Inside BS Show

You are better than you’ve ever been. You are more powerful today than you were yesterday and you’ll be even more powerful tomorrow. What are the keys to maintaining your confidence, clarity of purpose and capability in these difficult times?

We are going to share those strategies with you today on this episode of The Do This Sell More show.

Dan Sullivan, Founder of Strategic Coach says the keys are confidence, clarity, and capability.

Let’s look at each of them an how you can maintain them.

Capability:  Business development. Well, you’re listening to this show your watching on YouTube so that’s a great start. 

You can follow-up to our conversation here by checking out my Innercircle Community.  Go to https://DaveLorenzo.com/Innercircle

The idea is to use this time to grow your skills in a number of areas – not just your craft but your business development – your sales skills.

Clarity:  You have to have clarity of purpose. No matter what you are doing these days, we all should have a clarity of purpose to help others – to share our skills, knowledge, and experience with others. 

Letting people know about your skills, knowledge, and experience in sales and marketing.  

That’s your main purpose. That’s what you need to focus on.

Confidence: This is my biggest concern. In times like these, you can easily lose confidence.  The world around you is in disarray and you don’t know what tomorrow is going to bring so it’s easy to make this situation about you.  

People and businesses are holding on to their cash so they are not investing in your services so it is easy to believe you stink.

You don’t stink. You’re just as good as you were yesterday – in fact, you may even be better than you were yesterday. 

Here are five things you can do to maintain your confidence:

1.         Write down five positive statements about you and your services. Five things you help people accomplish. Five positive outcomes. Review those first thing in the morning and before you go to bed at night.

2.         Keep a succes journal. Write down things that went right today. Review past days each night.

3.         Testimonials: Give to people. Ask people to reciprocate. Review them.

4.         Keep giving, Do a great job. Celebrate the good job you have done.

5.         Look in the mirror and smile at yourself. Treat yourself to something special each day as a reward.  

Dan Sullivan was right. These are the foundational elements that are things you should focus on each day. Do this exercise as often as possible and remember: You’re better than you think you are.  

Marketing Success Formula: Ask This To Build Successful Marketing Campaigns

There is one question that can help you separate successful marketing methods from unsuccessful marketing methods. 

 Ask This To Build Successful Marketing Campaigns: What evidence do you have this will be successful?

Success in marketing is just like success in everything else in life. You need to look for evidence that something will work before you invest your time and money in it. 

Evidence is necessary before you buy into anything in business.

Business Communication Skills Training: One Thing You Must Do Now To Improve Sales

If you've been searching for how to improve your business communication skills you've come to the right place. On this episode of the Do This Sell More Show we discuss the TONE of your business communication. 

Most communication skills training doesn't address TONE. This is because they don't understand its value in persuasive communication. 

On today's show we discuss:

-- Why everything your English writing teacher taught you is wrong
-- How to write to an audience of clients, prospects, suspects, and evangelists
-- How to speak to that audience 
-- Why writing and speaking are similar in persuasive business communication
-- What changes you can and should make today to adjust to this communication style

Here's the bottom line on business communication strategy: TOne is everything when it comes to developing relationships - and that's the goal of all business communication: Establish and deepen a relationship.

If you'd like direct guidance from me, join my private community. IT's called the Inner Circle and you have access to me and a group of smart business owners who share best practices. This community makes you smarter and helps you take home more money.

Check it out here:  https://davelorenzo.com/innercircle/

This video outlines one of the best sales techniques: Frequency of communication builds trust.  

Communication is critical when it comes to building and growing your business. How should you communicate during times of uncertainty?  Should you educate? Should you entertain? Should you sell?

We are talking about all of that on today’s episode of The Do this Sell More Show.

Welcome to the show where we take you inside. That’s right-you're going to get the INSIDE BS directly from us on everything business, everything sales and everything in life.

The DO THIS SELL MORE show has always been about giving your great information to help you grow. But in season two we are zeroing in on how successful business leaders grow their business.  You’ll notice we’ve added the “Inside BS” tagline to the show.

Why?

• We are delivering your insider business secrets.
• We are giving you a great insider business strategy.
• But most importantly, we are cutting through all the BULL Sh#t and giving you what you need to grow – rapidly.

Today’s show is all about the TIMING of your marketing communication when it comes to communication.

In order to make sure you get this right, we need first need to be certain you know WHO is in your audience.  

Ask yourself these questions first:

Who is your client listening to you? Who is watching you? Who is connecting with you?

Next, ask yourself:

How can I help them? How can I provide value to them?

Then think about:

Can I deliver this value each day?  Can I find something valuable to talk about with them daily?

Why do I want you to think about daily?  Well, let’s look at the most important relationships in your life. Would they get stronger or weaker if you talked to them more frequently?

Connecting with people with valuable information on a regular basis is critical to your success.

Tomorrow we are going to be talking about the tone of your communication.

To join Dave Lorenzo's exclusive Inner Circle Community, visit:

https://davelorenzo.com/innercircle/

This episode is your wake-up call. 

In this show we discuss the things happening in the world and why you need to make adjustments right now to get in front of them. 

Let’s face it, you’re sitting home now wondering when things will return to normal. 

They won’t.

Things have changed – some for the next year or two – some forever.

People are not going to want you to come over to their office. People are not going to get together in meetings or to watch your product presentation. 

...at least not in the next few months… 

So what are you supposed to do?

