As noted in the video below, it takes several, if not hundreds and sometimes thousands, of failures before we succeed.

How has your past failure motivated you?

One of my past failures was public speaking – A HUGE fear of many, many Americans.

In fact, it’s the #1 fear of people in America. Guess what’s #2?

Death.

Yep – most people are more afraid to speak in front of people than to die. And to some people, they are basically the same thing!

I, too, used to get really freaked out, scared to death, and tremble when I had to speak in front of a group – classmates, peers, you name it. And this was before I really had anything on the line, or anything that I was personally hoping to get out of giving the presentation, other than a grade or pat on the back.

After that, I did ironically end up in a career as a corporate trainer, speaking in front of groups as large as 500 people.

But even after that and when I was in business for myself, the first time I had to address a packed room of well-dressed business people that on the whole were older and more experienced than me, all those old feelings came rushing back.

Every time I used to say to myself:

- “Why should these people listen to me?”
- “Who am I to tell them how to do this?”
- “I wonder if I can get out of this somehow – fake illness, maybe??”

Well, I’m glad I didn’t. And I’m glad I found a great way to turn it all around and make public speaking an important part of my life and then my business.

And interestingly, I think you’ll be glad I turned it around, too.

Because my success after failure is about to pay off for you too.

Yeah, that was a little bit of a teaser for you.

If you’re on my email list, you’ll know what I’m talking about soon. And trust me, what I’m going to share will turn your service business around or make it explode to a whole new level:

Sign up for our Email Newsletter

So make sure you’re on my list to get the free training that’s coming in up a few weeks.

You’ll thank me later :)

This even happened yesterday when I met someone that I was very interested in having speak at one of my networking events for small business owners. But you see…

She unknowingly messed it all up in a big way and blew her chances at getting a lot of business.

And at the same time, she also killed my impression of her.

*********************************************************************************

Are you closing the door on sales that
you didn’t even know you had locked up?

*********************************************************************************

This is one of the biggest and easiest mistakes to make for us small business owners while networking as well as during a sales conversation that costs us dearly.

I used to make this same mistake all the time.

Often. And I had no idea I was doing it.

It was costing me lots of clients that would have hired me.

Then I finally figured it out and learned to do the exact opposite of what my instincts were telling me. But that was after years of working with sales and marketing gurus, and I was finally able to connect the dots.

Most small business owners never know they are doing it, and if you’re one of these people, it’s costing you clients, time, energy, money and reputation.

I’ll explain in detail below how to avoid doing this one thing, and give you

THREE SIMPLE SALES LESSONS to handle the situation and
give you a HUGE SALES LIFT instead.

*********************************************************************************

Does this sound familiar:

You’re at a networking event. Or maybe just met someone at a social gathering.

You’re having a really good conversation. It definitely seems like they are seriously interested in hiring you, and you go to put it over the top.

Then you hear a ‘maybe’, or more likely “Ok.. I’ll call you.”

And then… Nothing.

How frustrating is that?

VERY!

You probably have just talked yourself out of a new client, and you didn’t even know it.

Or maybe you do, but you just can’t figure out what went wrong. And that’s even more annoying and upsetting.

And then you start questioning if you are wasting your time at networking events, or if people just don’t “get” what you offer.

Or maybe you figure next time you need to explain your services more… but it doesn’t work any better, and you lead yourself into a cycle of doubt, rejection and disappointment.

Like I said, I’ve been there, done that and bought the t-shirt.

It’s extremely discouraging.

Not only can this happen easily and often while networking, but it also can happen during a sales conversation.

And when this happens, you are MISSING GREAT OPPORTUNITIES to get more clients and move your business forward.

Here’s what I’m talking about:

Human nature is to get excited when someone shows interest in your services, so your natural reaction is to show your expertise, prove your worth, and get them eager to hear more, follow up and to hire you.

And when you see that they really do NEED you to help them, then the adrenaline REALLY gets pumping!

So you go into high-gear, and agree with them, and tell, explain, convince, and set up a time to talk…

But you don’t get the sale!

Maybe they even blew off your appointment or call. But I mean, after all, they were the ones that started it and said they were interested.

