Success – Page 8

April 24, 2020 by katmillar Leave a Comment

How To Overcome Your Own Objections To Selling

This week I’ve been having lots of conversations with people about sales and the beliefs people have about selling.

With the current economic climate, the topic of whether people should be selling, discounting or holding back and retreating is in a lot of people’s minds.

People are wondering “Is it appropriate to sell during these times?”

There are a host of limiting beliefs coming to the surface during this coronavirus season.

This is highlighting the difference between people who truly believe they have something valuable to offer

I don’t know your unique business situation, but I wanted to offer some ways of thinking about it to help you out.

If you’re a business owner and your service genuinely helps and serves people and improves their life, sales is key.

Sales is the ONE THING that will improve your financial position and give you more of what you love.

Sales are the key to bringing you freedom in your business and in your life.

Marketing, copywriting and presenting are all things we need to do well, but ultimately if we can’t get people to put money into our bank accounts, we will never be truly free. We will always be working for someone else.

I’m talking to all leaders, coaches, consultants, educators, thought leaders and subject matter experts. If you are a heart-based business owner, this is for you.

I want to ask you a question: what comes to your mind when I say the words ‘selling is…’? What’s literally the first things that come to mind?

If you hold the belief that selling is in any way negative, such as scary of difficult, that’s going to affect your ability to sell. If you feel like sales is hard, why would you do it? You’ll avoid it at all costs. And then your business will suffer.

Your very first reaction to the words ‘selling is’ and the definition you give the word ‘sales’ is going to determine your success in business.

The number one asset that you have when you’re selling is confidence. If you’re not confident in how your product or service will help someone, no one will buy from you.

There IS a way of selling, that is enjoyable for BOTH parties; it’s authentic and exciting. It gives both parties more of what they want. But first, you need to sell YOURSELF on selling.

Here are 5 ways to overcome your own objections to selling:

1 – Write Down all the Beliefs you Have About Selling

Be honest about your current beliefs around sales and write them down. Do you hold beliefs that sales are difficult? Do sales equate to fear of rejection for you?

Two of the most important needs that we have as human beings is to belong and the other need is to be accepted and not rejected. The truth is that in doing business, you will meet people who don’t like you or what your business stands for.

If you’re not willing to be hated by at least one person, then you’re not cut-out for business.

If you are trying to be all things to all people and avoid rejection, you won’t take risks and being in business takes being willing to take risks. I challenge you, be honest with yourself about your core beliefs around sales. The first step to change is being honest about where you are truly at.

2 – Identify Limiting Beliefs and Objections to Sales

Number 2 is to write down any limiting beliefs or objections you have about sales. Some of these would have come into your list in Number 1.

Do you believe selling is hard or awkward? Or do you have definitions of sales that are positive and empowering? What objections to selling and limiting beliefs around sales do you have?

Now circle all the beliefs that are empowering and cross out any beliefs that disempower and limit you.

Consider reframing these beliefs. Where you feel selling is scary, write down what you want to believe that is empowering, like selling is exciting. Write down what the opposite is of the negative and limiting belief.

If you want to start seeing sales as enjoyable, write down all the reasons why selling is fun and exciting. It means you are helping people and you are also making money from helping people.

3 – Sell Yourself on Selling

Sell yourself on all the reasons that selling is a positive and not a negative. Selling is caring for others and helping people which brings meaning to sales.

The number one thing that you can do to increase your financial position is to get brilliant at sales. Where you’re at right now is directly in proportion to your ability to sell.

There’s many other skills we need in business such as copywriting, marketing and presenting skills, but selling is the one thing that directly brings money into your bank account.

If you don’t have money in your bank account it’s because of your mindset around selling and it’s because of your mindset around your worth and your value. If you truly value yourself and what you do then why wouldn’t you sell it?

This is why I love selling because I genuinely help people improve their lives every single day. I coach and encourage people and they improve their lives. This is the power of what I offer, so I will never stop selling because it helps people change their lives completely. It’s a win-win.

We’ve been programmed to believe that selling is a bad thing and we need to break that conditioning, People assume selling is about greed and money-grabbing. If you’re offering something to someone who doesn’t need it, then you’re not really selling, you’re manipulating.

When you overcome your fear of rejection in sales, it can become fun. Reframe your beliefs around selling to understand that you are enhancing people’s lives. The money follows when you really want to help people.

