Sales are crucial to building our business. More sales = more money.

In my Maven Marketing System, I have several chapters on how to easily make sales. Because I find that it’s a place where a lot of professionals and entrepreneurs get stuck.

We think about sales and our “But, but, but, I have to be nice and sales are so icky and I can’t be like a guy selling cars” voice turns on inside our head.

So, we resist sales. We hem and haw. We twitter. We procrastinate. We answer some e-mails. We go on Facebook to look at the latest high school pictures that has been posted of us.

And we avoid that salesy thing that will get us new clients. Instead, we wait for someone to call us. And wait. And wait. And wait.

This is because we don’t truly believe in ourselves. It is a way of keeping ourselves small.

It is also a disservice to our potential customers. Because the truth is, people need what we have to offer.

So it is our responsibility to become good at telling them how we can help them.

Sales don’t have to be icky. Sales can be soft and gentle and fluid. We can persuade by being provocative and scintillating and fun and dynamic and interesting.

Here are some tips to help you with your sales:

1) Make a very specific offer. Don’t be vague. Be very precise in your offer so that people understand. Don’t ask your prospects, “Would you like some food?” when you can say, “Would you like a huge, ripe, mouth-watering, strawberry covered with Ghirardelli dark chocolate right now?”

2) Provide solutions. When someone is drowning, you throw them a life jacket. In the same way, our products and services solve real problems for our clients. They may feel like they are drowning and you are the one to save them.

3) Ask questions. Most people don’t know how to communicate what they really want. So, part of your job is to ask probing questions to help them get clear on their vision. You are creating a framework to help prospects explain themselves better.

4) Don’t be vague. People have enough to worry about without having to try to figure out what the heck you’re talking about. So, make a very clear call to action. Make it easy to buy what you offer.

5) Be persistent. Often when we make an offer, we make it once and expect people to remember. It’s important to follow up and keep at it. Sales typically happen after multiple contacts, not just one.

By learning to become a better salesperson, you can impact more people.

When you move forward purposefully with an intention to expand your business, you will quickly see the results. Promote yourself with passion and with joy. When you embrace this attitude, sales and revenue will come naturally as a result of your belief in your ability to help.

Twitter Love Me! 

Now look here, we need to have a little chat.

Yeah you over there. Sit down and listen for a moment!

That’s right, I’m talking to you, the guy/gal who is so busy throwing around your sales pitch that you can barely hear me. You look like an idiot and I’m going to help you out.

I need to tell you about online social networking. It’s like dating, see?

And when you’re on a date, you gotta make small talk before you get the goods (unless we’re both really, really drunk - but I don’t want to talk about that right now).

I want to be wooed…I want to be complimented…I definitely want a really fancy dinner.

And I like to play hard to get. I’m not even giving you a kiss until I figure out that you’re not a creep.

But if you’re really, really, really nice, then maybe I won’t go home early. Compliment me on the dress I picked out. Call me after our date to tell me that you think I’m nice and say, “Thank you very much. Last night was delightful!”

If you do all of those things then, chances are, I’ll go out on a second date.

And if you keep it up, we might start going steady. And you just might get the goods when I figure out that you’re the real deal.

Using social networking to promote your business is like this.

In no uncertain terms, the relationship comes first.

When you meet me on Facebook, don’t make your first message about your next teleclass. Instead, write something nice about me on my wall. Something sincere. When you meet me on Twitter, ReTweet something brilliant I’ve said or promote one of my blog posts.

Then do it again and again and again.

Sooner or later, I’ll think, “Hey wowser! This person is pretty cool. Wonder what they’re up to in their business?”

And I’ll take a closer look. Then you nurture our relationship some more. You give me some free advice. And I take some more looks at you. I go over to your website. I sign up for your e-zine.

And before long, I feel like I’ve known you all my life.

I say: “That Jane over there - she is SO amazing!” I tell my friends about your company. I sign up for your classes. I hire you for some consulting. I fly to attend your workshops in person. I spend thousands of dollars with you.