WHAT’S UP WITH THAT?

Well, when someone shows a lot of intrigue, excitement or says they are curious about what you do or working with you, the worst thing you can do is go into “hyper-sales mode.”

At this point, it’s common to automatically throw out every single benefit you can think of and talk about everything that your service can do for them.

And here’s what you think you’re doing: agreeing with them, educating them, and driving their desire; being honest, straight forward and helpful.

Sometimes you even start dropping your price right away or bringing up why you are much better or cheaper than your competitor.

Again, you’re just being of extreme service to them and showing your value. Then they almost HAVE TO BUY.

It makes so much sense. Right?

Wrong. In fact…

DO NOT DO ANY OF THE ABOVE!

Instead, the best thing you can do is fight that urge and excitement, andask a simple question of them.

—————————————————————————————————

SIMPLE SALES LESSON #1:

“AN EFFECTIVE AND CARING SALES PERSON LISTENS
80% OF THE TIME AND TALKS 20%.”

—————————————————————————————————

For instance, if your prospect says, ”That’s interesting. I think that might help me,” or even, “Wow.. I need to talk to you!!”

The best thing to come out of your mouth next is something that gets you more information, gets them talking and reinforces their excitement all at the same time.

Do this by asking a question that digs deeper.

So let’s rewind and try that again:

You tell them what you do, and they say,

“Wow.. I need to talk to you!!”

You reply:

–> “What makes you say that?” or

–> “What is it that you find most interesting?” or

–> “How would that be helpful to you?”

You see, when you go into “super-over-drive convince-and-close” selling mode, not only do you seem incredibly desperate and needy, but you also focus on all the benefits of your service AS *YOU* SEE THEM.

—————————————————————————————————

SIMPLE SALES LESSON #2:

“YOU ARE NOT THE MOST IMPORTANT PERSON IN
YOUR INTERACTION. YOUR POTENTIAL CLIENT IS.”

—————————————————————————————————

Even though you may have been in business for years and “have seen it all,” you don’t know exactly what’s going on in their mind and what it is about your offering that really piqued their interest.

And YOU MIGHT BE WAY OFF BASE with what you think they see as the benefits, and the low price, and the additional services, and the easy process, and, and…

You are now selling all the wrong things, and what they really want was lost way back there.

And they feel like you don’t understand them, and it’s not a fit.

But, if you stop and ask a question that digs deeper into WHAT THEY SEE as the benefit and how your service solves a problem they have, you are able to:

• Get more and better information on their buying criteria
• Let them reinforce the value of your service from their own perspective and situation
• Demonstrate how committed you are to listening and understanding them – their concerns, fears, wants, needs and desires
• Show that you are professional and polished
• Close the sale much easier
• Get paid what you’re worth, without discounting your prices
• Increase your value and be a much better service provider to them as your relationship continues to grow.

This process is 100 times more powerful than just feverishly rattling off every reason in rapid-fire fashion as to why YOU THINK they MIGHT be interested, and in the process completely turning them off and killing your closing chances, not to mention your reputation.

It’s based on this simple truth -

—————————————————————————————————

SIMPLE SALES LESSON #3:

“PEOPLE DON’T ARGUE WITH THEIR OWN INFORMATION.”

—————————————————————————————————

So let them sell themselves, with just a little help from you filling some info gaps here and there, and acting as a guide and sounding board.

You’ll get a much more enthusiastic buyer, an easier close, and a happier, more grateful new client!

Jason E. Rosado
Small Business Growth Coach
(773) 829-1276
Jason (at) DistinctiveCoaching.com

Running your own business can be really tough.

There are so many things to do, so many people to connect with, so many action items to execute, and so many little things you just don’t want to fall through the cracks.

And keeping up with it all can be really tough.

That’s why it’s so important to build your Power Team.

These are the people that you know, lean on, and can easily refer them to others. You know the quality of the work they do or the product they sell and the value of the help they provide.

Because we can’t do it all alone.

And this is also what networking is all about – helping others.

Some of us have huge, wide and deep networks, and some of us are just starting out to find these people, get to know them and develop relationships.

