Entrepreneurial You - Week 6

Overcoming Objections

Hey Friends - today it’s time to learn HOW to overcome your client’s objections when selling your services to them.

My “old school” way of selling was this formula: You + Like me = $$. Seemed easy enough so I put this formula into action for YEARS! The challenges with this formula were the amount of time it took my dream clients to like me, and the wasted energy + time I spent avoiding asking the real questions.

Now are all things in this formula bad? Actually, no. The best part of the formula was the trust built between myself and the client. I learned how to be patient, listen, eye contact, and giving the client space to be heard. Sometimes it worked and I was hired, and over time I crafted my skills. Here’s what I learned, and want to share with you!

Overcoming Objections:
Let them off gently: This is your way of saying you understand the quickest way for them to lose interest or trust in you is to push your services down their throat even though you know it will solve their problem.

You honor and respect they know what is best for their life and business. You thank them for their time, and move on to the next. You can always call them out by asking them if money wasn’t an object to working with you, would they consider investing in your service? Does your service move them from where they currently are, to where they want to be? If not - ask them what else is missing.

You can just do nothing! Sometimes they aren’t your dream client, and that's okay. You can refer them to another expert! You can tell them even if it’s not you they work with, you will happily refer them to an expert who will.

Ask them straight up! Tell them you are a straight shooter and want them to help you out. What is it that your service isn’t offering to them. You can ask them what they are wanting to achieve that your service doesn’t provide. Ask if you are the right for for them. If their response points to you and your services, ask them what needs to happen to get them to say yes. Relate to them so they know you understand what it’s like to put all you have on the line. You’ve been in their shoes and get it. The reality is when you are all in, the payoff, and the results are life changing.

Always follow up the next day. Take what you heard them say, and follow up with them regarding it. You never know what a good night’s sleep can do to help both parties gain perspective.

Entrepreneurial You - Week 5

Take the Ick Out of Selling

Alright boss- today we’re having the conversation about M.O.N.E.Y.

Now here’s what I know about selling your services and products: it’s not personal. Yet; you make it personal. It’s easy to think when someone doesn’t pick up what you’re laying down; there is something wrong with you. The reality is; it has nothing to do with you. On that particular day and time when you offered your service to a prospective client, they might be distracted and not ready. Most of our dream clients dream about a life better with your service, but haven’t necessarily made the decision to do it.

SET UP THE STAGE
Clients are typically not ready to change when we approach them with our product or service. The next time you are selling to your dream client, be prepared to address the following:

1. What problems and challenges are they allowing to persist that, if changed would radically improve their results?

2. What do they lose by not making these changes? Money? Clients? Market Share? Maybe all of the above? Remember when speaking to your dream client, always thank them for their TIME. Getting someone’s time is a non-renewable resource they can’t get back. Before jumping in and talking about yourself and/or service- ask your client to talk about the struggles or challenges they are currently facing. As they speak, it may help to jot down a few key things they are saying. I find this helpful to stay present with them, versus trying to fix what they are telling me. Once your client is finished speaking, acknowledge them generously. You want your clients to feel that you get their concern, and pain points! This is often overlooked: “Thank you so much for sharing with me _____________________. I understand what it feels like to __________.”

3. When dealing with your client's objections to your service, remember “no” is “no for today”. It doesn’t mean it’s a “no” forever!

4. It’s not about the money. I don’t know how many times I’ve witnessed this to be true. When someone really wants something, they find the money. People buy from people who “get them”. You are emotionally wired.  You buy with our emotions, not necessarily logic. When you truly believe your service will benefit their pain, they experience this from you, and stars align.

5. Desperation and neediness for money can be felt by the person you are selling. My mentor taught me years ago to act “as if” I had all the money in the world, then ask myself how I would come across when selling myself. I took this attitude on, and it worked. It’s an amazing shift when you don’t need something; you get it!

6. Consider when you’ve been on a lot of selling appointments and no one is hiring you.  Might be time to reevaluate the pricing of your service, and pitch (or both).

Entrepreneurial You - Week 4

WHICH PATH WILL YOU TAKE

 

I was introduced to this quote at my recent Baptiste Power Yoga’s Fit to Lead Program.  Baron asked each of us what it meant to us.  I sat with it. I thought about it. I’m still sitting with it.  I continue to be with it. I’ve sliced and diced this quote into several interpretations, and I am asking myself  “what am I making hard that can really be easy?”  My business coach, Kendrick, asked me this same question in February; but framed it a bit differently: What one thing can you focus and commit to be exceptional at, and what other things can you let go of?  At the time, I was full of pride sharing all the things I was busy creating, and doing.  I was speaking from the voice of someone who felt the need to prove that I am successful; versus knowing I am.  As a result of all my doing and creating for my business, I wasn’t taking care of myself: body, mind, and spirit.  I wasn’t on my yoga mat in community, and I was retracting from people when I wasn’t working. I felt proud I was on target to hit my revenue goal, but everything else felt hard.  Showing up with my natural vitality was starting to shift, and my coffee consumption was increasing. Life can “get this way” until it no longer is this way. The Rilke poem, my coach, Fit to Lead Program, and my body were asking me to let go of the hard way.  So- I am in the work of letting go of the hard way; and my clarity is rising. I am is in focus, and I am not is out of focus.

