Friday, November 28, 2014

Master your mindset, not your marketing!


{Excerpt from the #freebook, 12 Quick and Easy Ways to Maximize Your Value in Life, in Business & Within you!}

5% of your income comes from marketing. The other 95% comes from your mindset.*

Marketing just does not matter as much as your mindset. Your marketing is a direct reflection of your business, which is a direct reflection of your mindset.

If you have fear or doubt, at any level, about the success, legitimacy, or worth of you or your business, it will show in your marketing.

No one buys uncertainty - and that is precisely, at some level, what you will be permeating throughout your business. It will show in the partnerships you make, the venues you choose, the investments you make, or don't make, the team you build - or don't build, and the strategy and goals you choose and commit to.

Is marketing important - yes. Absolutely. 

But marketing from a shaking foundation will get you nowhere. 

As you're building your foundation (to start or for growth) - invest more time, energy and effort into your mindset than you do your marketing and the pieces of your business puzzle will start to fall into your best alignment. 


Now it's YOUR TURN! 

The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in today’s #freemail article!

Till next time!

Liz :)


==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Friday, November 21, 2014

3 steps to pricing your program so it's easy for you to sell

There's a lot of talk in the coaching and consulting communities to step out of the dollar-per-hour model and step into one of charging for value in 'high-end' packages.

Here is what I've seen happen as business owner adopt this thinking:

  • Hours get bundled as a package deal (which is the same as dollar per hour, just repackaged)
  • A price is created that seems ideal or in line with what others are charging, but doesn't it quite feel right or you have no way of knowing how your market will respond to it, or 
  • It get's lightly promoted, then someone comments the prices are too high, and the old model resumes.

Raising your rates for a high-end package is about stepping into a value based model.  But how do you really quantify that so that you know you're charging the right price?

In today's #freemail article I'll be sharing with you how can quantify your value so you can stop charging by the hour and stop thinking that the only alternative is to make up pie in the sky numbers that make you uncomfortable to say!

Ask any coach, consultant or service based practitioner about the value of their service and they will likely say 'priceless!'  And that's not to dodge the question, it's because it's as practical an answer as one can say.

Here are few scenarios to illustrate what I mean:

  • If you're working with a healer who is able to alleviate your chronic and debilitating back pain, what is it worth to you to be able to move and bend and lift things that you may not have been able to do for years?
  • If you're working with a physical trainer who is not only taking you from couch to 5K, but it incorporating your diet and family, what's it worth to you to have a healthier family for life?
  • If you're working with a business consultant who is able to identify a missed or overlooked opportunity, what is it worth to you to have that business growth that you would have been searching for outside of your company?


My point is, value in service work is a relative thing.  But in business, it does need to be quantified so that you exchange the energy + currency of commitment...aka money.

Where does this number come from?

If you're pricing by the hour or even in a 'high-end' package, you're pricing based on your economic needs and market conditions.

Nothing about that has your client in mind.
Nothing about that line of thinking has the result of your client in mind.


Here are 3 steps to pricing your program so it feels authentic to you and you're proud to talk about it:


1) Knowing what problem you solve...

When you're absolutely clear on what problem you solve, then you absolutely know how to solve it.  Putting together a program, package or offering from this perspective is much easier than looking at your tool box and wondering how you can bundle things together to be marketable.

2) Knowing who you solve that problem for...

Now that you know what problem you are uniquely brilliant and gifted at solving, identifying who has this problem is the next step.  This will enable you to obviously market to them, but more importantly, speak the language of their pain and know before you go to market what urgency it is to them to have this solved.

3) Knowing what the price of pain is to them...

You know the problem you solve + for whom, which means you also know their sense of urgency and commitment to getting it solved.  The price of pain is the number that will move them by sheer force of paying it from where the are to where they want to be.  It's the number that is too big for them to fail at this.
I recently was having a conversation with coach who shared this life changing nugget o brilliance with me.  She was running a low end, low maintenance program that was generating a few thousand a month and shared with me why she just pulled the plug on it.   
She said she was creating a space for people who want-to-want-to have this problem solved.  They didn't really want to change anything.  They just wanted to play.  
She is results driven and this community would never achieve results because they weren't fully committed to this higher vision and version of themselves.  She knew that by keeping this community alive, she was giving them a permission slip to play it small and THAT was not ok with her!
The price of pain is the dollar amount that will be painful enough to the client that drives them unapologetically towards the result you can facilitate.  

It eliminates those who want-to-want-it, and speaks loudly and clearly to those who want it.

What is the number that will make their palms sweat, stomach turn, and lose sleep already obsessing over the work that you'll be doing together because they want a head start so they squeak every dime out of this program?!

THAT is the number that you charge.


Now it's YOUR TURN! 

The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in this #freemail article!

Till next time!

Liz :)

 ==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Friday, November 14, 2014

3 Powerful Scripts to help you use the word NO to fuel your growth

In the early stages of business, a new-entrepreneur can often be mistaken for a bobble-head.
 Bobbling yes to everything that comes their way.

That's going to get old real fast, and you're going to run the risk of running the race between seeing if you can burned out or go broke faster.

Not exactly the race you want to be competing in!The first and perhaps the most important thing that you can get masterful is using the word No - and meaning it!

Here are 3 Situations with easy-to-use scripts to help you say NO with confidence, grace and ease as you get started in your business.