I am now your loyal customer.

Because you took the time to be sweet. And to send me flowers. And to tell me I smell pretty.

Stop with the pitchfest. Don’t become my Friend or my Follower and immediately try to sell me. Cause you ain’t gettin’ any that way!

In fact, I’ll just click UnFriend you. {Click} Begone you pesky little human mosquito!

But sweeten me up and I’ll love you forever, baby.

Twitter Love Me! 

If you start a business, you are going to get criticized.

And yes it is certainly a big bummer if you take it to heart.

Because nobody wants to be disliked. It comes from grade school and our parents. We learned it was important to be nice and to get along with everyone.

In business, trying to get everyone to like you is a bad idea.

Because part of growing a successful company is to effectively position yourself with a kick-ass brand.

This means no wishy-washy. No beige. No middle of the road.

It requires taking a stand. It means that you speak out on your blog. It means you write an article or a book on a subject that you feel for passionately. It means you make specific recommendations to your clients. It means speaking colorfully about your proprietary way of doing things.

And, a lot of people won’t agree with you. And they’ll tell you that they disagree - some will say it quietly and others will proclaim their dislike of you quite loudly.

They’ll criticize you in your blog comments, by unsubscribing from your ezine, posting a negative book review on Amazon, or slam you on YouTube.

But…this is good news.

Why?

Because it means people are talking about you. It means you are provocative.

Not everyone likes you, but those who do will really, really, really like you. They will agree with what you are saying.

When you continue to speak strongly and passionately, the people who like you will become your raving fans. They will tell others like them about how great you are and how wonderful your ideas are. They will tell their friends to hire you, to buy your products, and to absolutely NOT buy from the competition.

Look at Rush Limbaugh. And Dr. Laura. And Bill Clinton. And Madonna.

Does everyone like them? Absolutely not! But everyone remembers them. Because they aren’t afraid to speak out and show off and proclaim and dance to their own tune.

And the people who do like them would follow them off a cliff.

Look at Mac users. Steve Jobs created an anti-PC (actually he called Dell “un-innovative beige boxes” - now that is definitely taking a stand!). Only a small percentage of computer users use Macs. But talk to a Mac user. And if you really want to have some fun, make a slight suggestion to him/her to try a PC. Or say, “God, I love my Dell.”

Now get ready.

Because you will get a long lecture. You will hear all about why a Mac is SO far superior to a PC. You will get some rants and some raves. And know that this person will never, ever submit themselves to the unthinkable torture of using a PC.

This is the sound of fierce brand loyalty.

So, don’t be scared to make people dislike you. Steve Jobs sure isn’t.

Because the flipside of dislike is that the people who like what you stand for will like you MORE every time you reiterate your position.

A strong stand and a kick-ass brand will get you a LOT more customers. And fierce brand loyalty. And word of mouth advertising.

You’ll get a LOT more friends on Facebook. And a LOT more ezine subscribers. And a LOT more Twitter followers. And a LOT more listeners to your podcasts and telecalls.

And you’ll make a LOT more money.

So, critics be damned! You are letting us know that we are doing a great job!

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We’re starting this Thursday!

Just a reminder for anyone who is considering signing up for the Brilliant Blogging for Business program, do it in the next couple of days!

This program is a 4-week workshop over the phone. We’ll cover all of the things you need to know to build a successful blog.

For a service professional, a blog is the best online marketing tool to position you as an expert, create a strong brand, build a huge list, and to get easily found by your ideal clients. So if you don’t have a blog yet, or you aren’t using your current blog to its full extent, then this class is for you!

Yet, most business owners I speak with aren’t using their blog very effectively or aren’t using it at all! They are missing out on an incredibly powerful marketing tool.

I’m sure as you’re reading this that you are getting excited to find out more about what blogging can do for your business. Brilliant Blogging for Business is the program for you!

