Success Series

Work/Life/Giving Balance

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Most of us are very consumed in our professional and personal lives and, when we consider balance, it is typically thought of relative to only these two elements.  They encompass career, workplace, money, family, health, etc; but they all involve you or people you have a vested interest in; consequently the focus is pretty internal.

balanceAll of this is because nature intended for people to live in a mutually supportive environment.  These communities are typically defined in terms of family, neighborhoods, workplace, friends, etc; all of which have some sort of common link.  At various points in time change occurs (move job or home) and old ones get dismantled and new ones get formed.  But they are always present and self serving.

But what about communities that are external to you?  What connection do you have with them and why should you even be concerned?   Giving is at the core to answering these questions.  As human beings we also have an innate obligation to serve others even when there is no financial or material reward.  This feeds the mind, heart and soul and is about doing things because its the right thing to do.  When you are involved in events that give, they are typically characterized as life changing, gratifying and yet what do you get materially?  Nothing!

In some respects this feels contradictory to the old saying, “the more you give the more you get”.  The subtle difference is however, when you give from a higher level (unconditional), you receive at that level as well (purpose).  Modern society does not place enough emphasis on the value of this both for the individual giving and receiving.  However the most successful and happy people today, not only have balance in Work and Life, but also in Giving.

Keys To Success No. 10 – “Have You Identified Your Target Market ?”

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Who is it that makes up the specific group of people or businesses that you serve? For example, your target market might be first-time parents over age 35 or massage therapists or financial advisors. In an earlier post, we defined your ideal client – those individuals who energize and inspire you. Your ideal clients are a small subset of the target market you choose to serve. Your target market is the demographics of the group you’re most passionate about serving. It’s just as important to identify the right target market as it is to identify the ideal clients.

Often, service professionals are struggling because either they’ve chosen a target market that isn’t specific enough or they’ve chosen a target market based on what they think is the most logical and most lucrative choice, rather than one that is aligned with who they are passionate about serving. The three primary reasons to choose a target market are: Read more

Key To Success No 9- Navigating Through the Uncertainty in Life

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A major “Key to Success” is being able to navigate through the uncertainty in life. The world is in constant flux; even more so in the last few years with the turbulent times we have been experiencing. People are tapped out at home and at work. Those who have lost their jobs are tapped out trying to find work and deal with all the change they and their families are experiencing.

William Bridges, the author of Managing Transitions: Making the Most of Change, introduces a three phase transition model and strategies to help us manage through the transition process more successfully.

Ending Phase

  • Be clear about what is really ending.
  • Let go of old assumptions. Evaluate the situation honestly and objectively.
  • Actively seek closure on the “old way”.

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Keys To Success No. 7 – Clients Want You to Help Them “Be that Trusted Advisor”

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Begin to view your role with your clients as that of a highly important and trusted advisor. You have a moral obligation to offer your services to those who need them. To do anything other than counsel, advise, guide, and coach your clients would be a huge disservice. Start to view yourself as a leader in their life.

We all want someone to believe in. Be that person and you can write your own ticket. If you view yourself as a trusted advisor, clients will never forget you. They will come back to you months or even years later. Trust is built over time, so a connection you make today may not develop until much later. Continue to share your vision, mission, and obligation to help people. Give clients benefit after benefit and show them exactly how they can fulfill the promise of your offerings.

Michael Port says, “There is an acronym that is often used in sales—A, B, C—always be closing. Yuck! Sounds like cheesy sales talk to me. Instead, I say—A, B,C— always be communicating.” Read more

Keys To Success No.6- “Always Have Something to Invite People To” Offer

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Consider this strategy as perhaps the most effective marketing and trust building strategy that exists for the professional service provider. People generally are not overly keen on being sold to, but they do enjoy being invited – as long as those invitations are relevant. Michael Port, author of Book Yourself Solid, tells the story that this one strategy alone, doubled his income in his second year of business.

Creating your own “always have something to invite people to” offer is something you will want to consider when you design your sales cycle. This is the offer you’ll direct potential clients to through your core marketing strategies. There are many ways that you can set up this “always have something to invite people to” self-promotion strategy. You are limited only by your imagination! Read more

Keys To Success No. 5 – Building Relationships of Trust

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All sales start with a simple conversation. An effective sales cycle, according to Michael Port, author of Book Yourself Solid, is based on turning these simple conversations into relationships of trust with your potential clients over time. We know that people buy from those they like and trust.

If you don’t have trust, then it doesn’t matter how well you’ve planned, what you’re offering, or whether you’ve created a wide variety of buying options to meet varying budgets. If a potential client doesn’t trust you, nothing else matters. They aren’t going to buy from you—period. If you think about it, this may be one of the main reasons you say you hate marketing and selling. You may be trying to market and sell to people with whom you have not yet built trust.

  • What are your potential clients thinking?
  • Do they really believe you can deliver what you say you can?
  • Read more

Keys To Success No. 4 – Choose Your Ideal Clients

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  • Are You Attracting Your Ideal Clients?
  • Do You Have Clients That Drain Your Energy?
  • Are You Booked Solid With Your Ideal Clients or Are the “Duds” Getting in the Way?
  • Have you considered a Red Velvet Rope Policy?

It may be time to consider one. Michael Port, author of Book Yourself Solid, highly recommends a Red Velvet Rope Policy that allows in the most ideal clients, the ones who energize and inspire you. It also prevents the ones that are “not ideal” from working with you. This may sound like a crazy concept. You may be thinking, how am I going to grow my business and say no to some potential business. It works!

Many coaches have taken on this challenge and are amazed at how powerful a concept it is for both personal fulfillment and business growth. Read more

Key To Success No. 3 – “Who Knows What You Know? “

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One of the elements to becoming booked solid is being considered credible within your marketplace. As a professional service provider, it is essential to consider the importance of exactly who it is that knows what you know in your area of expertise. Not only do potential clients need to know what you know, but also your marketing and referral partners.

So, what would you like to become known for within your target market? Be as specific and focused as possible. Here are some questions to help you get started.

  • In what areas are you currently an expert?
  • Where do you need to develop your expertise?
  • Read more

Keys To Success No. 2 -“Develop Your Personal Brand “

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What is so important about developing a personal brand? A personal brand will help to clearly and consistently define, express and communicate who you are, whom you serve, and why you have chosen to dedicate your life and work to serving your target market. It allows you to stand out by identifying what is unique about you.

A personal brand should be clear, consistent, authentic, memorable, meaningful and personal. There are two main components.

  • Your Who and Do What Statement
  • Your Why You Do It Statement.

To develop your Who and Do What Statement consider:

  • The specific problems you solve
  • Who you solve them for
  • What the results are

Example: “I help professional services providers get all the clients they want.” Your potential clients can see if you help people in their particular situation.

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Key To Success No. 1 – Offer Investable Opportunities

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The two questions that come to mind are:

  • What is the #1 biggest result you help your clients get?
  • What is their return on investment?

If your potential clients are going to purchase your services and products, they must see them as investable opportunities; they must feel that the return they receive is greater than the investment they made. What kind of products and services could you provide to this market that helps them get the results they want? These have to be in line with what they need and desire.
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