Prospecting Business Owners

Every company wants to target business owners to sell their products and services – and why not, they have many needs and disposable income. The million dollar questions are where do you find them and how do you grab their attention.

First, let’s get YOUR head straight on business owners. They are not “targets”, “prospects” or “statistics” – they’re PEOPLE – humans with emotions, families, thoughts and concerns. Their focus is building their companies, enjoying time with their families (wishing it were more) and exit strategies to enjoy the fruits of their enormous sacrifice and labor. They wake up every day with a lists of tasks to conquer – and tight schedules.

What you don’t see in the description above “like (or the time) to be sold stuff”. In fact, I find it annoying as hell when approached by an attacking sales person. I instantly close down and walk the other way. Treat them as PEOPLE, respect their schedules and you will at least get a sliver of focus.

Attracting them TO you

Business owners ARE always looking for ways to improve, organize, cut costs and increase revenues. They look at technologies and innovative ways to solve new and old problems. Get what I just said – INNOVATIVE ways to solve OLD problems.

Every company has the same issues, employees, sales, conversion, cash flow, growth – what does your company do to help solve one of these pains? Moreover, what cool, new, INNOVATIVE way do you solve these problems? How do you do it differently than everyone else – in less time – more efficiently – with lower costs – or higher returns? If these differences don’t come across in less than 10 seconds – you are forgotten…to many things to do – so little time.

Moths to a light

The difference in your company and everyone else needs to be GLARING obvious. In your marketing, in your website, the way you walk and talk – and the knowledge you spread across the internet.

Business owners spend time watching videos, reading blogs and tapping feeds. They follow influential people gleaning from their expertise – and putting into action. Are you providing such knowledge? Can they find read your blog, or even better, watch your videos (my preferred choice) to learn how to do something bigger, faster, stronger?

Share your knowledge, give away some of the cow. Gasp! I can’t do that right? Yes, you can for business owners are BUSY. If you give them some insight, show them some of your tips and tricks, they will HIRE YOU to do it FOR THEM. They don’t have the time or desire to do what you do; they just want it done. So give away some of your secrets, show them what you know, provide case studies and success stories and you will draw them in like moths to a light.

Steven Placey is the President of Rock Your Business Inc. an Innovative Business Growth Firm that focuses on assisting companies in prospecting business owners and sales conversion systems.

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Value vs Valuable

Don’t you hate wasting time and money? I know I do. You may be doing just that with some of the services or products that you consider “value adds” for your customers.

Why? What you may consider as providing more value, may not be seen as VALUABLE by your clients. Such things as newsletters – nobody reads them – or at least maybe 1% tops – and you can spend HOURS writing them, and in some cases printing and sending them.

Other companies provide consulting, or simple low cost services in a bundled package with a larger service. Many times your customers simply want what they paid for and don’t see the extras as valuable.

In some cases the extra value upsell, isn’t providing the returns they were expecting.

Another example. I am a member of a regional business organization. They upsell that new members who attend the monthly business breakfast will get a chance to introduce to the entire crowd – normally 200 -300. What ACTUALLY happened was that all the new members were asked to stand, and their names and company names were read. Then we all sat down.

What would have been VALUABLE to me was to let each of the new members intro THEMSLVES and give us each 10 seconds to tell people what we do. That would have provided REAL true value (and happier customers for simply adding 90 seconds into the agenda.)

How do you know what if you are wasting time and or money?

Do a survey to see if people are truly USING the extras, or enjoying the insights. What would they like to see more of – or less of. What are you NOT doing that they would appreciate? This is best done by a 3rd party that can provide the feedback to you – and get more honest answers from your clients.

You will never know unless you ask. It could save you from wasting valuable resources you can put towards more profitable initiatives.

Steven Placey is the President of Rock Your Business Inc. an Business Growth Firm that focuses on Innovation, Strategy and Marketing for Small and Medium Companies.

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Break Away from the Tag…

2019 is all about trying something new, innovative to crush your sales goals. So here’s something you can do today or this week that can help you get more appointments and sales QUICK.

When you attend a networking meeting this week, don’t wear a nametag. WHAT???!!!! That’s right – just try it, especially if you are going to an event where you could meet a lot of NEW people.

Here’s why – people have preconceived notions of many industries – they feel they already KNOW what you do – and HOW you do it. If you are in an industry where many of your competition attend events, then new people you meet already probably know dozens of people in your industry – and they may simply lump you in automatically with ALL of the other people they know that do what you do. YOU AREN’T like them – and you don’t want that do you?

I NEVER, EVER, EVER wear a name tag – I want people to ask what I do – so I can explain it MY WAY. I can give examples of someone I helped, I can base my response of who I am talking to. I can ask questions – all without any
preconceived notions on their part. You can show how you are different from everyone else – which is what companies spend MILLIONS on every year – and you can do it simply.

