On a walk, by the pool, even at dinner…this kept happening

My husband and I were recently in Austin, Texas for a wedding. Great city and wonderful wedding! This is the time of of our lives when we find a lot of our peers’ children are getting married and it’s fantastic to travel and reconnect with long-time friends.

Some I saw in Austin I’ve known close to 35 years. It’s these times of happiness and love, and also times of sadness and loss that bring families and friends together.

People traveled from New York, Ohio, Maryland, Florida and many other destinations to celebrate young love and new beginnings.

I share often that there is no hard line between professional life and personal life and this weekend really brought that concept to light with crystal clarity. I was catching up with old friends, we were sharing stories about our families, and what we were up to in our lives and careers.

I was surprised to find out a bunch of people follow me on social media, watch my weekly videos, look for my insights on business strategy, sales, networking and fun.

On a morning walk, I learned a friend was not asking for their value in their consulting work and consistently undercharging. A small chat started from that.

By the pool, I met a friend of a friend who is all about women empowerment and started a non-profit for young women. Another wonderful discussion there.

A woman at my table at dinner shares mutual interests with me in helping women grow in their careers and businesses. Yet another great conversation.

I love learning and did a tour of the city and the hill country, where we were escorted by a wonderful tour guide from Austin Detour named Jason. He shared how the company was growing, setting yearly goals, the expansion plans and how as a musician he is creating his success in music and sharing the love of his city with others. I loved hearing his story.

I met new people and reconnected with others in almost every situation that weekend and we ended up talking business. Relationships began and relationships grew.

I ask you today to look at your old and new relationships, those based on friendships, based on business, based on mutual friends. They really are all one.

Are you embracing every relationship? Where are you finding new ones? How are you building on the ones you are finding?

Share with me on the SSC FB and LinkedIn pages!

Falling short when asking for your value?

IMG_6379Why do we too often fall short when asking for our value? What scares us so much? I speak to too many people who truly underestimate what they should be charging.

Does this sound like you?

Do you find yourself slashing prices because you’re afraid to charge what you deserve?

Have you signed a contract and instead of celebrating, felt defeated, because the work far exceeds the payoff?

I wish I could say this trend of undercharging is just with new business owners or entrepreneurs that lack experience, but that’s not true. In fact, I saw it last week with veterans in the field at a mastermind retreat with my coach in Washington D.C.

If you think I don’t practice what I preach, think again. I attend retreats and events as often as I can to continue learning and growing.

My coach gave us tons of homework in preparation and one of the things we had to do was look at our goals for next year and breakdown our price points on what we sell.

Many of us in the room were undervaluing ourselves. We spent a couple hours looking at our numbers and how to determine the right pricing.

Here is one major tip to asking for and earning your value:

  • The price you charge when you’re a service-based business is not based on YOU, rather on the results you get for your clients.

Example: When an attorney charges $1,000 to write a contract for you, protecting a client’s investment of $25,000, it makes total sense. That contract needs protected should anything go wrong. Sometimes a contract is used for many clients, so the value of the investment grows.

Example: If you’re a writer, designer, SEO specialist and your client celebrates a higher open rate, more clicks to their sales page and more opt-ins, more response from social media ads, etc. you have directly affected their bottom line. If your services helped them grow by 25% in one year, shouldn’t your value be recognized?

For the product-based businesses, there is more of a formula based on cost, overhead and markup on goods.

When a client invests in your business, they want value and quality. Figure out what that value is and put a dollar number on it that you deserve. Stay focused on the results your client attains from working with you. Identify and acknowledge the amount of time that goes into the transformation for your client. You know your numbers and your skills better than anyone, so don’t look at someone else’s pricing and compare yours.

Own your value.

I’ve invested heavily in marketing support for the results in growing SSC and these investments have paid off tremendously. Was it scary to do that? SURE. But when the results started coming in, I could sit back and smile, knowing I made the right choice.

I’ve also invested hundreds of thousands of dollars over the last eight plus years in coaches and speaker training and these investments have paid off, as well.

I look back and value the investments, even the large amounts, because the value I received enabled me to create the business I run today.

