Know Your P’s

I was talking to a client just the other day who had over 6 figures out in proposals, yet wasn’t clear on where everyone was in the sales pipeline. She was worried about current cash flow in the business, because so much money was tied up in her proposals.

This is a great lesson for making sure you are identifying where each potential client is in the pipeline and taking steps to close them.

Proposals are great. Closed business is better.

  1. Don’t send a proposal blind, via email. Schedule a call or an in person meeting to review the proposal. By setting up a follow-up automatically, you’ve already made a huge step in closing the sale. You can answer questions and eliminate worry on the other end by talking it through right away.
  2. Get on the phone and find out where a prospect is in their decision making. Is it a yes, a no or a not right now. They will be happy you called. We are all busy and someone not returning your call is not a sign that they aren’t interested, it’s just a sign that they have a great business and they are busy closing their own sales. Calling shows you are being of service. Emails get lost and are impersonal.

My client contacted many of her outstanding prospects and the results were fantastic. They were happy that she took the time to touch base, because they really needed to talk to her.

I know picking up the phone seems scary at times. We feel like we are bothering someone or surprising them. That is not the case at all. Filtering through dozens of back and forth emails is a lot more bothersome than spending 30 minutes on a call. Plus, tone over email can be taken in different ways, whereas a phone call is direct and clear communication.

And that communication is key in booking business. Even though email is a necessity in this day and age, using the old fashioned phone is a real differentiator. You will see a direct effect on your sales, when you start dialing, instead of typing.

Work your pipeline consistently to create a full load of clients and a consistent cash flow. Find a few moments out of every day to reach out, say help, connect, stay top of mind.

If you want to talk your P’s, reach out to me at support@slatersuccesscoaching.com.

Can you answer these questions?

I have to get that marketing strategy completed.

I have to go to that networking event in the city.

I have to call that client back about their invoice.

I have to post more on social media.

I have to…

STOP AND ASK MYSELF TWO QUESTIONS!

What? & Why?

Last week, I hosted a BSR and spent two fantastic days with business owners at all levels and stages of their careers.

Everyone felt really stuck in the work and what needed to get done. So we turned off that part of our brains for a moment and we talked about what is important to them and why it’s important. Two really simple questions.

I talked about buying a timeshare. Was I really buying a timeshare or was I buying a ski holiday with my family? You know the answer.

We buy ‘things’ but we actually buy time, experiences, happiness. My adult children love to ski with us, it’s something we really enjoy as a family and a trip we always plan.

In business, we work for ‘money’ but that’s not what we want. Money is just the energy of what we really want in our lives, what is important to us and in today’s currency model it is how we achieve it or purchase it.

What do you want and why do you want it?

I encourage you to create a list to make it really top of mind.

If you want to share your list with the SSC Community, please do so on the SSC Facebook page. And let’s support one another as we share. If you want to reach out and talk because your what and your why are not clear, I’m here. Schedule a chat right now.

Relationships & Abundance, a Win, Win

“What is called Genius is the Abundance of Life & Health”

– Henry David Thoreau

A fitting quote for how I’m feeling today. I was recently asked to join a girlfriend at a workshop with Rick Jarow, author of Creating the Work You Love, and I thought it would be a wonderful girl’s day out, which it was! It was also one of those experiences that made a huge impact on me personally.

What I found to be incredible was the talk about relationships.

Yes! Relationships was one of Rick’s core foundations in Abundance.

How relevant that is to SSC right now!

If you’ve been reading my emails, my newsletters, following me on social media, you’ve seen I’ve been writing about and sharing a lot of videos, even presenting an entire webinar, on Relationships! By the way, if you missed that webinar, you can still access the recording until midnight Wednesday, March 8th.

He talked about the alignment of relationship and community, a core value of mine, and a founding principle in Slater Success. He went on to say “I am nothing without relationships” and I couldn’t agree more.

We spend so much of our time on various devices, computers, phones, iPads, and we must not lose the value of relationships, actually talking to someone on the phone, or meeting for lunch.

Right before I sat down to write this newsletter, I had a fabulous phone call with someone I was connected to recently.