Not everyone is there yet…

I’ve been fortunate enough to be out and about – networking, speaking, volunteering, working, playing, and so on – getting to know literally thousands of people over the past several years.

And every networking event I attend, every social function my family goes to, every conference I speak at, I keep meeting more and more incredible people! And I know that I can’t keep them all to myself, because that would be doing them a disservice and it would be doing you a disservice.

So I want to share something really special with you:

My own network of high quality, easy to work with, top-notch professionals.

But because I know so many people in different industries and locations, I’m not just going to list everyone’s name, website and phone number.

If you have a need, a want or something you’ve been procrastinating on, I want to make it really easy for you to move forward.

Here is a list of people (in no particular order) that can help you.

If one or more piques your curiosity, please reply and let me know which category. I will reply to you with all the information I have on those people, and if you’d like, I’ll even see about making a personal introduction.

- Mortgage Broker
Whether you’re a first-time home buyer or thinking about a lowering your current bill – right now you can save hundreds or thousands of $$ each month.

- Chiropractor
Put your body back in a state of pain-free healthy balance, rest and repair.

- Realtor
Looking for *the* perfect home for you – based on your tastes, your life, your dreams.

- Handyman
If it needs fixing, I know the guy (sorry ladies.. don’t know any female handywomen off the top of my head – but let me know if you are in that category!)

- Web Designer
If your business isn’t online, you don’t exist to many of your potential clients. Marketing is about adapting. If you can’t easily make small, fast changes to your site, you probably need some help here.

- Insurance Provider
Making the wrong call (or no call) can cost you thousands, easily.

- Accountant / CPA / Bookkeeper
Tax time!! But beyond that, you can’t know everything, and these sensational people that I know, do!

- Estate Planner
Waiting to get your or your parents’ affairs in order is a recipe for disaster. And fighting among loved ones is no way to live after someone close dies.

- Book Publisher
Want to be immediately recognized as an expert in your field? This gentleman can make it happen – and make you a published author in the process.

- Personal Banker
This one is very difficult to find a great mix of personal service and capability in today’s world! My team delivers.

- Health Consultant
We need to fight off terrible health problems from diabetes, smoking, childhood obesity and so many other personal and environmental hazards. Not to mention swimsuit season is right around the corner. Eeeeek! Start now.

- Financial Planner
“Those that fail to plan, plan to fail.” Seriously, how can you reach your goals if you don’t have a plan and support from someone extremely knowledgeable and proven in the field?

- Career Coach
The job market is TIGHT. You need every edge you can get – resume, interviewing, job search and networking – they all need to be systemized and in top-noth form.

- Home Inspector
My wife and I found out the hard way when we bought our home – ASK FOR A REFERRAL WITH THIS ONE.

- Business Growth and Development
You can probably guess that I can help you here. Yes, I am taking on new clients this spring, so ask me if you want to explode your business.

- Marketing Consultant
You NEED to have a marketing system in place if you want sustained, dynamic growth that won’t stress you out.

- Leadership / Executive Coach
With tight budges all around, managers and leaders are expected to get more done with less resources. And employees are not always motivated and happy. You need help here.

- Day Spa
You need to look your best. Feel your best. Be your best! Hair style, color, cut, massage, no-chip nails, health tips and more – for men and women!

- Property Investment
There are several people you can work with – you can find them all over. But how to you know whom to trust? This isn’t something you want to leave to chance. Ask me about my team of experts.

- Support Staff
Virtual assistants and interns are great ways to get more done in less time, and without breaking the bank. Let me point you to some fantastic help.

And so many more…

Just reply and let me know how I can help you to meet these and other qualified people that will take your business and your life to the next level and beyond!

To your success,

“BizCoach” Jason Rosado

Here is the article that sparked this current debate:
http://www.chicagobusiness.com/article/20110212/ISSUE02/302129998/the-price-is-right-or-is-it#axzz1E9nDCJMt

I agree with Susan’s comment in the article that people will spend money if they see the value in what you’re offering.

Value is measured in three dimensions:
- Price vs. monetary resources (affordability)
- Risk vs. rewards (investment potential)
- Want vs. sacrifice (emotional gratification)

During the sales process, each buyer makes their decision by assessing and weighing these three dimensions based on their own internal motivations and circumstances.

