How to find the true value of money.

This post is about how to make more money with your business you run. The independent professionals are undercharging for their services. That is what I experience. If you want to make more money then you need to charge the right amount for your service because you offer the true value through your service. There must be changes to be made because you have to charge the right amount for your service or you will be underpaid.

You can not consider your services as a commodity.

If you consider your service as a commodity. The clients will value the fees you charge and they will try to get the lowest rates as possible for your service. The clients will consider that your service is no different from others. You have to think about your service not as a commodity because offering a service not like selling gold, rice or gems. Clients are so curious to find a lower price elswhere that your service will have to suffer from consequences such as generating less profits.

If you are a coach, trainer, financial planner or a consultant your main focus must not be on your fees but about the actual results you offer to your clients.

Consider the results you produced for clients and did it make their life more easier or their businesses? 

This might mean that your clients generate huge profits by buying your service. Once you notice that your clients make money then value your service in the right way to generate money in comparison to your cient's business. 

Once your clients make money you should make money. This means that you are working for a client who depends on you. You must not victumize the client but make them aware that they need your service more than your competitors. Because your service offers the appropriate rate that suits the clients business.

You should also make the clients aware that your business brings rewards like big gains in confidence, a trustworthy relationship and fullfillment. That your service can offer a true change to the lives of your clients. It is not a commodity.


You should think about this in this manner:

If a prospect look for your service's offer to fullfil their need instead considering the fees then figure out what service you would give to help that prospect out to satisfy their need.  Let the clients be aware what the value of your service is for them.

Then charge the amount what your service is worth. There might be cases that your clients turn their back on you. Because of you give true value to satisy the clients need then they will work with you because you produce results. 

Many independent professionals are not making the clients aware that their service offers true value for the money and that their product produce results and satify the clients need.

The independent professionals do not go for offering and making the clients aware of the results and the how satisfying their service is. They find out what the budget is of the client and offer a package that suits their budget. 

It might be the case that not focusing on showing the ultimate results may end up that you have worked hard for short dough and end up making up fool out of your self. 

Be ready to get what you truly worth.

Alan Weiss, better known as the million dollar consultant, calls this "value pricing."

In the appropriate case you make the decision of what the value is and then charge for that value. ( Then offer your service.)

When you master this principle you can generate more money from your prospective clients that contact you to buy your service. 

You can talk and explore the value what your service is truely worth for the client. It would be great that you can make the deal what is good for the both parties. This means once again you need to make aware that the results you are producing are truly worth the money.

Once you have not done this in the past you need to realize that you were leaving money on the table focusing on the fees and not the results. If you show that you offer a service for a price that the client can not get elswhere then you are on the right path.

Original article source: EzineArticles.com

Quick Guide on Being Mentally Tough.

If you are mentally tough you can set chrystal clear expert objectives that gives you essential targets. Keeping these objectives in mind you can reach the targets. You can overcome these barriers and challenges and move forward towards victory.

Here are few tips to being mentally tough.

Do not be a casualty

How you view your self is essential. You must have the vision of your self in your head. If you picture your self steady as a winner. You are eventually going to get a hold of the winners mind state. If you see your self as a casualty. You will be come what you picture your self. So reject at all cost being a casualty. This is a decision that you make. Your choice to set apart from the losers will make you a winner and will overcome objectives. This way you can choose with type of people you are going to associate with. You will be seen as someone with self esteem and importance. People would not dare to underestimate you. So reject the loser mind state. 

Be nice to your self


Nobody is perfect. Everybody makes mistakes and come short on things that should be done right. This is a sign that we are human. Life is to live to the fullest and not to have worries. Be a constant forgiver to your the errors you commit and be nice to your self to pardon your weaknesses. Once it the time to get to know how to empower your self and then you are the one who support your self to become a winner. When you do not do the things to make forward moves then you would not have the capacity to be able to live the life you want. The things such as guilt will be keeping you down. Be nice to your self. Cut your self some slack. 

Try not to put your self in a lower position.


