Three Word Podcast

Episode 168, What can you do when you face a temporary setback?

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 168, What can you do when you face a temporary setback?  

 

What words inspire you to keep moving forward when facing setbacks?

Here are a few of my favorite three words.

Just Do it.

It's worth it!

You got this!

Keep moving forward.

Keep Showing up. 

Find a Way.

Keep on digging.

 

We've all been there – times we would have used any combination of the words above to keep us from facing defeat. 

 

I wanted to share the story from Napoleon Hill's book,  "Think and Grow Rich," about how close we all are to succeed. We must keep showing up! After all, if we don't, there's no telling what opportunities we may miss.

 

You know I love a story that involves anything with three. 

This story is about Three Feet From Gold.

 

The story will have you digging and pushing yourself through any setbacks you may face because you could be one call, email, or proposal way from winning that business or personally finding success. 

 

Keyword to remember, temporary. One of the most common causes of failure is the habit of quitting when facing temporary defeat. Every person is guilty of this mistake at one time or another and gives up.

 

The cliff notes version of the story is an uncle of R. U. Darby who was caught up in the hype by the gold fever in the gold-rush days and went west to dig and get rich. He staked a claim and went to work with a pick and shovel. The going was hard, but his lust for gold was his vision.

 

After weeks of labor, he discovered shining ore. Ore is a valuable metal or mineral that can extract for gold. He needed machinery to bring the ore to the surface. He covered up the mine, retraced his footsteps to his home, and told his relatives and a few neighbors of the "strike." They got together money for the needed machinery and had it shipped.

 

The first car of ore was mined and shipped to a smelter. The returns proved they had one of the richest mines in Colorado! A few more cars of that ore would clear the debts. Then the big profits would be rolling in.

Down went the drills! Up went the hopes of Darby and Uncle! Then something happened! The vein of gold ore disappeared! They had come to the end of the rainbow, and the pot of gold was no longer there! They drilled on, desperately trying to pick up the vein again— all to no avail.

 

Finally, they decided to give up and head home.

 

They sold the machinery to a junk man for a few hundred dollars and took the train back home. The Junkman was resourceful and called in a mining engineer to look at the mine and do a little calculating. The engineer advised that the project failed because the owners were unfamiliar with "fault lines." His calculations located the ore of the vein about three feet from where Darby stopped drilling. I think you can imagine where this story is going.

 

The "Junk" man took millions of dollars in ore from the mine because he knew enough to seek expert counsel before giving up.

 

So what happened to Darby? He went into the business of selling life insurance. He remembers losing a considerable fortune because he stopped three feet from gold. Darby profited from the experience in his chosen work by the simple method of saying to himself, "I stopped three feet from gold, but I will never stop because someone says 'no' when I ask them to buy insurance."  

 

What a great lesson for all of us!

 

He owes this to the lesson he learned from his experience in the gold mining business.

 

Before success comes into our lives, we could face temporary defeat and, perhaps, some failure. When defeat overtakes you, quitting is the easiest and most logical thing. That is what the majority of us do. Most successes will come one step beyond the point at which defeat has overtaken.

 

The question is, what are you three feet from achieving? Have you given up too soon, only to discover that you're close to success? My advice is to keep showing up and digging because you could be Three feet away from realizing your dreams. If nothing else, every defeat is a lesson showing you how to win the next time.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 167, Back to School ”The more you learn, the more you earn.”

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 167,  Back to School "The more you learn, the more you earn."   

 

I was walking my dog Dakota, and we saw the kids at the bus stop. Back to school time, and I thought Summer went fast. Many of your kids are heading back to school in Kindergarten, grade or high school, and College. Dakota gets a bit excited when the school bus drives by us. I want to think he is saying have a great day of learning, kids, or he wants to chase the bus.

 

Can you remember your first day of school? The excitement to meet new friends and an opportunity to learn something new. Thank goodness for Teachers! I learned many lessons from a teacher I have yet to meet, Warren Buffet.

 

A quote from Warren Buffett sums up our business and life journey, "The more you learn, the more you earn."   

 

It may be time to return to school and reiterate what has made you successful in the past. Buffett shared that Success is all about making smarter investment decisions. But those decisions may have nothing to do with stocks and bonds. 

 

To make the most of your investment means never stop acquiring knowledge -- the kind of knowledge that betters yourself as a whole person, not just as an investor.

 

Do you need new skills or knowledge to improve your business and sales? As you become more comfortable with selling, you may have lost focus on what made you successful, like providing research, meeting preparation, and building deep connections with your clients.

 

Here are three skills you want to learn.

 

Invest in improving your communication skills

 

There is a saying that knowledge is power, although that may be true. How you communicate that is knowledge is the key.

