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Do You Have the “When I-Then I” Syndrome?

“The time will never be just right”

Napoleon Hill

I work with entrepreneurs and solo professionals who want to play a bigger game in their businesses. These are people who want to take their business to the next level, reach and serve lots more people, and are committed to doing whatever it takes to reach their full potential. Many times, I speak with people who say they want that, but when it actually comes down to taking action on it, it can be a very different story. It’s what I call the, “When I-Then I” syndrome.

Here’s how it goes.

“When I have a little more time, then I can take that training”

“When I have more money, then I will sign up for your group”

“When I get my kids into school, then I will look for a better job”

“When I have more energy, then I will lose this weight”

And it goes on and on. The reasons we don’t pursue the career we REALLY want, the house, the business, the social life, the spouse, the friends of our dreams all fall into the “When I fill in the blank, then I fill in the blank.”

So, where are you holding yourself back? Where are you making excuses for not moving forward with something you really want to do, or some calling you need to answer to? Perhaps you like to change jobs, change careers, take a trip, take a class, and get a degree? Whatever is pulling on your heartstrings, the things you keep putting aside for the status quo, those are the exact things you need to examine closely and say, “Yes!”

Take a minute and think, what is that thing that keeps coming up for you, that you keep pushing to the side. What’s the one step you can take today, that will start moving you into action and closer to the thing you really want?

Remember, as Napoleon Hill says, “The time will never be just right.”

Mandy works with talented, high energy self employed professionals and very small businesses who struggle to market their business effectively, stretch their capacity and play a bigger game. Mandy’s client’s receive proven, specific information on what they need to do to get more clients and grow their business. As a result, those who coach with Mandy increase their business, get more clients and make more money, faster and easier than they ever would have on their own. Sign up for her free Cd “7 Productivity Secrets of Successful Entrepreneurs” right down below.

3 Tips to Easily Close the Sale

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“Sales is something you do for someone, not to someone”

Bob Proctor

Trying to close a sale can often times feel inauthentic, stressful and forced. And when that happens, you can guarantee that more than likely, you will not be signing on a new client. Because a forced closing of the sale is a surefire way to turn off the client and lose the sale.

And because many of us feel awkward in a closing of the sale process, we often try too hard, which can be a turn off to the client. It can make our client feel like we are “pushing” them to buy something they aren’t interested in buying. Remember, people like to buy, but they don’t like to be sold to.

Here are three tips to incorporate into your closing the sales process that will help make it more of a soft close, rather than a hard close:

1-Connect with your prospect. When I think about the times I’ve felt uncomfortable when someone tried to sell me something, it was always when they had no idea what I was looking for or what I needed. They never asked me any questions, but instead just launched into the features of a particular product or service. You must connect with your prospect, asking them what they are looking for, how you might help them, and what they might have in mind. Taking the time (and the opportunity) to really get to know your prospect, find out what makes them tick, what they might be struggling with and what might solve their problem, is the first key to a successful closing of the sale.

2-It’s all about them not you. Too often, salespeople tend to focus on themselves. Again, some of the more unsuccessful, uncomfortable sales experiences I’ve had have occurred when the salesperson did all the talking…about themselves. A more successful approach is to set up the sales process, so the customer has the opportunity to know as much about you and your services as possible, prior to the closing of the sale process. That way, during the closing of the sale call, you can focus strictly on them. This might be pointing your potential customer to a place on your website that has frequently asked questions, or to point them to the testimonial section of your site. That way, they have the opportunity to have at least 98% of their questions answered before they even meet with you. Then you can solely focus on their needs.

3-Celebrate. People who buy always like to be reassured they’ve done the right thing. So be sure to celebrate your client’s decision. Let them know they’ve made a great decision and be sure to offer your congratulations. Making them feel great about their decision is the last important step of the closing the sale process.

Using these three tips will make your closing of the sales process feel more natural and authentic and help you confidently increase your close ratio with lots of happy clients.

Where the Magic Happens

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“How we spend our days, is of course how we spend our lives”

Annie Dillard

I just love this graphic and think it’s so reflective of how we feel about staying or leaving our comfort zones. For the magic to happen, you have to get outside your comfort zone. It’s not too far outside the comfort zone, but there is clearly a space between the outside of the comfort zone circle and the beginning of the circle where “magic happens”. And for many of us, that small space can seem like a huge leap.

Think about something you’ve wanted to change in your life or business, or something you’d like to do, or try. Something that would take you outside your comfort zone. Does this possible move from your comfort zone excite you, scare you, and petrify you? What keeps you stuck from moving forward?

For many, it can be the fear of failure that holds them back. And most likely, it’s a lack of faith that the outcome will be worth the risk. A lack of faith in the magic.

What is holding you back from your big dreams? It’s important to identify and name what those things may be for you.

