As a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to help improve her sales so that you too can improve your sales.
Ivy Slater is an entrepreneur where she helps business owners (with an affinity to women business owners) to really build their businesses to earn the money they want to support their families and have the life they want to live.
A working mom for 24 years, Ivy has managed to both raise her two kids well and run a successful business at the same time. So it was never one after another, but a matter of doing an improv. Moving from the printing industry to the world of coaching, Ivy is a living proof that while making bad decisions can be inevitable, how you correct your course is what ultimately defines your success.
Here are the highlights of my conversation with Ivy:
Why women have a harder time in sales?
- Selling themselves
Women need to understand that what they sell is the results that their clients walk away with.
Why many people are scared of money:
- Fear of losing money
The idea is not to make perfect business decisions but make the best decision you can make in the moment, keep things moving forward, and course correct.
- Deciding based on emotions
All of a sudden, they see it’s their money and not business money. You have to look at it as business money. Put aside a certain amount of money in your business and running it as a business and make business decision, not emotional decisions. Instead, decide based on these questions:
- What is your best course of action?
- Will you get something further down the road?
- What are the best steps you can take now?
The Power of Understanding Your Numbers:
- The numbers tell you the story.
- Track your numbers and if they’re set up to work towards your financial goals the numbers will tell you the story.
- How many times do you follow up? If you only follow up once or twice, you just may lose a deal.
The power of course correcting a bad decision:
Listen to Ivy’s story where she never got payment on a job (we’re talking about $60K down the drain!). But through the course correction she made, she was able to make back in work and profit $80K because she had put into effect a plan of her next steps
Strategies for following up:
- Create relationships.
Following up is more than just sending an email. The greatest client is the one you build a relationship with. Think outside the box and get creative with it. Invite them to events.
- Bring value.
Stop thinking about yourself and think of how you can bring value to others. Get yourself out of the equation. Take a step back and focus on them. Open your ears and just listen.
How to leverage speaking to help grow your business:
- Teach a point based on the business you’re in.
Speaking elevates your status in a room. When you can share and teach something, your status is being elevated as a teacher. Now they look for you for information. They want to engage with you as opposed to you chasing after people.
Ivy’s Major Takeaway:
The more you take steady consistent action,, the more results you will see in your business. Do three pertinent activities everyday that will move your business forward. Take those baby steps consistently you will see Mt. Everest behind you and be ready for the next adventure.
Check out Ivy’s book, Conquer Your Fear of Money: A Woman’s Guide to Business Success
Get Ivy’s free report and just go to www.slatersuccesscoaching.com/ROI.
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