 

Communication is key to any business. If you can communicate thought-provoking questions to ask, you can gain the knowledge needed to help your clients solve their problems. 

 

If you are in a leadership role, you need to be able to communicate your message to the team. You have to be able to adjust your communication style with each team member. The team members have different ways they receive your message. You have analytical, expressive, visual learners on your team; some learn better by hearing or seeing your message.

 

Warren Buffett shared that investing in developing your communication skills -- both in writing and in person -- "can increase your value by at least 50 percent." Now that is a great return!

 

You have many options to become a better communicator. Enroll in a Dale Carnegie course on how to communicate, join a Toast Master series, or I recommend calling my friend Michael Davis who helps you communicate and influence those you lead with better communication. https://speakingcpr.com/

 

 

Invest in improving your leadership skills

Buffett's advice is about one non-negotiable trait that successful leaders must have: integrity. He said we look for three things when we hire people. We look for intelligence, we look for initiative or energy, and we look for integrity.

 

 

Customers want to work with people they trust and value authentic people and relationships. A lack of trust [by the buyer] often results from a lack of authenticity on the salesperson's part. Buyers can see through scripted pitches and lack of engagement. 

 

Successful salespeople curate their sales approach to incorporate who they are, what they believe in, and the tangible value they can bring to the relationship. Honest discussions about the solutions and challenges your clients are facing and the collaboration required to successfully help lay the foundation for a meaningful relationship built on authenticity and trust. 

 

 

Invest in improving your business relationships

One of the best successful strategies is surrounding yourself with the right people. My mom always said, " You become whom you hang around." So it's essential to associate with people more intelligent than yourself."

 

As the famous saying goes, we are the average of the five people we spend the most time around. Make sure to associate with those further along the path who can potentially help you learn new things, grow, and advance your career. 

 

Any good conversation involves people connecting, building a mutual understanding, and forming a trust. Think back to a conversation in your personal life where you and another person felt comfortable and understood: Connecting in sales works the same way. 

 

The salesperson and the prospective customer are comfortable sharing information and reaching a mutual understanding. This exchange helps uncover real opportunities, develop meaningful alignment, access deeper insights, and open the door to collaborative problem-solving.  

 

With these ideas in mind, I encourage you to spend some time each week with your salespeople to help them refocus, take a disciplined approach to selling, and convert more sales faster. 

 

Creating a lifelong pursuit of learning, investing in yourself, surrounding yourself with more innovative people, and sharing your knowledge with others is the secret sauce to your Success. 

 

I encourage you to think about one skill you can learn today and commit to yourself until you have mastered it. Investing in yourself is the best way to find Success.

 

Thanks for tuning into today's podcast. If you think someone could benefit from this episode, share it, do me a favor and rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 166 The ” F” word that stops you from succeeding.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 166 The " F" word that stops you from succeeding.

 

If I asked you, what stops you? Many of you listening would respond to the question, you. The reality is that the answer is not you. Fear stops you from realizing your dreams and what you want. Yes, Fear prevents you from moving forward. When we face Fear, we fight, take flight, or freeze.

 

I was a part of a webinar discussing the stumbling blocks for many falling short of their dreams and goals. Yes, Fear is the one thing standing between you and the life you want. It's easy to fall into the Fear trap. It's convenient for our minds to focus on what's wrong in the world versus what's right. Think about today, Inflation, competitors, supply chain issues, the economy, and the threat of a recession feeds our minds with Fear and what's going wrong around us.

 

Our brains are programmed to protect and defend us from harm. We tend to focus on a strategy that includes a plan for the worst and hoping for the best. I am not saying that this is not an option. What if you made one slight shift and concentrated on what is right? What is possible?

 

What if you could replace the word "F" word Fear with Focus?

  

Let me ask you a question. Think about something you want to achieve in your life today. Is it better health? Financial Freedom? A new career? A meaningful and loving relationship?

 

If you are in sales, Is Fear creeping into your mind and keeping you from gaining more new clients? In your mind, you have all the reasons why they have not called you back or that they must be happy with their current vendor. Most give up trying to connect with a new client after three attempts when it takes eight to ten. 

 

If you believe your client can benefit from meeting with you, stay committed until you meet them. You are close to earning that meeting if you stay focused on seeing it through.

 

This example of Fear versus focus will make sense if you play golf. At the Losantiville, the Country Club I belong to has water you have to shoot over to get to the green. Most people I play with say I think I will lay up short of the water because I am afraid my ball might go in ( Fear). Some players will even pull out an old ball on the chance it goes in the water. Why? Doubt creeps into your mind, and guess what? In most cases, the ball does go into the water because that is where we put our focus.

