Business Development: Sales & Marketing

Ok we probably all know what it’s like to go through periods of growth where cash is tight and we just need those extra clients right now to fund the expansion or just to fill in the gaps caused by a lull in sales.

Business growth is often more about consistent cashflow than it is about the overall income. When the cash dries up then things stand still.

Do you love what you do but crumble when it comes to selling yourself? Asking for a good bunch of money for your valuable services and promoting in adequate terms the amazing work you do?

I hear it so often from clients – I used to be so good at sales while I was employed but it’s all different now that I am selling myself. I just can’t ask for what I really want, I don’t know how to sell myself, somehow it’s awkward to ask for money for what I do.

I know, I’ve been there. Because we sell the invisible its far less easy to put a price tag on what we do. And on top of that, while we totally believe in our work, it comes so easily to us that it’s easy to fall into the old employee mindset trap and think that because it’s easy it mustn’t be worth a lot.

Were you also brought up to not blow your own horn and to never exaggerate what it is you do?

While obviously we never want to lie or mislead anyone with our statements about the results people can get from our work, it is essential that we are disclosing the full potential our service has and help our clients make an informed decision about whether to hire us or not.

And here is the real mindset shift that you must make as you leave behind the old employee way of thinking and fully embrace your entrepreneurial spirit:

Are you better off having a strong vision and not so strong implementation, or a weaker vision and phenomenal implementation?  For business owners this question can mean the difference between success and failure.  Here’s a small case study that demonstrates exactly what the risks are…

Have you ever thought of running a Telesummit yourself in order to attract more clients?

There are many reasons why it’s a great idea. It’s such a good way to attract a lot of new subscribers very quickly. You are being exposed to a whole new audience, your expert status grows by association with the high calibre of speakers you have lined up and you are creating a lot of good will by giving incredible value to your community.  It’s also a lot of fun and creates a huge buzz to when having such an intense week of events.