He came on the phone and said “Thanks for connecting. We have already hired marketing consultants, company culture consultants, etc., and we have more sales than we know what to do with and I need to go put out some fires.”

I told him I did not want to sell him anything and we continued to chat about the fires and problems in his organization.

We really got to know one another and started developing a relationship that I believe will last a long time. Will we eventually do business together? I would venture a guess and say yes.

Do you enjoy the process of building relationships?
Are you patient with the business development that will sustain a long-standing business?

I want to share Rick’s other points of Abundance:

Gratitude, Relationships, Compassion, Pure Awareness, Heroic Action and Peace.

I find joy in the inner work I do and I always see the results in my business by working the outer actions I take to grow, with the inner work I do to grow.

As always, if you want to reach out, I’m here. Just email me at support@slatersuccesscoaching.com

Can we stop doing this?

When I was very young, I had that typical girl mentality…

I don’t like her because:

~She’s prettier than me.

~She’s a better dancer.

~The guy I like likes her more.

~She’s smarter than me.

It wasn’t until I was a little older that I realized the power we have as women when we are supportive of one another.

I don’t know why everything has to be a competition between women. We all have special skills and attributes that no one else can match and we need to stop breaking each other down, and instead start lifting each other up.

I work primarily with women and a few special men in my coaching business and I could not be prouder when they come to me with fantastic news. I genuinely want to see them excel. I want to help them reach their wildest dreams. I want them to make a great income and live an even greater life.

When we support each other, we are truly unstoppable. You’ve heard the phrase “it takes a village to raise a child.” And isn’t that the truth? I loved when my kids were in school and I was attending parent meetings and we were planning events and leaning on one another to take on projects or just chit chatting about the crazy journey of parenthood. We needed each other to get through some of those long and busy days.

I think it takes a village to run and grow a business, too. We need each other. If we stopped the competition, the pettiness, the need to be the best and instead focused on friendship, support and love, this world would be one fantastic place.

There will always be someone prettier, smarter, faster, more creative, but they won’t be YOU. You have all you need and if you partner up with the ladies who have different skills than you and you put those skills to work together, you are going to grow and thrive and be super successful.

I have been fortunate to have mentors, coaches, and friends support me in this journey in building Slater Success Coaching and they have made the difference in my success. In helping me see what is at times right in front of me, yet invisible to my eyes and support me in taking actions that are out of my comfort zone. They stand for me, and with me, in good times and in the more difficult times.

Tell me about one of your favorite women friendships in business and how you worked together to make something amazing happen. Share with me on the SSC Facebook and LinkedIn page.

Get SMART this quarter…

I hope you took some time off this holiday weekend to relax and unwind. I spent the weekend hosting a IMG_6040 2family reunion and it was fantastic.

You set goals in January. How do they look right now? Did you make adjustments to get those goals accomplished? Or are you still struggling? Be SMART this fourth quarter.

S if for Specific. Being specific in your goals is a key component in achieving them. Don’t say  “I want to make a lot of money.” Say, “I want three more clients, this quarter, that net me $5,000 a month in income.” It’s a lot easier to create action around a goal if it’s extremely specific. Vague goals equal confusion and lack of motivation.

M is for Measureable. “If I get three more clients to net me an additional $5,000 a month in income, I can pay off my debt in 2 years.” Make sure the goal is getting you to a place you want to be, like debt-free or paying for your child’s tuition and that you can track the goal.

A is for Achievable. “I can get three more clients to net me $5,000 a month, because I have three speaking engagements, two launches and an affiliate list building opportunity this quarter.” If you set yourself up with plans to actually achieve the goal, you create a roadmap to getting there. Where are you showing up? Where are you speaking? What’s the funnel to success?

R is for Realistic. “I can handle these additional clients, because I have a team in place to support me and I want the growth.” Make sure the goal you are setting is realistic and one that you genuinely want. If you can’t handle additional workload, due to stress and time, getting support should be the goal, before getting more clients.

T is for Timeframe. “Marketing deadlines are in place, team is ready to help, action plans are in process.” Set the timeframe for the fourth quarter and make everything happen by calendaring it out.

