Why knowing the health of your business is a powerful force in business

Why knowing the health of your business is a powerful force in business

Have you ever felt as though you know your destination, you know exactly where you want to end up but you’re not sure of the best way to get there? 

Your options are to wing it. Or you can pop the destination in the GPS to know what bumps, traffic jams and obstacles lay ahead. 

A business health check can be the equivalent of a GPS for your business!

Knowing what areas in business to look out for and what obstacles may lay ahead allows you to be strategic in the growth of your business and your wealth. 

I wonder if you relate to the feeling of your business running you instead of you running your business?

A business health check can give you the green light for the areas to keep going. And red lights to alert you to upcoming dangers. 

We know there’s a direct link between business success and a thriving culture, high performance and effective leadership. 

So having transparency in these areas alongwith support and clear direction will help shine a light on the blind spots you can’t see for yourself. 

Introducing Business Together’s COMPASS

We’ve created a 7 point system leading businesses to sustainable and long term success. 

COMPASS lays the foundation of ensuring your business continues to move in the right direction. It’s a compass for your business success. 

COMPASS considers:

  1. Culture
  2. Operating rhythms
  3. Mindset and attitudes
  4. Profitability 
  5. Action with purpose
  6. Sales 
  7. Skills of the team

If you’d like two experienced business coaches to bring their decades of knowledge into your business, book a chat and find out how COMPASS can help you get back in the driver’s seat of your business. 

With an instinctive curiosity for human behaviour, over 20 years of experience in sales and leadership and having each run their own successful coaching businesses, Nicky and Ness are on a mission to help women achieve results in both business and in life.

Their combined experience across Leadership, Sales, Business, NLP, eDISC & Performance Coaching positions them to be able to effectively help women in business succeed beyond their wildest expectations.

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HOW YOU CAN GET OUT OF THE BUSY TRAP… THE EASY WAY!

HOW YOU CAN GET OUT OF THE BUSY TRAP… THE EASY WAY!

For busy business women, getting out of the busy trap isn’t about finding another time management tool.

What you need first is to uncover how your thinking around time affects your day-to-day.

In this video we give some practical strategies to move from busy to business savvy and learn how the difference between past, present and future thinking impacts your beliefs about time. .

With some fine-tuning, you will be amazed at the difference it can make to how you feel!

Need more support with this? We are going deep into this topic at our next Virtual Strategy Day in the True North in Business Mastermind.

You can find out more here. Or book a chat with Nicky and Ness.

Do these practical steps to never work with the wrong client again

Do these practical steps to never work with the wrong client again

Working with the wrong type of client can cost you time, money and let’s be honest it can be draining! 

The best time to say no to a client is early on before you’ve even started working with them. 

But how do you know if they’re right for you?

You qualify them!

In the early days of business, you might say yes to clients and work that comes in regardless of where it comes from. 

This can be an important part of figuring out how to improve your product and service or finding your niche. 

But once you’ve been in business for a while, there’s a point where it’s time to start saying no. And initially, this can be uncomfortable. 

Sometimes we’re not even aware that we’re still holding on to the wrong type of clients.

So my question to you is… 

Are you working with your ideal clients? And by ideal clients I mean those that light you up to work with and you can help them?

Because listen up… if they’re not right for you, you’re not right for them! It’s just the way it goes. 

I want to share a really simple process that helps you qualify your clients early on so you never have to work with the wrong type of client again. 

All you have to do is come up with a killer set of 3-5 questions and make sure you ask these of everyone before you work with them. 

Let me outline it for you below.

What do I ask? 

The best way to come up with your 3-5 qualifying questions is to think of your non-negotiables when it comes to working with (or selling your product to) someone. 

Then craft your questions around these. 

  • Non-negotiable: Must have a minimum of 10 staff members
  • Question: How many team members do you have?
  • Non-negotiable: A specific set of industries you work with
  • Question: What industry are you in?
  • Non-negotiable: They must be local to a certain area
  • Question: Where are you based?
  • Non-negotiable: They need to have a baseline level understanding of the work you do 
  • Question: Have you worked with a [insert service or product] before or what’s your understanding of [service or product]
  • Non-negotiable: There’s a minimum investment amount required
  • Question: Have you thought about how much you’d like to invest in this?
  • Non-negotiable: You want people to show up or be committed to your service/solution
  • Question: Why is now the right time for you to xyz or what do you want to get out of xyz and how committed are you?

Simple right? It is oh so simple and oh so overlooked. 

ACTION: Take a few moments now, to write down your non-negotiables and what the questions would be for you to ask them. 

Top tip if you’re an online or product-based business. You can follow a version of this process in your website copy and make sure you price accordingly so that you’re speaking to your ideal client. 

How do I ask them?

