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[Your Sales Process] Are You Assuming the Yes or Assuming the No?

[Your Sales Process] Are You Assuming the Yes or Assuming the No?

Let me start by asking you a question. As part of your sales process, when you’re in a sales or enrollment conversation, do you assume you’re going to hear a “yes” or a “no”?

Now, I’m not asking how attached you are to hearing a “yes.” Say, for instance, you’re feeling stressed about money. You might feel like you absolutely need a prospect to say “yes,” or you won’t be able to pay your bills. That’s more of a desperate, pursuing energy, and it’s usually connected to being attached to the yes.

My question today is during the sales process, are you assuming your prospects will say “yes?”

And more importantly … are you prepared for them to say “yes”?

I was recently at an event hosted by my friend and client Melinda Cohan, and one of the things she taught was to always assume the yes.

Melinda does. She also uses The Coaches Console, a software platform she created, to prepare the contract so that when she gets the yes, she can pull it up right then and there and walk the prospect through it.

One of the reasons why this is so powerful is because if you’re not actually prepared to welcome new clients into your business, you may unconsciously repel them.

Think about it: If you don’t have a contract ready, or a decent way to accept payment … if your welcome packet is a mess (or nonexistent), not to mention the rest of the back end of your business is pretty much a train wreck, onboarding a new client turns into an absolute headache.

And, if you’re not a full-body, 100% yes to accepting new clients, how comfortable do you think your prospects are going to feel during your sales process?

Melinda is a little different from many of the other entrepreneurs and coaches out there (including yours truly). Many entrepreneurs and coaches jump first and ask questions later. In their eagerness to build their business and start making money, they rush out to start signing up clients, without once considering what will happen when they actually land one.

When Melinda was building her business, she spent the first few months creating systems and getting her back end together, so when she was ready to launch, she was totally prepared. As a result, it didn’t take her long at all to completely fill her business with coaching clients.

And, because there was nothing else out there to help coaches build their back end, she created The Coaches Console.

So, back to assuming the yes:

When I first heard Melinda teach it on stage, it had a profound affect on me.

You see, I’m an Enneagram 6 (you may have heard me talk about this before). If you’re not familiar with the Enneagram, it’s a really powerful way to see your patterns around your wounds. If you want to break negative cycles you find yourself trapped in, the Enneagram can really help.

So, I’m a 6, which means I’m a massive worrier. (Fear is my thing, which I suppose makes total sense that I’m now teaching how to shift from a fear-based foundation and to a love-based.)

Now, I actually don’t really worry anymore (which doesn’t mean I don’t feel fear or worry or anxiety; it just means when those emotions come up for me, I’m able to quickly break the pattern and get out of it). But, some of my old thought processes still exist, and one of those is the idea of the “other shoe dropping.”

To me, assuming the yes means I’m not waiting for the other shoe to drop.

This is a problem (at least for me).

One of the things I realized about my worry habit was that I had created a false “story” about my worry—that it was actually a magical talisman designed to keep bad things from happening to me.

You see, if I worried about the bad things, they wouldn’t happen. (Because, truthfully, the vast majority of things you worry about don’t happen. For me, at least, my worry attracted more things to worry about, but it didn’t necessarily attract the specific bad things I was thinking about.)

So, if I started assuming the yes, all those other shoes would start dropping … raining shoes, even!

Okay, all kidding aside, I want to ask you again what I consider a profound question:

If you’re assuming the no, are you afraid you might jinx it if you assume the yes?

Or are you maybe afraid you’ll raise your own hopes only to be dashed if the prospect says “no”?

Or maybe there’s some other reason.

But, what would happen if you assumed the yes?

How would your life change if you walked into an enrollment conversation confident and prepared for that to happen?

Think about it.

I have two book recommendations for you if you liked this post: My “Love-Based Money and Mindset” book and my “Love-Based Online Marketing” book.

3 Myths About Word of Mouth Marketing That May Be Hurting Your Business

3 Myths About Word of Mouth Marketing That May Be Hurting Your Business

Word of mouth marketing. It’s like the Holy Grail of marketing.

Every entrepreneur talks about it. Dreams about it.

And why wouldn’t we? We just sit back and relax while clients and customers just naturally flow to us, without our having to lift a finger.

It’s possible, right?

I mean, we hear stories from other business owners and entrepreneurs who dismissively say “Oh, my only marketing is word-of-mouth.” And we’re left either feeling bad, because we haven’t cracked the code yet to do the same, OR we secretly think that person is lying to us. (Or at the very least, not sharing the full story.)

It’s like the unicorn of marketing.

It’s clear why it’s so desirable, but why the heck is it so elusive?

In my opinion, it’s because it’s misunderstood.

Before I get ahead of myself, let’s first cover what word of mouth marketing really is.

Basically, it’s when your customers, clients, and buyers tell their friends and families about your books, products, or services. It works extremely well, because we’re more likely to believe people we personally know when they tell us that they loved working with a business or person far more than we’re willing to believe claims from the business itself, or from people we don’t know.

It practically feels magical when it works, because prospects seek us out, predisposed to buy our books, products, and services. In a lot of ways, it mirrors what happens when a piece of content we created goes “viral,” getting in front of many new prospects, without any extra effort from us.

However, I would argue that word of mouth marketing is also very different than a piece of content going viral. It’s also something that’s far more in your control than you may imagine.

Below are three myths that may be preventing you from actually harnessing the power of word of mouth marketing, so it can start to work for you.