 

How would you approach this situation? Because where you focus, it will go. I focus on the green versus the water. I see a 145-yard shot from the fairway headed to the green and take the H2O out of my mind.   

 

I was thinking about a book written in 1908 I read by Napoleon Hill. His book, Outwitting the Devil, further supports why some of us are more successful than others. This is where I learned more about my Other-self.

 

I believe he is one of the best teachers who discovered what stops most of us from succeeding when facing setbacks. He called this the " Other-self." The Other-self recognizes no limitations and always finds a way to accomplish desired results. We may meet with temporary defeat but not with permanent failure. 

 

You are learning to tap into the " Other-Self," which will teach you how to overcome obstacles, and master difficulty, instead of being mastered by them. That there is a solution for every legitimate problem, you face. He explained that every experience of temporary defeat, every failure, and every form of adversity is met with an equivalent benefit.

 

Fear is a state of mind, and so is your focus to become fearless. Having the faith that the journey you're on is here to teach you something. It's time to choose the life you want to live versus the I wish I would have life. I wish I would have traveled more, lived a healthier life, changed careers, and loved more.  

 

It's decision time! Decide that you will stretch the "Other-self" to keep learning and moving forward with a sense of urgency. Silence the critics that say you can't do it. Feed your focus with possibility, not your fears. Remember, your focus goes where your energy flows.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

 

Episode 165, Complete more tasks in a day by implementing this strategy.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 165, Complete more tasks in a day by implementing this strategy.

 

I was having lunch with a client discussing business and life. We both are in management roles, coaching sales teams, generating revenue, seeing customers, leading projects for the company, and involved in multiple meetings throughout the day, zoom or in person. Some days She shared that it's amazing I get anything done.

 

Can you relate to this situation? Add in family responsibilities to your work, and you may feel like you are getting nothing accomplished. 

 

She asked me how I manage my Time and get so much done. You have your job, Three Word Podcast, a weekly blog, running your dogs daily, weekend golf, and Time with your family and friends. 

 

How do you do it?

 

I answered that I use a system I learned where you Time block your day.   

 

So, I thought I would share with you the system to complete more in a day that helps you focus on your work with limited distractions and can help you be more efficient in your tasks. I want to make sure you understand that this is not multitasking. It is task switching with focus and purpose.

 

You will feel more in control of your day, more productive, and get more work done. We all want to feel like we are accomplishing something each day.

 

So to begin, let me share what I mean by Time blocking. 

 

In football, offensive linemen are looking to protect the quarterback. They form a pocket around the quarterback and block defenders from getting through. 

 

What Is Time Blocking?

Time blocking involves protecting and planning every moment of your day and dedicating specific time "blocks" for certain tasks and responsibilities.

 

When you fill your calendar with the tasks and things you want to do, it's harder for others to steal your Time.

 

Yes, we need to focus Time on thinking and strategizing solutions to help our customers and blocking Time with other co-workers to improve processes in your company. Time blocking is effective because you focus on one specific task at a time.   

 

For example, my mental and physical wellness is at the top of the list. I run my dogs and listen to audiobooks that teach and inspire me before I get to work each day. I time block throughout the day to check emails, return phone calls, coach the sales team, and meet with customers, Time to think. For example, I strategically block Time on my calendar to complete the most critical task that is a must to finish.

 

But how do you use this technique for the best results? 

 

Prioritize Your Tasks

You must prioritize your tasks if you want the Time blocking technique to work. The main idea behind using this process is to enable efficient time management. It means you don't lose valuable Time by thinking about which one to do first. 

 

High priority work at the right Time. That's where prioritizing comes in. By identifying the essential tasks in your schedule, you know which task needs more attention from you. A good way of handling these tasks is to put them in the prime Time of your day. Your prime Time is the Time of the day when you feel the most productive. I am a morning person, so I focus on those tasks first. 

 

When you feel more productive, you also become more efficient. So focusing on your priority tasks at this Time helps you get things done more efficiently.

 

Add blocks for reactive tasks each day

We tend to overestimate what we can do in a day. You still have emails to answer, calls to take, and meetings to attend. However, the power of time blocking comes in choosing when you do these tasks instead of letting them take over your day.

 

Get more from your day

With the development of technology, you can use apps and tools online to create your schedule.

You can use a few simple and free tools to make it that much easier.

 

Any calendar app will do. However, if you want to use Google Calendar, I found this list of power features and best practices to make the most of it.

 

Either you control your calendar, or it controls you

Other people like to steal our time. Time blocking is only one of the many time management strategies out there. Yet, it's one of the most popular for a reason.

 

We all live by our calendars. And the more you can be in control of what's on there, the more in control you'll be of your Time, focus, and productivity.

