Blog

Trying to Uncover the Prospect’s Pain Is the Wrong Approach

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Well meaning sales coaches will say:

“You need to figure out what’s keeping your prospect up at 3am. Target that pain with a solution and you’ll make money.”

Or…

“Your prospect is trying to get from pain island to pleasure island and you’re the only one with the boat who can take them there.”

I find these clichés rather silly…

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This Silent Sales Tactic Can Help You Get to Yes Every Time

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I don’t venture into Starbucks too often. Their decaf is a bit too bitter for my liking. Plus, I get all confused with the words “venti” and “grande.”

Can’t I just get a medium decaf pretty please?

Well, a few days ago, I went to Starbucks to meet with a friend.

My experience with the Starbucks brand changed because of Kyle…

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Why They’re Unsubscribing

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I heard a complaint from a client recently. She was frustrated that every time she sent an email to her list, she’d get a dozen or so unsubscribing. “What am I doing wrong?” she moaned.

It’s not the method that’s wrong…

In other words, sending emails isn’t the issue. Businesses such as Help a Reporter Out have a consistent open rate of 75% to 80%. So, email still works.

What’s missing is this…

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Why Charging What You’re Worth Is a Complete Lie

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I have a very strong opinion regarding the term charge what you’re worth.

It’s a lie.

Let me explain…

Women tend to devalue their skills, experience and expertise. This lack of self-worth is reflected in their pricing.

That’s why some money coaches will encourage their clients to “charge what you’re worth” in an effort to help them become more confident about their value.

However, our worth and significance can never be valued by money…

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2 Mistakes Most Coaches Make In Their Strategy Sessions That Cause Them to Lose the Sale

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I love using strategy session to connect with people on my list and with those who I meet through places where I speak.

Otherwise known as discovery session, free consultations, breakthrough sessions and exploratory sessions, the goal of the strategy session is to use the power of conversations to lead the person to the sale.

But too many coaches miss out on this…

There are two costly mistakes that coaches are making in their strategy sessions that are discouraging people from enrolling in their programs.

I made these two mistakes very early in my business and I scared people away from me.

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The 2-Words to Use When a Client or Vendor Breaks a Promise

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A few years ago, I reached out to a colleague who offered a service I needed for one of my clients. I emailed my colleague, he was away at an event, but asked that I fill out a creative brief.

It was 5 long pages…

I mumbled as I printed off the document, filled in the pages, and then sent it back to him by (get this) FAX! But because I respected his work – and because I really needed to outsource the task – I honoured his process.

He responded within minutes…

My colleague was at a conference, but said he would get back to me with pricing on Monday. Well, 3-days, turned into 2-weeks, and I still didn’t hear from him. So, I ended up having to do the task myself.

Oh, I was bitter…

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How to Handle Strategy Session No Shows

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The way I fill my programs is through strategy sessions. Otherwise known as discovery sessions, free consultations or makeovers, strategy sessions are a wonderful way to get to know the person who is interested in working with you.

One of the frustrating things to deal with are those who do not show up…

You put aside some time to meet with the person or over the phone or face-to-face over coffee. You gas up the car, block the required time in your calendar and put off doing other tasks so you can focus on the person.

You show up or wait for the call and they don’t show up…

How irritating!

But there’s a way to respond so you’re not chasing the no show or getting angry that they wasted your time. I share the exact script in the video below.

This is a spirit-rich and faith-driven response that helps you conserve your energy and stay in utter peace.

Listen – it’s rather unattractive for women to chase. Watch the video as it contains a script on what to do so you woo and not pursue.

What say you?

Share your reaction and comments below.

Where Do You Fall On Your Client’s Love/Respect Axis?

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As part of my research for my upcoming webinar called What’s Broken With List Building & Why Those On Your List Aren’t Buying, I came across a beautiful diagram.

It’s called the Love/Respect Axis…

It was developed by Kevin Roberts, who authored a book called Lovemarks. Roberts used the Love/Respect Axis to describe how any brand can build loyalty with their consumers.

This advice also applies to coaches & consultants…

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Want to Learn Which List Building Tactics Are Outdated & Broken?

You did an online product launch and only 2 people enrolled in your offer. Or, maybe you hosted a telesummit or online giveaway and out of 20 speakers, only 3 promoted the event to their list. Or, you’re trying to build your list and despite your awesome giveaway, only 3 or 4 people sign up – per month!

The current model is broken…

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The Fun Way to Use Playing Cards To Help You Manage Expenses

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I’m no financial planner, but I’ve found a fun way to manage my expenses without using the dreaded spreadsheet. I call this the Money Card Shuffle and I actually look forward to balancing the books every month using this clever game.

Here’s what you’ll need…

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