Now take a mirror and look back at yourself. Are you charging your worth and asking for your value in your pricing structure? Or, are you pulling numbers out of the air because you think it’s what someone can afford?

If you want support on making sure you ask for your value and charge what you’re worth, feel free to reach out to support@slatersuccesscoaching.com

Here’s my little secret…

If you know me, you probably think I’m an extrovert. I come across as Here’s my little secret... Ivy Slater Slater Success Coachingoutgoing and confident. At least I hope you think I am, I work really hard at it, so here is my little secret…I’m just as nervous/scared/anxious/ as you when I meet new people.

When I walk into a room full of strangers, I don’t find it particularly easy to strike up a conversation. Once I’m in a conversation, I’m fine, but I’ve never been a person that found mingling very natural.

I have friends that are super natural at this and I’m quite jealous!

They walk into a party or a networking event and just slide right into a circle of people, introducing themselves and fitting in.

I’m more awkward. I look for people that seem nervous, too, and tend to gravitate toward them. I’ve shared this tip with you before, there is always someone MORE nervous than you.

Find that person! My goal in this moment is to make them feel comfortable and welcome, this takes the emphasis off of me and I know I am there to help someone else.

I take all my anxiety and nervousness and put that energy into learning about the person I’m meeting. I listen a lot more than I talk and that has helped me find more clients and make more sales than any other marketing technique.

The conversation is bigger than the close.

I don’t go into a conversation thinking about a sale. I go into a conversation thinking about a conversation.

We are all humans. We all have things in common. Whether it’s our kids, a favorite TV show, music we love, an illness in our lives, our passion. There is always something to talk about. If a conversation turns to sales, GREAT. I can turn on that switch in an instant. But if you go into a conversation with that switch already on, you lose the genuine connection.

I’ve met hundreds of people that never turned into clients. But the conversations I had with them turned into much more. Some of them became mentors, friends, people who sent referrals my way, or even became members of my own team.

The conversation is bigger than the close.

The best way to grow your business is to have more conversations. Friendly conversations, conversations that make you think, conversations that make you happy/scared/excited. Have them and learn from them.

The conversation is bigger than the close.
If you want to have a conversation with me, get on my calendar. I want to learn about you and your business. I don’t want to sell you. If what I have to offer can help, we can talk about it. If not, it’s just one more conversation on our path to growth. Until next week!

Hamilton and Sales

Scripts belong on Broadway. Like the amazing script for Hamilton, which recently won 11 Tony Awards, including Best Musical! A must-see show!

Scripts belong on Broadway, not in sales.

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Why do you think a sales script can increase your sales? It seems so silly to me. Rehearsing words from a page? Saying the same thing to every client?

Do you want to know my secret sauce for sales?

I’ve been in some form of sales for over 20 years and sold over millions of dollars in business starting in my 20’s, all without ever using a script.

When I was in printing, I never even carried a portfolio. It seemed selfish of me to show off my work when I didn’t even know what they desired. It was my job to show up, find out what they needed, what their existing problems were and offer the solution.

Does this sound similar to the way you show up for sales calls?  Do you clear your mind, open your heart and LISTEN?

You have to listen.

Listen to the problem, the pain points, the challenges. Take the focus off of yourself and onto the client. Ask questions and help them figure out what they need to move forward successfully.

Very often, there is a message or a dialogue that sits under the words that are actually being said out loud. Listen to that “under” message.

This happened to me this past weekend when I was enjoying some girl time with my friend and my daughter and her friends. It looked like rain Saturday, so we made a plan to go to a late afternoon movie.

As we piled in the car, I heard talk in the back about “the sun shining,” and “do you have to see the first movie to understand this sequel.” I heard the “under” message. They weren’t too thrilled about this movie idea.

I listened. Are you listening? Listen to what is being said AND communicated.

Raise your level of awareness and it will increase your sales. A great salesperson is a great listener. Couldn’t be more true.

What did we do instead of going to the movie? We went strawberry picking!!

Are you ready to listen? Need some help? You can always email me at support@slatersuccesscoaching.com to schedule a strategy call. I’d love to chat!