 

Keep in mind that Single-tasking - Focusing on one task at a time—can make you up to 80% more productive than splitting your attention across multiple tasks. Plus, you will stay connected to others when you know you have time set aside later for checking email, replying to internal messages, and checking in on your social networks.

 

We all have the same amount of Time each day. How you manage and block time will be the difference maker. 

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 163, The other ”C” word no one wants to talk about!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 163, The other "C" word no one wants to talk about!

 

What is the other "C" Word? Its Change! Change in careers, in our relationships, our health, finances, and our business.

 

If you think about it, our lives are constantly changing. But most of us don't like Change. Why? Because it makes us uncomfortable. 

 

So when does Change occur? Typically, when facing challenges or problems. Problems can be an opportunity for personal and professional growth. 

 

Problems can challenge us, encourage us to be resourceful and innovative, and refocus us on what matters most.

 

I believe Change refines us, not define us!

 

We all face setbacks throughout life; I know I have on many occasions. And how you face these challenges are the differences. We think the problem is permanent because of years of programming in our brains. I believe we do this to protect ourselves from disappointment. But everything eventually ends, and new opportunities arise.

 

 It's called life!

 

Whether you perceive it or not, everything is constantly changing – the environment, the weather, the economy, technology, society, your friends and family, your body, everything. And the better you are at embracing Change in what is happening in your world, the easier it will be for you to live your best life.

 

I want you to stop and think about what problems you are facing today?

Please write it down. 

In business, are you lacking sales?

Do you need more new clients to expand your business? 

Do you need to recruit more talented employees to boost your company's growth?

Do you need to remove employees not producing?

Do you need to focus on your health? 

Get your finances in order?

 

You have three choices when facing any problem.

 

1. Accept it.
2. Change it.
3. Leave it.

 

Accept it.

Your response to any event, not the event itself, determines your experience's outcome.

 

You can't change the events that happen out of your control. But you can learn from those experiences.

 

Think about Global warming, floods, droughts, fires, earthquakes, financial crises, and cyber-attacks are all events that represent Change.

 

You cannot do much to change those events.

 

You CAN change your response to them and ensure that the outcomes you experience in your life are as positive as possible.

 

In my experience, a turning point in our lives leads us to change -a better job, a more fulfilling relationship, new friends, more profound wisdom, more freedom, the discovery of our life purpose, the development of new skills, and spiritual growth. 

 

See, Change is a gift to us! 

 

Please take a moment later today and think back to some change you feared or resisted and all the good that eventually came from it.

 

Once you begin to see that, you can anticipate the good that will come from the changes you are facing now.

 

A good question to ask yourself is, "What's the opportunity that this is?"

If you look, you will find it.

 

And Change will become something to appreciate and embrace rather than to fear and resist.

 

Remember, YOU always have control over how you choose to respond to things.

 

And when you respond with an attitude of curiosity, optimism, and confidence, you'll find it so much easier to survive and thrive during the Change.

 

 

Change it.

The word change sounds terrifying because Change often involves risk and loss – possibly of something big, like your job, money, friends, family, or the loss of whatever is comfortable and familiar.

 

Some people see Change as something to fear or dread instead of a new adventure that can potentially improve your life.

 

That's what Change is: it's an opportunity for you to experience something new and to grow and evolve as a person.

 

Change asks you to:

• Have an open mind to see things from a new perspective and learn something new.
• Develop qualities like flexibility, optimism, courage, and persistence.

 

All of which ultimately results in you becoming a better, more capable person.

And that's a good thing!

Life is all about making progress, and that includes making changes.

 

When you resist Change, you take away the experiences that can transform your life professionally and personally.

 

When you welcome and embrace Change, you open and allow yourself to grow and expand.

 

Leave it.

Your third option is to leave it! By definition, Leave is to depart permanently. What do you need to leave behind so you can move forward?

 

I advise that if you are unhappy with something in your life or business, change it or leave it!

 

Or take this oath with me and Say this out loud; I accepted it until today! 

 

It is time to Make a Change.

 

If you can't accept it, change it. If you can't change it, it may be time to leave it.

Either way, it's up to you!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 161, Top 3 reasons why new prospects don’t want to meet with us.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 161,  Top 3 Reasons new prospects don't want to meet with us.

 

I was having a conversation with a sales executive, and they shared that they were trying to connect with a prospect they were targeting. I asked them to walk me through how many attempts they had made to connect. We reviewed was the account a good fit for our product and services? The answer was yes. They went on to share that they left a voicemail, emailed, and sent industry trend research but still no response.  

 

I shared that connecting with a new prospect takes about eight attempts. Many of you listening may be experiencing the same and having challenges getting that prospect to call you back.