As a seller, it’s important to help your buyer get in touch with and weigh these factors, advise them on your product or service, and help them reach the best decision for them.

The best way to do that is to really understand:

1.) Your target client’s pains, problems and challenges

2.) How your product or service can answer these

3.) The process by which you help guide the prospect to his or her buying decision – carefully planned questions that help them make those connections mentioned above.

By scripting out and practicing this sales conversation, you will get better at it and also help more people come to their best decision by understanding what’s at stake if they act or if they don’t, how well your product or service fits for them, and how the decision should be made along the three value dimensions.

It’s zero degrees in Chicago this morning.

But the weather is looking up. I checked the daily and monthly averages, because I am getting really tired of this cold. I can’t wait for it to warm up!

January is the coldest month of the year for my area. And on average, January 20th is the coldest day of the month. So guess what?

It’s damn cold out, but it’s all uphill from here!

And even as I write, the temperature just went up 1 degree. We’re making progress.

The hardest part about getting through the cold winter is that I have no control over whether it will get warmer or colder.

That is really hard to swallow. Even though I’ve been doing this for almost 40 years, it only seems to get harder – knowing that I have absolutely no control of my environment.

I’m so glad that’s NOT how it is with my business.

Things business-wise are very warm indeed!

And I have the satisfaction of knowing that it’s due to my own work. It’s all in my control. Even when it feels like it’s not – it really is.

The smarter and more motivated I work, the warmer it gets. (And notice that I didn’t say “the harder I work…” because in my book, smart and motivated work trumps hard and uninspired work any day!)

If I don’t have enough clients, I simply go to a networking event, give a presentation or send an email out to my list. And *poof* – more clients appear. Now obviously, there are certain things I need to do and say at that networking event, during the presentation or in that email. But because I know how to do it, have built my marketing message, my track record of helping clients my brand and what I stand for, it’s relatively easy to get new clients.

It wasn’t always that way for me. I had to learn A LOT OF LESSONS the hard way.

And for many small business owners, it’s never that way.

But it can be! It should be very easy for most small business owners to get new clients. That is, of course, if they are working smartly and are inspired.

So now that winter is starting to fade (thought I still can’t control the weather myself!), what do you have planned for January 21st through the rest of the spring to make sure YOU ARE IN CONTROL of your own “warmth” and your own business success?

Do you know what you are doing – daily, weekly, monthly – that will result in – *poof* - more clients?

Are you confident and proven in your networking conversations and email offers to your list? Do you even have a “list?” (This is EXTREMELY important to build your client funnel.)

Are you using technology wisely and leveraging relationships of marketing and referral partners to gain clients?

These are all in YOUR CONTROL. And you should be using them, and using them well.

After all, the weather will get warmer, but ONLY YOU CAN CONTROL if your business heats up.

So, what will it be – bright, warm and sunny, or cold, damp and miserable? It’s up to you.

Want help with this?

I’m working on a new FREE Special Report that outlines my best secrets to help you get more clients right now. That’s right, I’m giving away the step-by-step actions to the things you can do right away to get more clients that are eager to work with you.

If you want to get on my email list and be one of the first to get this incredible, business-changing report, just sign up for one of my two existing Special Reports:
- “The Business Success E-Series”
-  “Untangling Twitter, LinkedIn, Facebook and More”

You’ll be EXTREMELY GLAD you did!

Stay warm :)

I don’t know about you, but my schedule is BUSY… jam-packed, full to the brim. There are networking events, association and chamber meetings, family gatherings, friends’ parties, Facebook events, Evites… Oh my head!

This can be a very interesting time of the year for many small businesses (and tough for some).  So much to do and so little time, lots of running around from this meeting to that event, back to work, downtown to run errands, to the mall for presents, back to that other event that I almost forgot about…

And if you’re an entrepreneur, small business owner or sales professional, your sales might slow down as you and your clients gear up for the holidays, unless they sell reindeer feed - like my uncle in Alaska.