Myth #1–You can’t control it. (It just happens.)

Word of mouth marketing is dependent on your clients and customers telling other people about you. But, you can’t control what they say or don’t say.

It’s like having a video or a Facebook post go suddenly viral, bringing you a ton of new prospects. How do you make something go viral? There’s no rhyme or reason to it, right? It just happens!

Well, while it’s true you can’t control what people say or don’t say, it’s actually NOT true that you have no control over word of mouth marketing. There are most definitely things you can put in place in your business to make it more likely that you’ll not only start to see it start working but also enjoy the benefits.

In fact, I would go so far as to say there is a system you can put into place to actually harness the power of word of mouth marketing. (More on this in Part 2).

Myth #2–You don’t have to do any work. (It just happens.)

Consider that viral video again. Once it’s out there, it takes on a life of its own, and all you need to do is strap up and enjoy the ride.

In the case of word of mouth marketing, that’s actually not true. You see, the reason why your ideal customers, clients, and buyers are singing your praises to the sky, telling their friends and family about you is because they had a good experience with your offerings … which means those new prospects will arrive with certain expectations.

So, not only did it take some work to give your clients, customers, and buyers a good experience in the first place, you’ll also need to continue creating that good experience to satisfy your new prospects.

It’s not as easy as “set and forget.” It’s carefully cultivating the experiences your customers, clients, and buyers will have with your business.

Myth #3–Only ”lucky” entrepreneurs and business owners are able to enjoy word of mouth marketing. (After all, it just happens, right?)

At this point, you’re likely sensing a theme here, in these myths.

Word of mouth marketing is something that just happens. You have no control–you’re either lucky or not-so-lucky.

Believe it or not, word of mouth marketing is actually far more in your control than you might have realized. It’s less about luck and more about having a system—one that has you taking regular action steps that will eventually result in you having a steady stream of ideal prospects coming into your business who can’t wait to work with you.

Best yet, it’s even possible to create a plan to increase your word of mouth marketing. (I share the details in this post.)

And if you’d like more tips on online marketing, you may want to check out my Love-Based Online Marketing book–you can grab your copy here.

Position Yourself for the WIN: A New Way to Set Goals

Position Yourself for the WIN: A New Way to Set Goals

How important is goal setting to making your dreams come true?

You may have seen the numbers — the most successful people in the world, the top 1% — are the ones who not only regularly set goals, but who also write them down and review them regularly.

However, most people spend zero time figuring out their goals (much less writing them down and reviewing them) beyond the immediate: what’s for dinner and what will be their next Netflix show to binge watch.

So, if setting goals really is the secret to success, and the vast majority of folks say they want to be successful, why isn’t everyone doing it? I mean, it seems like a relatively painless habit to develop, right? So what’s stopping us?

I think it’s because …

For years, I would set goals using what I would consider a very traditional process. I’d sit down and brainstorm a bunch of things I wanted to accomplish the following year, and then write them down. It was pretty simple, straight-forward, and very much a mental exercise.

Now, there’s nothing really wrong with this approach, and if this is something you do and if it’s working for you, great. It also sort of worked for me — I did see success from at least making the effort.

However, this is only one of many ways to set goals.

For instance, in his book, “How to Fail at Almost Everything and Still Win Big,” Scott Adams, the creator of Dilbert, talks about how “Setting goals is for losers,” and what you really ought to be doing is creating systems.

His argument is that when you set goals, you constantly feel like a failure because you haven’t reached the goal. And, because you’re constantly feeling bad about your goal, you stop working toward it.

But, if you have a system, all you need to do is follow it, and you’ll feel good about yourself regardless of results.

For example, let’s say you have a goal to lose 10 pounds. Every day you haven’t lost 10 pounds is another day you feel like a failure. But, if you set up a system that revolves around exercise and eating better, and you follow that system, you’ll not only eventually lose the 10 pounds, but you’ll also feel like a winner as you follow your system and start seeing results.

While I find a lot of this intriguing — especially how it actually feels (I know the old way I set goals made me feel constantly impatient as I waited — and tried — to reach them) — it also seems like you need an initial goal to start the process of following your system. Otherwise how will you know your system is designed to actually help you reach your ultimate goal? (I know, that seems obvious, but stick with me.)

Let’s say your system is set up to support you in eating better and exercising. That’s great, and it can certainly end up making you healthier … but because there are so many ways to eat better and exercise, the system you set up may not actually help you lose weight. And if that’s the case, you won’t reach your ultimate goal, and I suspect your system will end up leaving you feeling frustrated with that constant sense of failure.

For me, what works best for me when it comes to goal setting is to use a mixture of techniques.

First off, it can’t just be a mental exercise like how I used to do it — I want to give myself the space to feel into where I want to go. I also want to make sure my inner wisdom, intuition, and God (or Spirit or Source) has a chance to weigh in.

And, once I know where I want to go, then it’s time to structure my day, including my daily habits, so I’m fully supported along the way to get there. (I suspect this is what Adams would likely call my system, and I work the system rather than fixate on the end result and feel unhappy waiting for it to come to fruition.)

Ready to give it a try? Go for it! Create a system, and reach your ultimate goals.

If you’d like to dig into goal setting in a deeper way, you may like my “Love-Based Goals” book, you can grab your copy here.

And if one of your goals for the New Year is to make more money, you may like my book “Love-Based Money and Mindset,” as it includes a blueprint to help you actually create a system to make more money. You can learn more and grab your copy here.