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How to sell well and increase profit. (You may be surprised by the answers!)

These business related questions have come up in conversation in the last 24 hours and while I feel strongly that my coaching can address all of these fast, I appreciate coaching is not affordable to all, so I hope this article helps to get your sales moving upwards!

  • I’m struggling to grow my business, I’ve’ got awesome products and services why is it not working?

  • I’ve paid for ads on Facebook and that’s not worked and Facebook seems to be a waste of my time at the moment!

  • Should I pay for PR?

  • How do I get people to notice my business above everyone else’s that does the same as me?

I get questions like this all of the time and my first answer is not what many would expect.

The problem with these questions and many like them is that you are jumping in the middle. A baby does not attempt to drive a car or go to university. Obvious right?

And yet business owners so often are wanting to do quite complex and detailed marketing strategies when they’ve not built the strong foundations.

The strong foundations include these questions;

  • Who are we as a company?
  • What are my personal values and the company’s values?
  • What are my personal and professional beliefs?
  • What do we want to help people with?
  • Why are we offering these products and services?

These questions all help you to focus on what your company represents and help you to build the brand. If you build a marketing strategy without fully appreciating what your brand is then you risk diluting your message, which the short answer is means you risk missing out on sales and repeat business.

By answering these questions in a ton of detail (bear in mind if I’m working with a coaching client then these questions could easily make up 1 to 2 hours session. You really need to understand these fundamentals!) you are able to really appreciate what your business is about. And that means if you can really appreciate this, then this features strongly in your marketing, communication and even your business growth actions because you are laser focused on what you want to achieve and why.

Top tip; When I work with a client, we will put one question on a piece of large paper and then I ask them a stack of coaching questions to help them really get to the very foundations of their business. This is critically important. Use coloured pens, post it notes, use mind maps, Veng graphs, Excel spread sheets.

Make it an incredibly personal journey. This means that as your company grows you can have a clear report that enables any new team member or marketing agency to get on board and sell from the same metaphorical hymn sheet as you! (One of the reasons that Marketing agencies fail to deliver for small companies is because the fundamentals have not been adequately addressed.)

When you’ve answered those questions, you’d think we can get on to the marketing strategy to bring in the sales right?

Nope! Again, people jump in the middle. If you find this is you, you may like to read The Shiny Thing Syndrome STS Article on my site. Hopefully it will make you less like a Catherine Wheel too. 2 articles I know have helped a lot of people. So let me know how you get on.

So the next step after understanding who you are and who your company is and that you know you are not going to go off in a hundred different directions and become this disjointed ineffective marketing demon. Is to understand the answers to these questions;

(Please do not dismiss any of them. I know from coaching thousands of people that to grow a business powerfully these answers come up time and time again. So don’t scrimp on your time here.)

When you answer these questions you will need to work hard to remind yourself not to become confined by comfort zones, limiting beliefs and thoughts like;

  • I’d like that but I don’t know where to start.

  • I’d love this but I have no tech skill.

  • That would be great but I just don’t have the budget for that!

  • I think that I just don’t have the time to do this, so it’s not for me is it?

The idea here is to think big picture, dream business, happy life, Disney Princess/Prince, Business Mogul, Ridiculously successful Entrepreneur. Have not one limiting thought. (You can see why you usually do this with a coach right?)

  • How many hours do I want to work a week?
  • How much holiday/free time/family and friend time do I want?
  • How much money do I want to make?
  • What life style do I want my business to create?
  • Do I want to have staff?
  • Do I want office (s)?
  • What impact do I want to have on the world? My community? My causes?

Again as with the above questions, only put one question on one piece of paper, use a way of getting your ideas out that feels natural to you.

These questions enable you to start to see your price points and by understanding your price point you can start to understand who you are targeting and guess what? When you understand who you are actually targeting and not who you thought you wanted to (but they just wont’ spend any money, right?) then you can create a powerful marketing strategy! And get paid a decent salary to do it!

The point is that by understanding these really really really (have I stressed how important this stuff is?) important questions in minute detail then you “magically” can create a more powerful marketing strategy.