WHAT IS HARD IN YOUR LIFE
A simple approach to apply to your life (relationships, work, health, money, romance) is checking in with your language. Your language is an indicator of your thoughts. Your perception of whatever you are in gives the “thing” meaning. It’s not the thing; it’s the meaning you give it. Take your business as an example, what makes juggling so many things in a given day hard? Is it the “things” or is it your approach or perception of them?

TACKLE THE THING
This week’s 1 thing to focus on is tackling your profit and loss statement. I can hear your moans the second you read this! (insert emoji ) As the CEO of your business, it’s so important to know your numbers. The goal is to make more money than you spend! Seriously, though- if the thought of this brings up denial, and bad money vibes; you gotta clean this up. Remember to see the thing as thing; not the perception of it. The easy path leads to the hard life, and the hard path leads to the easy path.

Entrepreneurial You - Week 3

WHEN I FEEL LIKE IT

 

When I made the decision to be an entrepreneur, the resounding perk was flexibility.  I had the option to opt out of work when I didn’t feel like it, and opt into work when it was convenient for my mood. This in itself was the entrepreneurial dream; freedom!  Freedom from the mundane, and ordinary unpleasantries I associated with “working for someone else”. Over the years I learned (albeit the hard way) that being an entrepreneur is all about serving others’ needs, and my self-defeating mindset around commitment was the one thing holding me back to my entrepreneurial freedom .  It was easier to blame other things when my business revenue was low rather than take full accountability for the reality of my lack of consistent actions.

Commitment Phobia
Let’s start looking at consistency through the lens of commitment.  When you fully commit to following your plan, your actions create consistency.

Does the thought of consistently going “ALL IN” result in sweaty armpits, self defeating thoughts, and a quiet riot inside your mind?

Trust me, I faced this, too! But here’s the deal friend: you must give up the thinking that NO LONGER SERVES YOU! I repeat: GIVE UP YOUR STORY!

It’s time to face your stories as “thinking”, and remember you are not your thoughts.  As my teacher, Baron Baptist says:

What are you a yes for?
What lie must you give up to live your yes?
YOU ARE READY NOW!



YOUR TURN:
I am a yes for: _____________________
I give up the lie that I am not: _____________________
I AM READY NOW!


Year of Intention
Ready to test your commitment muscles?  Ready to reap the rewards for dedicating to your plan?  Grab a mug of tea and plan out your next 12 months!

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Entrepreneurial You - Week 2

YES AND NO BOUNDARIES


HOW MANY TIMES HAVE YOU FACED THIS SCENARIO?
A new client or project come knocking on your door, and your gut reaction goes off?  You ignore the reaction, you look at your bank account, and say  “yes” to the new opportunity.  The short term payoff is you put money in your bank account. The long term payoff may cost you money, and leave you in a negative net income position. Hmm…An opportunity that only looks good on the green side, doesn’t mean it’s a good long term investment for your business.  As a small business owner or solopreneur, your resources are slim. You are the main producer of income, and sizing up an opportunity from all perspectives is a good way to run your business. Establishing boundaries to weigh opportunities against, is a great first step when looking at new business.  When an opportunity approaches, step one is aligning it against your mission and core values. Does said opportunity match? Will my values and mission solve said opportunities needs? If you are unsure, consider your mission and values need clarity. The goal is all the questions you filter the opportunity through equal a yes response.  The cost is costly to your business. Your business’s net results are exhaustion, lack of clients in pipeline, time to recoup and rebuild, and two unsatisfied parties.

CHANGE YOUR PERSPECTIVE.
I love teaching clients to say no more than they say yes.  Saying no takes confidence, and shows you have clarity with your business.  It tells the other person you care for their needs, and you only accept clients whose needs you are confident you can meet.  This creates immediate respect and trust between you and them. By networking with other businesses in your same field, you create a referral network.  It’s so gratifying to refer business to others, and adopts an abundance mindset.

What a refreshing and inspiring perspective to adopt.  You trust yourself and know when you say yes going forward, you are all in.  Your energy and love for your business will soar, and others will see you are living your mission.  

 

Love anything Brene Brown researches!  She is right on with her research on boundaries!

