How to Own the Sales Process from Prospect to Client. i.e How to meet a prospect and walk out with a client!
In this episode, Coach Myrna Young interviews Elizabeth Gifford Maffei. Elizabeth was a multi-million dollar sales producer as a Real Estate agent, she is now a health and spiritual advocate and business coach.
Show notes Sales Process
* What is a Challenge that entrepreneurs and business owners experience when trying to close a sale?
6 tips to close a sale quickly and effectively
Identify the decision-maker and start a conversation. …
Accurately qualify your prospects. …
Pitch your solution (not just the product)
Create a sense of urgency. …
Overcome their objections. …
Ask for the sale.
* What is the difference between making a sale and creating a loyal client?
* What is the first step in having a successful meeting with a prospect?
How to Prepare for a Sales Meeting As a Real Estate Agent
To be fully prepared for a successful customer meeting, you need to answer these questions:
Who are you meeting with?
Why are the two parties meeting?
What is the objective of the meeting?
When and where will it take place?
What is the agenda for the meeting (How)?
* How should you prepare before meeting with your prospect?
* How should a successful meeting be conducted?
Using Body Language during the Sales Process
How does the use of, body language, help, close a sale?
While it’s important to know what you should do in meetings and negotiations, knowing what you shouldn’t do is often just as important – and it begins with bad, body language.
The best sales managers know that while you may have a polished sales presentation, tasteful attire, and a product that practically sells itself, you can still miss out on, closing a sale, if your, body language, is out of sync with your words. While it’s true that first impressions make a lasting impact, cumulative, body language, is important. If you are in the habit of demonstrating any of the following, body language, in the, sales process, it could be enough to hurt your sales performance, turning a potential yes into definite no.
* What is the most important step that many business owners leave out?
* An example of a successful prospect meeting that resulted in a closed sale.
The four Stages of the Sale:
1: Qualify – Your, prospects, must have the money, the time, the need and the want to contract your services.
2: Build Rapport – People buy from people they like!
When you meet a, prospect, for the first time, it is important to find common ground. Look for similar interests or experiences and chat about them before getting into your, sales pitch.
3: Tell a story – Showcase how your product or service helped another client. It could also be a personal story of your journey to your current vocation.
4: Closing the Sale, – If you followed the first 3 stages then you don’t even need to close, just ask them to sign!
If you get to the end and you get objections, then you missed the qualify or selling the benefits.
As a Life Coach, I know that the secret to, personal growth, is to consciously plan for it. It doesn’t just happen. We all know the acorn lives in the oak tree! But unlike the Oak tree, personal growth, is not pre-programmed into your DNA. You need to have a plan for, personal growth.
“You can’t see the picture if you are the frame”~ Les Brown
Hire a, Life coach, invest in you!. A, Life coach, is able to Help you see the entire picture.
Think about it. When you were growing up, your pediatrician would have you stand by a growth chart and he was able to determine how healthy you were by your growth as it related to his growth chart.
In a similar way, you can determine your professional health by your, personal growth, chart.
Did you stop growing and learning when you left school? The secret to, personal growth, is that you have to plan to grow every day?
That management promotion you are asking God for will not come if you don’t proactively do the work to acquire the skills. That spouse or healthy relationship will not come unless you proactively work at becoming the best you. Your business will not grow unless you have a growth plan, commonly called a business plan.
Below is Starbucks proactive plans for, Personal Growth:
The People’s Republic Of Starbucks
Speaking last month at an investors’ conference in Seattle, Belinda Wong, head of Starbucks in China, said the company was opening an outlet every day on average in the world’s second-largest economy.
“This year we have a higher ambition,” she told shareholders. “We will open on average one store every 18 hours.”
The company just opened its 1,500th outlet in the country, considered a milestone for the company that views China as a major source of growth this year. It wants 3,000 outlets by 2019, compared with its current 11,000 in the U.S.
Unlike in the U.S., Starbucks in China targets affluent cosmopolitan professionals and students, and puts stores near where they shop, study or work.
“Starbucks’ China and Asia-Pacific region is one of the new target areas for the company, where it intends to focus its near-term growth. Starbucks,” said a research note from Trefis.
The first and most important thing in, personal growth and development, is to figure out what projects you are dealing with. First, what is a project? My definition is anything that takes more than a few easy tasks to get done. Setting up that new sales software? That’s a project. Expanding your network? Yep, that’s a project, too. Growing your business? That’s a collection of projects!
Some of your, self improvement, projects will be pretty obvious, but others will lurk in the background unacknowledged. To unearth all of your projects, write down everything you’re currently working on and everything you want to be working on. Then, group that list around specific, personal growth, goals.
That action will likely lead you to your project list. You may have 10 to 20 (or even more) projects on this list, but to be effective, you’ll want to pick the two to five projects that are most important, and focus on those for the remaining tips.
2. Give your personal growth projects a start and end date.
You should know (or decide) when each, self improvement, project should start and end. This will allow you to sequence projects by prioritizing them based on when they need to start or be finished. Start and end dates will also allow you to plan around your own business cycles and prevent projects from going on for much longer than they should.
3. Make a one-page plan for Self Improvement
A little, personal growth and development, planning goes a long way to helping a project succeed. To create a one-page plan, jot down your answers or notes for each of the following questions:
• What problem will the project solve?
• What is the benefit to the organization?
• What kind of staff and budget do I need?
• What are the major milestones?
• What are the potential stumbling blocks?
• What risks does this project pose?
• What is my work, self improvement, plan (list of tasks or sub-items to be completed by when)?
• What are the specific metrics for success?
• How will you know the project is done?
Note: if you’re going to keep the plan to one page, your answers need to be relatively concise!