Life is like traveling to a certain destination. Not everybody has their own path to go through. Do not put your self in a lower position through compairing your self with others. Since you do not know where this journey might end then you need to be kind to your self. Putting your self in a minor position will keep you seeing the qualities and abilities what you have in your self. Vision your self being unique. Try not to compare your self with others. Compare your self with the person you were yesterday and think about what you have done better today. Try to get the best out of your self and you are only your objective.

Do not care about what others think about you.

Try not to deny your true self or the person you want to be. Although some people might think that you are crazy or any other thing because you are striving towards a higher goal. You own your own life. You are the one responsible for your acts not others and face this in the right way. If people try to hold you back from what you are striving to be then take distance from those people. You are the ruler of your destiny. What people think about you must not count. It is what you make out of your life and what you think about your self. That is what matters.


Take distance from the 'don't'


The words you use has a great impact in your attitude and behaviour. Take distance from "Don't" from your dictonary. Also  take distance from the negatives and focus more on the positives. For example you should not to use words like "Don't lose,", you should use words like "Let's win." And rather use words "Be courageous" and do not use the words "Don't be afraid."

Original article source: EzineArticles.com

7 laws of getting the right customers.

If you wonder what the perfect method is getting the targeted amount of clients to generate the desired amount of money then setting up goals for the future is the best method. 

But it is not depending on any marketing strategies or techniques. It is important but they are constantly changing targets. It is not depending on any  marketing game plan.

The essential question is what really matters when it comes to getting the right customers regardless of what tactics or strategies you use. You might or not speak and network or have a website or make use of the social media.

When you use these methods you need to keep in your head that you apply these laws or your marketing will fail.

These are the seven laws to attract the ideal clients to generate more profits.

I want to state that marketing a professional service business is not the same as marketing a product or a company.

When it comes to marketing a product or a company is the focus on branding and differentiation. 
If you are going to market a professional service business, you need to focus truly on communicating your value proposition.

Law 1: You must have gained previous skills and maintain skills to do what you do best.
You need to be an expert in what you do to stand out. If you got to do what you do best is to maintain the skill level and keep putting in work until you want to be where you want.

This is not by accident. If you learn to implement the other laws of marketing much better and perform above average then you got the chance to succeed.
To be good at what you do you need to work hard. Keep on learning and dedicate to succeed with your business and offering the best to your clients. Nothing else can come in the first place than business and clients.

Law 2: Do not make a boring impression:

If you might know the great advertising executive, David Ogilvy stated once "What I think to turn people into my advantage in marketing and advertising is that I can not bore someone to get into business with you."

And what can make an interesrting impression and not being boring? Does this mean all the needed excitement, fancy graphics, razzle-dazzle or mind boggeling presentations?

This means completely focusing on the clients and communicating clearly about  what the value of the business service is. And what benefits they get when they work with you. That is a simple fact.

Law 3: Maintain a balance of  logic and of course emotion in your marketing communication.

This also regards to law 2 and is about how you get to communicate the value of what you got to offer to your customers. Throughout any communication method or every communication medium.

So, let me explain this: If you know how to maintain a sense of logic and balance emotion in your marketing work, then many people will get to know about your service and will be interested working with you.

Let's be logical and write this sentence in the logical way. "If you act in the X way you will get Y." Beware that the content is emotional because it gives the impression that it will give you something. Logical communication must be with emotion if not, it falls flat.

Law 4: Be clear to your ideal clients.

To say this in other words you need to get your self and your message out there. This might sound like a simple theory, but this can be a harsh part of marketing your self. 

When you have enough time, energy and money to invest in your marketing efforts. Then you can get the best out of this. Here below I will give you the most effective marketing strategies for professional service businesses. 

Writing ( This can be articles, ebooks, web content to even books). Networking (live and virtual) to build solid connections and relationships. Speaking (from keynotes to webinars). This way you can brand your self as an expert.

Law 5: You must have the skills to communicate like a human being.

This is a known issue. That nobody likes "being marketed to.". This is also a known fact that people have a need and they like to solve their problem by speaking with a professional who sell them the product or service that satisfy their need.