4 – Write Down Why Selling Will Give You More of What You Want

You’re improving someone’s life by selling them your product or service. You’re helping others and in return, you are also helped. You are going to get so much satisfaction and joy if you can sell during a difficult period.

The financial crisis has not peaked yet. In fact, maybe in five or six months time, the government will take away its help and banks will stop putting pauses on loans. This is the time when there is government and bank assistance so it’s a great time to sell.

Think of all the people that you can help through the lows. There is so much opportunity for freedom at this time. And sales gives you the freedom to enjoy in life what you want to enjoy.

If I didn’t know how to sell I wouldn’t have freedom. I wouldn’t be able to work full time in my business and be an entrepreneur.

Without sales, I’d be stuck in a job that I didn’t enjoy. I’ve been there and I hated life. I was miserable, depressed, moody and tired all the time. I don’t want to go back there.

I made friends with sales and I’m so glad I did as it keeps me living my purpose.

One of the best things you can do for yourself and for your business is to make selling your friend.

5 – Give Your Brain Evidence That Sales is Enjoyable

Prove to your brain that selling is enjoyable. Rather than just saying affirmations and trying to believe them, prove it by taking action.

People are always asking me how to find clients. I tell them that their clients are already out there, on their laptop or on the phone. You need to reach out and tell them that you can help them. You need to risk rejection and risk someone saying no.

Just ask questions.

For example “Are you still looking for help with growing your business or with improving your home or losing weight?”

Ask people how they are going during this time and if they need help with whatever it is you do.

You can offer a free session, and just use it to give back to people. About 90% of the sales conversations I have with people is them talking to me and me listening, coaching and helping them.

I don’t even think of these conversations as sales conversations, as I genuinely know I can help people.

It’s amazing the number of business owners that I talked to who are struggling to make money and they can’t afford to pay for Facebook ads. This is most likely because they are not having enough sales conversations.

If you want to know the best way to sell during these current times, I recently ran a FREE 90-minute masterclass called ‘Selling Equals Service’

It was a powerful session and I received lots of great feedback afterwards.

I talked through 5 keys to effective selling and shared a 6-step VALUES based selling framework that I personally use and share with my clients.

In case you missed it, I’ve created a replay which is now available for the next 48 hours. ?

? Grab Your Free Access Here

P.S. The content is a game-changer if you want to sign up your ideal paying clients, so don’t procrastinate – take action and watch it today before it comes down!

Enjoy!

Kat

January 12, 2020 by katmillar Leave a Comment

5 Essential Elements of a 2020 Success Plan

How has the start of a new year, a new decade been for you?

I have a massive sense of excitement and energy and expectations coming into this new decade!

No doubt you are seeing all sorts of articles on goal setting and new year’s resolutions at this time of year.

According to research from the University of Scranton, a staggering 92% of people who set New Years resolutions never actually achieve them.

Over the years, I’ve discovered why I personally didn’t always achieve goals I set.

I looked at research, science and studied successful people and started applying what they did to ensure they followed through on their goals.

In this video and article, I share five essential elements of a success plan you can use to achieve your goals in 2020.

They can help you choose the right goals and follow through to the end and achieve them.

Here are the 5 elements:

1. A Why-based Vision

The first thing you need for your success plan is a why-based vision. What’s the vision that you hold yourself in your mission? I recommend your vision has a few elements.

The first one is the identity of the person that you want to become. A lot of people set goals about what they want to have and what they want to do.

But if you want to do and have the things you want, you first need to be the person that does and has those things.

Instead of starting with what you want to have and the things you want to do, think about the person that you want to become.

What type of characteristics do you want to have? Who do you want to be known as in 2020? That’s the “Why Based Vision” I recommended you grab a piece of paper, title your three columns Be, Do and Have, and brain dump.

I’ve been doing this task with my clients this week and there were some truly inspirational things they wanted to be- Thought leaders, authority figures, experts, courageous, trustworthy, brave, masterful at marketing, coaching, or presenting.

So ask yourself, what type of person do you want to be and build this vision of your self-image. Not just the material things you want but the vision about who you want to be and what type of person you need to be to create that vision.

Most importantly ask yourself why…. Why do you want this? Why do you want to be successful? Why is it important to you?