During the course, you’ll get access to your own copy of two manuals that I wrote to help you (The Brilliant Blogging for Business manual and the Drive Traffic to Your Blog manual), as well as recordings of all the calls. You can also sign up for the Plus option, which will give you a full hour with me to work specifically on your blog and blogging strategies.

And there’s much more, of course… just visit the info page now to find out all the details.

I hope to have you join this course!

Best, Wendy

P.S. If you missed the free call, you can still hear it. Learn more about the class and sign up here!

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Ed King, Director of Small Business Services for Wayne State University tell it like it is. Marketing is About Solving Problems. If your business solves problems for people, you’ll make money in any economy. It’s the best way to recession-proof your business. He’s my new hero:

Twitter Love Me! 

I’ve been practicing yoga for about 15 years. And, I love it.

However, with a four-month old baby, I have NOT been on the mat in months and months and months.

Not so very long ago, I would have berated myself.

My 23 mind monkeys would have screamed at me, “I can’t believe you’re not doing your yoga, you stupid, lazy girl! You aren’t sticking to you’re yoga routine and you are SUCH a spiritual loser. You lack real commitment and discipline.”

“No - we don’t care if you have a baby and  you are breastfeeding and you aren’t getting sleep. Look at Madonna - she can do it and she’s OLDER than you!”

Nice self talk, eh?

One of my yoga teachers helped me when she said, “Observe your mind while you are on the mat. How we are on the mat is how we are off the mat.”

And so I began to listen to what those monkeys were saying during my yoga practice. They said things like, “You’re not in as deep of a forward fold as that lady over there!” and “You still can’t touch your heels to the ground during down dog - your practice sucks!”

Yes, I was self-deprecating on my mat. And so I began the work to quiet the mind monkeys a little and to begin to be my own advocate.

I started to say to myself, “Good job, Wendy, you’re really paying attention to your breath.” and “”Everything is ok - it’s just yoga. Have fun with it!”

And wouldn’t you know? This began to spill over into the rest of my life. I learned more compassion for myself.

Because there is no separation. Yoga does not begin and end when I step on and off my mat.

I can practice yoga ALL the time.

My life is my yoga. My relationships are my yoga. Motherhood is my yoga. Entrepreneurship is my yoga.

It all is a continuous yoga practice. It requires all requires balance, patience, discipline, and mindfulness.

And at every moment, I have the choice to be in a yoga mindset. I can work to be compassionate to others and to myself.

Do I succeed? Sure - at times.

And a lot of times I fail. I get all nasty inside my head.

So, I don’t think I’m going to reach enlightenment any time soon. But, I can keep practicing. Because that’s all it is…a practice.

Whether you practice yoga or not, start to see that how you are in any situation is how you are in every situation.

Do you react to external circumstances with anger? With anxiety? Fear? Do you play the victim?

There is no separation between who we are and how we show up in the world.
Our shit comes up.

And this includes our business.

As entrepreneurs, we typically reach a point where we are stuck…when there is no movement…when we aren’t achieving a goal that we really, really want.

But because it’s our business, we often blame something external. It’s the economy or it’s my stupid assistant or my clients are difficult.

But it’s not. It’s us.
It’s our shit.

We are getting in our own way, again.

It’s time to acknowledge that building a business and achieving our goals is about working on our stuff, telling our mind monkeys to SHUT UP, and getting the hell out of our own way.

Then this is when things begin to unclog. It’s a place where movement happens.
We step into the flow.

And then - like magic - we reach a new level of success in our business.
Everything gets easier. We have clients who want to pay us more.
Our assistant suddenly got less stupid. Everyone loves what we offer.

Life is so good and we’re doing the Snoopy happy dance.
We’re dancing, we’re dancing, we’re dancing!

And then we hit another wall. And the brakes go on.
And we are back to our same ‘ol patterns.
We’re angry. Or anxious. Or victimy. Or paranoid.

And business sucks because gas prices went up…because stocks went down…because nobody wants what we are selling…because our stupid assistant quit.

Blah…blah…blah…

We have the opportunity to once again listen to ourselves. And to once again return to our practice.