For any project that involves multiple team members, set up communication routines in advance. Will someone be reporting progress weekly? Monthly? Will there be a recurring call for all parties to check in? Who is responsible for checking on whether the project is meeting its milestones?
5. Know if and when to quit personal development
In the, personal development, space, it’s best to finish what you start, sometimes it’s necessary to pull the plug. If you have all of your projects laid out, with start and end dates and a clear one-page plan that includes milestones and communication guidelines, you should have all the information you need to know when to quit a project.
Certainly it’s not always easy to quit, especially if you’ve already committed a lot of time, energy and emotion. But if a, personal development, project is dragging on.
Here are some questions that can help you think through whether or not to abandon your, personal development, Goals:
• Is the goal of this, personal growth, project still important to my organization?
• What was the planned ROI for this project? What is the ROI now?
• What is my opportunity cost in working on this? Could I better achieve my goals by spending this time on other projects?
• What is the emotional toll of continuing with this project.
Finally, commit to Constant and Never Ending Improvement (CANI) that is, self improvement.
In my book “Out of the Snares” I share that as a Limousine Operator, I went to the National Limousine Association annual meeting in Las Vegas every year. Every year I would practice, personal growth and development, by learning from the best operators in the business on how to use technology, improve on services and expand on my products. That allowed me to have a 30% annual growth rate and win the Entrepreneur of the year award in 1998. My intention was to become the largest operator in the Greater Toronto area and have a fleet of over 100 limousines. The secret? A, personal growth, plan!.
“Reach for the moon, even if you miss, You will land among the Stars” ~ Les Brown
The Importance of Constant and Never-Ending Improvement required for, personal growth
• Sometimes when you’re prepared to step out and be different you’re going to cop some criticism
• Don’t wait until you’ve got everything 100% right before you get started. Get it 80% right and then continue to improve it as you go
• By being different – you will also be memorable!
• Have high targets to stretch you for, personal growth. They said man would never land on the moon…but he did. If you don’t aim high, you’ll never get where you want to be.
• Fear is what stops you from setting what people would say are ‘unrealistic goals’
• The famous Australian Cricket batsman, Sir Donald Bradman had this philosophy every time he came out to bat: I’m going to hit it for 6! If I don’t get a 6, then I may get a 4. If I don’t get a 4 then I’ll get either a 3 or a 2 or a 1. But at least I’ll get something!
• The average Real Estate Agent in earns $23,000 – $24,000. You can’t afford to be average!
• It’s not about selling…it’s about people. Be a people-helper because that is the key to your success in sales
• A Real Estate client’s lifetime value is $127,000. If you look after them and keep in contact with them. What’s the lifetime value of your clients?
• Provide a guarantee for your clients and this will give you the edge over your competition
• If you’re prepared to step out and take risks – and overcome your fears – you will become a leader in your industry
• Develop your daily rituals of success
• Exercise will help you keep your stress levels low and enable you to be more productive
• We spend too much time wasting our time – and not improving ourselves
• Shut up and listen! Really listen! If you can’t work out your client’s needs in the first 10 – 15 minutes, then you shouldn’t be in sales
• Honesty and Transparency are crucial to long term success
• Serve others and not yourself
Pick up your copy of “Out of the Snares” and understand the how having a, Life coach, can help you grow intentionally by helping you see the “Picture in the Frame” . Learn how to get motivated by your passion and natural abilities. “Out of the Snares” is the story of my vision to become a US citizen and my journey to leaving a Legacy for my children. The secret to my growth was I committed to constant and never ending improvement.
Confidence, impacted the AFC Championship, Quarterback Russell Wilson had the, confidence, not to fold and give up and it resulted in success.
Let’s say you are down by 16 points with 3 mins to go in the 4 quarter. You have played the worst game of your life. You have thrown 4 interceptions. Not only that, but the world is looking on and judging you. What do you do? Do you fold up like a flower without sunshine or do you have the, confidence, to play one drive at time? Do you dig deep and remember the last time you were down 16 to nothing and you came away with the victory? Quarterback Russell Wilson did just that on Sunday to win the AFC Championship game against the Green Bay Packers.
With 3 mins to go in the 4 quarter, Wilson was having his worst game to date; he had thrown 4 interceptions. The commentators were saying they had never seen Wilson play this bad. I started to route for them. I was routing for the underdogs, the Packers, because the Seahawks were the Super Bowl champions; but I hate to see a team embarrassed in front of millions. I have heard of quarterbacks who were tagged as not being able to win the big games. But this is where, confidence, separates the true champions. Confidence, and the spirit of never giving up. Even though Wilson had already thrown 4 interceptions to Kearse, he had, confidence, in him to give him another chance and he caught that winning touchdown and held on to that ball like his life depended on it. If you allow the facts like you just threw 4 interceptions, and you let negative thoughts snap your positive energy; you will loose. But like Wilson tearfully declared after pulling off a stunning overtime victory, he had the, confidence, in himself and in his team that they could win.
I saw this same scenario play out on a, sales, team that I was a part of. We were a team of about 40 outbound reps in a call center. The top, sales, persons on the team were selling about 40 units per day. Then a new girl was hired. She started banging out 40 units by noon!. Sales Management, thought she was cheating and started to check her sales to make sure she was not sandbagging leads. She calmly declared that she was not cheating; but that she had, confidence. She said when she picked up the phone, she had, confidence, that she was going to close the sale, and she usually did. I started paying attention to what she was doing, and I too started selling 40 units by lunchtime! My, confidence, grew.
Confidence, is usually the result of prior successes. As a sales manager, confidence, should be the first skill you coach to. If your, sales, team is not, confident, that they cannot win. You have to exhume past victories to give energy to present day activities. Why did Wilson feel that he could win?; because he won before. He knew that if there was time on the clock, his team had a chance.