Think about the words that you want to resonate with 2020. What’s your intention for 2020? What would you want want to declare and put there as your words for 2020?

Last year my three words were discipline, fun, and courage and I look back at the last year and I was all those things. I was disciplined, I did have fun and I was courageous.

Set your intentions and build those goals from your why based vision from your identity of who want to be and the words that you want to put over the year and visualise it.

I’ve been working on my vision board with a couple of friends and I’m still building it out, but I have five words for 2020 that I want to focus on. Don’t just write down your goals and put in your draw or in a spreadsheet and forget about it.

Start with that vision of who you want to be and what you want, and then start building the plan based on that.

2. An Up-levelling Mastermind

This is one of my favourite things to have and this an up-levelling mastermind. The purpose of a mastermind is a small focus group that is designed so that everyone up levels, everyone grows, everyone goes into the best version of themselves.

Everyone knows what each person’s vision is and the goals they have. I was working with one of my masterminds today on setting our intentions. We started creating a manifesto for the group, we looked at things that we want to do together as a group.

We discussed what each of our strengths and weaknesses is so that we could collaborate and bring the best out of each other. We then had one person in the hot seat getting coached by three other people, and each person was given suggestions and advice.

When you spend time with people who are going places that are reaching for the heights that that’s going to rub off on you. Look at your surrounding influences, are they high achievers? Do they want to push themselves and hold you to a higher standard?

Do they consistently meet you, not just random meetups but are they committed to showing up, being reliable and want to help and support each other because have a supportive group is such a game-changer.

3. A Focused Game Plan

The third element to a successful plan for 2020 is having a focused game plan.

It’s just like in sports. The players know what they plan, they’re clear on it and they need to execute it. There are five things I recommend in your game plan.

I recommend you start with your annual priorities. Brain dump the priorities that you want to do for the year. It could be networking, presenting, workshops or skills like copywriting or sales that you need to build as a business owner.

Maybe you have goals for the year that you want your business to accomplish. Break it down into actual numbers, for example, I said I wanted to do 50 articles in 2019 and I chipped away at that goal and ended up doing 53 articles last year.

Every week I showed up because I wanted to give original valuable content that could really help people. It was amazing to have one strategy in place and committing to that goal with an actual number in place.

Your game plan could be that you want to write 50 blog posts, or you want to launch five new freebies. Break it down into actionable steps and create quarterly goals for each step.

For quarter one, what do you need to achieve by the end of February? It could be a webinar or a workshop, or launching a funnel, that’s your one big bold move for the quarter. Once you’ve got that as your goal, then you go into bite-sized goals.

Under that one big bold move. Let’s say it’s a webinar, you might say, I want to enrol 100 people to the webinar, knowing that maybe 50 will turn up, out of those 50 people, 10 people take me up on my offer for a discovery session and I close five of them.

Set clear number goals, those are your outcome goals. But then you need to set actual tasks. So under the webinar, you have all the different action steps you need to take in order to run a webinar.

There is so much to it. But once you’ve done it, it’s an incredible asset. But what a lot of people do is they put a project on their to-do list, and it mixes up with their habits and skills and the action gets confusing and overwhelming, causing your brain to say no, this is too hard.

Make sure that you separate your habits, your skills and your projects. Make sure on your action list, you take one step at a time. That’s your game plan- your priorities, goals, quarterly goals, and your one big bold move for the quarter.

Under that, you’re going to have goals, and your bite-sized action steps so that each week you know exactly what you need to do to get your result.

4. A Strong NO Commitment

A strong NO commitment is something you’re going to say no to.

I’ve realised that this year, that if I just keep piling things up on top of my existing schedule, goals and to-do lists, I’m going to get massively overwhelmed.

I realised that I need to decide what I’m going to say no to and it was a massive relief when I decided what I was going to say no to. I can actually achieve the goals that I have because I’m clearing things out of my schedule instead of pouring and piling things on, and creating white space for myself.

I was reading back diary entries from 2016 and writing that I needed more space, I need to create more margins. That was my goal for 2016. That was four years ago and I’m still saying the same thing!

This year, I’ve decided what to say NO to and I’m going to choose a new NO every month.

In order for you to have a successful life and achieve your goals, you’re going to have to clear stuff out of your life. It could be a relationship or friendships, it could be things that you’re wasting time on.