Understanding begins with asking the prospects the right questions. What their needs, targets and challenges are? When you truly get to know what they need you can offer your service.

And when it the time to explain the benefits of your service, remember Law 2 and Law 3. Do not try to explain too much about what you do than the value you have to offer with your service when the clients work with you. 

Law 6: Be ready to tell a story

Story you have to tell should spread through. A good told story can add value to your service and the clients will understand this. Stories speak direct to the emotional mind and bypass the conceptual mind.
A good told story has three essential parts: 1. The true situation of the client, 2. What you undertook to help them out, 3. The benefits the clients got working with you. 

Do not be shy about building a reliable repertoire of good stories when you are speaking to prospects. Talk and show presentations and write articles.

Law 7: Make sure that you believe that you make a difference

I am for sure that money was not the only issue that you set up a business. Because you wanted to help people out you took the route to become a self-employed professional.

As you might know generating  more profits with a business can be challenging. Attracting clients who are willing to work and willing to pay you for your efforts takes consistent application of all these above mentioned laws.

Original article source: EzineArticles.com

7 steps to make your brand get more recognition.

It is essential to make your brand get more recognition than other brands.  You want your brand to have individual and one of a kind quality that separate you from other brands. This means that your customers know what you have put out is of the quality what they pay for.

1. Make sure your brand match.

If you are on facebook make sure that your brand match. This must be the case whether your are online or offline, on LinkedIn, on Facebook, or publishing an article or you publish an e-book. Your branding must be the same no matter what or where you are.  The fonts, colors, feeling and the thoughts about your brand must match when it comes to the thoughts what your audience have about your brand.

2. Become active on social media.

The more attention your brand get on the social media when you share content about your brand more people will engage with your brand. Everytime you share content about your brand or get comments is a chance to show that your brand is not same as other brands.

3. Understand your market.

It might sound weird to focus your attention on your market when branding your self. But the view of your audience about your brand is important. Publishing content about your brand, executing activities and reacting to people in the way your market wants you to, needs you to, and expects you to, is important to show that you market a one of a kind brand.

4. Be familiar about how you solve problems.

There is a problem what your market has. There is a demand for a product that means when you know your market and get familiar with their problem what they have. You can easily solve this problem offering the right product or service. You also know how to solve their problem. You can offer a product or service what the market is demanding.

5. Use the proper language.

Regarding to the voice of the brand you should use the matching language. This should be the language what your audience use as well. If they use certain keywords to find your service or product than optimize your online and offline content for these keywords. Use it in the proper manner. The only way is to use the proper language is to get to know in what way your audience communicate. 

6. Give the proper attention to your voice.

Your product brand should speak a one of a kind language. That voice should speak in the way you like to speak. Pay close attention to that voice. Make sure you get the message through to your market what you try to say with your product and why people should buy your product or service instead of other brands.

7. Speak a consistent message.

Be consistent in every message you send out. If you might contradict your self then explain with a good reason why you did this. For example if your brand has changed the logo than explain why you did that. It might be to attract new market with eye for a new thing. The prospects might get confused.

Original article source: EzineArticles.com

How to make appointments that stick.

It is a major let down to make an appointment with a reputable sales rep and when you trying to connect this person through the phone and you hear a voicemail when it is the time to meet this person.

There are even worse situations such as having to connect with them and never come to the moment that they answer your call when it is the time to meet them.

It is important to make solid appointments to connect with prospects and sales reps because it can save you lot of your valuable time. These 5 steps will help you to get there.

Step 1: Just sending a request to meet is not enough and do not expect to sales rep or the prospect to show up. That is a way too passive manner. What needs to be done is to test if these people are well engaged and also if they are well coopertive. 

You can test them saying, "Let's take a look at our schedules rights now to check out what date and time it the best, are you front of our calender right now?"

This can be an important moment. You need to get the prospect to execute a task. ( That is get this prospect to open their calender) and while you can discuss a date and time. Give them the instruction to put in their calender. And wait till they do this.

