Tag Archives: business development tactics

Do You Relate to Your Business Like It’s a Slot Machine? 5 Steps for Increased Sales, Revenue & Profits

Having spent the weekend in Las Vegas, I had a chance to engage in one of my favorite forms of Las Vegas entertainment, playing the penny and quarter slot machines.

I just about doubled my modest $25 ‘investment’ and kept myself thoroughly entertained for a couple of hours. By Las Vegas standards, that was a good ROI.

It got me wondering about the allure of slot machines.  I think it has to do with the suspense of the ‘hunt’ and the thrill of the win. It’s a similar dynamic.

“How do I find my best prospects?”


“What does it take to win them over?”

If you treat your business like it’s a slot machine though, you could be suffering from some serious problems.slotmachine6

1. Feeling like you’re not in control
2. Trying lots of strategies but unsure which ones will really work
3. Worried about if and when your big payout is going to happen

Here are 5 ways to win at business and improve your sales, revenue and profitability.

1. Focus on your core strengths

Many people suffer from the I-have-lots-of-strengths-interests-and-abilities syndrome.  I grapple with this one sometimes myself.  You may find that you’re afraid to focus because you’re worried you’ll be leaving dollars on the table.

Actually, the opposite is true.  The more you focus, the easier it is for people who need you to find you.  So define what you do best and organize your business around that.

2. Know who you best serve

Similarly, many of my clients are reluctant to select a target market thinking that they’ll make less money if they don’t do everything all of the prospects in the world need.  Again, not true. Trying to serve to many people will keep you scattered, spreading your efforts too thin.

It’s easier to find specific groups of people and it’s easier to market and sell to them because you can say all of the right things that will grab their attention.

3. Listen to your clients & prospects

In order to grab their attention, you have to be speaking their language and this requires that you know what they’re talking about.  A lot of business owners make the mistake of creating products and services JUST because they’re good at it without knowing if the market is at all interested.

4. Understand their pain

When you listen deeply to your prospects and clients, you can learn what keeps them up at night.

You’ll get a visceral experience of how they’re suffering and where you can help.  You can better empathize with them and show your concern for their situation in a more authentic way.

5. Offer solutions to conquer their pain

Once you know the things you excel in, who most needs you and what their problems are, you’ll be able to offer them the perfect antidote to their dilemma and they will thank you for it while eagerly snapping up your products and services.

When you follow these 5 steps, you’ll be more strategic about your business, you’ll stop dropping coins in any random slot machine and your payout of more and bigger sales will just happen naturally.

Is Your Fear of Raising Your Fees Stifling Your Growth?

What excuses are you using for not raising your fees?

  • The economy is too weak?
  • People aren’t buying anything but necessities these days?
  • I’ll lose more business than I’ll gain?

I’ve heard them all. I’ve even heard them come out of my own mouth in the past.

Watch this Michael Jordan video and then tell me what you think.

“Become Legendary”

What would it take for YOU to become legendary?

I can tell you one thing, it’s not waiting for the economy to recover.

I think there are five specific things that need to happen on the road to being legendary.

While being legendary isn’t my end goal, I believe that the discipline it takes to walk (or run) on that path is what being legendary is really about.

I had to grapple with one of them this week in order to develop the largest proposal I’ve ever written. I knew I could help this corporate client solve their problem, but it took more than a few deep breaths and a leap of faith on my part to put it all on paper and price it.

Here the five things I believe are critical to the pursuit of being legendary our lives and our businesses.

1. Recognize your gift(s)
So often we dismiss as ordinary the very things that make us unique.  Being legendary requires that we honor and treasure our gifts; that we hold them in special regard. We must nurture or they will whither away and die.

2. Be guided by a higher power
When we live ‘alone’, it’s easy to be frightened or swayed from our calling. Whether you believe in God or your internal guide, connecting with something beyond your worldly ego which will respond to stimuli from a place of defensiveness and fear or power (and not the productive kind).

3.  Do the work
Honoring your gifts means putting them to work.  Expressing them.  Doing what it takes to ensure that they fully unfold. This is a step beyond nurturing them.  Doing the work actually fortifies them. Do the bench presses. Study.  Take classes. Use discipline to get better at your craft.

4.  Stretch your limits
Human bodies & beings gravitate to the state of homeostasis (sameness).  Our brain and muscles tend to want to stay comfortable, in familiar surroundings. Step out. Do things you haven’t done before. Do more than you think you can do. Do it before you think you’re ready.

5.  Measure your impact
Another way we stay small is by ignoring the impact of our presence, words and actions.  Start to notice what happens for your clients when you work your magic.  Ask them to describe for you how your product or service has changed their lives.

Implement these 5 practices consistently and you will transform your experience of yourself. When your sense of self expands, so will your self-worth.

When you know your value, your clients will value you more. Find the courage, confidence and pathway to act on the ideas in your head and the dreams in your heart.

Be unstoppable.  Become legendary. Exceed your dreams.

Beating Out the Competition & Becoming a Client Magnet

Believe it or not, there’s a bird over there, cleverly disguised against the desert terrain.

The photo is a little fuzzy because I was zooming fast to capture this quail (I think). He beat out his competition for the female that is nearby but off screen.

Right before I snapped this picture, there were two male birds challenging each other and trying to win the attention of the nearby female bird.

She walked away while they ‘duked’ it out. When the ‘hero’ emerged and I captured him on digital film, he was following her up the hill for a little fun and merriment and family making.

So what does this have to do with you?

Few of us are in businesses that are so unique that we don’t have any competition.  So as a result, we’re constantly having to distinguish ourselves as different, better than, smarter than, more prestigious than, cheaper than…You get the picture.  It’s a primitive battle where only the strongest survive. And it’s really hard getting deals done like that.

The key is to position yourself as the go-to expert so that your reputation raises your above the herd.  When you do that, you get people seeking you out.  When they seek you out, they’re already pre-sold on you.  They’ve already decided they want YOU so there is less need for you to ‘convince’ them that you’re the best choice. You become a client magnet!

So how do you become that expert & client magnet?  There are 3 ways to do that.

  1. Speaking – Most people are literally scared to death of speaking in public.  You’ve probably heard that when surveyed, people rate speaking in public ahead of dying as their top fear.  So if you have the guts to stand up in front of a crowd (even a small one) and have your voice be heard, automatically, you’re a rock star in the eyes of the audience.  Even if you’re quaking in your boots on the inside, you’ve still accomplished a mighty feat from their perspective.
  2. Writing – Whether writing articles for a national publication or your local neighborhood periodical, having your name in print makes you look smart!  Clearly the national publication will get you seen by WAY more people, but you’ll get credibility none-the-less with the readers of your work
  3. Publicity – Being written about is even more compelling. That third party endorsement goes a long way toward building credibility.  When someone with familiarity, name recognition and credibility (like a report) writes about you, their importance and credibility transfers over to you.  It’s like having someone make a referral introduction for you.

I’ve been using all three of these strategies for years and now I get to reap the benefits of them.  Whereever I go, people tell me “I see you everywhere!”

Can you imagine how great (and humbled) that makes me feel?  Can you imagine if people were saying that about you, that you wouldn’t have to work so hard to dredge up new clients? You betcha!  So start using these three magic strategies to raise your visibility, credibility and client-magnet quotient.