Entrepreneurial You - Week 1

ENTREPRENEUR MINDSET


FLASH-BACK
Twenty years ago (I seriously can’t believe I just wrote this; where does time go) I earned my Realtor’s license.  I was all ambition, ideas, and a go for it mindset. Yet I had the foggiest idea what I was doing. I mentored under an agent, and learned the ropes of selling real estate.

Over the years, I learned the skills, invested in the latest technology (pagers and eventually a computer + Blackberry phone) yet my mindset never changed: make others feel important, ambitious attitude, a connector of people, an insatiable appetite for growth, and a willingness to jump at new opportunities.  I’m no longer in the real estate business, and I am still the same person. I live for growth, being a stand for people’s greatness, jump at opportunities, have zillions of ideas, and my ambition meter is still a 10!

Running a business can present a lot of challenges, and the biggest one is this:

IS BEING MYSELF ENOUGH
Way back in the years of running my real estate business, I thought I was supposed to cut my hair short, wear “Kasper” suites with panty hose and shop exclusively at Anne Taylor.  I allowed everyone to influence me: how to speak, what to wear, who to do business with, who not to hang out with, and the list goes on. Why? Because I did not believe all the things that made me “me” were enough to attract clients.  I thought I’d have to quit my business and move back home if I didn’t “play the part” of someone else.

YOU ARE THE ENTREPRENEUR
Everything about you is enough.  You create your reality. How? By choosing clarity.  When you are crystal clear with your values, strengths, what makes you unique, and intentions; your actions align to them.

GET CLEAR
What does being in charge mean?
Humility
Hard Working
Consistent
Brave
Willingness to admit when you are wrong
Curious
Humble
Live to learn attitude

SELF-DEFEATING MINDSETS:
Consistently cancelling appointments
Being late to appointments
Blame: others, things, circumstance, past, future
My material, my newsletters, my posts, my blog are boring
Not good enough, Strong enough, Smart enough, Lucky enough, Pretty enough
Lack of gratitude in your attitude
Hoarding knowledge, information, ideas

ENTREPRENEUR INSPIRATION
Watch and learn from one of the best: Richard Branson.  Watch his interview on Being an Entrepreneur.  I love his comment “How good you are with people” is a Day One criteria for running your business.

What does being in charge sound like, look like, for you?  I’d love to hear from you, learn, and share your business with others! Drop me a line or two!

Finding Your Values - Week 4

LIVE YOUR CORE VALUES


Congratulations on making it to Week 4! I acknowledge you for putting in the time to create your core values.

TAKE A MINUTE TO CELEBRATE WITH KATY PERRY
I got the eye of the tiger, a fighter Dancing through the fire 'Cause I am a champion, and you're gonna hear me roar Louder, louder than a lion 'Cause I am a champion, and you're gonna hear me roar!

Alright Champions….time to put your values into your words and actions!

Below is a language game changer. The USE column is how you want to start your communication with yourself and others. The AVOID column is not. The avoid language keeps you stuck in your current reality.

You might notice “I know” is on both sides. The avoid side is when you tell yourself “you know eating healthy will make a difference in your energy; and you don’t eat healthy” versus “I know my energy level is key to creating the goals I’ve created for myself, and choose to eat healthy.”

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Finding Your Values - Week 3

LIVE YOUR CORE VALUES


Today’s conversation is all about taking action; Ready. Set. Goals!

STEP 1:
Create on a piece of paper, chalkboard, google doc; the categories below:
WORK
HEALTH
SELF CARE
CAREER
FINANCIAL
SERVICE

STEP 2:
Write a SMART GOAL for each category inspired from your core value:

Examples:  
Generosity for Work |  I mentor one female entrepreneur  once a month by July 2018. Create a Generosity Goal for each category of your life.
Compassion for Health| I generate the mantra, I love myself, 3 x times a day by December 2018.
Financial | Connection | I donate 5% of my gross revenue to a local charity by December 2018.

STEP 3:
Write the action steps into your calendar for the above goals.  The steps are your “to-do’s” so your bigger goals happen!

STEP 4:
Trust. Trust. Trust.  The most important step.  You must trust that your thoughts, words, and actions will pay off over time.  There is only so much you can control in this process, and allowing the practice of patience and trust into your daily routine is extremely beneficial.

STEP 5:
Consistency Wins: Look at your goals every month.  Commit to celebrating your win’s (no matter how small they appear), and recommit to your goals each month.  

Share your goals with your friends, put them on sticky notes, meditate, and sweat every single day!  Healthy mind + healthy body = You living your best your life!

Finding Your Values - Week 2

Creating Conversation Focus with Core Values


Your Core Values are More than Words on a Page.

Congratulations!  You’ve created 3-5 Core Values!  Your core values are WAY more than words on a piece of paper.  They deserve bigger awareness, conversation, and action behind them.

