You’re SMART if you hate Selling!

If you have a business of your own, I bet you face the Selling-Gremlin on a regular basis. Do you try...to make yourself pick up the phone? (I know an insurance agent who gained a ton of weight with an oreo cookie award for each person he reached by phone). Maybe you force yourself to get accost people in public. Perhaps you drag yourself to one more useless networking event.

Recognize any of these symptoms? Then you have definitely met the Selling-Gremlin.

I know this challenge personally. In fact, it almost closed my very first business--10 times later I've learned a few things. This is a struggle many professionals face.

You see, you've got great reasons to hate selling. In fact, I am completely convinced that you’re actually SMARTER than the average bear if you really hate selling. You probably have had experiences that led you to this position.

· A pushy car salesperson handled you so badly that you either just walked out of the dealership (even though you really needed a car) or you lost your cool and pushed back. Hard.

· Some marketer called during a rare family meal. And talked and talked and talked—you didn’t even get a chance to say “No!” before a few minutes had passed. So again, you either just hung up feeling annoyed and frustrated or gave the caller a piece of your mind.

· You walk into a department store on a search-and-destroy mission. You needed one specific item: your goal was to get the time and get back to the rest of your life. What happens is down right crazy: you have to struggle through a gauntlet of desperate young sales people who want to squirt you with scents that sound weird and smell worse. It’s like getting through a log jam.

I've personally had all of these experiences and hated all of them. See, here’s the deal. The standard sales practices are all built on older, out-of-date behavior models. You’re tired of them, along with everyone else, because they are designed to work a sale through our survival instincts. The approaches are completed designed to tap our most basic “safe group” behaviors. And the chemistry that comes with this experience in both body and brain are not pleasant experiences.

Fortunately, in the past couple years new studies have come out that support other ways to handle the sales process. In fact, much of what we’ve learned is about NOT selling. Your success, instead, is more about being human, being who you really are.

What you hate is how it feels to be part of that old, outdated sales model. So if that’s what you know about selling, you’re being completely smart to not only hate it but to stop doing it. Your best bet when you present your services or product is be an honest, caring human being.

That’s a relief huh? More tomorrow on the NEW Secrets to Selling!

Wishing you Success & Heart,

Is the Biz Guru Advice Right for You?

Great article on doing a sanity check for all that advice out there. Definitely worth the time.

Enjoy! Since this is the first weekend in ages when there's NOTHING official on my schedule, I'm logging off and kicking back.

Oh yeah!

Have a great weekend,
Heidi Sue

New Entrepreneurs, Secret #4---Finally!

Good afternoon, all.

While it's fun to discover what I thought was a blog post is actually an entire book, or at least a large chapter in a book, it's an interesting experience to write and write and write...and know there's more to put down to actually complete the idea. And then create an edit that's useful for others while not 100 pages long!

Here's the first slice of the Kinds of People you need to success as a New Entrepreneur and WHEN You need them!

Secret #4 It’s not just who you know, it’s how and when you tap that connection

Another business truism is “It’s now what you know, it’s who you know.” I agree with that statement to an extent. I suggest you add that timing matters as well. When you tap your connection resources is just as important as having connections!

You need a few different kinds of people around you and your business if you want to succeed. To boost your success potential, be specific about timing your conversations with the various types of people who support an Entrepreneur in different ways.

What matters most is carefully choosing when you tap your personal resources of people and connections. Connecting too soon or too late for different kinds of people you already know is potentially a large factor in succeeding—or failing--as a New Entrepreneur. These are the types and times to reach out:

The Seer: The Seer is another person who can see your vision. He or She gets excited with you, for you and about your dream. You do and will continue to need this kind of support on the journey.

When you need this person: Regular check-ins and support from this person weekly or a few times a month with one or 1x a month with a couple of these people is essential support

The Aggregator: The Aggregator is someone is can actually be a little confusing to have around. This is one of those people who constantly shifts the different aspects or qualities of your venture are gathered up by an Aggregator. You may feel confused by all this person takes in at first. And if you're looking for a good lawyer, consultant or coach, this is who you want. (And yes, that's definitely the kind of person I am.)

When you need this person: At the beginning, regular, consistent contact is key. If you ever feel it would be helpful to have someone keep you on track and maintain your progress, an Aggregator is really helpful to get you doing THE key things not just all the busy stuff!

The Connector: This kind of person has more contacts than you can imagine and when they hear about your business what comes to mind for them first is someone they want you to meet. This person loves to provide introductions and they are priceless.

When you need this person: Connect with this person towards the end of your development/organization phase. Have a clear idea of what you want to do even if you don't know how before approaching the Connectors in your life.

The Analytic: This person gets into the details and frequently it feels like your vision and motivation is being torn apart. As a result, you are probably tempted to avoid them. Don't! This perspective is priceless. He or she finds all the gaps between steps or logic and points them out to you.

When you need this person: Any Analytic that you have in your life is your best support when you need to be sure that business presentation needs to be flawless, clear and persuasive to a point. If you want to make fewer mistakes and spend less money along the way, invest in honoring this person at these key times in your evolution as an entrepreneur.

The Client: The client is a person you know or meet who clearly needs what you offer. If you meet new people who are potential clients, practice listening more and speaking less. Perhaps you have an existing friend who is also a match for your work, Stop there. Let that person come to you in their own time. This is one of the hardest "sells" in the biz, so don't make it harder.

When you need this person: Engage with a potential client once you can describe what you do in less than 3 sentences and who you work with in 2 lines or less. Since the key is listening more, you're not ready for these conversations as a New Entrepreneur until you've started to get clear and concise. So, don't wait--this will change a lot over the first couple of business cycles. Start now and be ready sooner.