I’m currently looking at my revenue goals and working with my team to create a strategy and plan for the rest of the year. We have a call every week to go over marketing, content, networking, speaking, etc. We are always talking ACTION. What has to happen next?
If you need help, or just want to talk, please 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!

I’ll admit it…

I’ll admit it.IMG_4136

I do it all the time.

I can’t help it.

I have a feeling you do, too.

What is it?

I make purchases based on emotions.

There, I said it. I’m not afraid to admit that when I open my door to a girl scout with a box of cookies and I’m a.) hungry and b.) impressed by her dedication and c.) did I mention hungry?…

I buy.

She makes a sale and before I know it, I’ve eaten an entire box of Thin Mints before lunch. And I’m not sorry!

This emotional purchase game is the same whether it’s picking up dinner for the family because you know it will make their day or buying a shirt for a friend because the saying on it was “so her.” Sometimes the price tag isn’t the ultimate consideration. It’s the feelings and emotions surrounding the purchase.

I bought a pair of shoes once and actually cried because I couldn’t wait to wear them. It’s silly to think that a purchase could elicit tears, but it’s not just a purchase. It’s tied to something bigger.

I was wearing those shoes for a major life event and they were more than just shoes in that moment. They were THE shoes.

These feelings can teach us about sales in our own business. We want people to feel a real connection when they purchase from us. We want them to feel their lives will change once they work with us. We want them to feel happy, excited, eager, ready. We want emotion to be a HUGE part of that purchase for them. So, open yourself up and don’t just sell, be THE sale.

Be the sale that makes them want to get up in the morning and start your course.

Be the sale that makes them ecstatic to attend your upcoming retreat.

Be the sale that gives them butterflies before your coaching call.

The next time you are trying to sell, find a way to tap into the emotions of your client. If their pain is finances, talk them through options and make them feel comfortable. Turn the emotion of fear into the emotion of understanding.

You just read this newsletter. Maybe you chuckled at my Thin Mints story or nodded your head at a sentence that just clicked. You felt something reading this. Now take action on that emotion and reach out to support@slatersuccesscoaching.com if you want to dig deeper into this topic.

$100 For A Bottle Of This?!

People invest and pay for value! It’s true. During my retreats last Slater Success Coaching Ivy Slaterweek, one of the activities we did was take a private tour of a five-year old distillery, Hillrock Estate. It was interesting and exciting to learn about the development of the business, the marketing and sales strategies, as well as how they’ve grown since their inception in 2012.

One of the facts we found most interesting was that their first bottle was not put out to market at a low price point. In fact, it cost $100! And five years later, their products consistently range from $80 to $100 per bottle, including Bourbon, Rye and Single Malt.

The SSC retreat ladies had a lot of questions…

Your first bottle at such a high price?

Don’t you start low and build up?

Did people actually pay that?

Slater Success Coaching Ivy Slater 2I sat back listening to this and realized it’s such a common thought amongst business owners. That a low price point is the only way to start.

I don’t agree with this thinking at all, by the way. Why do we always want to start small? Do you really want to play small?

Hillrock had a lot to say in response to those questions…

They told us they knew from the beginning they were going to enter the market with a product that had value and wanted to set themselves apart from the little guys. They felt they had too much integrity to put out a product that was not high-quality, and they consulted with the best people in their industry to make sure their standards were exceeding the average.

I got to thinking about the beginning of SSC. I came into this business with little self esteem and hence did not see my value.

I was running a seven-figure printing business and didn’t see the correlation in the experience I brought as a business coach. I invested in training in one of the top international coach certification programs, yet still didn’t see the value I brought to the table.

I was new, so I felt I had to price as a newbie. I hear this so often, especially at retreats when we really dig into things like rates and value.

I grew and learned that the value is in the results in which the client receives. Once I figured that out, I stepped into my value. I now guide my clients to step into their value and shift their business perspective.

Here’s a great example: Just a couple of years ago, I had a client who launched a line of young girl’s clothes with a specific niche market. Yes, I love and endorse a niche market. The price point when launched was approximately $100 per dress for a 2-6 year old.