Here’s what:

Talk to your clients. Find out what they want. Understand what they need. Then help them reconcile those two things. 

Take a leadership role and help your clients reinvent the way they do their business. When you do, you’ll discover a whole new opportunity for yourself and your business.

This process is not going to be easy. It’s not going to be quick.

But you and I will go through it together.

I’m here to help you.

Join me tomorrow as we continue on this journey together.

On this show I share the story of how I closed a million-dollar deal in just 60 days. It was 90% hard work and research and 10% luck.

Join me as I reveal - for the first time - how you can shorten your high-ticket sales cycle.

This is the show where I give you a great description of the "cold caller" the "order taker" and the trusted advisor. Which one do you want to be?

This show will help you figure it out.

If you want to become a high-ticket sales superstar, call me: 888.444.5150

Are you struggling to keep your customer pipeline full? On this show, I talk about the sales activities you should be focusing on if you want to attract ideal clients and bring in big money. 

All too often, salespeople count on cold calls and lead lists to stuff their sales funnels – with names that go nowhere. Stop wasting your time and energy pursuing meaningless stabs in the dark. Instead, leverage your relationships to meet real prospects, establish yourself as an expert, and get referrals. 

THESE are worthwhile sales activities: 

- Ask your current clients about the groups they belong to, then join those groups. Offer to speak at functions where you’ll establish industry credibility.

- Similarly, find out what websites they visit and what trade publications they read. Post and publish articles in those places.

- Determine what conventions your best clients attend and go to them. The networking you’ll do at just one trade show will fill your customer pipeline for a month.

- Figure out who else sells to your customers and do joint ventures with those people. Piggyback off of other people’s relationships to make your own deals.

Now, you may be thinking, “I need to be out there selling.” I’m here to tell you, these activities ARE selling. Making connections, getting referrals, demonstrating industry know-how, and teaming up with trusted providers – it’s how to keep your customer pipeline brimming with quality prospects.

Commit to these sales activities every month. Speak, publish, network, and partner up. Then make sure you follow up. Your pipeline will stay full and sales will follow!

Did you know that you can ask for more money? You can. That is, as long as you focus on improving customer perception of quality regarding your product or service.

If your customers perceive high value, they’ll be willing to pay more, meaning you can raise your prices and they won’t resist.

This is one of the simplest ways to make more money because you’re essentially not doing any extra work and yet, by increasing your prices you’re able to earn more for each sale.

So, let’s look at a few ways that you can improve customer perception of quality so that you can ask for more money.

The first thing to do is to start calling yourself a consultant rather than a salesperson. This means looking the part as well. Dress appropriately for your industry.

Second, change the circle of people that you spend time with. Make sure that these are people who can make you better.

You should also limit access to yourself. Prospects should be vetted thoroughly so that you seem exclusive.

Then, overwhelm your clients with value. No matter what they’re paying, if they FEEL like their getting great value, it’ll seem worth it to them.

Once you do these things you can then raise your prices. However, when you do raise your prices, make sure you raise them to the high end of the market. You should only be working with 70% of people who come to you because 30% can’t afford you.

You CAN ask for more money without fearing customer resistance. But first, you have to change the customer perception of quality. Make them think that your product or service DEMANDS a high price. Then when you start charging more, rather than cause resistance, it’ll match the value they perceive.

At the time of this recording, my family and I have been in our homes for over a month, partially afraid to leave and partially cloistered away due to the recommendation of public health officials because of a new virus, with the same DNA as the common cold but far more deadly. 

This show is a compilation of thoughts I've collected during the first (of what may be several) months of self-imposed quarantine. 

These thoughts are in no particular order of importance. 

I've made an excellent choice of spouse. During the last four weeks, I've discovered how much LIKING the person you LOVE is even more important than physical attraction.  If my wife weren't my best friend, I'd have swallowed a bottle of Drain-O three weeks ago. 

My business has been irreversibly changed only partially to the circumstances surrounding viral contagion. In the past four weeks, I've become more efficient and more effective, and I've discovered and re-discovered personal talent and delivery methods. 

Rapid personal evolution in the face of adversity is the key to survival, growth, and, eventually, long-term success. If you deny what is happening, you not only screw those around you, you screw yourself.  Face reality and take your lumps early and often. Then move forward. 

Desperate people pitch products and services during times of crisis. Smart leaders connect, listen, evaluate, and offer assistance - both within their area of expertise and through their network of connections. This is rarely initially profitable, but it has immeasurable value in the form of goodwill over the long run.  My best clients have been with me since the financial crisis of 2009/2010. My best friends have been with me since the crisis of September 11, 2001.

History will judge harshly those who lack courage in these difficult times. Feckless politicians who look to others for answers rather than doing the right thing will be universally reviled.  Similarly, those who lie will be uncovered just as those who swim naked are exposed when the tide recedes.  No one is required to run for office, but those who do must accept the scrutiny that accompanies power.

There is no such thing as fairness in politics, economics, or romance. A crisis brings this into stark relief.

Those who gouge for financial and emotional gain will be subject to the harshest form of the karma and will live life looking over their shoulder in perpetuity. 

Some of the people you counted on in these difficult times will let you down. 

Some of the people you underestimated will save your life during these difficult times.

The people who were closest to you on March 12, 2020, are the only people you'll be able to hug for quite a while. You'll need a hug at some point. Figure out how to love the one your with.  In other words, go out of your way to not be an asshole. 

Life is short. Don't waste a single minute.