Coaches need to build, confidence
“The road to athletic greatness is not marked by perfection, but the ability to constantly overcome adversity and failure.”
In, coaching, teams, you have a wide variety of players. You have your slow players, your fast players. You have the ones that are good at defense. You have the ones that are good at offense. You have the ones who would choose to drive and dish and you have the ones that would rather shoot the three. You have the people who set up the plays and you have the people who finish them. You are in charge of getting these types of players to work together and to build their, confidence.
Sure, a coach can put together a pretty set of plays. A, coach, can scream their head off in a game and try and get their players motivated. Coaching, can make you run for punishment, or they can make you run to get more in shape. The most important role of a coach, however, is to make the players on their team better with, confidence. To hopefully help them to reach their fullest potential. Players do make mistakes, but it is from those mistakes that you learn and grow.
Coaches sometimes destroy confidence by being too harsh.
You wanted to win, and there was nothing wrong with that. I saw it in your eyes if I made a mistake, you were not too happy, which is normal for, coaching. Turnovers happen. Players miss shots.
Sometimes someone beats you in a race. Sometimes things happen. Players make mistakes. It is when you have players scared to move because of a lack of, confidence, that teams loose.
A player can be, confident, in the way they play the game. Confident, but not cocky. It is up to the coach to build that, confidence, by highlighting the players strengths and minimizing his weaknesses. That is what makes them improve overall, and become an asset who could become an extremely great player and win Championships.
The fight to get my, confidence, back was a tough one. It was something I wish I never would’ve had to do. Instead of becoming the best player that I could’ve been, I now had to fight to become the player that I used to be. My, coach, took away my freedom of playing a game that I loved. He took away my good memories in a basketball uniform, which is something I can never get back. You can be the greatest athlete in the world, but without, confidence, you won’t go very far.
Business coaching, for start-up companies that are experiencing sluggish growth, helps these companies increase the bottom line, reduce attrition and create happier employees. As a, Business Coach, based in South Florida, my company MyHelps Inc launches new programs to help entrepreneurs achieve these goals.
Coaching, while this word comes from sports where the coach assists individuals as well as teams to increase performance and achieve new goals, is a process in which the coach asks the individual well-formulated questions and helps in finding answers.
The strongest aspect of, coaching, is that the individual is finding answers to his or her own questions. Simultaneously it is perceived as a managerial approach and style of management where the manager himself becomes the coach of employees.
Business Leaders have identified fifteen significant benefits of, Business coaching, as a growth and development tool.
Benefits of Business Coaching
1. Continuous one-on-one attention that facilitates growth
2. Expanded thinking through dialogue and powerful questioning from a coach.
3. Self-awareness – including bringing light to blind spots.
4. Personal accountability for development – A coach can hold you accountable for work you promised to do.
5. Just-in-time learning; e.g. preparing for a speech or meeting
6. Sustained interpersonal skills development.
7. Consistent, long-term development that gets embedded and becomes part of your routine.
8. Identify executive strengths and development needs
9. Leverage existing strengths and improve performance
10. Create a Leadership Strategy with an Action Plan and accountability to help Business owners stay on track
11. Adopt and/or reinforce the required leadership skills and competencies crucial to the company’s growth.
12. Positive and sustainable behavior changes
13. Develop leadership skills and practices; learn coaching skills they can implement.
14. Enhanced career planning and development with an action-oriented plan
15. Create and plan for greater work/life balance.
Starting your Coaching Business
The secret to a profitable, coaching business, is selecting the right clients. Don’t get into the “fixing” business or turning losers into winners; it’s exhausting. You know the people I’m talking about — they say they want something; but don’t take action to get there or aren’t willing to pay for it. Instead, focus on, coaching, ambitious people who are already successful get to the next level. Your life will be easier and they will get great results because success is in their DNA.
To do this, you must be outstanding at what you do. Your services or insights must really work. So ask yourself: Am I the best in the world at what I do? To make a lot of money, you have to deliver a lot of value.
Steps to Starting Your Business Coaching Business
Step One – Establish your Niche
Niching down help you attract the right kind of clients. The more specific your , niche, the bigger your chances are for success. I once heard of a, niche, for, business coaching, for people who used to suck their thumbs!
Step Two – Claim Your Business name.
Your business name is very important. Don’t pick a name that people can’t spell. We are no longer vying for directory listings so we don’t need a name that at the top of the list like AAA, coaching business. Consider using your own name or a play on your name for a business name.
Step Three – Identify your business structure
Sole Proprietorship
Limited Liability LLC
Corporation
Partnership
S Corporation
Step Four – choose your preferred method of, business coaching
Business coaches, love to work with their clients face to face, but if you offer Skype or phone coaching you could expand your market beyond local. You could become an international, business coach. Become comfortable with, coaching, via phone or zoom.
Step Five – Build your dream team for support
Have a coach or mentor for questions and business support
Have a tax accountant to help you plan your tax strategy
Have a lawyer to help you with contract issues
Bio Myrna Young Business Coach
Myrna Morris Young (@myrna_morris) is the president and owner of MyHelps Inc, a Florida based Coaching and Consulting firm that specializes in delivering leadership development programs for start-up companies and dynamic organizations.
Ms Young is a Certified Professional Coach from the University of Miami, Credentialed as an Associate Certified Coach by the International Coaching Federation,
Awarded Entrepreneur of the Year in 1998 and nominated for Business Woman of the Year in 2015. Her areas of expertise are Leadership development, social media marketing and personal growth. Myrna can be reached for your coaching requirements or as a motivational speaker for your next event at 888-569-3182 or on the web at “https://www.myhelps.us”
As a Leader, You have the vision, you have identified where you are on the map. You have even written out your goals on paper, so now what?