It is too much to start looking at your marketing strategy and plan in this blog article (because you may risk jumping ahead) so let me know how you get on and next;

  • There’s a ton of free resources on this website and The Business Womans Network.
  • I’ve a £5 a month mastermind group that is confidential (there is no upselling to be had here, it’s priced like that so it is accessible to all. And don’t let the price make you think it’s not high value. The Insiders are a power house of a team of business owners that don’t like posts for the sake of it, share genuine advice, feedback and ideas (not the likers that never buy or would like anything if they thought it would lead to a sale) and I add a ton of content and work sheets so that whatever you are facing we are able to support you to build confidence, build sales and a business you love. More info and to sign up 
  • If you are ready to invest a little my courses could be ideal. Public speaking, marketing success, elevator pitches, confidence boosting, 6 week business growth and foundation course. They are between £14 and £25 so not a big investment but could be an awesome ROI (Return on Investment.)
  • And if you are attending The BWN I really am happy to sit and have a chat before or after any event.

Do let me know how you get on and don’t scrimp on investing in you – you deserve to be incredibly successful. xxx

 

 

  • June 6, 2019

5 signs that your marketing sucks

Sorry to be a bit blunt however recently I’ve been inundated with private messages saying things like “Hi Mandie can you just share this please.” Or “Love your work Mandie, can you just tell everyone about what I do please?” Add that to the pile of emails asking me to submit someone else’s work to an international publication with my name on it (clearly, I won’t do that because it goes against my ethos, honesty, credibility and reputation) and you’ve a bucket loads of request every day of every week that basically want to jump on my marketing bandwagon and expect me to market their organisations for them.

So that’s good, right?

It does mean that my message is getting out there, and when you’ve sold your courses to Brazil and gained clients in the US as well as receiving “thanks for the book” messages from South Africa clearly my marketing is working, so what can I do to help you (fast) so you can get similar results without treating my business like a charity?

Lose the lies (half-truths!)

You know the posts that say they made 2 million in the time it takes to make a cuppa, or someone lost 10 inches in 7 minutes or cured cancer with carrot juice? Okay so I may be over exaggerating on the claim here, but the fact is that some people’s claims are so far fetched we sweep past them faster than the lost property bin that we had to wear if we’d forgotten our gym kit at school. Just as we don’t believe that we all have to buy our sofas in October to get them for Christmas or that we all have to go on a diet in January because Christmas is over, we don’t believe the big stories that people share. So, if they are true, you need to post more than one post claiming those results. You need to build a story around them, share real-life people talking about them, not just an image of your product with your handwriting over the top saying “wow!” If you want us to believe you, create the proof. Remember the Meme of Abraham Lincoln saying, “It must be true I read it on Facebook”? Well, this is a good indication that we’ve become incredibly cynical to what we read, so put in the effort and give us the science, facts and statistics.

Get useful

I rarely talk about my coaching and yet don’t suffer from a lack of business. Why? Because everything I write or say online is aimed at being useful, relevant and interesting. And I don’t deviate from the subjects I want to get known for. Even if you have 200 products decide the key ones that you want to be known for. Imagine you walk into a room of strangers and someone turns and says, “That’s X, they can help with X” what would that X stand for? For instance, everything I do is about helping people increase sales, confidence and success without spending a sack of cash. If it doesn’t fit my ethos and values around that then I don’t say it or write about it.

Stop selling at me

Ever been walking around a beautiful city and someone has practically jumped in your airspace to wave a clipboard at you? Did you enjoy that experience? Did you aim to not make eye contact and move in any direction other than the way you were going? That is what selling at people does. No one likes it and doesn’t’ matter how good a salesman you are if we feel like it’s a sales pitch we’ve out. So why do you keep selling? I don’t care if you’ve got 10% discount, are just putting in an order or have a magical competition to give away. The fact is you don’t qualify to talk business, products or services until you’ve got to know me. And that takes respect, not selling at people. Start holding genuine conversations and drop the sales talk.

Don’t jump on my bandwagon.