I can hear some of you saying “WOW, who puts their little girls in a $100 dress?”

They were so well received that it was picked up within the year by some of the top department stores. The buyers of this line as well as Hillrock, value high quality, something that is special and important to them.  

How do you price and ask for your value?

  • First, identity the pain points of your client and what the problem is you are solving.
  • Next, see the value in the results for the client.  
  • Step out of the “am I worth it”  – “am I good enough” emotion and see the importance to the clients in the investment.

This was a game changer for me when I struggled with this in the early days. Then I started seeing the results. Clients doubling their income and a client who went from $25 per hour to $20,000 per month. Get out of your own way!

If you’re struggling with this, STOP, click right here and schedule some time to chat with me.

Have you done this recently?

This is a busy week for me. I’m hosting two retreats! I’m not going to lie,Creativity = Money…REALLY? I kind of feel like a kid that’s getting ready for their first day of school. I’m nervous, excited and getting prepared.

Stepping away from your business is such an important tool to growth. I know you feel like you can’t get away. Client work will suffer, invoices won’t go out, travel is too expensive. The excuses have to stop. Because the only regret you’ll have if you go is why you didn’t do this sooner!

Besides meeting with other business owners who share your passion and drive, gaining fresh ideas and a fresh perspective are often the biggest takeaways from a retreat.

It’s July. 2016 is halfway over. I know you made plans, budgets and projections in January, but when’s the last time you checked in? Here are three things you should do this July:

  • Review your finances for the year, compare them to the previous year
  • Evaluate your marketing and sales strategies
  • Revise and adjust your business growth plan for the rest of the year (get to a retreat if you can)

We are covering all of the above at the retreat this week, along with:

  • Creating a marketing sequence for a webinar and a live event
  • Growing a client’s team to assist and support growth
  • Looking at the sales conversation and how to improve it
  • Identifying the blocks that held someone back from stepping into their value and asking for their worth and creating a strategy to work through it and increase confidence

You’ve had over 6 months to see what’s working and what’s not. Focus energy in the direction of things that are working.

If marketing needs to shift, do it.

If who your ideal client is has changed, find them.

If networking hasn’t been on your calendar, add it.

This is the perfect time to look at the rest of your year. Let me know on the SSC Facebook or LinkedIn pages what you want to work on.

And if you want to chat with me further, reach out to support@slatersuccesscoaching.com. I’m offering complimentary breakthrough session calls next week. Get on my calendar.

I don’t go to events to find clients…I go to do something else instead

This past weekend, I had a group of 14 at the house. I always do a ton of entertaining in the summer, I don’t go to events to find clients_Ivy Slater2usually my kid’s friends make up a lot of the guest list, and I love to cook for them.

I’m always going to 3 or 5 different specialty stores to find the specific ingredients I want.

I look for fresh, interesting and unique.

When the weekend was over and I was going through the receipts from the many stops I made, I realized that how I shop for ingredients is the same way I network for my business and add potential relationships and clients to my pipeline.  

I look for events that will be filled with like-minded people. I want to go somewhere and connect with theI don’t go to events to find clients_Ivy Slater other guests.

I don’t go to find clients. I go to build relationships.

Those relationships turn into connections. Those connections turn into sales, referrals, friendships, you name it.

I attend at least one networking event per week and they are all different and unique (like my ingredients).

Some are geared towards women, others for business owners in a certain age range, others for coaches.

Just like I pick out a new cheese for a pasta dish, I pick out a new event to spice up my business.

I also spice it up by holding my own events. Even SSC Live, that is held annually, has a different theme every single year. I want people to learn as much as they can when attending one of my events, just as I expect to learn a lot when I’m the guest.

Along with learning comes those vital connections and building a pipeline. If you don’t have a pipeline in your business, it’s something you need to get into action immediately.

I fill my fridge with new ingredients just like I fill my pipeline with new people. Keeping everything fresh.

I add to that pipeline by consistently attending various networking events and building relationships with people from all levels of business.

Share with me how you are building your pipeline this Summer. If you’re struggling, STOP and reach out to support@slatersuccesscoaching.com to talk pipeline strategies and plans.