Okay, sure, Tell them that you will send them a meeting request well. Maybe they might give you the same reaction first. Wait until they are saying this. When they try to dust you with a "Please send me a meeting request" and you might know that they did not took the time to open their calender. That is a major let down.

Step 2: While you are still on the phone send them a request for a meeting. You can tell them that you will send them a meeting request, that you will do it right now. Then instruct the prospect to open their e-mail and to accept the e-mail for a meeting request while you are still on the phone with them.

This is another way to test the prospects if they work with you. If they hesitate to do this then you will know that you got 50/50 chance that they will come to the meeting.

There is no chance that all the propspects will do this. I give the direction many people to do it. It can be sort of a "pre-qualifier" for the meeting.

Step 3: After you pick a date and time for the appointment, and you are still on the phone with the propect, request them if they to reach back to you if something might come up through the e-mail or the phone. 

It might sound kind of a let down to the prospect to let them know this. They already know this. If something comes up they can cancel.

Here is the best way to say it:

"(First name), That you got propspects confirmation for date and the time and that the prospect is in your calender. Ask the them if you are in theirs.

There might be some situations that something come up for both of you. That is the sales person and the prospect. Deal with this situation by making agreements that if something comes up that you send an e-mail or pick up the phone to contact each other. Respect each others time and the effort you have to put in to show up for a meeting.

"Thank you, If I do not hear from you. Then I will be looking forward to meet with you"Confirm the date and the time. And ask for what the direct phone number is that you can reach the prospect. 

Step 4: Do a follow up with an e-mail stating the same thing as the above mentioned script.

Make sure that you do this soon as possible after hanging up the phone...

Step 5: Make sure that you call and confirm the appointment the day before the meeting. 

It is unbelievable that so many do not do that, but when you do. Some things can happen.

A) They might not be available at the moment, so leave a voicemail remembering them about the appointment to meet the next day and how you look forward to it.

B) They will come to the phone and you can make the sales call one day earlier.

C) They might tell you that they are not interested at the moment. You can give your best shot overcoming the objectives and pitch.

It is wise not to underestimate this eassential step. There are less amount of sales professionals do this. It is quite nice effect to pitch one day earlier.

There is only the first 5 seconds to make a good impression.

I can remember that experts use to say that when it came to selling over the phone you had about 2 to 3 minutes to make a good impression.

As the Internet won terrain and e-mail lost it's soft glow, the experts said that you had the first couple of minutes to grab someone's attention when you pitch a product to be sold.

Sending text messages became the new hype and the personal communication became this new mode. That the first couple of minutes to making a good impression became about 30 seconds.

Right now the hype of text messaging is not that of a new mode. Nowadays you have 5 seconds to make an impression because there are plenty of others that can call you to pitch another product. You can experience the emotions what they have in their voice. The customers do not need to pick up the phone to hear you pitch them a product. They are easily irritated. Sales calls can be a pain in the ass for the customers. Some people show their anger and some can become aggressive. 

There are some situations people react pleasantly towards salesmen. Some people do not have any problem with salesmen calling to sell them a product or a service.

The success factor of making a good impression is what your reaction is to the tone of the customers' voice-and the final emotions in the first 5 seconds. 

Do not do this:

The well known mistake is that sales persons make is not acknowledging is that a customer is not in a good mood. They are also annoyed that you know that they are in a bad mood. You as a sales person can hear in your prospects voice that they are irritated but you have no other option than carrying on with your sales pitch. 

This is not a good option and never can be a successful sales pitch.

Worse situation is when a prospect is in a proper mood and have no problem to connect with you then you have the moment to live for and make a good impression. In a certain case when sales reps can not wait to pitch and do not care about the prospects mood. Then this can be not a successful sales pitch.

Try to avoid these types of situations. If you pitch to people in bad moods you are missing a real big time opportunity. This means that the prospect feels left out.

Consider these things to do:

Take the advantage to react to what the prospects have to say. Give him the ears they deserve. There is a saying in football says an offense should be always "take what the defense gives you." In sales it should be "Do not ignore what the prospect gives you, take it."