I was coaching one of my clients last night, and he was telling me, I don’t have time to study. I don’t know how to put it in without sacrificing my lifestyle. I asked him to open up his phone let’s have a look at your screen time. It turns out that his screen time was five and a half hours average per day.

We worked out that over seven days he was spending 35 hours on his phone. This is nothing to be ashamed of. It’s what most people do – hours and hours on the phone.

Can you imagine just one decision, a strong no commitment to eliminate your time online? For me, I said no Netflix in January, and no social media before 12pm and now I have all this space and energy that has opened up.

It’s incredible. I’ve been writing my goals and reading more books. I never thought that I could commit to something like that. But in order to get your goals, you’ve got to say no to things.

So what would you like to have as a strong no commitment?

5. A Monthly Habit Focus

And then number five is to have a monthly habit focus. Focus on one habit for a month. If you nail one habit, every month, by the end of 2020, you’ve got 12 brand new successful habits.

Remember, it takes time to build a habit. Some people say 21 days, 30 days, some say 60.

It really depends on you and it depends on the goal. Personally I like 30 days. I like using a month because it’s just a pure focus month on one goal.

Last year I had this app called streaks where you can add your goals. Last year, I had 12 habits I was trying to do; Daily meditation, daily journaling, daily exercise etc. and I did it for the first quarter and it was going really well, by quarter two I started dropping off and by quarter three I hadn’t even looked at the app.

Now what I’ve done is I’ve got two things on there, but my focus is daily journaling for the month of January. I know that if I write every single day it brings you back into mindfulness. It’s like that one Domino that knocks over the other dominoes in the chain.

If I can daily journal, it helps me stay present focused on my goals. It helps me brain dump, it’s like a cleanse at the end of each night. It helps me plan and do planning in my journaling. I write out my visualization and I write my goals. It’s just one habit that covers so many for me.

Charles Duhigg, in his book ‘The Power of Habits’, talks about one keystone habit that if you get that one thing, it’s going to affect every other area of your life.

It might be every morning going for a walk, and that one walk is going to set you up for success because of that one habit.

Set one habit that knocks down all the rest of them like a domino chain.

To recap, here are the five essential elements of a 2020 success plan…

1. Have a why-based vision, keep it in your face, and make sure that you include your identity, your words for the year, your intention for the year, and exactly who you want to be.

2. Have an up-levelling mastermind. A mastermind where you meet regularly in person with these people. These people are all about growth, up-levelling, supporting each other, holding each other to account and holding you to a high standard.

3. Have a focused game plan. in the game plan have your priorities, your goals, quarterly goals, bite-size goals, action steps.

4. Have a strong no commitment. What are you going to say no to in 2020 to allow all this space to the things that are most important and meaningful for you?

5. Have a monthly habit focus.

Draw a line in the sand for 2020, make it a priority to leave it all behind in 2019 and know that you can achieve anything that you set your mind to.

Put the action steps in place and check it off as you go. It’s not just about dreaming, it’s about having your head in the clouds but your feet on the ground.

P.S Want to know how to attract and sign up more clients in 2020?

My next full-day client attraction workshop is happening on Saturday, 1st February 2020.

? In This One Powerful Day You Will Learn:

? The BEST methods to connect instantly with your audience and INFLUENCE them to your ideas

? How to become a master influencer and build authentic trust and a powerful connection with your ideal clients

? How to use neuro-marketing to influence the SUBCONSCIOUS mind in your written and spoken content

? The MOST effective way to design your marketing plan so that you nail your message, and attract the right clients

? The BIGGEST mistakes Coaches make in their marketing and how to avoid them

? A proven, effective marketing plan that you can tailor to your business

If you want to grow a profitable coaching business, this workshop is a must.

2020 is the year to finally let go of what’s holding you back and create the life you dream of!

➡ Full Details Here

December 27, 2019 by katmillar Leave a Comment

5 Powerful Questions to Help You Plan a Successful Year

What do you love about a new, fresh year?

I love that a new year is such a great opportunity to step back and reflect on your life.

It’s a good reason to assess what’s working, and what’s not.

I’ve been doing lots of meditating on the coming year and spending time talking with friends about our vision and goals and planning for 2020.

