The Biggest Mistake Business Owners Make When Introducing Their Services

Hi, this is Chala Dincoy from Coachtactics.com your no-nonsense marketing coach who gives your small business a booster shot in the arm. In this video I’m going to tell you about the biggest mistake of business owners when introducing themselves and solve the mystery of how exactly you should be talking about what you do so that people end up asking for your business card after they meet you.

Every week, I’m at crowded networking events where people are given the proverbial 2 minutes of self-introduction air time. Most people cringe when this happens because they just aren’t sure what will get people interested in what they do and what they can say to raise eyebrows in pleasant surprise.

Here’s what I recommend that you do. The biggest mistake is talking about your company or your products. Instead, YOU NEED TO walk into a meeting or an event knowing what the number one problem of the group is. For example, if it’s a small business network group, their main challenge will be getting more clients. If it’s a group of mining executives, it will be the erosion (pardon the pun) of their profits in the last 2 years.

So know the specific major pain point of the people you’ll be talking to. THEN, make sure that your introduction talks about their pain and what your solution to that pain is. For example, an introduction we crafted for a client who targets multinational IT companies and sells them language tutoring services introduces herself this way: I help multinational IT companies who suffer from a loss of productivity due to language barriers between headquarters and their regions. We help them communicate better and adapt quicker to cultural differences between them which skyrockets their productivity in record time.

So if you can also stop talking about yourself, your address or your next big project when you meet potential clients and instead start to talk about their pain and their industry challenges, you will have them fall in love with you at Hello. So now that you know what to say to people, you need to know where to hang out to find them.

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk

Still Bragging About Yesterday? Then You Haven’t Done Much Today

pinball
Pinballl Clemons

I met and fell in love with a man called Pinball Clemons last week. Not to worry, my husband was already in love with him. I, on the other hand had never met him.

CFL Hall of Famer,
Vice Chair of the Toronto Argonauts, Michael Clemons was a name I’d often heard in the community but due to my armchair sports allergy, I’d never personally been acquainted with.

Well, did he ever blow me away when I saw him speak for the first time last week. He had some doozy quotes that I LOVED and resonated so much with. Here are a few of them.

The first zinger was:

“Excuses are like belly buttons, everyone’s got one and none of them are good for anything”

I laughed out loud at that one. I want so badly to say this so many times during so many conversations I have with business women I’m networking with. (Not clients though, with them I tell them how it is and I call them on their excuses. Most times they love me for it, other times I piss them off.)

You know who doesn’t have excuses? Successful people, that’s who. They take responsibility and change their lives if something isn’t working. Victims blame everything and everyone except themselves for their circumstances and wait to be rescued by the miraculous change in the ‘excuse’ condition that’s responsible for their situation.

“If what you’ve done yesterday still sounds good today, then you haven’t done much today”

I loved this one so much that I made it the title of this post. I found that I was doing this a lot. I kept talking about how I tripled my revenue last year. What about this year? I’m happy to say that I’m 132% ahead of year to date same time last year right now. However, I have to double that if I want to reach my true goal. So as Janet Jackson would say ‘what have you done for me lately?’

“If a paralyzed 15 year old can golf, you as an entrepreneur can’t be afraid to take risks”

Pinball cried when he told the story of his true hero, a teenager who became paralyzed from the neck down, who was unable to move or speak and could only communicate through an interpreter who read his blinks. He talked about how if this little boy could still have the spirit to get up each and every day and live his very difficult life in joy, going as far as golfing while strapped to a lever and having his dad’s help for his swing, then we as entrepreneurs didn’t have the right to be afraid of discomfort.

I really loved the lessons contained in these golden nuggets that fell from Pinball’s lips and I live by them. Who is inspiring you today?

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk

 

 

 

 

Is Comfort The #1 Enemy Of Your Success?

uncomfortableLast night, I watched the amazing Ewomen network founder Sandra Yancey speak at our chapter event and when she said that ‘comfort is the #1 enemy of success’, it was as if a shot was fired off in my head. It resounded so much with what I’m feeling all the time as an entrepreneur that it felt wonderful to hear her validate that I’m normal and that it’s actually good to be me.

Sandra had a lot of doozies last night. She is after all a millionaire and a visionary. Having built a business network for entrepreneurial women because 14 years ago in Dallas, where she lived, she couldn’t find anything that wasn’t a social club for women or an old boys’ club for..well old boys, she’s pioneered the networking industry. Since I was also privileged to sit with her at a private session earlier, I’ll share her pearls with you:

Give Everything Away Free, Holding Nothing Back

Her philosophy is actually pretty similar to mine. If you give give give, you will get get get. No exceptions, no fears and no limits.

When Your Past Calls, Hang Up

That cracked up a lot of people. I’m not really hung up on my past but oh those pesky patterns and conditionings that follow me from when I was a baby sure are hard to shake. Constant vigilance and mentorship to help keep me from sliding back are the way I hang up. How do you?