1) Situation: Client wants you to 'do one more thing' that you've not agreed on in existing terms, but it will be 'real quick'.

The best thing about this scenario is that your work is so good your client thinks it will be real quick!  The problem is, real quick took 10-15 or even 20+ years to get there.  So real quick now, is not real cheap.

While you'd like to tell your client that, there is no need to 'put them in their place' or educate them. Rather, thank them for thinking of you for continuing to do work and then create firm and clearly defined boundaries to continue to uphold and maintain the integrity of the relationship.

Script: "Name, I'm more than happy to do this for you.  The terms of our present contract are up so I will write up a new contract with the terms for this scope of work.  I can have it to you (insert time frame).  Let me know when I can (expect deposit, or insert next step in your normal contract process), and I'll begin the work after that's completed.

2) Situation: Friend, colleague, networking partner wants to barter.

Oh the barter!  I must say I've been guilty of this up until as recent as this year.  But then I put myself as the student in one of the modules of the Money Mindset program and through the lens of my dominate money personality, I saw that the exchange of money as it relates to services is as important as the act of providing the service itself.

My school of thought on barters is that if you're going to exchange services in equal value, exchange money for equal value.  Even in you give the person a $20, and they hand it right back to you.  Money is the energy of commitment, and for so many people starting in business that are uncomfortable around money, stop putting yourself in situations to avoid it and start embracing it -in all ways, always!

Script: "I would be honored to (fill in blank with the services you provide).  I no longer barter, and presently am not in the market for your services.  If you're interested, I'm happy to take you on as a client and (fill in blank with your services again).  When can we jump on the phone (or insert next step in sales process.)?

3) Situation: Someone wants you to work on a project that doesn't align with you. 

This scenario can also apply to working with someone who you feel may be a wrong fit client.  This is the hardest one to get down because you're saying no to business.  And especially in the early days, this can seem like an absolutely foolish thing to do.  What I know to be true, is that if you take on a wrong fit client or project, there is no amount of money that will justify it's painful existence in your world.

Practice this in a mirror.  The situation will come your way, and you'll want to be prepared when it does!

Script: "Thank you so much for thinking of me to work on your xyz.  At this point, I will have to say no to this project as it doesn't align with the direction I'm growing in.  If you have projects, or know of projects that are more like abc, I'm happy to take a look at those!"

Notice what I've not done once above.  Not once did I apologize.  Standing firmly, powerfully, confidently and delivering 'No' with grace and ease means not apologizing for your stance.

I don't apologize when I'm standing there and someone bumps into me.

You don't do that either!

The other thing that I referenced in 2 scenarios is a process.  When you have processes in place in your business, you're less likely to put a client in a position of feeling left outside the system or being picked on etc.  And when your systems and processes are buttoned up tightly and have been tested a few times, you might have a client feeling like you designed the whole process just to make them feel extra special!

And that's kinda the whole goal in all of this!  :)

Now it's YOUR TURN! 
The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in today’s #freemail article!

Till next time!

Liz :)


==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Tuesday, November 4, 2014

3 questions to ask before you change anything in your business

I love this image because not only does it share the importance of being in good shape, but it gives you a great example of how the things we casually say greatly impact and affect our lives.  

Think about it.  If you're telling yourself you want to be skinny for summer, then you're only looking at quick-fix solutions.

Extreme diets, pills, massive amounts of exercise, etc.  All of these are quick fixes that ultimately are not sustainable in your life.   

But if you change those three words to fit for life, well now you start doing things that you can live with.

Cutting out junk food from your grocery trips, ordering better in restaurants, drinking more water, going for a walk after work etc.

Those are all small, manageable tweaks to your life that are sustainable.

That is where you start making some real impact and start realizing some pretty impressive results!

Same thing in business. 

If you're only focused on the short-term, "What can we do to increase traffic tomorrow?"  then you're still only looking for short-term, quick-fix solutions.  Nothing you implement will necessarily be sustainable, nor should it be. 

Think of your business as being fit for life.  

Long term thinking will add greater results to your business, ultimately through adding greater value for your customers.

Being fit-for-life is a long-term, sustainable solution.  

Here are some questions to ask yourself when considering changes to make sure you're thinking in terms of adding long-term value to your business:

1) Is this something my best customers would love?
If you're bringing something into your business because YOU love it, it doesn't necessarily mean your customers will love it.  And if they don't love it, you can be fairly certain they're not going to vive you money for it!


2) Will this help attract more people like my best customers?
I talk to so many business owners who 'want a new website', or want to start blogging, or want to get more involved in social media.

Those are all fine projects to take on.  But let me ask you this - will it help you attract more people like your best customer?

More traffic is not always a good thing - especially when they're the wrong clients.

Rather than blast through a loud speaker, blow through the dog-whistle that only your best customers will hear.

3) Will this help convert my good customers to my best customers?
If the thing you're doing is not going to add greater value to your current customers, don't do it!

Waaay back in my early days of retail training, I trained a sales team saying that "you always want to turn your customers into clients, but you never want to turn your clients into customers."


Notice how each question was consumer centric.   Adding value in your business, doesn't have much of anything to do with you or your bottom-line.  It does have everything to do with your customers experience.  Focus on them, and the result will be a better business for yourself!


Now it's YOUR TURN! 
The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in today’s #freemail article!

Till next time!

Liz :)


==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html