Here are three things that might help you leave your comfort zone and move into the area where the magic happens:

1-Stop telling yourself the same story. These stories might sound something like this: “I don’t have the money”, “I’m too old”, “I’m too young”, “I can’t change, I’ve always been like this”, “I’m not smart enough”, “and I’m not good enough”. Stop running these tapes in your head and create a new story for yourself that is not only more accurate, but true.

2-Ask for what you want. It’s important to learn to ask for what you want. Notice I say “learn”-yes, it is possible to learn to ask for what you want. People who don’t ask for what they want stay stuck, angry and resentful, as if things should just magically appear for them without ever having to articulate it. The ability to ask for things can be the single biggest success factor in your relationships, earnings and in playing a bigger game in the world.

3-Take massive action. Thinking, dreaming and wishing about moving out of your comfort zone will not make it happen. Or trying to manifest the next big thing will also not work on its own. You must be willing to take action-every day, in many large and small ways, if you want your big dream to come true.

Assignment: I encourage you to look at something you’ve been considering for some time that will take you outside your comfort zone. Ask yourself, what’s the story you’ve been telling yourself about this? What’s true and untrue about your story? Now, how can you create a more accurate story for yourself? Ask for what you want and need get the support and resources you need to make this happen. Then take an action step every day that will take you the place where “magic happens”. Be sure and let me know how it goes, and if I can support you in anyway, please feel free to contact me at mandy@mandyschumaker.com or 207-653-6977.

Mandy works with talented, high energy self employed professionals and very small businesses who struggle to market their business effectively, stretch their capacity and play a bigger game. Mandy’s client’s receive proven, specific information on what they need to do to get more clients and grow their business. As a result, those who coach with Mandy increase their business, get more clients and make more money, faster and easier than they ever would have on their own. .Sign up for her free Cd “7 Productivity Secrets of Successful Entrepreneurs” right down below.

An Easy Way to Get Fabulous Testimonials

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It’s a fact that people buy from you when there’s proof that others have invested in your product or service. And yet, so many entrepreneurs I speak with either haven’t asked for testimonials from happy clients, or even more frustrating, have them, but just haven’t yet used them or put them up on their website.

It’s also a fact that testimonials are one of the most low-cost, but high impact client attraction tools, and you must find a system for yourself in capturing testimonials from happy customers-each and every time! Testimonials do the selling for you, they are third party endorsements. And until somebody becomes your client, they will trust a third party endorsement more than you, no matter how many times you tell them what results you can get them.

Here’s an easy way to get several testimonials-within the next 24 hours

Start by identifying a client who has told you they have really enjoyed working with you, or has told you they’ve told others about the great results you’ve helped them with. You’re going to send them an email with four questions. Start by telling them they’ve mentioned how much they’ve enjoyed working with you and would they be willing to provide a testimonial for you by answering the following four questions:

1-What were you skeptical about before you decided to work with me?

2-Fill in the blank: Before working with me, I was struggling with ________ (statement of conditions before)_______________________________________. After working with me _____(statement of value you have received)____

3-The three most significant improvements are: (# of clients, results, income, productivity, outcomes etc)

________________________________________________________________
________________________________________________________________
________________________________________________________________

4-Would you recommend me and if so-why?

You can either have your client fill this form out (after you’ve sent it to them), or you could ask if you could interview them (would only take about 15 minutes). If you are interested in doing video testimonials (which are VERY powerful) you could either interview them and video tape it, realizing you would probably need to edit it at a later date, or have them answer the questions and be prepared to speak to these four questions while you video tape them.

It’s important to get their photo, name, email, web address and phone to add to the testimonial because it makes it much more impactful than seeing a testimonial with no photo and R.D. from Indiana under testimonial. Which would you believe more, the one with all the contact information or the one with just initials and the state?

Assignment: Think of 5-7 people, right now who would give you a testimonial and either call or email them these questions today! Then get them up on your website, put them in your marketing materials, develop a marketing piece with all the testimonials on it. Because no one can sell you better than a happy client!

Mandy works with talented, high energy self employed professionals and very small businesses who struggle to market their business effectively, stretch their capacity and play a bigger game. Mandy’s client’s receive proven, specific information on what they need to do to get more clients and grow their business. As a result, those who coach with Mandy increase their business, get more clients and make more money, faster and easier than they ever would have on their own. .Sign up for her free Cd “7 Productivity Secrets of Successful Entrepreneurs” right down below.

Do You Have Good Boundaries?

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As entrepreneurs, it can often feel like we are working 24/7 in our businesses. Because there are always things that need to get done, customers to call, paperwork to complete, strategies to implement, and business to develop.

So, if you aren’t creating good boundaries for yourself around yourself and your business, things can quickly become stressful and overwhelming.

What do I mean about establishing good boundaries?