Did you ever wonder why prospects don't want to meet with you?  

I recently read a sales blog by Anthony Iannarino that was a great reminder as to why a client may be resistant to a meeting that has nothing to do with you. The first step is that we must uncover why they don't want to meet with us and create strategies to change their mind.

 

Here are the top three common reasons why prospects refuse to meet with us and some recommendations to help you stand out and show value in meeting with you.

 

Unprepared for change
One factor causing prospects to refuse meetings could be that the buyer and their company aren't ready to make a change. They may be happy with their current vendor. Most people do not like change! It takes time and energy to make changes. Change can be scary, especially during times of uncertainty. The past several years have shown us.  

 

But a change can improve their results in many cases, but that doesn't make it any less scary," he explains. Anthony shared, "Some of it stems from the increasingly challenging internal process for any change initiative."

 

You can ease these concerns by acknowledging the difficulty of change and showing empathy. Showcasing compassion sets you apart from sellers who aren't as understanding. Nurture a relationship immediately with this dialogue, which will help put the prospect at ease. 

 

No need for a salesperson
Another reason prospects refuse meetings is that they believe they don't need assistance from a seller. This is rooted in the trend of decision-makers "consumerizing" B2B sales. As Iannarino writes, "Rather than risk allowing another salesperson into their office and their life, these stakeholders decide to go it alone: researching companies on the internet, mistaking information for insight, and overvaluing facts where experience and good counsel are needed." 

 

SalesFuel's research supports this; our  Voice of the Buyer survey  found that 40% of B2B buyers attempt to solve a problem/meet a goal with current resources before seeking assistance from a vendor.

 

To overcome this challenge, be prepared with research or something of value you can give to the client. It could be something that will save them time, create a better process or solve their most significant business needs. You are making the pathway to answering why meeting with you is so important. 

 

Bad experiences. 
We all have bad experiences, whether it's a restaurant where the food or service was average. You have a terrible experience with a company or service provider. Let's face it; our clients have bad experiences with other vendors. 

 

Our prospects hold on to those experiences with salespeople, which may be why prospects refuse meetings with anyone new. Those situations present a big challenge for us. While you can't erase their past experiences,  you "can make certain that every interaction you have with a prospect provides such a good experience that they will open to a conversation or  schedule time on their calendar for you."

 

Credibility is vital to show the prospect that you are a sales professional who engages in buyer-first selling and best practices; you must show that you are different from everyone else. SalesFuel offers plenty of tips for establishing credibility, from establishing social proof to weaving valuable research into your conversation. 

Remember No, means not yet. When prospects refuse meetings, don't give up. You can create many reasons that meeting with you will be a valuable and insightful experience worth their time. Remember,  "Your number one initiative should be increasing your effectiveness as the person guiding your prospective client through the process of exploring change, pursuing better results, and delivering new and better outcomes."

 

Just as Winston Churchill famously said, " Never give up, never ever give up."

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com. 

Episode 160, Six Ideas to attract new clients!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 160, Six Ideas to attract new clients!

 

Prospecting! I think I heard some of you say, Ugh.

What if there was a better way to gain new clients? Everyone listening to the podcast agrees they want to use the most effective and effortless process to gain new clients. Yes, sign me up; your saying.

 

The reality is that our business success depends on this one word – Prospecting! Find clients that we can help. This step takes a winning mindset, focus, and a system to get in front of our best prospects. 

 

We want to identify the clients that match our company profile of success and stop targeting those that don't so we are not wasting valuable time. 

 

If your job is to generate leads, below are six ideas to help you get in front of the client faster than your competitor.

 

Yes, there are many ways to prospect new clients. Pick up the phone and call someone. Target your competitor's key accounts and find a way to engage them with your company. Referrals are a tremendous prospecting opportunity if you ask your best clients and the fastest business conversions. 

 

In the end, people buy from those they are more familiar with, like, and trust.

 

Here are six ideas that you can implement to attract new clients.

 

1. Establish yourself as a thought leader

By establishing yourself as a thought leader or subject matter expert in your industry, you can show your credibility and trust before reaching out to new prospects.

 

For example, suppose you're in Marketing. You can write an article or post a blog on Linkedin with tips on how to better market your company, post a video that you believe can help companies save time when marketing, write guest articles for industry publications and speak at trade shows and conferences. Be a guest on a business podcast that gives you more exposure to new companies. 

 

Make comments, and share or like the content on your prospect's Linkedin or social channels. They will become more familiar with your name and company. Use five or more words to help your Linkedin Selling Index score when commenting.

 

2. Be a resource.

To be successful in sales, you have to do more than sell your product or service. You want to provide research and ideas to help solve their most significant business needs. Become a solution provider versus a salesperson.