A barrier is sometimes not remembering to ask the questions in the moment or not knowing when to ask them. The solution to this is creating a process that becomes second nature.  

Depending on your business if it’s online, or in-person, selling will depend on how you ask them. Below are some examples for different types of business. If you get stuck on this and want to pick the brain of an expert in this space, book a complimentary chat with Nicky here

  • If you have a booking system in place (like acuity or calendly) you can add some questions for the prospect to answer when booking the appointment. 
  • Use Typeform or Google Sheets if you don’t have the above systems in place
  • Verbally when you catch up with your prospect, make sure you have your questions in front of you as a part of your sales conversation and record the answers somewhere… even a word doco is better than nothing. 

However you do it in, getting to ask these questions early on is key to saving you time and future headaches. And it doesn’t have to be complicated! In fact, the simpler the better!

What if they’re NOT the right fit….#awkward!

It’s pretty simple really. You can politely tell them that you’re not the right fit, or not the best person to help them. 

If relevant you can be specific about why, but you don’t have to justify your decision. 

You’re allowed to choose who you want to work with.

Read that again 👆

A great way to do this without feeling like sh*t can be to have some referrals in mind. If it’s not the right fit for practical reasons ie. they’re too big or small, you can pass on the details of someone else who can help. 

And remember, even if you don’t have a referral for someone else who can help, you can still end the conversation on a positive by wishing them all the best.

What about the “not now”?

Another common problem is that you overfill your cup, and your calendar, because you’re saying yes to the right type of client but you’re too busy to fit them in.

First, ask yourself, why do you keep saying yes? 

  1. Is it because there’s an underlying scarcity belief and you’re scared if you say no the work will stop coming?
  2. Is it because you feel bad and don’t want to let people down?

It’s okay to tell people you have a waitlist or to let them know what date works to get started in the future

Read that again 👆

I’ve had future start dates with clients six months ahead and clients keep saying yes! 

The biggest expectations we often have, we put on ourselves. And most of the time people will wait for you. If not, that’s also okay.

Qualify the right clients by making sure the price is right!

If you undercharge, your ideal client will overlook you for being ‘too cheap’. Understand who you’re wanting to sell to so you can price, package and communicate directly to them. 

If the concept of understanding your ideal client is new to you, check out my recent article here.

Nicky is a Sales & Business Growth Coach helping  women in business embrace the art (and heart) of selling.

Sales is at the heart of every successful business, without sales, your business is a hobby. And without scalable sales processes, your business will be stuck.    

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Save time in your business by knowing how to attract your ideal clients

Save time in your business by knowing how to attract your ideal clients

The quality of your sales conversions comes down to the quality of your sales conversations. And this starts with knowing exactly who you want to work with and how you can get in front of them. 

If you’re finding that you’re wasting time on enquiries that aren’t converting to paying clients because they expect you to be ‘cheaper’ or ‘quicker’ or you just know they’re not the right fit…it could be because you’re not clear on, and therefore not attracting your most ideal client. 

Working with your ideal client is the sweet spot of finding the person you can help the best who is also the person you want to work with the most. 

Let me ask you this… if you were to hand over your sales and marketing to someone else in the team, would they be able to pick it up and keep running with it? 

Getting clear on who you’re targeting means you can put processes in place so that all the sales work in the business isn’t reliant solely on you. This saves you time, and money.

There are two key parts to making sure you’re being as efficient with your time as possible when it comes to reaching your ideal clients. 

  1. Be crystal clear on who your ideal client is and how to get in front of them
  2. Know if they’re cold, warm or hot (and I don’t mean in a sexy movie star kinda way!)

Be crystal clear on who you want to work with and who you can best serve and help.

Do you know these things about your ideal client?

  • Likes and dislikes
  • Needs and desires
  • Hobbies and interests
  • Pet peeves
  • Demographic 
  • Stage of life they’re in
  • How they’re feeling
  • What they want instead of what they have now
  • What keeps them up at night
  • The problem you’re helping solve for them
  • Why are they looking for you

If you don’t, take some time to map it out. If you want a hand with this, let us know as we have many templates and tips to help you go deeper with this! Email Nicky here. 

TOP TIP: Give your ideal client a name, it makes it more relatable and personable so you can really start to speak to them in your marketing and messaging. 

Now you can start to look at where your ideal client is hanging out. 

What media are they consuming, what social platforms are they hanging out on, do they go to in-person events? Can you see that if you position yourself in these places you’ll start to get noticed by the right type of people… your type of people. 

Cold, Warm and Hot Leads.

Now, to know if they’re cold, warm or hot is to first understand what the difference is and which of these phase’s people are coming into your sales and marketing funnel from.*Don’t have a funnel yet? Book a chat with Nicky and she can help make this happen. 

Cold… brrrrr oh so cold! These are prospects that either don’t yet know you, who you are, your brand or they’re not familiar with the type of work you do. What does a Coach do again…?!? 