Now you have to take action. You have to start to, eat that frog, starting with the largest frogs. Frogs, are the jobs that you wish you didn’t have to do. Tadpoles are the jobs you like to do!
As a start-up Entrepreneur for example, You need to lobby for Capital;
You need to build your team;
You need to launch your product or service.
How do you decide which is the ugliest and biggest, frog, to eat first?
Most entrepreneurs manage by crises.
The, frog, they eat first is the one that is on fire!
Here are 5 ways to strategically, eat that frog, starting with the ugliest one first!
Eat that frog, the largest and ugliest frog first: this is usually marketing.
Your company will rise or fall depending on your marketing strategy.
Eat that frog, get your marketing message out. Marketing is the life blood of your organization.
What is your marketing budget?
What kind of money do you want to make?
Are you hoping to make $50,000 per year or $5,000,000 per year?
These are the questions that need to be answered before you, eat that frog. Begin eating your marketing frog.
You need to set the table before you, eat that frog. How many plates do you need? Are you eating alone or will others be joining you? What are some of the sides that go well with marketing frog eating?
Eat your biggest and ugliest frog first
The ugliest and biggest, frog, is usually picking up the phone and start dialing. In the Pursuit of
Happyness movie which documents a real life event, Chris Gardner’s, frog, was to make 200 calls per day. He, ate that frog, daily until he was full as a millionaire!.
2: Don’t stare at your, frogs, too long. Just, eat that frog, If it is a really ugly and unappetizing frog, just gulp it down with one big bite; don’t cut it up into little pieces.
For example, lets say you decide that today you are going to start your campaign to get funding for your new project. You go through your Rolodex and start calling Venture Capitalists. This frog taste bad; but you eat all of it. You, eat that frog, You don’t stop eating until you have called all the Venture Capitalists on your list.
If you decide for instance to only make 5 calls today and 5 tomorrow, guess what? Tomorrow you going to procrastinate because you hated eating the frogs from yesterday and your mind will gravitate to eating a pleasant tadpole!, Eat that frog, at one sitting and get it out of the way!
3: Celebrate yourself. Pump your fist and pat yourself on the back after you, eat that frog.
You had the courage to do something hard; you did it!!
4: Record your Growth.
Remember when you were a child, your doctor would measure your growth and your weight every time you went to see him? He did this because how much you grew was an indication of how healthy you were.
In a similar way, how much you are growing as a Leader and how much your company grew within a certain period of time is an indication of the health of your company. Growth always depends on how you, eat that frog.
One of the, frogs, you as the Leader of your organization, team or self, MUST eat is the, frog, of Personal Growth. If you don’t, eat that frog, of personal growth, frog, then your company is guaranteed to become stunted and stop growing. Personal growth includes working with a, executive Coach to Helps you:
accomplish your vision for yourself or company,
to establish accountability,
to uncover blind spots,
to sound out new ideas and get feedback.
It involves reading self improvement books and attending seminars in your industry. As the CEO you are the lid! Your company rises or falls under your Leadership so, eat that frog, of personal growth.
5: Eat all your frogs, do not leave anything on your plate.
Let’s say you have 10 frogs on your plate. You, ate that frog, the first two they were the largest and ugliest ones. You may be tempted to bypass or eliminate some of the others; but every one of the frogs you added to your plate had a specific purpose and is tied to a result. Throwing away your peas because you don’t like it, directly impacts the health of your organization. So, eat that frog, eat everything on your plate and your success will be guaranteed!
In Brian Tracy’s book “Eat that Frog” He lists the, rules of frog eating.
Set Goals
The first, rule of frog eating, is to define your largest, frogs, first. The more clear you are about what you want and what you have to do to achieve it, the easier it is for you to overcome procrastination, eat that frog, and get on with the completion of the task.
The no. 1 way to deal with procrastination is to set goals.
Take a blank sheet of paper and write down your top 10 goals you want to achieve this year.
Clarity will give you the ability to know which, frogs, you must eat first to complete your goals.
80/20 Rule
Pareto principle “Small amount of your activities are leading to a huge amount of your results.
Take time to figure out what those things are and do them more often.
For example: If you have 10 things on the list. there is a high probability that 2 things will get you 80% of the success you want.
So it’s crucial to identify what are the 1-2 things you must do now. These things will lead to great majority of your success.
The largest frogs always make the biggest impact so, eat that frog.
Oil Barrels
What we want to do is to have micro goals. Don’t overwhelm yourself, thinking you need to get your goals in just one big step.
This is not going to happen. If you think that, you will procrastinate.
On the other side, if you break down you big goal to tiny little steps and micro goals you can do amazing things.
I-Handle
We waste a lot of time to distract ourselves. Being distracted is the worst enemy of productivity.
Now for example: If you turn off your email notifications, you’ll probably increase your productivity by 10 % – daily.
You don’t want to start something, check an email and then start working again on your task.
That kind of multitasking is horrible for your productivity. If you’re doing that, you have to constantly get your momentum back, figuring out where you left off and it takes you forever to do that task.
It’s very important to do one thing at the time. Get in the habit of finishing things. You start it, you finish it.
If you have a habit of allowing yourself to be distracted, you must discipline yourself to single handle things. You’ll notice your productivity will go way up.
How do you win at the, game of life? Today I am going to teach on How to be a Winner!!
Most of us were glued to the television for the Olympic games to see the athletes try to win Gold. But how do these same athletes win, the game of life.
Each and every one of these athletes came to win Gold!