Well, for example, I spoke with a client this week who is working with me because he’d like to get more clients and grow his business. In prior meetings, we had talked about some strategies that he was going to implement that would help him reach his goals. When I asked him this week how it was going he said, “Well, pretty good, but I’m having a hard time finding the time to start the ideas we spoke about.” “Really”, I said, “What seems to be in the way of starting the projects”? “There are just a lot of interruptions in my schedule”, he answered.

We then looked at his schedule and what was happening and it was clear that he wasn’t exercising strong boundaries with himself or other people. For example, because he is an entrepreneur and has a more flexible schedule than when he was working a corporate job, he was finding himself doing things during the day, like taking the dog to the vet, or taking and picking up his laundry, or setting routine doctor and dentist appointments in the middle of the day. He also has several friends who consistently call him during work hours to talk about sports and other topics-that while fun and interesting, were not helping him get more clients and make more money.

Here are some thoughts about where you might begin setting some boundaries:

1-Develop a weekly work schedule that works for you-and stick to it. In other words, don’t work 24/7, or 50 or 60 hours a week. It’s not good for you, your health or your family and probably your business! Set a schedule for yourself, share it with your family and friends, let them know this is when you will be working and you’d prefer not to be interrupted with things that can wait until after your working hours. Stay firm to this. At the end of work period, pack up and go home. End it. Period.

2-Plan routine doctor and dentist appointments at the beginning or end of the day. That way, you won’t have to interrupt the middle of your day. See if your doctor or dentist has extended evening hours-many do.

3-Plan to run your errands on the way into work or on the way home, not in the middle of the day.

4-Make sure your family and friends understand your working hours. Any friend or family member that you have, who calls you at work and chats on and on, needs to be told gently but firmly, that you have work to do and you would hope they can honor that and call you at other times outside your working hours.

5-Be diligent about saying “no”. No to committees, boards, volunteer work, groups etc. that will become “time sucks” and not bring you more clients or make you more money.

Developing good boundaries takes practice and consistent attention. Where or with whom are you feeling stressed, overwhelmed and often times angry with? These areas (or people) can be good indications of a boundary violation for you and it’s up to you to first recognize it and work to change it or modify it in a way that works for you.

Mandy works with talented, high energy self employed professionals and very small businesses who struggle to market their business effectively, stretch their capacity and play a bigger game. Mandy’s client’s receive proven, specific information on what they need to do to get more clients and grow their business. As a result, those who coach with Mandy increase their business, get more clients and make more money, faster and easier than they ever would have on their own. .Sign up for her free Cd “7 Productivity Secrets of Successful Entrepreneurs” right down below.

Where to Find Your Ideal Clients

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When I first started my coaching business, I was so happy when someone indicated they wanted to work with me, that I took them on as a client-no questions asked. Why? Because in those days, I needed the work, and I would sign up practically anyone. But I quickly learned (the hard way) that a business or practice full of clients that are not ideal, makes for a pretty challenging and unrewarding business.

Now that I’ve spent the time learning and studying who my ideal client type is, I have a coaching business FULL of the best clients in the world! I’ve shared in previous newsletters and blogs about how to determine who your ideal client is (see https://www.mandyschumaker.com/blog/how-to-find-your-ideal-client/) This is the first place to start, but once you’ve determined “who” they are-now-how are you going to find them?

Here are some ideas on “where” to find your ideal clients:

1-You must learn everything you can about your ideal client. What do they read, where do they network, what LinkedIn or Facebook groups do they belong to? It’s always interesting to me to see so many entrepreneurs who “hang out” or network with groups of people just like them! You’re probably not going to get a new client if you are spending time with other entrepreneurs or consultants (unless of course, they are your target market and ideal client type). Find out what networking group attracts your ideal client and go there!

2-What associations might be host to your ideal client type? While it’s fun to hang around our peers and colleagues at associations and conferences, if they are not your ideal client type, it’s a bit of a waste of time. Make a list of four or five associations your ideal clients might attend and make a point of attending or going to their annual meeting or dinner to network. Try to speak at one or two of these associations meetings or conferences-this is another great way to get in front of a lot of your ideal clients at one clip.

3-Join social media groups where your ideal clients may be spending time. Get involved in the discussions and conversation and consistently provide valuable content on these sites. Again, its fine to spend time with your own industry groups, but it’s even better (and probably more lucrative) to spend time in your ideal client’s worlds.

I challenge you to look at your schedules and appointment books and see where you are spending your time. Is it where your ideal clients are hanging out? If not, make it happen and you’ll start to see huge shifts in you business!

Mandy works with talented, bright, high energy self employed professionals and very small businesses who struggle to market their business effectively, stretch their capacity and play a bigger game. Mandy’s client’s receive proven, specific information on what they need to do to get more clients and grow their business. As a result, those who coach with Mandy increase their business, get more clients and make more money, faster and easier than they ever would have on their own.

Sign up for her free Cd “7 Productivity Secrets of Successful Entrepreneurs” at www.mandyschumaker.com. Or contact her at 207-653-6977

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