 

You will likely gain referrals when you solve your client's most significant business need. 

 

3. Use video.

Capture the prospect's attention by adding "video" in the subject line and including a thumbnail image that links to the video. Use it to introduce yourself, provide additional content, or use to humanize your brand. Video is also great to recap your discovery calls as well.

 

4. Host a webinar.

Webinars can create leads for you because you know the attendees have a demonstrated interest in the topic. Not sure you can do a webinar on your own? Think about Partnering with another organization in your industry to host a webinar on a mutually beneficial topic.

 

After the webinar, poll your audience to see who's ready to learn more about your product/service. Consider a polling form that asks them to answer "Yes" or "No" to statements like "I'm ready to learn more," or "I'd like to learn more about [Three Word Meetings.]."

 

You now have a lead list! Follow up with those who responded positively to your poll or post-webinar survey within 24 hours, and schedule time for them to learn more. And don't give up on those who said they weren't yet ready to buy. Remember, no, means Not Yet!

Stay in touch over the next few months to see if their buying position changes.

 

5. Network with a purpose

Attend networking events that allow you to connect with the right people. Identify why people are attending a particular event or conference. If the agenda has topics relevant to your ideal customer, or if someone attending is from a company you are targeting, then attend that event.

 

Once you identify the events that will give you the most significant ROI, map out which sessions you'll attend and which happy hours or networking events make sense.

 

6. Answer questions on Q&A forums.

Seek ways to engage your prospects on trends and best practices in your industry — and eventually educate them on your product.

Online forums, like LinkedIn Groups, allow like-minded people to post questions to the group members or audience and source answers from experts in the field. Join these platforms, and build trust and expertise.

 

Successful people do things that other sellers are not willing to do.

 

The question is, What are you willing to do?

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 159, 3 skills you need to succeed in business!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 159, 3 Skills you need to succeed in business!

 

I have a question for you? Why do some salespeople hit their goals and others fall short? I know there may be exceptions to losing a significant account that could impact your year. Aside from that, there is one reason.  

 

Accountability! Yes, the difference is that those understand that their success starts with them! 

 

They don't wait and watch others do it; they do it.

 

It starts with you! You set the tone for your day. 

 

We hold ourselves accountable. The definition of accountability is an obligation and willingness to accept responsibility. We are proactive, acting in anticipation of future problems, needs, or changes.

 

Yes, we need accountability skills?

 

What Are Accountability Skills? 

Accountability is taking ownership of your actions. It is being responsible for you and your results. When you are accountable, you are committed to the goal and outcome. More importantly, committed to making progress.  

 

Here are 3 Tips to hold yourself accountable!

 

Set Your Own Goals and Accountabilities

Goals are the expectations. Accountabilities are where you stand and what needs to be changed. 

 

Once you determine your goal, what is the process to achieving them?

 

I love James Clear's quote from Atomic Habits book "You do not rise to the level of your goals. You fall to the level of your systems." 

 

What is your system to ensure you not only achieve and exceed your goal? 

 

You have to understand where you stand today with your business to know what systems and steps you need to take next. 

 

Once you have determined your goal break it into a more manageable and actionable short-term plan. 

 

For example, if you need to generate $2,000,000 in revenue annually, you know your short-term goal is to generate $500,000 each quarter.

You must close ten accounts each quarter if your average sale is $50,000.

 

Or your accounts may vary; you close a few $75,000 accounts and grow your current account base by $25,000.  

 

The accountability skill is understanding your numbers and owning them!

 

Own your Opportunities

Do you have enough clients to exceed your goal? More importantly, have you planned for account attrition? It happens to all of us. For example, your best account goes with another vendor.

 

According to Marketing at Work, the average business loses about 10 to 25 percent of its customers yearly.

 

Accountability skill number two is having enough clients and new prospects in your pipeline.  

 

Do you have enough opportunities to reach your quarterly goals? This tends to be an area most of us fall short of. A pipeline review is all the opportunities you are pursuing and where they are in the sales process.

 

To understand your pipeline, start by asking yourself these questions:

• How many opportunities do I presently have in my pipeline?
• What is the total value of these opportunities? 25% of the accounts we have as a target are not a fit for our products. Let's remove those.
• What percentage of these opportunities would I have to win to make my number?
• Do I have enough business to make my number this quarter?
• Have I factored my 10-25% attrition rate into the quarter?

 

The next question we have to answer is, are your activities producing the desired outcomes? 

 

How well is your plan working?

What changes do you need to make? Conducting these self-reviews will allow you to understand what's working, what's not, and what changes need to happen.

 

Be honest with yourself.

Accountability skill number three, Honesty, is the best policy! Be honest with where you are today and what you need to do moving forward.