Did you see the interview with Shakur Stevenson? This interview and the race where the Bahamian girl threw herself across the finish line to take the gold from Alison Felix were my most inspiring moments of the Olympics. In the interview with Shakur the NBC reporter asked him how he felt about winning a silver medal? The interview was going good until this question and then Shakur decided not to fake it anymore. He broke down crying saying
“I hate to loose, I wanted to win. The Silver medal is terrible.”
This is our first lesson on “Winning at the, Game of Life.”
Never Settle for Second Best!
In our Podcast today we are going to look::
* How to Be a Winner
* How to Think like a Winner
* How to Act like a Winner
We are going to look at winners like Russel Wilson of the Seattle Seahawks.
We are going to look at Mike Tyson and Buster Douglas.
We are going to look at Steve Jobs.
Show notes:
Inspiration story and tip of the week.
Winning at the, Game of Life, some examples.
Acceleration – How God and a Coach can “Accelerate” You
To become a winner you need to be self motivated and need the help of a Life Coach.
Someone to push you when you lack motivation, someone to keep you accountable, someone to help you with the game plan.
The enemy keeps you busy with trivial pursuits to keep you from achieving your goals and purpose.
Here are 3 Principles to Winning at the Game of Life:
1> Physiologically – Is your body in a peak state? Are you prepared physically?
2> Psychologically – Do you have the mental capacity to win? Do you believe you can?
3> Soulfully – Do you believe it is your purpose? Have you tapped into the wisdom of your soul?
For the next 30 days, I will give FREE copies of my book “Out of the Snares, a story of hope and encouragement” Just pay for shipping
“Out of the Snares, a story of hope and encouragement” is jammed packed with stories of my victories and how
“I won at, the game of Life.”
*From Escaping Poverty and child abuse in my native country,
*to winning as a business person as the top female Limousine operator in Toronto, Canada,
*to winning my USA citizenship,
*to winning twin girls by adoption,
*to winning in Love and relationships!!
Lots and Lots of victories!!.
So download your copy now by clicking the Amazon link below:
Pinterest, exists for people to come together to gather, collect and share snapshots of their own ideas, memories, and interests. In the early days of the, social network, platform, that was all Pinterest, really was. A simple place for people to come together and scrapbook. It was a collectively personal experience that gave the world something nice. Today it is necessary for your, online marketing strategy.
This week on the Mindset Transformation radio show and podcast with Coach Myrna, I interview Online business coach Jessie Guilford. Jessie is a marketing expert and she will teach us the top “Seven Social Media Tools to Grow your, digital marketing, Business including, Pinterest
These days, Pinterest, is more than just a nice global scrapbook. With 100 million active users (emphasis on the “active”), it’s now being used by some of the biggest companies on the planet to build awareness, drive traffic to their websites, and sell.
Pinterest, is popular with users because it allows them to choose how to interact with brands and businesses — not the other way around. Users can navigate based on their own interests so product endorsements aren’t quite as invasive here as in other social media platforms.
Most people on, Pinterest, are actually looking to make purchases, which means brands are only really guiding their products to the people who need them.
Guest Biography
Jessie grew up on a grain & cattle farm in Manitoba, Canada with a passion for the outdoors, horseback riding, shopping and creating the life she desired. She graduated University with her Bachelor of Business Degree and achieved the Duke of Edinburgh’s Program Gold Award before entering the corporate world. She worked in Research as well as Sales + Marketing while starting and running her own website design business at the age of 22. Realizing that the 9-5, slowly-climb-the-corporate-ladder world was not for her, she soon realized her passion for coaching amazing women from all over the world to help them achieve their business goals and build a life they loved.
Show notes:
What are 3 things to think about before starting an online marketing business?
What Type of Products Can I Sell Online?
How to Source and Manufacture Products for Your, online marketing, Business
Driving Traffic to Your Online Store
Online marketing, is necessary to build your, digital marketing, empire.
Top eight social media tools that will help with people’s online marketing and business growth?
SocialPilot – social media marketing, tool that allows you to effortlessly schedule, plan, publish, and analyze your social media posts.
HootSuite – social media marketing, tool that gives a birds eye view of your social media performance mainly for enterprises
MavSocial – social media marketing, tool that helps make better use of visual content in your posts
Buzzsumo – social media marketing, tool that allows you to identify and analyze content that engages your, target market
SproutSocial – social network, tool that is best suited for enterprises and large agencies
Leadfuze – social media, tool great for lead prospecting
Taboola – social media, tool that helps promote your best content on social media
Audiense – social media marketing, tool that enables digging out actionable user insights from social media platforms
“What do you do?” – example your cocktail pitch from Pinterest
To fund the startup, CEO Silbermann approached several investors who turned him away because of the economic climate. Pinterest, now reaches 250 million people and the New York Times reported that it will reach about $700 million in annual ad revenue this year and is valued at $12.3 billion.
“So you could say, ‘Hey, you know, we don’t have any money. We don’t have any experience doing this. But we think this is a good idea. We’re going to build this piece of software.’ And I couldn’t understand why they weren’t funding us, but it was probably the worst sales pitch they’d ever heard,” Silbermann said on an episode of Business Insider’s podcast “This Is Success.”
After a while, Silbermann said he became “pretty desperate” for funding and found a New York University business-plan competition. Silbermann entered, Pinterest, even though he was not an NYU student and won second place — he was awarded a meeting with a venture capitalist who agreed to put up half of Pinterest’s first round of funding.
How can people get visible and find their target market on Pinterest?
If you plan to niche down to a very targeted market, on, Pinterest, you should be asking anybody who comes to your site what other things they might be interested in reading about. Serving your audience increases the probability of them sticking around, signing up for your email list, and following you on social media should be a part of your, digital marketing strategy.