The Influencer: The Influence in many ways is a blended person or function. This person may also be strong in any of the previous traits. The Influencer connects you with people, but he or she does it in a completely different way than a Connector. An Influencer brings others along. Perhaps without even being a client.

When you need this person: You rarely have a bad time to spend time with any Influencer you know. For this relationship to work for everyone you need enough organization and confidence to be professional and effective. You do not need to be perfect. You need to have the tools to be ready to accept clients.

There you have it! These are the five kinds of people you need to support you as an Entrepreneur. Of course, as the book grows, I'll record the questions, conversations and tools I've used for a couple decades with these folks to grow my own businesses.

Have a super weekend!

Heidi Sue

© Copyright 2009-2010 Heidi Sue Roth. All Rights Reserved.

Hear about it from someone who's doing it!

Eric blogged an update about Stage of Life today. Drop by and check it out.

I had the chance to interview Eric a few months ago and am excited to hear the news. Along with his transparency in revealing how and why they've done things the way they wanted to.

Power to the 'Treps!

Heidi Sue

Make a Smart Choice for Your First Business

Your best bet for your first business will be easier and more successful if you choose something with the following specific qualities. By incorporating these factors you’re your first business, you increase your profit potential while reducing your risk. Those qualities are.

Time-Based Success. This simply means a business that depends more on your expertise and time than on investing in how much stock in storage somewhere. Use your expertise as leverage to keep the cost of being in business lower. The cheapest business I ever started cost me $100. I already owned most of what I needed and the real invest was my time to make it work. In today’s market, time is your most valuable and important commodity.

Focus on Service. Regardless the business you choose, the ability of you and whatever size organization you create to provide personal, top-notch service to people is a make-or-break reality. When service is what you sell, this becomes an even more powerful component.

Expertise is the Valuable Product. The easiest, fastest way to turn an idea into something profitable is to re-frame your existing expertise. While this can be a challenge as we discussed during the first secret, it’s also the kind of business that has your lowest risk.

Profit from Skills instead of Product. This basic concept is to take your expertise and turn it into a system or educational package that teaches others how to master the things you’re the best at.

Overall, you want to choose and design your business for success from the beginning. Starting a business that involves product or stock that you need to store and sell increases your success challenges. Even if you work with a company that has a formula for working this kind of business (say a franchise or network marketing organization) success through product has the potential to be burden and means it takes longer and more money to succeed.

Your first choice in business success is a chance to get your “sea legs" and I recommend an easy sail. Being in business on your own is challenging; you can make the experience easier. You may decide that this isn't that path for you--passion and vision need to come first. And I still recommend doing the lower-risk/higher-return part first!

Wishing you Success & Heart,

Heidi Sue

© Copyright 2009-2010 Heidi Sue Roth. All Rights Reserved.

OOOPS! 50+ New 'Trep Series Update

I've been editing Secret #4 for tomorrow and discovered there's an entire book hidden in this secret. So here's a heads up. Tomorrow you're actually getting secret #5 and I'm saving #4 for Friday. I need more time with that content to get you the best stuff for the blog and outline the rest for an eBook.

See you tomorrow!

Heidi Sue

Third Age 'Trep Tips: Secret #3

Secret #3 Spend Your Time and Save Your Money!

Have you heard the saying that that #1 reason businesses fail is not enough money? I’m here to challenge that belief. In fact, you already got a hint of that in Secret #2; in 20 years as an entrepreneur the conventional wisdom about being in business rarely worked.

I’ve watched so many business owners throw money at situations believing this old saw--if they just had more money or spent more money, success could have been obtained.

And I’ve seen the opposite: an entire new software product created and successfully launched without direct, measurable funding.

How is it both of these are possible? The reality is that success has less to do with how much money you have to spend than how you spend it. The first three stages of your business have a common task you must make a high priority: keeping money! This is completely opposite most common advice and business logic out there. Remember that tech boom and bubble? Well the “burst” of the bubble had a lot to do with spending money and not protecting any of it. Most of the companies that burst spent money and did not make any. Sadly, lots of tech ventures still follow this model.

Give yourself the mindset of an investor and you’re more likely to succeed. Treat the money you put into your business as if you are your own Angel Investor.

What do I mean by that statement? Investors do not pump money into your business because they believe in the product or the people. (Just check out how often the founders are pushed out by investors early on so you can get clear on VCs [Venture Capitalists] are NOT in it out of the goodness of their hearts.) While I do NOT recommend putting yourself into a business situation you don’t believe in heart and soul, when it comes to money and success, you also need the ability to step back and be brutally honest.

Most entrepreneurs want more of something and that’s why the go into business. More income, more freedom, more control over their own ideas or life…If you spend your money first you’ll always end up with less.

Spend your energy, your time and your passion first. Back all of that up with your investment capital. Be creative first. Out think the competition first. Get outside your comfort zone first—a long way out! Combine these practices with protecting your cash and capital and you create long-term potential for success and income.

When’s the last time you chose a product or service because of the fancy offices, impeccable art display or expensive ad campaign? There is no need for you to spend like big business to get your own business off the ground.

Other people will tell you this perspective isn’t true. Many business coaches and even experts will insist that lack of money is the primary reason businesses fail. I suggest you go ask people who are or have been in business a while how many times and on how many different things they’ve spent money without any evidence of increased profit or income. You don’t have to believe me. But don’t just assume anyone else is giving it to you straight either. Most business advisors have a vested interest in your slow, expensive progress.

My goal is to teach you to succeed faster and for less money just like I do in my own businesses.

Coming next: Secret #4 It’s not just who you know, it’s how and when you tap that connection

Wishing you Success & Heart,

Heidi Sue

© Copyright 2009-2010 Heidi Sue Roth. All Rights Reserved.