It works and has helped us build a great business. I have built a database of 33,000+ clients and contacts using this and you can to. Break away from the tag! Try it at your next meeting – it may just Rock Your Business!

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Unleash Y-O-U

I see people struggle to find a niche in the marketplace, to stand out from the crowd in a very distracted and overwhelmed marketplace. Many times I’ve seen where their answer on how to do this is staring right back at you in the mirror.

People buy people. They follow passionate, vibrant people that kick ass and take names. Want to own a stage? Then own it. Don’t tell people your a pitbull, they should see it when they watch your videos, read your articles, see you live or in meetings.

I met a lady one time (that funny enough became a local politician) that would tell people all the time what a “people person” she was. Should you have to tell anyone that? In fact people should know who you are and what you stand for – and most importantly – how you can help them IMMEDIATELY.

It’s an oxymoron to say I want to stand out, yet always try to remain PC and lose sleep over the fact you might offend someone. Here’s an absolute fact: If you are not offending someone with something you are doing, then you probably aren’t doing anything. I’m not saying be an ass, ALWAYS be professional, but unleash the real you. Ooze confidence, effect others, support, innovate and care. Live it, breathe it – show it.

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Stop Thinking and Start DOING

I know many great thinkers – intelligent people with grand ideas, innovations and aspirations. They plan, they mastermind and brainstorm. They write notes and draw diagrams. They have amazing potential – yet they are dead broke or stuck in neutral.

Not just for Entrepreneurs

Successful companies can get stuck as well. Planning sessions, team meetings and ideas can easily get lost for one of two reasons: One, they don’t have the bandwidth or resources to bring the idea to life. Two, they don’t have the experience or knowledge to execute on their innovations. Either way, growth stagnates or slows – frustration may build causing negative effects.

Stop, drop and ROCK!

At some point you need to stop thinking and start DOING. Execution moves you forward. Only execution. All the planning, learning and praying in the world can’t move you forward – only action. Don’t know where to start? GET HELP. Why not? Isn’t your business and life – and the potential gains worth it? No one can do everything by themselves – and no one expects you to. Put the ego aside and ask for help.

But I don’t have the budget

Help doesn’t have to cost an arm and a leg. Many times I see people spending money on disposable items that they could be using to move execute their ideas. Things such as weekly Team lunches, overspending on low ROI marketing, personal expenditures and my pet peeve – going to EVERY “ra ra” training event that is supposed to get you motivated to conquer the world. Seriously, I’ve seen companies spend THOUSANDS on training with little or no ROI. Nope, not even the greatest motivators that make you eat fire or walk on coals will move you forward unless you EXECUTE.

Take the first step TODAY

It’s worth repeating…Isn’t your business and life – and the potential gains worth it? No one can do everything by themselves – and no one expects you to. Put the ego aside and ask for help. Not help from a blogger who has never built a business. Not help from a professor that has never built a business. Help from people who have built, innovated and MOVED companies to greater heights. They are out there – ready to help you. Just ask and get MOVING!

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Value your time more…

About 10 years ago one of my mentors said something that changed my business: “If you want more value for your time, then value your time more.”

So many angles with this huge statement:

  1. Your time, ideas, knowledge and expertise are extremely valuable,and it’s perfectly fine to be compensated VERY well for sharing it with others.
  2. Understand the VALUE of the results that you produce for your clients. If your solutions can help someone create $1 Million in new sales and you are only charging $750 for this – seems like you might be cutting yourself short doesn’t it? People will pay handsomely for things that help them produce huge results. It;s not being greedy, it’s FAIR compensation for your help.
  3. Free consulting sucks. People will try to take you to lunch, drain you of ideas and walk away by paying for your $15 lunch never to be seen again. Don’t fall in that trap. I love helping people and giving some advice, but don;t get taken advantage of – it is only hurting you and your family.
  4. The RIGHT networking groups are great. Since you now value your time more, look around at the people in the groups you are networking with. If you are the most successful in the group, then find another group. You want to be around movers and shakers you can learn from and that motivate you to reach higher.

“If you want more value for your time, then value your time more.” Live it, breathe it, remember it every day and you will Rock Your Business in 2019!

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2019 is Your Choice

Today is the first day of a whole year of unlimited potential. Make it or break it, it’s completely in your control. Your financial success, business, career, love life, family life, weight – everything is in your control.

But to see success in anything – or everything you MUST admit one thing to yourself. If you haven’t been happy with what happened last year, then you are doing one of the following:

  1. Doing things you shouldn’t be doing or
  2. Not doing the things you should be doing.

If you haven’t gotten the results you want, you have to admit that it’s no one else’s fault but your own – and that you are ready to change that. Until you admit this neither I or anyone else can help you do anything.

The best part is YOU are amazing – you can do anything. So if you are ready, and you admit the above – and you are ready to REALLY make change happen, your mindset is ready. Nothing can hold you back this year – be an animal and crush every goal and obstacle.

Keep following me this year. We can do this together. Let’s ROCK!

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