These are the strategies I deem necessary for your, online marketing strategy.
1. Personal branding online marketing strategy
Successful businesses can generate a ton of momentum from successful entrepreneurs who lead them. Branding yourself, before your company, gives you the opportunity to leverage a more trustworthy, personal image to promote your brand.
It also gives you more power to meet and network with others, form more partnerships and lend a face to your otherwise faceless organization. And it’s free to do, from a monetary perspective, though you will need to invest a significant amount of time.
2. Content marketing online marketing strategy
Content marketing, takes a variety of forms, and depending on how you form your, online marketing strategy, could accomplish a number of different goals. For example, you could use white papers, ebooks and other long-form content to attract downloads, signups and conversions, or you could use an on-site blog to attract more inbound traffic to your site.
You could even use content as a form of help and troubleshooting, or some combination of these applications. Content marketing, is incredibly versatile and useful, and, if it’s valuable, your customers will expect you to have at least some of it in place for them.
If you are looking for an, online marketing strategy, or new tools, take a look at this article from Buffer Social. The 20 Best New Social media tools
Every so often, a new social media platform emerges to capture our attention (Peach) or become part of our daily lives (Snapchat).
The, social media tools, landscape can be just as fascinating — and robust!
Every week, people build and launch new social media tools, empowering us marketers in our day-to-day work. To give you a sense of how amazing the landscape is, here’s a graphic of some of the, social media tools, available: social media management, listening, analyzing, content creation, and more.
You can motivate yourself with the 3 P’s Patience Persistence and Positivity. Learn, how to motivate yourself, with the power of, positive thinking.
Introduction to Positive Thinking
Synopsis of, Patience, Let’s say you are stranded in the woods. It is dark and it is cold. You need to make a fire to stay warm and to cook anything you can catch. You find a dry stick and a hollow branch and you set about rubbing the stick and the branch together feverishly. You keep this up, rubbing and blowing patiently hoping to create a spark that could be nursed into a fire. You keep rubbing, and blowing. You have all day and all night….. you have, positive thinking, because if you don’t you will surely freeze to death.
Persistence, – When you get tired you take a short break and then you get back to work. You tell yourself, “The fire will start”.
Positivity, You believe the fire will start. You keep your, positivity, by telling yourself “I will have fire, I will stay warm, I will have food to cook and eat”. You let none of the negative thoughts that pop into your head linger, you send them back immediately. Negative thoughts such as, you don’t know how to a make fire, you are not a cave man, maybe the bush is wet and it will not light, you will die of hunger and cold because no one will find you.
No.. as soon as any of these thoughts come into your mind, you reject them and send them back!. You keep rubbing and blowing with increased vigor. You tell yourself “I shall live and not die”.
I use this vision to encourage myself when I am working hard and not seeing results. I need, patience, to keep on working hard knowing that one day I will succeed. I need, persistence, to do it every day and, positivity, to believe that I will succeed one day.
You can do the same. Find an inspirational story and use it as your map. Some real life examples are Arnold Schwarzenegger and Sylvester Stallone. Arnold built his empire and muscles,
One bicep at a time.
Arnold had the, patience, and the, persistence, to stick with his dream of becoming a world champion and playing the part of Hercules in the United States of America. His, Patience, Persistence, and, Positivity, assured him success.
Sylvester Stallone had to sell his dog for $50.00 because he was starving; but he had, patience, to wait until someone offered him the starring role for the script for Rocky, Persistence, to keep pedaling it to over 1500 studios in New York and the belief and, positivity, that he will succeed…… and he did.
You write a to-do list… but then you don’t follow through.
And this happens again and again and again. Seriously, what’s the problem?
You are not, motivated, So how do you, motivate, yourself?
Why are we so good at thinking of what to do; but so terrible at actually, motivate yourself, to actually doing those things?
Procrastination is a mood-management technique, albeit (like eating or taking drugs) a shortsighted one. But we’re most prone to it when we think it will actually help… Well, far and away the most procrastination occurred among the bad-mood students who believed their mood could be changed and who had access to fun distractions. Motivate, yourself so you can leave procrastination in the dust.
How to use, Patience, to, Motivate, Yourself
Meryl Streep on, Patience:
I no longer have, patience, for certain things, not because I’ve become arrogant, but simply because I reached a point in my life where I do not want to waste more time with what displeases me or hurts me. I, motivate, myself by have a low threshold for time wasters. I have no, patience, for cynicism, excessive criticism and demands of any nature. I lost the will to please those who do not like me, to love those who do not love me and to smile at those who do not want to smile at me. I no longer spend a single minute on those who lie or want to manipulate.
I decided not to coexist anymore with pretense, hypocrisy, dishonesty and cheap praise. I do not tolerate selective erudition nor academic arrogance. I do not adjust either to popular gossiping. I hate conflict and comparisons. I believe in a world of opposites and that’s why I avoid people with rigid and inflexible personalities. In friendship I dislike the lack of loyalty and betrayal. I do not get along with those who do not know how to give a compliment or a word of encouragement. Exaggerations bore me and I have difficulty accepting those who do not like animals. And on top of everything I have no, patience, for anyone who does not deserve my, patience.”
The Power of Positive Thinking
The most famous work of Dr. Emoto was published in 1999 and is called ‘Messages from Water,’ which has sold millions of copies all over the world. In the book, Dr. Emoto explains in detail that what we say, feel, and what we listen to has an effect on water. The research clearly shows how the power of, positivity, can transform anything in our physical reality. He uses water as an example. Since human beings are made up primarily of water (60-75% depending on the source), water has a direct effect on us.
