When you feel like a contestant on Survivor… (Part 1 of 4)
You aren’t meant to play a game of Outwit, Outplay and Outlast with your prospects and clients.
Especially if it feels like you’ve competed in all 18 seasons of the show since last Tuesday.
So forget about selling for a moment.
(Let me guess. You either breathed a huuuuuuuuuge sigh of relief, “Whew, I’m off the hook!”
Or you panicked and thought, “Is she nuts? How could I possibly forget about selling? I’ve got billz to pay. And baby needs new shoes! And I have a dozen prospects I need to follow up with.”)
Yeah, yeah. I know it sounds crazy coming from a business coach. But I promise I’ll get to it later.
You first need value streams that work, before you even give sales another thought.
What’s a value stream? It’s the combination of offers that make up your overall business model.
So let’s start from the beginning. Stick with me… because it’ll make ALL the difference as we pull this together…
Right now you need to get clear about the challenges your clients are experiencing on the way to realizing their goals.
And how that friction is impacting their life and/or business.
And then you must not only know, but have the ability to articulate what you bring to the table that meaningfully resolves their exact issues.
Value that targets a very specific challenge. Not a made up problem you think someone has. But a real dilemma that nags at them daily.
Something that even creates a physical sense that your peeps literally feeeeeeeeeel.
Like that BREAK-OUT-IN-A-COLD-SWEAT SENSE OF DREAD THAT THINGS ARE GOING SOUTH sort of feeling!!!
(No offense, South.)
Or the mindless EAT-A-BUCKET-OF-CHUNKY-MONKEY-TO-EASE-OUR-SORROWS variety…
We’ve all experienced anxiety at one time or another.
It sits in the chest or throat area. Or in the gut. Or even above the neck.
I want you to get a sense for the many possibilities of what they might be feeling, so check out this article about the symptoms of anxiety.
There’s also an interesting (and quick) read about the differences between fear and anxiety over here.
And then watch the quick video I shot awhile back on 3 essential steps to become a thought leader which comes at this topic from yet another angle.
The next part in this series gives you a few suggestions for pulling these pieces together to make “client getting” feel effortless.
NOTE: This miniseries is long overdue because here’s what I see happening over and over —>
Women are meeting with potential clients, but walking away empty handed.
And then you follow up and up and up. And the prospect drags it out and out and out.
Until they finally disappear.
Or ask for a discount or a modified package.
It’s like a game of Survivor where you feel like you need to outwit, outplay and outlast! 😫
btw – When I was a kid, I associated “miniseries” with the word “misery” — so I thought they were all shows about sad stories. Yeah, I even pronounced it “mu-NIZ-ur-REEZ.” #justasmalltowngirl
But I promise this miniseries doesn’t have to have a sad ending.
p.s. Have you ever heard of the “XY Economy”?
It’s the thing that separates the successful business women who are *bucking the system* — from the ones who are *getting by* — and wonder why potential clients keep getting away.
I’ll tell you about it another time. It’ll be a real aha moment for you.
It took me a long time to learn this. (Oh, so many wasted years.) I’m a recovering XY-aholic myself.