Because that’s all it is…a practice.

Twitter Love Me! 

When I first started my business, Kinesis, nobody knew that it existed. So, I began to implement marketing activities to get the word out.

I chose a variety of strategies to get new clients. Some worked better than others.

One of the most painful tactics for me was attending my local Chamber of Commerce “Greeter” meetings. While this is a great approach for some people, it did NOT work for me.

These meetings were excruciating. First because they are early in the morning and I am so NOT a morning person. I do not do well being surrounded by cheery people at 8 a.m. and having to try to actually talk.

Down with Larks, Hooray for Owls!

Second, I had no idea how to engage in small talk.

And third, for the most part, the people who attended these meetings were not the decision makers and not really my target audience. Please note: effective marketing takes place when you are at the right place giving the right message to the right people.

Fourth and finally, there is always an opportunity at these meeting to get up and speak for about 30 seconds. And it felt so fake. And so not me.

Ultimately, Chamber meetings were not a good fit for marketing my business.

But there was a concept that I did not understand then that I understand now. If I understood the concept, the Chamber meetings would have been much more meaningful (although still too damn early for me).

Here it is: Every relationship counts.

Marketing is about relationships -  building relationships, nurturing relationships, and helping other people create relationships.

Here is what this means.

When we meet a person, they fall into one of three categories:

1) Our target audience (i.e. the people who make our perfect clients)

2) A referrer - these are people who know someone in our target audience and can send him or her our way

3) Centers of influence - these individuals have a great deal of sway with their “followers.” When they make a recommendation, their people respond.

Under this model of marketing, every single person is important. They are either a potential customer or they know someone who is a good fit for us.

And when we start treating people like they really matter to us, they respond. When we take the time to thank them or ask about their little dog, Fifi, it really makes an impact.

And it’s always easy to shoot an e-mail to someone you’ve met.

Or if they are on Twitter, you can Twanks them.

And here is the coolest thing of all about embracing the concept that Every Relationship Matters…

You can take them with you. And what I mean is that your relationships are yours.

Your contacts. Your peeps. Your pals.

You can keep these relationships when you leave a company to go to another. Or when you quit being an accountant to become a life coach. Or you move from Indiana to Kentucky.

Especially with the Internet. And Facebook. And Twitter. And LinkedIn.

Develop relationships for life and you will always, always, always have enough business.

Twitter Love Me! 

The longest stint I’ve ever managed to hold down a job was for 10 months as a technical writer at MCI - and that place was exactly like a Dilbert comic strip.

Every time I tried to work for someone else, I hated getting up in the morning.

For a long time, I thought I was screwed up.

I wondered, “What is wrong with me? Why can’t I hold down a job?”

I got bored easily. And I hated conforming to another person’s rules.

I was like that in school too - always getting in trouble for talking while the teacher was talking or getting up and walking around during lectures.

Then through a series of interesting events (that I will save for another day’s post), I became an entrepreneur.

And as an entrepreneur, I found myself constantly challenged.

I had to figure out systems and contracts and marketing and client interaction and staff management.

I also had ongoing client projects, which meant I had to analyze the clients’ issue and come up with a solution.

It was ever changing.

I wasn’t bored.

I was analyzing and strategizing and visionizing.

Not being bored kept me going. And now - almost 10 years later - I am holding down the same job. My own.

And nothing is wrong with me.

I’m just not built to work for someone else.

Pay attention if you are having thoughts such as, “Why am I so bored? Why is it so hard to do this everyday? Why do I feel like an alien?”

This is a sign that you are not in the right job or relationship or city.

It’s a signal that things in your life need to change.

Sometimes we stuff down what we really want, but it comes bubbling to the surface as feelings of boredom.

Boredom is a gift - it is a deep whisper in our core that says to us, “There is something more…”

And by listening to this whisper, even if we don’t understand it yet, we begin to shift directions. We move away from the boredom and search until we find something scintillating.

And this is our true calling. It is our right place to be.

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