I know the feeling.  I’ve woken up late in the night and cried out for help and a break from all the holiday overload.  But then I discovered the “rules” of classy, stylish and easy networking . . . and how to rule all these holiday events instead of having them rule me.
(Yep.. you knew this was going somewhere!)

Well, here are the best business networking tips, and I want to share them with you.  They are especially useful during the holiday season to make connections that count, and they will help you keep your energy, sanity and holiday cheer – not to mention build your network, your referral partners and your client base!

“10 Holiday Networking Tips”

1.) Make a good first impression
It counts OH SO MUCH! Be polite, respectful & friendly.

2.) Get to know others
Ask lots of questions. Show interest. Find out what common bonds you share. This is how you want to be treated by others, right?

3.) Maintain a “giving” mindset
Just like the holidays, successful networking is all about giving. It should be easy to remember this time of year, but it’s an important mindset to have all year round.

4.) Ask for their contact info
So you’ll be able to get in touch with them if you are interested in talking further.

5.) Don’t “sell” without permission
If you’re turned off by someone launches into a 5-minute (or longer) sales presentation about their awesome pens that write underwater, in the dark and without gravity, don’t assume others are dying to hear about your slick wheel bearings, even if you “know” that’s exactly what they need.  This is a very important step – maybe the most important of all. You do want to tell people what you do, but in a classy, stylish way that gets their attention and doesn’t annoy them. If they seem a bit interested, ask them if they would like to hear more.

6.) Avoid opening with “So, what do you do?”
It can kill rapport building before it begins and can condemn the interaction to being nothing more than boring, robotic and mindless chatter without exchanging the truly important information. If you open your conversations this way, you can miss an important opportunity to stand out from the rest of the crowd.

7.) Don’t rely on them to contact you
Just because they said they were thrilled to have met you and learned about your slick wheel bearings, doesn’t mean they will really call you.  They may have intended to at the time, but life happens and no one is perfect. So get their info so you can ensure the follow up.

8.) Always carry pen, paper & business cards
You never know when a great opportunity might present itself. Yes, even while you’re fighting for that last “Cosmic Raymond” action figure.

9.) Do not get out of a conversation by dumping them on someone else
Making another person suffer is no way to get a good reputation during the holidays. Kindly excuse yourself, tell them you need another drink, see someone you need to speak with, or even that you have to “go” really bad! And don’t get caught lying as that will kill all of your credibility really fast.

10.) Enjoy yourself!
Relax and have fun!  When you’re smiling and enjoying yourself, you are more likable to others, and this can lead to a lot of business. Be kind, considerate and magnetic!

SO… I hope these “10 Holiday Networking Tips” help you as you network your way through all the parties this season. 

And in the meantime, I want to wish a very happy holiday season to you, your family, your business, and most of all your networking spirit!

All the best,
Jason

P.S. Speaking of networking and creating a blockbuster 2011, check out the Facebook Small Business Page that will help you do both: Achieve Your Ideal Business Now!

And be sure to post an introduction on The Wall – because we want to get to know your business as well!

This can be done in person via speaking engagements, workshops, classes, networking events; on the phone on teleclasses, teleseminars, etc.; or on the web through webinars, social networking, blogging, newsletters, Fan Pages, and so many more methods… 

Over the years, I have given hundreds of presentations. And I’ve learned something VERY IMPORTANT that I want to share this with you:

To make sales from your presentation, just giving a killer speech isn’t good enough.

Below are my “Fantastic 5 Keys to Delivering a Kick-Ass, Sales-Generating Presentation!” as posted on my “Small Business Daily Success Tips” on http://facebook.com/GrowYourBiz: 

11/8/10
MONDAY “Tip of the Day”: BizCoachJason’s Fantastic 5 Keys to Deliver a Kick-Ass, Sales-Generating Presentation: Key #1 – “Make a great first impression!” How important is this? Our subconscious mind tells us whether we like someone or not based on an intuitive first impression. If it’s a bad impression, it can be overcome but that can be *very* difficult. Get started on the track, right away. And remember to SMILE!