 

Hold yourself to a higher standard than anyone else will. 

• Do I have enough accounts and business to exceed my goal? What is one adjustment I can make today?
• How do I attract more new clients?
• Can I upsell my current accounts? 
• What do my future opportunities look like today?
• What process do I need to do to ensure my next month improves?
• What have I learned? What needs to change? What is working? What do I need to do more of in the future?

 

I recommend scheduling a meeting on your calendar for a self-review on the first day of each month. We don't want to wait for our end-of-year review; it will be too late to make the adjustments.

 

Taking responsibility and owning the result, regardless of the circumstances, will allow you to make adjustments and improve in the future. 

 

Successful people do things that the unsuccessful aren't willing to do. They create better systems, look for ways to improve daily, and take action.

 

I will leave you with this phrase: If it's to be, it's up to me!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

Episode 158, 8 tips to keep your sales from going on vacation.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 158,  8 tips to keep your sales from going on vacation.

 

Yes, Summer has arrived, but your sales don't have to.

 

How does the Summer season impact your sales? 

Have you found it even harder to connect with new prospects?  

If you're shaking your head, yes, you are not alone; the Summer presents challenges and opportunities when setting meetings.

 

Our prospects go on Vacation.

Our calls go unanswered. 

Even our LinkedIn requests don't get accepted as quickly. 

It makes our job more difficult when trying to generate sales.

 

So we need to design a plan around when people are on Vacation.

I researched and discovered that certain weeks are more popular than others.

 

For example, you can almost guarantee an automated reply the week of July 4th. According to data from Tripadvisor, July and August are the most popular vacation months. Keep this in mind when building your outreach strategy.  

 

I read an article from Emma Brudner from Hubspot, who shared some great tips to get us back on track during the Summer. 

 

Prospect, prospect, prospect.

40% of sales reps agree that prospecting is the most challenging part of the sales process- so it's easy to lose focus. Especially during vacations!

So we can't let our prospecting go on Vacation. We need to continue to find new customers who are a fit for our product and services.

 

Add more qualified prospects for you to target.

The secret to beating monthly quotas is maintaining a consistent pipeline of opportunities. Schedule time daily for prospecting in your calendar; think about the best time of the day that they are more likely to answer your calls.

 

Set Google Alerts

Just because people are on Vacation during the Summer doesn't mean business stops. If you see relevant news, it gives you another reason to reach out and connect. Set up Google alerts for your prospects' companies to keep up to date on any significant announcements. 

 

In addition, keep an eye on clients LinkedIn profile and note any changes. New title? Updated summary? Send a message and rekindle the conversation.

 

Seek referrals.

July is a great month to check in with your current clients and see if some other divisions or service lines can use similar help.

 

Do the work for your client. Look at your best clients' LinkedIn profiles and identify a few companies you know could benefit from a conversation with you. Ask your client if you can say that they recommended you connect because they are happy with the business results they are getting from your product or service. You will build instant credibility, and it will shorten the sales cycle. 

 

 

Upsell.

Is there an opportunity to help solve another critical business issue? Any other emerging growth areas that you can help bring a solution. You have already developed credibility and rapport. 

 

 

Revisit accounts that said no.

Remember no means, Not yet! The prospect who said it wasn't the right time a few months ago? Well, it just might be the right time now. Is there research or a relevant success story that would be important for this client? Are there other business needs that have arisen since your last conversation? Call with a purpose to see if they are on track with their business goals?

 

 

Change up your messaging.

If no one is answering your emails or calls? Stand out from other messages by adding a bit of humor mixed with a dash of seasonality can go a long way in grabbing clients' interest.

 

For example, you might kick off a voicemail with, "You're probably on a beach somewhere now, enjoying the sound of the ocean versus me." It helps if you know something about the prospect that you could tailor a fun message.

 

Go on Vacation.

We deserve and have earned a vacation. So make sure you take some time off. For maximum vacation restoration, leave your laptop behind and turn your cell phone off.

 

There are business opportunities around you while you're on Vacation. I have met new prospects at the hotel, pool, and golf course. Everyone is in a great mood, and conversations flow, just like their favorite beverages.

 

 

Create a Summer Incentive 

Every business goes through a slower sales period. Create a fun incentive that can inspire your team to make that extra call on new prospects to help their sales.

 

Ideas could include:

• Tickets to the Hottest Summer Concert 
• Tickets to Summer Theme Parks
• Tickets to Sporting events
• Tickets to a Comedy Club
• Dinner at a Hot restaurant
• Summer Spa day retreat
• Suppose you don't have the resources to buy the incentives. Offer extra days off work, or they get to work remotely every Monday or Friday if that is not a current option.