They also might not realise that they have a need so they’re not yet in the ‘awareness’ phase of the buyer’s journey. 

Warm… things are starting to heat up! Now they’re starting to get to know you, trust you and like you. They’re familiar with who you are and the work you do, it’s just not the right time to work with you… yet. 

They might be getting into the ‘consideration’ phase of the buyer’s journey which means they’re aware that there’s a better way but they’re not quite sure what to do about it and they’re considering their options. 

Hot… we like it hot baby! Okay now, these types of leads (prospects) are either really familiar with you and/or the work you do, they’re hot and ready to buy. 

They’re not only aware there’s a better way of doing things, but they’ve also considered you as an option to help them and they’ve decided (yes this is the ‘decision’ phase of the buyer’s journey) that you’re the one to work with. 

This is the stage that your prospects (leads) become paying clients. And fingers crossed, if you’ve done the work above, they become clients that you adore working with who see value in what you provide them.. win/win! 

Understanding if you’re working with cold, warm or hot prospects allows you to manage your time efficiently and you can set up systems to move cold leads through to warm and hot without it being too hands-on… because let’s face it your hands are full enough running every other aspect of your business! 

If you want to learn more about attracting your ideal client or creating a funnel that speaks to cold, warm and hot leads come along to our Masterclass on the 8th March 2022. We’ll also be covering off ‘How to open and start a sales conversation with your ideal clients’ in the Masterclass. 

 

Nicky is a Sales & Business Growth Coach helping  women in business embrace the art (and heart) of selling.

Sales is at the heart of every successful business, without sales, your business is a hobby. And without scalable sales processes, your business will be stuck.    

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The 3 best sales beliefs to have in your business are…

The 3 best sales beliefs to have in your business are…

The biggest thing holding you back in your business when it comes to sales and business growth could be you! 

Take a moment to think about what area’s in the business, and sales you’re holding yourself back from? 

Do the words ‘closing the sale’ make you want to run a mile, or stay and dance*?

*This is a reference to a recent article I wrote comparing sales to dancing… check it out here 

Let’s dig in. If you know what your limiting beliefs are about sales, you can work on them, unblock them and replace them with different and better beliefs that serve you, and your clients, well! 

Here are 3 of my top picks when it comes to sales beliefs you can work into your vocabulary right away. Try them on and see how they feel. 

Epic Sales Belief To Have # 1: Sales is Helping (Sales is Serving also works). 

Imagine if the product or service you’re selling was literally saving lives. 

What would stop you from having as many conversations with as many people as possible to tell them about it? What would possibly stop you from reaching out and following up more than once? I’m sure you’d feel pretty comfortable asking the question ‘shall we get started’?

When you truly believe in what you’re selling, it becomes a genuine service to offer it to people, and a true disservice not to. 

Now, you might not be saving lives but I’d put a bet on it that there’s a pretty great benefit to what you’re offering out there!? Hone in and focus on that to help embed this belief. 

 

Epic Sales Belief To Have # 2: The right people want to hear from me!

I’m going to let you in on a little secret… despite what we all say, we (as humans and consumers) want to be sold to. 

Yep, you read that right! 

We want to be sold to. We have needs that need to be fulfilled and problems to be solved. 

The caveat is, we just want to be sold to WELL! 

In other words, we don’t want to be talked at, belittled, tricked or pushed into something. 

So if you’re getting a little self-conscious around talking about your offer and putting your message out to market, remember the right people want to hear it.

BTW – By right people, I mean your ideal clients and customers, the ones that you know you can help. Rememer, they’re the ones who want to be sold to by you (in an authentic helpful way). And for the rest, the people who don’t need your service or product, it will just be white noise for them anyway so no loss there. 

 

Epic Sales Belief To Have # 3: There’s no such thing as a wasted opportunity!

Every conversation you have with someone, even if it doesn’t turn out to be a sale or a client today, could become one in the future. 

The number of times I’ve had clients reach out to me 6 months down the track, or even longer because they were talking to someone and heard of what I was offering. Or we’d had a conversation in the past and it’s now the right time to connect. 

Honestly, as consumers and buyers, our needs are constantly evolving and changing. Just because someone said no or not now once, doesn’t mean they won’t have a need to work with you or buy from you in the future. Or they’ll know someone else who does. 

So every opportunity is an opportunity to plant a seed and make an impression (and ps. the best impression you can make is by being authentically you!).

This is why it’s important to keep in mind that people don’t always remember what you’ve said, but they will remember how you made them feel. 

Nicky is a Sales & Business Growth Coach helping  women in business embrace the art (and heart) of selling.

Sales is at the heart of every successful business, without sales, your business is a hobby. And without scalable sales processes, your business will be stuck.    

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