11/9/10
TUESDAY “Tip of the Day”: Key #2 – “Make a BOLD promise!” Grab your audience’s attention in a big way! Tell them what’s in it for them to spend their precious time, attention and energy listening to you. You’ll gain acceptance and enthusiasm, and make it more fun for you and them. And you better deliver on your bold promise!

11/10/10
WEDNESDAY “Tip of the Day”: Key #3 – “Learn something about your audience” This is a really important component of your talk to make sure you are delivering value and building the relationship with your audience members. You need to know who you are talking to and what their challenges are, even when you invited a specific group of people.

11/11/10
THURSDAY “Tip of the Day”: Key #4 – “Involve your participants” People learn in different ways. Engage your audience members by involving them and making them a part of your presentation. Make it fun for them. Give them an experience, not just a lecture, and they will learn, remember and enjoy it exponentially more.

11/12/10
FRIDAY “Tip of the Day”: Key #5 – “Provide a Call to Action” Without this, you can give a magnificent, stellar presentation and GET NO SALES. I’ve been there, done that. I’ve seen too many others fall prey to this as well. YOU NEED TO MAKE AN IRRESISTIBLE OFFER and tell your audience EXACTLY what to do to accept. This makes it a win-win!

Now go out there and create massive value for your target market by giving kick-ass presentations that will serve you and serve them!

Remember, to get even more sales, marketing, social media and other business success tips:
- Go to and “Like” http://facebook.com/GrowYourBiz
- Introduce yourself and your business on The Wall
- Come back each day to read and comment on the tips. This will grow your skills and your business as well as your own social networking connections and effectiveness.

To your success!
BizCoachJason Rosado

P.S. For more tips on using social networking to build your marketing and sales funnel, provide huge value to your prospects and build your business quickly, check out the special report “Untangling Twitter, LinkedIn, Facebook and More…”

How do they impact your client personally? By having more time with family, less stress, higher income, better health, more energy?

Those are the kinds of motivators/drivers that appeal to potential clients and that they really will respond to. It’s the bottom line of “what’s in it for me.”

See all the small business daily short tips at:

I do make sure that your small business coaching gives you
all you need to know to have your small biz “killa swagga” – so you can
get more clients, make more money, and enjoy more time and freedom! 

Does your sales and marketing have it’s own unique style and zip?
Does it make people jump out of their seats and run to hire you?
Or mesmerize them by its cool, calm smoothness so they can’t help but say ‘yes’?

Not sure what I’m talking about? Well, that’s ok…

For one month ONLY or until spaces run out -

Contact me now for a One-on-one FREE Small Business

**Sales and Marketing Swagga Makeover**

• Assess your current sales and marketing activities
• Determine which activities you should keep – “Giving you swagger”,
  which ones you should throw out – “Costing you swagger”,
  and which new ones to add – “Killer swagger”
• Make a three-stage plan to move forward and reach your ultimate business success!

The video is for laughs.
But the Free ”Small Biz Swagga Makeover” is for real!

So don’t wait – spaces are limited, contact me now.

Check out this video from world-famous Swagga Coach, Taavon:
“Zach Galifianakis and all the biggest actors in Hollywood have hired
the best swagga coach in Los Angeles…”

The presenter was giving very helpful information on the proper nutrition, diet and mindset needed to lose weight. It was very motivating, uplifting and moving. But…

I thought to myself, I bet only 20 people in that audience are going to make meaningful changes that will move them towards their desired weight loss goals once they leave the seminar.

Knowledge without action is worthless.

Don’t just read a book or an article, listen to an mp3 or watch a video about taking your marketing or sales to the next level. Make a plan on how you will put that info into ACTION today to grow your business.

Here are several quick and easy tips you can use to get into action – one for each day – to grow your business. If you have taken action on one of the Small Business Tips of the Day, then go ahead and “Like” our Fan Page, and post your success to the Wall!

http://facebook.com/GrowYourBiz

By posting your own successes, you can help many others with their action as well as have a place to introduce yourself to hundreds of other small business owners at the same time.

It’s a win-win!

Now… What action are you taking today to increase your clients, serve more people and explode your income?
(Hint: click here -> http://facebook.com/GrowYourBiz)

To your success!
Jason