Increasingly I see a great piece of advice or story and someone else uses that opportunity to promote their own products and services. Would a Ford dealership park it’s cars on Ferrari’s forecourt and say “Hey it’s alright if we park these here right, for those that can’t afford the shiny red ones, they could have ours instead?” Of course not, and yet online there seems to be no respect for others Intellectual property. On one of my posts where I was sharing some awesome news about where the rights to my book had been sold and how you should never give up on your big dreams, someone actually added how they could help people achieve their goals and overcome a lack of confidence! The irony is that for those that bother to get to know me, like me and trust me, I go out of my way to connect you and help you grow your success, how likely is that to happen when you sell on my own posts!

Get consistent.

Once you know what you want to be known for, you need to ensure you get known for it. Obvious, right? And yet I see people share so many different messages their message becomes so diluted that it’s hard to remember what they do. I can appreciate it is scary to stick to a core message, however, when you are known and loved for that, people will naturally gravitate to signing up to your newsletter, Facebook page, etc and will start to learn about everything else as a result. Thus, consistency is key. Give people the opportunity to fall in love with you and your business. Dump the falsehoods, don’t jump on other people’s marketing bandwagons, stop selling at people and get useful. And if you do this consistently before you know it you will look behind you and discover you’ve a following. You may call it a tribe, or a niche, or a family, whatever you call it they are people ready to learn more and buy, and you didn’t have to sell at them once!

  • September 29, 2017

What you can achieve in 4 weeks with your phone on flight mode – Flat out!

I get a bit nervous in July when I start to tell clients and organisations that I work with that I won’t be around for a month. They tend to think I’m joking, “you will be checking your emails right?” “No I say, I’m really taking a month off.”

The nervousness sets in because as someone who cares deeply about your success I worry that I will let someone down, however as I’ve come to learn (and trust) those that I work with care as much about me as I do about them. Even the big speaking engagements lined up for 2018 and the secrets that I can’t wait to tell you about had no issue with me not replying to them for four weeks. The usual reply was “Mandie you work hard, go and enjoy yourself.” And that I think is so important as a coach and person employed to help others appreciate what they can achieve with the right mindset and actions, is that I actually walk the walk. And so Chapter 12 of my book where I talk about that fear so many have of taking time off, is really not an issue for me. Yes, you need to put things in place before you go, however, I really didn’t work on holiday. I really dedicated my time to my family and all those fun pursuits that actually lead to a clear mind fired up and ready for anything with a ton of creative ideas raring to go.And guess what that does for your success!

Here are just some things that I achieved while I was on a beach or canoeing or painting, or reading, well you get the idea….

My book has had the rights sold to another publisher resulting in additional royalties.

I made £££’s on Paypal.

I gained an overseas speaking engagement in a castle.

People signed up to The Business Womans Network Insiders secret growth group.

I had over 100 invites to connect on LinkedIn and already some are becoming useful and I can see work on the horizon from these new contacts.

People shared images of themselves with my book on beaches around the world, many times! (Guess what that does to sales!)

I made ticket sales and exhibition stand sales for my BWN events.

I had new subscribers to my websites (too many to count!)

I gained free exposure at a huge event for my charity of the year.

My online courses were purchased.

I have been asked to write for an organisation and get paid to do it – fun!

I sold sponsored slots for other people’s events.

I gained a free holiday. (They want to learn more about me and my work!)

I gained a national broadsheet journalist contact who wishes to quote me in the future.

I gained 4 speaking engagements.

And gained contracts for 2 clients.

Not bad for not even having a laptop with me! So when I say I know how to grow your personal and professional success I know I really do. And if you want some of that my courses start from £7. Work at your own pace, achieve more and if you are Insider then you can get some free additional support anytime too.

Why do I charge so little for my courses? Well because my ethos is that I wish to help as many people increase sales, confidence and success without spending a sack of cash. And with my books and courses, I know this to be true. I rely heavily on my Marketing Production Line to grow my business and I know it works powerfully even for those who haven’t a clue what to write or how to implement it,

I know that what helped me to be asked to write a book by the UK’s leading non fiction publishers, works!

I also know that a lack of confidence can kill your actions and results and ultimately your success and so I use the tools in the confidence course on myself too!

And because I’m some one that always over delivers for my clients, for those that really struggle with powerful content, words and actions to get what you want I’ve created this bonus gift with any course. The top 111 pain and pleasure power words that make people want to know more, click the button and buy!

  • September 2, 2017