So, once you remark that they are annoyed or in a bad mood then try to react to that in this manner:

"If you are busy at the moment, I'll keep it short....

Once you got to know that some prospects are willing to talk to you, for example, they ask how you are doing? When they response to your question, for example when you asked how the prospect is doing. Always take time to have a moment to build a first impression before pitching the client. React in this way:

"Thanks for asking, I really got to tell you that I am having a great day today. By the way, and how is the weather at the moment where you reside?

By taking these steps you will make the connection to lay the foundation to for a successful conversation. 

So, how do you leave a good impression behind in 5 seconds or less?

Listen close which way the prospect repond to your call and take action by creating a good atmosphere to have a successful sales call

Original article source: EzineArticles.com

Work harder to get luckier.

I read this story that the writer of a business article was working with a sales manager who managed  team of 20 of indoor sales reps. They have a direct report manager who manages half of that team. The writer asked what they were selling and what their products are.

He answered that he was number one.

" If you take a close shot at your team members right now, how many team members do not reach their targets? Can you explain why you are the number one and what others do not do to reach their targets?"

"That be a simple answer he answered. I had the urge to succeed. So I worked at my desk steady. The desire was not to write down or say in words. "It was immense" he said.

"And what seems to be the main objective that you are facing right now?" The writer asked him.

The manager answered: "The team members who are not performing well do not spend enough time making calls. They are too busy with other things. They do not go hunting for sales and they do not contact enough prospects or do not follow up with clients". 

The manager stated: They should pick up the phone and dial phone numbers to make sales and collect commissions. Then they would prosper," He came to the conclusion.

This is a fact. There are sales persons working their behind off and those are the top sales persons who make the most calls and get lot more commsissions than those who make less calls. The team members who are performing well do not need any directions that they need to get on the phone to make calls. 

Those who perform well do not any need advice that they need to take a break so that they do not burn out. ( And if you are a manager then you will know what I am talking about).

I am not going make any friends with this statement, but sales is a well known as a number game. With the coming of social media and artificial intelligence and so on, we came to a stage more than just "calling for dollars".  Social media and artificial intelligence should make us even more successful with sales.

If you just pick up the phone and dial....

Here are some quotes, me as a top salesman. I used to chant:

"If you got the urge to make the most calls that other salesmen do not do then actually making the calls in the office. Then no way you can go wrong. Once you make this a habit you will experience a pleasant feeling what other sales reps who underperform will not know.

Things like: Working from a tropical destination. Taking your family to the best vacations spots on this planet. A reliable retirement plan and a piled up savings account that makes you sleep well and driving some of the hottest cars that neighbourhood is ever seen. 

"Generating sales through calling prospects is the only way to live a lifestyle of no worries about finances. If you need something like a new bike then you will have to make money through calling the prospects and getting that commssion to pay that bike".

"The problem solver is the sales. 

"Making more calls can increase the luck and this means that there will be more buyers.

"Whenever I have doubts if I should call a client or prospect. This means that I should pick up the phone right now and call them...."

"Prospecting a client is a piece of cake once I give it my best shot. I am ready for set backs and objectives. The change is not coming. I am used t this.

"The only way to no worries and not being broke is making more calls and sales."

"Riding on the bus sucks." A Tribe called Quest ( Still one of my favorite bands.)

"Some will buy, some don't, who is next?

"If anyone can become a top sales person then I am able to do it too with the proper effort"

It is for sure that more people you speak to on the phone more people will buy who you connect with. More effort you put in more conversions. If you are able to make 10 more calls today then yesterday. This will become a powerful tool to convert prospects.

10 more phone calls a day= 50 more in a week=210 calls per month (4.2 weeks avarage in a period of one month), = 2,520 more in a one year! That is just what some sales persons will make in a single year. 

Just get this through your head by thinking how much more sales and commission you will make if you did that. What does these numbers tell you?

And double that and triple it then.

So do you have the urge to double or triple your sales and commissions this year? 

The conclusion is: How harder you work more luckier you will be. The question is: How eager are you to earn more this year?

Original article source: EzineArticles.com