Dr. Emoto placed rice into three glass beakers and then fills the beakers with enough water to submerge the rice. To the first beaker, he states the phrase (in Japanese): “Thank you,” “You’re an idiot” to the second, and ignores the third.
A month later, the rice that was thanked fermented and gave a pleasant smell. The rice that was affronted turned black. Finally, the rice that was ignored began to rot. These depictions of the rice are clear in the video of the experiment.
In the end, Dr. Emoto is pictured explaining that how we treat children is especially important. According to Emoto, we should take special care in how we interact with them and ensure that attention is given. He explained that indifference does the greatest amount of harm, as demonstrated by the third beaker of rice in the video. It’s amazing how the jar with positive words was still white and fresh, when in our reality we would at least believe that it would definitely start to go bad. Amazing! That’s the power of, positivity, at work.
Without a plan your, goals, are just a dream. The most important ingredient for success is a plan!
A plan is usually the distinguishing feature in the success or failure of any, goal.
A study of 100 students in business school found that 66% of students that wrote a business plan succeeded in business even though the business plan was not an accurate accounting of where the business ended up. It seemed that just formulating a plan makes you succeed because it creates a visionary.
Here are 5 strategies to help you achieve your, goals:
1. Faith, You must believe in yourself.
A dream or can inspire you and motivate you to action only if you Believe that you can make it happen.
Some don’ts:
Don’t have a, plan B.
When you have a, plan B, you are telling your subconscious that you don’t believe that the plan “A” is going to work.
Don’t tell yourself that your, goal, is not realistic. Just remember to reap where you plant.
“If you can think it you can achieve it” ~~Ophra Winfrey
Watch your self-talk and internal dialogue.
Eg. Your, goal, is to be Regional Vice President Sales but; you tell yourself it will never happen because your boss does not like you. Whether that is a fact or not, you will never be promoted to Regional Vice President Sales until you replace that thought with a winning one.
2. Clarity – Your , goals, must be clear.
What do you want? What is your destination end? What is the vision?
Would you like “Peace of mind?”
Would you like “Financial freedom, and security?”
Would you like “A higher quality of life for you and your family?”
It is not more money. It is not to own your own home your, goals, are what you are going to get from achieving these things.
Chris Gardner calls this “stop digging your potatoes”
There is never a better time than the present.
Don’t wait until you have the time to upgrade your education.
Don’t wait until you are fired from the job you hate to look for a better one.
Stop making excuses and jump in.
4. Understand your past to gain, clarity, for your, goals
Your past has valuable information about who you are and why you are. It is a storehouse of information.
“Those who cannot remember the past is bound to repeat it.”
It has evidence of where you get stuck, evidence of what you do when the going gets tough, which road do you choose, evidence of your beliefs.
Examine the movie of your life and understand the lessons this helps with self-mastery.
All experiences from your personal library are valuable to create self-awareness.
5. Understand your Why. Why do you want to achieve this, goal.
Why do you want to leave a Legacy?
Why would you like financial freedom?
It is the general belief that the organizing power of the Universe will help those whose, goals, are to serve humanity. Your Why should benefit others and not just yourself.
How to set Goals vs Objectives
Whether you’re working on a team project or defining, goals, for an entire company, it’s critical your employees are on the same page when it comes to terminology.
Goal setting, is different from objectives, often seem like two interchangeable phrases. “We have ambitious, goals, for the new year,” you might tell your marketing team, following up with, “Our objectives are aggressive, but entirely possible.”
When used in a marketing context, it’s easy to misconstrue. To ensure efficiency and unity, then, it’s vital your employees are up-to-date on the two terms you likely use when outlining your quarterly and yearly strategy.
Motivation for Goals is Purpose
Goals, are also different from purpose, are almost similar and one could hardly come across any difference between the two at one glance. Purpose and, clarity, are interlinked, because purpose is the, motivation. .
One of the main differences that can be seen between the two is in the time factor. People try to reach their achievements by setting deadlines. On the other hand, deadlines are not applicable in a purpose.
It can be called as the point one wishes to achieve. On the other hand, purpose can be called as the reason one aims at to achieve a goal. Unlike purposes, goals always go forward in a specific direction.
Purpose, which is all about direction, is that something that influences drive. Unlike dreams purpose is broader and deeper.
Purpose is directly influenced by the values and beliefs one holds. Purpose is deeply rooted in a person. Unlike goals, purpose can b said to be central to human life.
Goals, and purpose, can be measured whereas purpose cannot be measured. The end result can be seen whereas in purpose, it is not that visible. Achievement, aims that a person seeks. It is that which one wants to accomplish. It involves the establishing of specific, realistic and attainable objectives.
Goals, have a specific target. On the other hand, Purpose does not have a specific aim. Goals, can be short term, long term or personal. However, a purpose cannot be short or long term but only pertains to something personal.
Purpose can be termed as a fundamental need of a human being, which gives a meaning to his actions.
Your Life Theme and, personalities, shape what motivates and drives you throughout your life. Find out which of the four archetypes compose your identity.
John Voris, author of the book “Discover the Power that Drives your, Personality, How four Virtues Define your World, started his career as a door to door salesman. He failed miserably as a salesperson, even after taking sales training. He wondered why some people with the same training is better than others and discovered that, personalities, play an important role in skill. That started his thinking that some, personalities, can do certain skills better than others. He also realized that, personality, controls our communication.
He learned that the human mind needs to express its authentic identity and, personality. One way it does that is by selecting the objects and environment that expresses who we are. That means that the objects around you right now reflect your past decisions. Decisions like, I know I like this or I don’t like that.
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How does objects that we surround ourselves with express our identity and, Personalities.
