COACHING INSIGHTS

BEWARE OF PITACS!!!

Beware of PITACs! They stress you out. They consume far too much of your time and energy. You secretly wish they’d go away. So what the heck is a PITAC? PITACs are "Pain-In-The-Ass Clients." You know who I’m talking about: those pesky clients who can make your life difficult, or even miserable. Here are 10 signs, any of which may indicate that you have a PITAC on Read more ...

WHY YOU’RE NOT GETTING MORE REFERRALS

Referrals are one of the best ways to get new business, but unfortunately most professionals receive only a fraction of the referrals that they could. How come? Because they play the 'referral game' passively—that is, they wait for referrals to come their way, rather than proactively seeking them out. Sure, you can play the game passively and some referrals will trickle in. But there's a problem... Most people--even Read more ...

WHAT BLOCKS YOU FROM GREATER SUCCESS?

All business and sales success (or lack of it) starts in your head. Think about it. All your ideas, emotions, thoughts, beliefs, and motivation are generated in that 3-pound concentrated mass of neurons that's housed inside your skull. Unfortunately, we all have certain tendencies or conflicts inside our heads that get in the way of our doing or attaining what we want. I call these "personal demons." Having Read more ...

WHAT”S YOUR BREAKTHROUGH?

Play along with me for a moment. Imagine I handed you a magic wand. By waving it you could solve the biggest frustration or challenge you face in your business. What would it be? Many entrepreneurs and professionals are chronically frustrated about some aspect of their business. It may have to do with revenue, clients, employees, time, or any number of other things. Today I want to talk with Read more ...

THE 60-SECOND SALES TEST

Regardless of what business you are in, you are selling something. It may be a product, service, or advice. Today's article focuses on a common mistake that many professionals make when talking to prospective clients or customers. Even if you don't consider yourself to be in sales, read on--the message is universal to how anyone talks with prospects about his or her services or products. Recently, I coached a small business owner who wanted to hire two new sales reps. She wanted to construct some sort of test so she could check out the candidates' selling skills. I suggested an oldie Read more ...

THE FEAR OF NOT KNOWING ENOUGH

You're meeting with a client or a prospect. He or she asks you a question and you don't know the answer. Have you ever feared you'd lose business or someone might view you negatively because you "don’t know enough?" Do you have a "professional knowledge gap" in some area of your business? Yesterday, a junior financial adviser told me he avoids opportunities to be connected with wealthy prospects. Why? Because he's afraid of being put on the spot if they ask him questions he can't answer. He said, "I’m the professional who’s supposed to have all the answers. If I Read more ...

HOW PEOPLE FEEL ABOUT YOU

What do people feel from you? How people feel in your presence is vital to your business. Now more than ever, your prospects and clients have an almost unlimited number of choices. The feelings you impart (knowingly or unknowingly) make an huge difference between someone choosing to do business with you, or going elsewhere. Every one of us "gives off" a certain kind of energy that people Read more ...

ARE YOU GROWING FORWARD, OR SHRINKING BACK?

We’ve all felt “burned” at one time or another. When I say burned, I mean disappointed or hurt, cheated or betrayed. We may have had some goal or dream, and for whatever reason, we didn’t achieve it. Or someone screwed us over. Or the challenging economy sucked the wind out of our dreams and plans. As a business coach, I get to see the many different Read more ...

OVERCOMING THE FEAR OF REJECTION IN BUSINESS & SALES

In my work as a business and sales coach, I can't tell you how many times I've seen competent professionals avoid sales or marketing activities because they were afraid of rejection. The good news is: It doesn't have to be this way. Every day, people who know their success depends on reaching out to new people, sit on their hands and avoid prospecting and marketing. Some intend to do it, but they continually procrastinate. How come? The Hidden Threat The fear of rejection is not about an external threat. No, the threat is entirely internal. It's a self-generated, demobilizing fear. Read more ...

It's Not About You! – What You Say When You Talk About Your Business

What are the first words that come out of your mouth when you talk about your business?

Are you intriguing, or just another person delivering a boring elevator pitch?

I've heard thousands of people introduce themselves and their businesses. The vast majority of them miss the main point.

It's not about what YOU DO. Or your expertise. Or how wonderful you are. Read more ...