kid Rock says:  ”It’s aint’ braggin’ …… if you back it up.”

I know you can back it up and then some!

You downplay your expertise. Sometimes out of modesty, but sometimes because you don’t want to draw the line in the sand, take a stand and say “This is who I am, what I’m good at and why you should care.
The why you should care, is the most important part (of course) but you have to be clear about the who and the what if you want anyone else to care about the why.

One final distinction:

Being an expert doesn’t mean you know every single last thing there is to know in your field. It doesn’t mean that you are the worlds best or most qualified person in your area of expertise. Skills and knowledge and abilities are not absolutes. There is no zero sum game to win.

Another’s expert-ness can’t diminish yours.

You know what you know. You’re good at what you do and what you have to offer has value. It’s time you let us all know!

I’ll start. I’m the sales chick. I love sales and selling. All of it makes me happy. The strategy, and of course the tactical “doing” part. I’m good at it and I know how to teach others to be good at it too. Making a sale is great. Landing a new client who is thrilled = awesome. Know what’s even better? Having someone who thought they couldn’t sell, learn to do it and get the awesome feeling that comes from making a difference, doing what you love.

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure.
It is our light, not our darkness that most frightens us.
We ask ourselves, Who am I to be brilliant, gorgeous, talented, fabulous?
Actually, who are you not to be? You are a child of God.
Your playing small does not serve the world.
There is nothing enlightened about shrinking so that other people won’t feel insecure around you.
We are all meant to shine, as children do.
We were born to make manifest the glory of God that is within us.
It’s not just in some of us; it’s in everyone.
And as we let our own light shine, we unconsciously give other people permission to do the same.
As we are liberated from our own fear, our presence automatically liberates others.”
Marianne Williamson from her book A Return To Love: Reflections On The Principles of “A Course In Miracles”

 

It’s Your Turn Now! Time to claim your expert-ness in the comments!

Kid Rock lyrics from the song Cocky.

Petite Lap Giraffes and Selling Your Thing!

Have you seen the DirecTV commercials with the petite lap giraffes?

I love them.
I want one!  Check out the video of the tiny one doing his workout on the treadmill.  Genius.

The folks at DirecTV realized they were on to something and took it a step further.
The petite lap giraffe web cam! Seriously!

This got me thinking about you and your business.
And I started thinking about how you can use this concept to promote your products!
How can you get us behind the scenes? Can you show us how you do your work?
Building credibility and trust is a blend of who you are, how you interact, but most importantly how you treat your clients.
You already know it’s about them.
Invite them in, give them a tour, throw open the door!

Not sure what to do? Here are a few ideas to get you started!

Show us how you do your thing like Vanesa does.
If you do commission work, you could add a DVD with the “creating of” to your services!

Teach me how to do something.
I may never be a great photographer like you, but I’d love to have your show me how you frame a landscape photo.
Let me in on how you write your songs, or collaborate in the studio.
Invite me to your kitchen – show me how you’re creating my cake, or the best way to cook an artichoke.
Take me on a tour of your facility.
Introduce me to the people who answer the phone, or make your products.
I once took a tour of the Longaberger basket factory and watched the weavers work.
Do the same thing at your place, virtually.

Take us shopping for the supplies you select for your jewelry.
Show me how to select a frame and mat for the prints you sell.

Let us “listen in” to a coaching call (with your clients permission – and where appropriate)
Do you have a killer system for follow up? Let us in on it!
Let us watch a class and get a taste of what working with you is like.
Share a productivity tool that makes your work day easier.

Are you in a highly regulated business where you can’t do the behind the scenes stuff?
Do an animoto video of the steps involved in my mortgage application/approval process.
Tell me what to expect when meeting with you for legal advice.

How can you give your customers a “behind the scenes” peek?
Let us know in the comments!