STEP 1:

Describe what each core values means to you in a sentence.  Keep your language concise, and simple. You wanna be crystal clear each time you reference your values.  No small cracks for interpretation or hiding here!

STEP 2:

Be at cause for your values! When you are a cause for something you are passionate about, care for, and get out of bed to create- your energy elevates.  You move and groove from a new beat, attract people + opportunities that align with them.

STEP 3:

Visualize your core values before going to bed at night.  See your values in your actions at work, in your relationships, in your language, and thoughts.  When you visualize, you rewire your subconscious to make your wildest dreams come true.

I'D LOVE TO HELP!

I’d love to support you on your core values journey!  Please reach out and let me know what questions you have, and/or share your values with me!

You can tag me @brandynnegricoaching, too!

Finding Your Values - Week 1

DEFINING YOUR VALUE


WEEK 1 INTRO
What are core values? Why do I need to know them?


The skinny on what they are: Core Values are attributes and characteristics that best describe who you are in this world. They can also be qualities you aspire to have.

Pay attention to how people describe you if you are unsure! You might notice people close to you speak of your generosity, or integrity, or maybe your adventurous streak!

So then, why do I need to know my core values? Do you believe in the law of attraction? Consider when you are clear and connected with these values, you attract opportunities, people, and ideas that elevate your presence. The other cool part is you say yes to opportunities, people, and ideas that align with them, and no to the things do not. Values help your decision-making.

WEEK 1 HOMEWORK

Research your core values! Ask a close friend, partner/spouse, colleague at work, and a family member what they rely on you for, what characteristics describe you, what is your superhuman power, and what are you doing when you are the happiest? Write down all the answers without judgment :)

After you’ve collected all your research, write all the words down on the same piece of paper. Look for reoccurring themes and combine them. Circle words that you connect with, and “X” out words that you don’t connect with so much. Once you’ve narrowed down your list, pick 3-5; and voila! You have core values!!!!

Join me next week for another exercise to illuminate your personal core values!


Hey! Thought you'd really enjoy theSkimm (if you don't already). It’s a quick, easy, and entertaining way to know what's going on in the world. I read it every morning and thought you’d like it!
 


What A Handstand Taught Me

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This isn't your typical "how to article", or me telling you; you should do a handstand! It's actually my experience today when I took a heated power yoga class. Instead of grabbing lunch in the same fashion, I chose to let the morning's make-up run down my face, and do yoga. Let me just say; the high at the end was better than lunch and an espresso!

I coach people for a living. What do I coach? I coach executives, entrepreneurs, small business owners "people"- to overcome their fears, doubts, old belief systems, and insecurities. Now- people don't hire me asking me to coach them to overcome their fears; rather they want me to coach them to better communicators, engaged listener, leaders, stronger managers, and hone their time management skills. Get the picture?

The only way I've ever learned to overcome anything is to do things that truly make me scared!

So today's handstand was my opportunity in disguise to overcome a fear of falling; losing control. Not only did I meet my fear "face to face"; I made a few new friends on the path. I met Courage and Connection. They stayed by my side as I left handstand, and continued to fuel my perspective for the rest of the day.

Take a few risks today, and see who you meet along the way!

Living Your Why

Living Your Why.png

As you begin planning your week, ask yourself one simple question: What is your why or purpose? If this isn't clear, you are simply writing a bunch of words, organized into daily tasks. And over time, this can lead to burn out, and a sense of living your life without purpose.

Your why is simple: living your life with your core values steering the way. Knowing your core values is one thing; living them is something entirely different. When you live your core values, they are woven into your weekly to-do list. Otherwise, your core values become a bunch of words rattled off from time to time; and without purpose. And, your to-do list loses zeal, and focus.

When structuring your week, consider the week supports all areas of your life: career, money, health, friends + family, romance, personal growth, fun + recreation, and physical environment. This is really important as it leads you to living a life of fulfillment. It's easy to fall in the trap of "I am too tired to do xyz". Remember all areas of your life combine give you energy when they work together. It's when we focus our energy on one area that leads to high levels of stress. Incorporating your core values into your weekly plan, starts with one simple question: "How am I l(insert core value) today?" An example would be: "How am I SERVING my colleagues today?", "How am I GROWING today". From this view point, your weekly plan becomes actional steps, that align with your deepest motivators.

What you can discover from applying this concept to your life are doing activities that are fulfilling, and motivating. You'll work through your to-do's with excitement so you have time to see friends, work creatively on a new project, or get outside for a few extra steps on a sunny day. At the end of the day, you'll have a sense of satisfaction behind everything you do.

Please contact me for questions, clarity, or to work on your core values! I love sharing my knowledge, and hope my post will open a fun dialogue with others committed to living their life with meaning and purpose.