John: So when I figured out how to sell to, personalities, I became an excellent salesperson closing 12 out of 14 transactions. I would be able to walk into a room and tell the motivation of my clients by the objects they surrounded themselves with. For example If you came into my office today I have over 4000 books. You can deduct that I am curious. Then you look at the titles of the books and you would understand my desire for wisdom. That doesn’t mean I’ll buy; but if the salesperson tailor their language to my desire for wisdom and build rapport, they have a great chance of closing the sale. That is how you read people.
Another example, if I were to go into a beauty salon, I can figure out the, personalities; everyone is having fun. I want to appease the, personalities, so when I walk into the salon I talk about other people of interest. The people who just purchased my widgets like Janice two doors down. I would talk about what is factual about Janice. The, personalities, in the salon would buy my widget because Janice bought it.
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Our, personality, as our way of expression. Your identity does not follow. I think therefore I am; It’s the only way to find self-actualization or self-realization. The objects, events and people around their, personality, identify the, personality type.
Myrna: I’m thinking of an object and that identifies, personalities, and identities. I’m thinking of maybe an expensive car, a big house, nice expensive clothes. These objects around me definitely define my, personality.
True, but I look at what do you like to do for fun? What is your hobby? In my 35 question, personality test, I ask the questions like “What event caused you the most pleasure? What event caused you the most pain?” I ask you to describe both, you will find they are linked to the same answer because they are linked to your, personality, and who you are.
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Discover Your Life Theme: The, Personality, Engine That Drives You
Your Life Theme offers the, personality, framework that gives shape to what motivates and drives you throughout your life.
You are not a, personality, you are an identity. That identity is driven by one of four archetypes or “Life Themes.”
These “ Life Themes” are Love, Justice, Wisdom and Power.
These represent four and the only four major motivating forces that can explain human behavior.
These four archetypes have many roles and functions that compose our identity. It is their adequacy of expression that is responsible for us living a life of happiness and success.
While each of us contains all four, there is one that takes precedent over the others.
They are responsible for our feelings and emotional reactions often causing anxiety, fear, anger, self-doubt, alienation, the lack of life meaning and purpose.
Once you know your, personality, that’s driving your Archetype, you will be able to understand its presence and better manage your life and your relationships.
Personality Myers Briggs
The Myers-Briggs, Personality, Type Indicator
An Overview of the Myers-Briggs Type Indicator
Intuitive-Thinking. INTJ. INTP. ENTJ. ENTP.
Intuitive-Feeling. INFJ. INFP. ENFJ. ENFP.
Sensing-Judging. ISTJ. ISFJ. ESTJ. ESFJ.
Sensing-Perceiving. ISTP. ISFP. ESTP. ESFP.
According to, Myers-Briggs, theory of, personality types, people can be characterized by their preference of general attitude:
Extraverted (E) vs. Introverted (I), their preference of one of the two functions of perception:
Sensing (S) vs. Intuition (N), and their preference of one of the two functions of judging:
Thinking (T) vs. Feeling (F)
The three areas of preferences introduced by Jung are dichotomies (i.e. bipolar dimensions where each pole represents a different preference). Jung also proposed that in a person one of the four functions above is dominant – either a function of perception or a function of judging. Isabel Briggs Myers, a researcher and practitioner of Jung’s theory, proposed to see the judging-perceiving relationship as a fourth dichotomy influencing personality type [Briggs Myers, 1980]:
Judging (J) vs. Perceiving (P)
The first criterion, Extraversion – Introversion, signifies the source and direction of a person’s energy expression. An extravert’s source and direction of energy expression is mainly in the external world, while an introvert has a source of energy mainly in their own internal world.
The second criterion, Sensing – Intuition, represents the method by which someone perceives information. Sensing means that a person mainly believes information he or she receives directly from the external world. Intuition means that a person believes mainly information he or she receives from the internal or imaginative world.
The third criterion, Thinking – Feeling, represents how a person processes information. Thinking means that a person makes a decision mainly through logic. Feeling means that, as a rule, he or she makes a decision based on emotion, i.e. based on what they feel they should do.
The fourth criterion, Judging – Perceiving, reflects how a person implements the information he or she has processed. Judging means that a person organizes all of his life events and, as a rule, sticks to his plans. Perceiving means that he or she is inclined to improvise and explore alternative options.
All possible permutations of preferences in the 4 dichotomies above yield 16 different combinations, or personality types, representing which of the two poles in each of the four dichotomies dominates in a person, thus defining 16 different personality types. Each personality type can be assigned a 4 letter acronym of the corresponding combination of preferences:
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The motivation of each of the four Life Themes or, personality types, are described here:
The Love Theme- is motivated to better humanity by trying to correct that which causes pain, discomfort, suffering, and victimization. It is driven by love, compassion, and empathy.
The Justice Theme – seeks balance and harmony. Justice is expressed in several ways. It seeks to correct injustice and immorality in people, relationships and organizations. It also gets expressed by seeking balance and perfection using design through engineering, art, music, and literature.
The Wisdom Theme – is driven by a need to know in order to exercise sound judgment in problem solving and goal attainment. Wisdom finds its expression and purpose through teaching, learning, and working with data.
The Power Theme – needs to act upon thoughts and get into action. Empowerment finds its expression and purpose through Power as a natural leader and agent of change.
Personality INEJ
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As you can see, there is something deeper than our, personality, at work that is running the show. Our, personality, is merely the way we appear in social situations. It is not what drives us.
What drives us are ancient archetypal forces based on moral and ethical virtues. I like to see these virtues as gifts that we are born with and are compelled to express and give throughout our life.
All of us need all four of the universal motivation systems regardless of our upbringing, opportunities, and physical attributes:
To download a copy of John Personality test quiz visit www.JohnVoris.com
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