Your Biggest Success Lies On The Other Side Of Fear

I LOVED this one. I’ve dramatically changed my business over the past year. I’ve spent my brains out on investing in my own growth and in my own marketing. Do you think I’m not scared? That’s why I’m uncomfortable dammit! Ask yourself if YOU are uncomfortable right now. Your ability to step away from your comfort zone in almost every aspect of your business will be directly proportional to your growth. I’ve lived this truth and still see its results.

Quit Your Negative Circle

You know those people who are complainers and blamers and constantly want to drag you down and drain your energy? Sandra says to dump them with love. Harder to do if they’re your family (and luckily my family’s my biggest fan and support base but I can see how hard it would be to ditch your fam).. Here’s an example Sandra gave of how you can do the said dumping “Do you notice we keep talking about the same things and that they’re not really adding anything positive to us? Well, instead how about we keep each other accountable and not do that?” Then if they still won’t get the message after 3 tries, they’re out.

I’m still on a buzz from the high that was this inspirational night. If my buzz inspired your buzz, we can vibrate together. Eww not like that!

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk

Stop Hiding Behind False Ethics Because You’re Uncomfortable

hidingI spent a day with the Sales Master James MacNeil this weekend and what he said resounded so well with my own thoughts that I can’t stop quoting him to my clients.

Here’s the story:

James was training bank tellers who were on the verge of quitting. These people resented being turned into sales reps by their bank who was rolling out giant and uncomfortable selling initiatives for their front line staff. Prior to the training, James was told he could not change the tellers’ minds about selling. He disagreed and challenged them to a test.

Selling versus Serving

The reason why the tellers were up in arms in the first place was because they considered themselves people who were interested in Serving as opposed to being like people in the Sales Department who were interested in Taking. This delineation in their mind was sorely challenged when they admitted to James that almost with every client, they noticed when funds were being mishandled. Time after time, instances would come up where the tellers could have stepped in to introduce a product or a service to help but didn’t because–are you ready?–they weren’t in SALES.

I’m Not Sales-y

When the mere word of Sales conjures pictures of the devil in your mind and equates to taking something away from people rather than helping them, you will naturally refuse to sell. It’s that simple. What James said to the tellers at that point was very powerful. He said: Stop hiding behind the false ethic that Selling is Bad, simply because you’re uncomfortable with it and don’t know how to do it. Strangely enough, when put this way, they admitted that that’s exactly what they had been doing. Refusing to Serve because of their own fears and prejudices. There are so many business owners I meet who are in the same situation.

Hiding

When you hide behind ethic, nobody can win an argument with you. But when you hide behind THIS ethic- that sales is bad, not only do you lose but those you could’ve helped also lose.

Life Is A Pot Luck

Famed author and speaker T. Harv Eker tells us that life is a potluck and that we each brought something to this world when we were born. Some of us brought math gifts, others brought music, others brought teaching and so on. Whatever you were brought on this earth for, is being wasted since you are hiding behind false ethics around selling.

Integrity In Selling

I loved James’ definition of Ethical Selling: It’s helping others make informed decisions in their own best interest. What are you doing to inform those you can help? And if you are hiding, what will it take for you to stop doing so to bring more of your gift to the world?

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk

Saint Yourself Scratching Others’ Backs

Almost every small business I meet gets most of their clients from referrals. However, almost all of them agree that they’re not getting enough clients.

Well, I’m here to help speed up your lead pipeline. There are 5 ways that I get referrals that I think you might find useful.

The first way to get a referral is through your existing clients. They think you’re the cat’s meow because hellooooooooo-they’re already working with you! Your clients’ success is a cause for celebration and what better way to celebrate than to suggest they tell others about how well they’re doing?

The second way to get referrals is to niche properly. In other words, when people actually understand and are able to remember exactly who you help and what you help them do, you will get more referrals.

The third way to get referrals is to send a thousand thank yous. When you do get referrals, recognize them in some significant way. Nobody HAS to refer you or remember your name or even take the trouble of forwarding your information to anyone. They do so because they believe you can help their friend. Don’t take it for granted.

The fourth way to get referrals is to Do Onto Others. This is a version of ‘you scratch my back and –well you get the idea…’ in reverse. You MAKE it your business to help those who have connections to your ideal clients and everybody wins. Remember never to expect anything in return and almost Saint yourself referring your heart off to everyone else. I guarantee you will get more referrals if you give more referrals.

The fifth and last way I get referrals is to actually have a cross referral program which tells ideal joint venture partners up front that I can actually provide them with a gift for thinking of me to refer to first. The last bit of advice about referrals is about follow-up. If you aren’t following up your referrals properly, you’re missing an obvious opportunity but you’re also letting down your referring partner. So pull up your follow-up socks and don’t forget to wine, dine and drop a line to your referrals.

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk