May 20, 2012

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What Do Your Customers Really Want?

March 25, 2012 By Nancy View Comments

What Do Your Customers REALLY Want?

The #1 Question for Businesses, by Nancy MatthewsWhatCustomersWant 180x160 What Do Your Customers Really Want?

To have a successful business you’ve got to have lots of customers and, lots of happy customers.  Happy customers will gladly send you referrals, come back time and time again and become the lifeblood of your business.

So how do you acquire those happy customers?  You find out what they want and then, you provide it and serve them better than anyone else has ever done.  Michael Gerber (author of “The E-Myth” and numerous other business classics) says:

“There is only one justifiable reason for creating a company; to serve someone else’s desire better than anyone else has ever done.”

I love that he uses the word ‘desire’ in this description.  Desire is defined as “a longing or craving, as for something that brings satisfaction or enjoyment.” When you approach your business as serving someone else’s desire rather than selling what you have to offer, the tables are turned and pointed in the right direction.  To zero in on your customer’s desires, take a few minutes now and consider:

  1. What satisfaction will my customer have from using my product (or service)?
  2. What enjoyment will it bring to their life?
  3. What dissatisfaction have they felt in the past with others who provide the same type of products and services?
  4. What frustrations or challenges are they experiencing that my product or service can alleviate?
  5. How can I be “The One” to serve them better than anyone else has ever done?

If you’re in business and you’ve studied marketing, client acquisition or worked with business coaches, I’m sure you’ve been directed to focus on the benefits rather than simply the features to engage and attract clients.  I’ve discovered in working with thousands of business owners that the bridge from features to benefits is often times hard to travel.  The above questions will help you get to the heart of the matter and really identify your customer’s desires so that you can properly express the benefits of working with you and then, serve them better than anyone else has ever done!

Would you like to know what Mom’s want?  (FYI — that’s a TRILLION Dollar industry!)  Join me on Wednesday morning for the FREE Global Tele-class at 9:00 am CLICK HERE to Register for the live call or the replay)

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March Madness? Stop the Madness!

March 4, 2012 By Nancy View Comments

March Madness? Stop the Madness!!!

By Nancy Matthews  March Madness March Madness? Stop the Madness!

Oh yes, I know it’s “March Madness” and you’re about to see all kinds of promotional marketing loaded with March Madness special deals.  As a marketer it’s great to tie your content to what’s relevant, catchy and on the lips and minds of people BUT (and yes, I did say but), wouldn’t you agree that there’s enough “Madness” in the world

Working closely with business owners in this rapidly changing business landscape, the main challenges they express are (1) information overload (2) exhaustion and confusion from trying to keep up with the latest trends in social media and marketing (3) staying focused on their mission and purpose in contrast to keeping their business afloat.  If you’re feeling any of these challenges, take a moment now to “Stop the Madness” and apply these proven strategies

  1. Information Overload –  Before opening that email or clicking on a link that sparks your curiosity, ask yourself this question “Is this information likely to bring me closer to my goal and in alignment with my mission?”   Gain control of your time by scheduling time for exploration, research and inquiry (rather than allowing yourself to be consistently interrupted).
  2. Social Media Madness – We know that social media marketing is the hottest topic.  The exhaustion and confusion sets in because  just when you figure out the best way to manage it, ‘They’ make changes (i.e. Facebook timeline); ‘They’ add a new ‘hot site’ (i.e. Pinterest and Klout).  Alert:  To have success with social media you don’t  need to be on ALL of the sites, you need to be on the site that’s best for your business!  Get advice from trusted experts in the industry before you waste hours of time and lots of energy in places that won’t bring your desired results.  We have lined up 5 trusted experts to facilitate a Mastermind series where you can learn which are the best outlets for you and your business and learn how to use them properly!  (For details go to: http://wpninstitute.com/socialmedia .)
  3. Mission and Purpose – This truly is the driving force for your business and your profits.  Do you have a mission statement?  Can you recite it without reading it?  If not – stop the madness now and create your mission statement and read it every day!  Place it prominently on your walls, your screen saver, in your car so that your purpose is infused into every action you take, every client you see and every prospect you meet.

March on this month with a commitment to “Stop the Madness!” Slow down, step back and reflect.  Let the winds of March fill the air of your business with a fresh approach that causes you to fly!

To Your Success, Peace & Prosperity!

Nancy Matthews

***Stop the Madness and Master Social Media in our exclusive Social Media Mastery Mastermind

Go to:  http://wpninstitute.com/socialmedia

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How to Turn Cold Calling Into Warm Connections

February 5, 2012 By Nancy View Comments

How to Turn Cold Calling into Warm Connections

It’s as Easy as 1…2…3cold calls How to Turn Cold Calling Into Warm Connections

I believe that you should never have to make another cold call.  Just  the name of this activity sends shivers down my spine.  We have entered the information age and while at times it can feel overwhelming and even sometimes useless, with a slight shift of focus and intention, you can use ‘information marketing’ to turn cold calls into warm connections.  When I refer to ‘information marketing,’ I’m not referring to the process of selling your information to other people (that’s a conversation for another day), I’m talking about utilizing the information that’s readily available to you at no cost to improve your marketing efforts and increase your results!

Are you ready to put an end to cold calling?  Follow these easy guidelines and learn how to turn cold calling into warm connections that want to do business with you!

  1. What do you know about the person or group you are about to call?  Even if you’ve never met, the internet is the perfect resource tool to learn about your prospect.  Start by Googling them, then head to social media for more info.  (I just love how “google” is now a verb!)
  2. Look for clues to build rapport and find their ‘hot buttons.’  Anyone in sales knows that building rapport is one of the first steps in the sales process.  What do you (or your company) have in common them to start a warm conversation based on commonalities rather than a cold call out of the blue?  The receptionist who answers the phone is more likely to put you through to the head honcho and decision maker if you can quickly get to the bottom line of what’s in it for them.  You’ve got to know what it is they want (by doing some research first) to be able to concisely convey that message.
  3. Engage in their sales process, sign up for their newsletter or free course.  Today most businesses offer some entry level way of getting to know more about them directly on their website. When you engage in their process you receive two great benefits; first, you let them know you’re interested in them; and second, you become familiar with their culture and way of doing business.  Both of these benefits allow you to make a warm call instead of a cold call.

I understand that some of you may be reading this article and thinking “I don’t have time to do all that up front work.  I just need to bang through as many cold calls as possible.  I know the statistics … 1 in 100.” For those of you that like making 100 cold calls to find the needle in the haystack, go right ahead.  BUT (and yes, I used the word ‘but’), for those of you who prefer quality over quantity, I invite you to take a few extra minutes on the front end to reap huge rewards on the back end. Create your own statistic.  Use information marketing to your advantage and turn cold calls into warm connections that lead to fast results and increased revenue!

And…when you’re the recipient of a cold call, rather than abruptly hanging up the phone, make it a point to create a warm connection there too!  Ask where they’re calling from, how’s the weather where they are and thank them for calling you.  Understand they probably don’t like cold calling either and perhaps, you can be “The One” to treat them with kindness and respect that sticks in their memory as the best call of the day – even if you didn’t buy!

Join me this Wednesday (and every Wednesday) at 9 am eastern for my *FREE* Tele-Class.  A 30 minute class bringing you mid-week motivation, education and inspiration that keeps you consistently in harmonious action towards your goals.

CLICK HERE Now for Call Details and Registration

(Replays available)

Nancy Matthews

Speaker ~ Author ~ Strategist

www.NancyMatthews.com

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Defining The New Normal

January 22, 2012 By Nancy View Comments

Defining “The New Normal”    the new normal 300x145 Defining The New Normal

I’ve seen this phrase popping up a lot lately and it refers to needing to change, to do business in a new way because what used to work and was considered normal no longer works.  Simply put the rules have changed and boy did they ever!

I have found myself resistant to this phrase “The New Normal” and just can’t buy into it and I suggest you don’t either.  Here’s why:

1)     Let’s start with the definition of normal: “ conforming to the standard or the common type” {Dictionary.com}.  Really?  Is that what you want to do?  If you’re normal and conforming to the standard type, what makes you and your business special, unique and different?

You want to be abnormal:  “not normal, average, typical or usual” {Dictionary.com}.  You want to be above normal and ahead of the curve bringing people new ideas, solutions and ways to help them.  Anybody can be normal, it takes someone special to be above normal!

2)    Settling into normal is a booby trap just waiting to backfire on you.  Things are always changing, in life and in business, and if you fall into the trap of getting used to “The New Normal,” you’ll soon find yourself being “The Old Normal” in this rapidly changing environment.

You may be wondering “What’s a person to do?  How can I adapt to all the changes? It feels like just when I get one thing figured out a new gadget or gizmo comes along claiming to be the next best thing since sliced bread.”  At this moment I must share a strong warning:  Beware of savvy marketers who send SOS offers (Shiny Object Signals) that have you believe you won’t make it without them and this is your be all, have it all Hallelujah answer!

My friends “The New Normal” isn’t really new at all.  Everything around us has changed and will continue to change, that is the nature of life itself.  In order to survive and thrive we must learn to be abnormal, adapt to the changes or get left in the dust.  Rather than focusing on trying to be normal, I suggest you do what all successful people have done.  They keep their focus on the pulse of the people, the marketplace and watch the trends, looking for ways to provide solutions to people’s ever changing needs and desires.

“…there is only one justifiable reason for creating a company; to serve someone else’s desire better than anyone has ever done before.” ~ Michael Gerber

To sum it up, take your attention and focus off being normal and instead focus on being RELEVANT:  “having direct bearing on the matter at hand; pertinent” {Dictionary.com}.  Speak with your clients, follow their trends, behaviors and patterns so you can provide solutions to their needs and meet them where they’re at and take them where they want to go!

Go ahead… I dare YOU! Be Abnormal and Make 2012 Your Best Year!

~ Nancy Matthews

Speaker, Author, Strategist

P.S.  I’ve got a free gift for you!  Go to:  http://NancyMatthews.com and enjoy my audio class “How to Make 2012 Your Breakthrough Year!”

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The Elevator Speech

November 6, 2011 By Nancy View Comments

Picture this:  You’ve got an appointment with your accountant at her office located on the 4th floor of a large office building.  You arrive at  the building, push the elevator button and as the doors open and you enter, you hear a voice saying “Hold the elevator” (which of course, you do).  A woman enters and says  “Thank you” and you look up to discover you are now riding in the elevator with Oprah Winfrey! elevator buttons The Elevator Speech

This is it!  The moment you’ve been waiting for, you’re standing next to “The One” that can potentially catapult your life to new heights.  What do you say?  What do you do?  As thoughts of pulling the emergency stop button flash through your mind so you can have more than 30 seconds with her, you know that you may never get this chance again and that she is likely bombarded with people asking her for help. What can you say that will be memorable, inspiring and inviting for Oprah to want to continue a conversation with you?

We hear the term elevator speech so often and use it so loosely that I believe the value and meaning of this powerful phrase may have been diluted.  Take this opportunity to create an elevator speech that will make Oprah want to pull the emergency stop button because YOU’RE so important that she wants more time with YOU!

Be sure to tune in *LIVE* Wednesday morning as I share the secrets to pulling out the stops and creating an award winning elevator speech!  http://wpnevents.com/wow

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Are We Trick or Treating In Our Business?

October 30, 2011 By Nancy View Comments

trick or treat Are We Trick or Treating In Our Business?

Are You Trick or Treating in Your Business?

The concept behind ‘Trick or Treating’ is to exhort a treat from someone with the threat of giving them a trick if they don’t give you a treat.

As I recall my childhood experiences of trick or treating, running from house to house with eager anticipation of filling up my pillow case full of candy (yes, back in the day we used pillow cases to collect our treats), I only remember the ‘Treat’ part and not the tricks.  I approached each door with a huge smile, a costume to entertain the homeowner and the expectation of getting a treat.  I never had to resort to tricking anyone.  It was a fair exchange.  I showed up to entertain them and add value to their evening and in return they gave me a treat.

Relating Trick or Treating to business, making sales calls and follow up calls I began to wonder… Are we trick or treating in our businesses?  Are we making those connection calls with the intention of adding value to them or are we making those connections just to add value (make a sale) to ourselves?  If we don’t get the sale, how do we treat the other person?  Do we continue to stay in touch with them, looking for ways to help or support them?  Is the connection call a true treat… showing up to entertain and add value to the other person, or is it merely a trick – making a connection with them so YOU can receive the treat?

Let’s leave the tricks to magicians and keep our focus on the treats.  The more you bring treats to other people, the more treats will come your way.

Happy Halloween!  May your pillowcase be filled with lots of treats!

Learn the magic of follow up that let’s you keep your attitude on the treat.  Go to http://wpnevents.com/followup

 

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Do You Want to Sell More?

July 31, 2011 By Nancy View Comments

Do You Want to Sell More?  Be Quiet!Non effective listening 300x224 Do You Want to Sell More?

  “He who speaks, sows; he who listens, reaps.” ~Argentine Proverb

 You’ve practiced your elevator speech, memorized all the latest and greatest features and benefits of your product and you’re ready to hit the streets.  You attend networking events, make follow up phone calls and  share how absolutely stupendous and wonderful your product is with everyone you meet.   You believe in what you’re offering, you believe in yourself and still you’re hitting a wall and not selling as much as you’d like to.  You remember that it’s a numbers game and to hit your goals it must be that you’ve just got to talk to more people.

 ***Stop Right There!***

Yes, it’s a numbers game but it’s not that you need to TALK to more people, you’ve got to LISTEN to more people!  In fact, I would venture to guess that you’re talking to too many people and that if you would practice the art of active listening you wouldn’t need to talk to as many people.

Through active listening (and this works for all of your relationships), we gain a better understanding of what others want and how we can serve them.  Through active listening we show that we care about others and that builds rapport and trust.  Through active listening we discover not only how we can serve others, but how they may be able to serve us as well.

Remember “Be a good listener, your ears will never get you in trouble.” Frank Tyger

Here are a few tips to improve your listening:

1.  When you meet someone for the first time, resist the urge to splurge your elevator speech immediately.  Simply share your name (first and last of course), and ask them to share about themselves.

2.  When they answer — really listen!  Often times as someone is speaking we’re busy thinking about what we’ll say next.  Trust in the flow of conversation that when your time comes, you’ll know just the right thing to say because it will actually be in response to what the other person said.

3.  Pause…when you think they’ve finished speaking, pause.  Count to 4 and then if they haven’t started talking again (and you’re going to be amazed at how often that happens), then it will be your turn to speak.

4.  Be more concerned about learning about them than teaching them about you.

With a better understanding of others, it will be much easier for you to speak about your stupendous and wonderful product and service in such a way that it coincides with a direct desire or need of your prospect.

Contact:  Nancy@WomensProsperityNetwork.com

 

Try it, you’ll like it!  And so will your prospects, customers and your bank account!

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Staying the Course

November 30, 2010 By Nancy View Comments

Do you ask yourself  “When is all this hard work going to pay off?”  

Does the idea of leaving it all behind and booking a flight to Bora Bora (or Hawaii) seem so appealing that you even start looking online for flights?
stay the course 150x150 Staying the Course
If you’re like most success minded people, you absolutely do have those thoughts — and the difference between you and 97% of the rest of the population is that you only “think” about it.  You don’t give up, you stay the course and reach your goals and dreams!

Big goals come with big challenges and big rewards for staying the course!  Stay the course, reach out to trusted friends, mentors and advisors who’ve been where you want to go and get the guidance and encouragement that will lead you to your destiny!

Stay the course — just when you’re about to throw in the towel the fruits of your labor will blossom.

“The only thing that makes people and organizations great is their willingness to be not great along the way. The willingness to fail on the way to reaching a bigger goal is the untold secret of success.” ~ Seth Godin

To Your Success, Peace & Prosperity … Creating the Space for Your Infinite Possibilities!

Nancy Matthews, a/k/a “The Visionary with Guts”

**Still feeling challenged — email me now and set an appt for your Laser Focused Strategy Session

Ask for the “Staying the Course Holiday Special” (only $47) A $250 Value – and It Will Radically Shift Your Thinking!

Nancy@WomensProsperityNetwork.com / 954-727-9700

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The 500 Pound Telephone – So Heavy You Need a Crane!

September 13, 2010 By Nancy View Comments

Big Phone 199x300 The 500 Pound Telephone So Heavy You Need a Crane!Does the thought of making prospecting and follow up calls cause you to have the sudden urge to do the laundry or clean the oven? Perhaps you’ll finally clean out the garage, get an oil change or get to all the dust and dirt accumulating behind the refrigerator. If that sounds familiar, you’re not alone.

You know it’s a crucial part of business, you know you ‘have’ to do it, and yet, when you go to pick up the phone it feels like it weighs 500 pounds! Try these tips to lighten the load and learn to enjoy calling people again.

First, give yourself an energy boost before you pick up the phone (and I’m not talking about Red Bull). Listen to postive motivation, training on your business, or even your favorite high energy music. Then with that energy coursing through your veins, pick up the phone and set your intention on simply connecting with the person. Take your focus off “selling” and onto learning something new about the other person. Asking questions, being genuinely interested and getting to know each other is the best way to create relationships and business. Play the phone call game and just call to say “hello” – you’ll be amazed at the results and how light the phone gets when you’re not focused on ‘making a sale.’

Are you ready to get true breakthrough results?

Are you willing to take consistent and persistent action?

Are you able to handle the rewards that come from commitment + faith?

Go Now to http://wpnevents.com/777 and get ready to *Hit the Jackpot* with this unique, results driven program, GUARANTEED to bring you record breaking results!

To Your Success & Prosperity!

Nancy Matthews

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Who Likes Selling? Busting the Sales Myth

September 6, 2010 By Nancy View Comments

Does even the subject of selling turn you off?  Consider this, sales comes into play in ALL areas of your life, whether you’re meeting someone for the first time, asking for a raise at work, selling a house or any other product.  It all involves YOU – creating a relationship with the other person and developing trust ansell little girl 300x114 Who Likes Selling? Busting the Sales Mythd rapport.

Let’s take a good look at what selling really is and have it be a powerful technique for getting more of what you want in your life!

Are you really in the sales business?  No – you’re in the people business. Whatever you want in your life has to come from other people. Whether it’s service at a restaurant, the client to do business with you, your family and friends to do what you want, it all involves people.

5 Keys to Success in Sales

1.  Be committed to your idea, product or service and have full faith and belief in what you are offering. 

2.  Ask for what you want!  You may have done a great job expressing your idea, product or service, but unless you give the other person the instruction of what you want them to do – they don’t know it!  Be sure to ask for what you want.

3.  It’s okay to toot your own horn.  Share stories from past clients and experiences and how happy they were with what you had to offer.

4.  Be Unique.  You are uniquely you – let it shine! Don’t worry about telling it right or perfect, once you’ve followed steps 1 through 3, your uniqueness will shine through.  Add your own special flair to your presentation.

5.  Follow-Up Forever.  Some people take time to make decisions, others respond quickly.  If you didn’t get what you want the first time out, remember IT’S NOT ABOUT YOU!  Ask for permission to follow-up with them and then – actually do so.  “I understand you need some time to digest all this, would you like me to follow up with you next Monday or would Tuesday be better?”

My clients are having outrageous success with the *7*7*7 Success System – don’t you want outrageous success and record breaking results?  Go Now to http://bit.ly/777success – Next Class Starts September 22nd – Don’t Delay.  Your Outrageous Success is Waiting for YOU!

***Register for the *7*7*7 Success Program Today (September 6th) and I’ll thrown in a *Bonus* 1 Hour Strategy Session (Value $250)***

Nancy Matthews, a/k/a “The Visionary with Guts” – Let’s Go For It!

Here’s the link again (you’ll thank me) Go to >> http://bit.ly/777success <<

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