 

All this talk about Vacation has me excited about booking my next trip. So I will leave you with aloha.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 157, 3 Strategies from the Father of Business-Warren Buffett!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 157, 3 Strategies from the Father of Business-Warren Buffett!

 

Happy Fathers Day to all the great men I have the privilege of working alongside and those Fathers and mentors impacting others' lives. Thank you!

 

I was thinking about the one Father I have never personally met, who has taught me business and life lessons over the years, Warren Buffett. At 91, he continues to share his road map of success with so many of us.

 

I thought it would be fun to share several insights and strategies from the most recent Berkshire Hathaway annual meeting that you can apply to your business.

 

Consider this question, Should you Diversify your accounts?

What Is Diversification?

We learned not to put all money into one fund from an investment standpoint. Financial advisers use the phrase; Diversification will mitigate losses or risks by spreading your investments across multiple investments and different vehicles.

 

The idea behind this is that the positive gains generated by one investment effectively balance out any losses caused by another investment.

 

When looking at your business and accounts, would you say you are diversified? You likely have several large spending accounts that make up 60% -70% of your income and 40%-30% of other smaller accounts. We get comfort in knowing that we are diversified should any clients go away.

 

Warren Buffett, the Billionaire investor, feels differently. In his view, studying one or two industries in great depth, learning their ins and outs, and using that knowledge to profit from those industries is more lucrative than spreading a portfolio across a broad array of sectors so that gains from specific sectors offset losses from others. 

 

What should we do? Dig deeper to gain insights into your best clients. We need to know the ins and outs of each account.

Where are your opportunities with your clients?

What problems could you solve for them, and the investment they need to make with your product or service long-term. Let go of the accounts that don't have the budget and take time away from you, focusing on accounts with upside.  

 

Knowledge Is Power

Buffett created a fortune by acquiring knowledge about finance and specific companies and industries. He took that knowledge and hand-picked his investments. The part of the quote about how important it is to know what you're doing is something Buffett can speak to with authority.

 

An investor who studies trends and understands how different companies and industries react to various market trends profits much more by using that knowledge to their advantage rather than passively investing across a wide range of companies and sectors.

 

The same theory applies to our clients. Knowledge is Power! We have to study trends and understand the different clients we work with to be able to help them. Our clients are buying knowledge from us. They are investing in you and your company for profits for their company.

 

The person and company that helps them achieve this based on data, which is knowledge, market trends, and opportunities in the marketplace, and brings a solution to what they need will win the business. It's our job to maintain that with each of our clients. 

 

How to beat inflation

With inflation at its highest level in 40 years, shareholders wondered how to protect themselves from losing purchasing power as prices climb higher.

 

"The best thing you can do is be exceptionally good at something," Buffett said. "Whatever abilities you have can't be taken away from you." 

 

Buffett said the way you get paid or the amount might change with inflation, but if you're the best at what you do, people will always be willing to exchange some of what they produce for what you deliver.

"The best investment – by far – is anything that develops yourself," he said.

 

To be successful in business, keep your skills relevant and keep learning. 

 

That's why professional development is essential. To continue progressing in your sales career, consider developing and refining the following skills.

 

Ten Sales skills to help your business.

1. Effective Communication
2. Product Expertise
3. Problem Solving
4. Business Acumen
5. Negotiating
6. Prospecting
7. Collaboration
8. Relationship-Building
9. Following Up
10. Closing
11. Adaptability
12. Active Listening

 

In most cases, people buy from those they like and trust. What can you do to keep investing in yourself? What additional skills or knowledge can you gain to protect yourself? Protect your relationship with your current clients and gain new customers? 

 

It starts by asking yourself whether you would buy your product or service. Suppose it's a yes; congratulations. If you are unsure or it's a no, let's learn the skills to make it a Yes.

 

Change one habit

Warren Buffett has always shared his success tips for better investing and living a better life. He has done this by leading by example and one habit at a time.  

 

Warren's advice may be a good starting point to overcoming obstacles that may be keeping you from achieving your full potential. It's a simple theory, Get rid of your bad habits.   

 

This process isn't as challenging as you imagine, so the first thing to do is stop thinking about all the changes you need to make. Instead, focusing on improving one thing at a time is the key to lasting change.

 

It's those bad habits that keep you stuck and not moving forward. It starts with the people you surround yourself with every Day. My mom would always say to me you become whom you hang around. If you want to achieve things in life, surround yourself with those that have achieved them. Create an environment of growth and stretch yourself with those more intelligent, more innovative, and authentic who have your best interest.

 

Investing in you is the best return on investment! 

 

Learn more about Simplifying Your sales meetings using 3-word topics at threewordmeetings.com.