What has been brewing for you? What does a successful year look like to you?

Even though nothing changes just because the calendar changes…

…the energy surrounding a new year is a reminder that we always have the choice to do things differently, to grow and evolve.

Here are five powerful questions to help you plan a successful year:

1. Who do I want to spend more time with?

I think one of the most important things to think about when you’re planning your year, is “who do I want to spend more time with?”.

Studies have shown that if we look at the five closest people to us, we have an average of their bank account, their mindset around health, wealth, career progression, business and entrepreneurship and life in general.

Look at the people you’re spending time with because that is your future.

There’s a great quote and I don’t know who says it, but it’s “Show me your friends and I’ll show you your future.”

Who you spend time with is so important. If you spend time with people that are at the same level and aren’t growing and investing in themselves and aren’t progressing, then more than likely, you’re going to stay at that level as well.

But if you think of the five people that you spend the most time with, if they are always investing in themselves, going to different courses, upgrading their knowledge, upgrading their skills, it’s going to inspire you to want to up-level too.

Do you have people in your life that are holding you to the highest standard that you can achieve?

If you think about your potential, I truly believe that you will not reach it without the right people around you.

There is so much research that proves this. If there are people around you that are depressed, you’re way more likely to get depressed. If there are people around you that are always just watching the news and have a whole lot of fear about the world, then you will inevitably start taking on their fears.

I like to plan who I spend time with very intentionally; I have a list of the people that I want to spend more time with, and I work out how to spend more time with them. Proximity equals power.

How can you spend more time with those people who are above your level and going where you want to go?

The fastest way to fast-track your success is to model other successful people and spend time with people going where you want to go.

2. What do I want to start doing?

What do I want to start doing or doing more of? If you have a look at your life, there are probably some things that you want to start.

Maybe you want to start doing Facebook Live videos, webinars, running a meetup group, coaching clients….

…or maybe you want to start a new hobby, maybe you want to take up cooking or go to a public speaking course like Toastmasters, or maybe you want to start being more punctual, like organising your time management better.

What do you want to start doing or doing more of? Maybe it’s a new hobby, maybe you need something completely new, like to go to a new country or a new city.

Maybe you need to do something MORE.

You might want to spend more time going to networking events, business courses, investing in Facebook ads.

What do you need to start doing or doing more of to be successful?

3. What do I want to stop doing?

What do you want to stop doing? For some of us, it’s bad habits, I’ve got the bad habit of searching my social media too much, and I want to create more than I consume. So that’s something I want to do less of.

Maybe you want to stop over-eating, or over-drinking, or watching too much Netflix.

Maybe you are sick of procrastinating, pretending, or spending too much on things you don’t need.

Or using certain words (like “I’ll try” or “I can’t afford it”), being late, or driving too fast.

It could be small things like leaving your clothes on the floor after a shower. Leaving the dishes until the next day.

What are those bad habits that you really want to put a line in the sand and say “It’s a new decade – I want to stop doing that” or “I want to reduce that dramatically?”

4. What do I want to invest in?

What do you want to invest in? It could time, energy, resources or money.

I highly recommend that you do a year-end review. Look at the highlights and celebrate your great decisions, achievements, and highlights – even if they’re small.

Look at what you invested in and the results of that and decide what you want to invest in next year.

I write on my blog every year a review. I write what I invested my time in and what I did business-wise, my achievements and I recap my year.

I go through my phone and I search through and I write a list of the major things I’ve done. For example, this year, I achieved my goal of writing 50 blog posts. I thought that I was going to be writing heaps of blog posts on New Year’s Eve, but I’ve done my 50, that was the goal.

When you list all your achievements, you can see all the things that you’ve done and all the things that you’ve achieved and really stop and celebrate them.

You then ask yourself what did I miss? And what do I want to invest in next year? What did I make waste time on this year?

Celebrate what you have done, but also look at what you haven’t invested enough time, energy and money into. Whether that’s people, programs, a support team, or a holiday, what do you really want to invest in?

5. What do I want to create?

What do you want to create and achieve in 2020?

I really love performance goals. I also call these ‘output commitments’. I learned this as a personal trainer. Instead of someone setting a weight goal of say 10kg, instead set a performance goal of four workouts a week, 60 sets of weights in a week and burn X number of calories and a 15km run.

Those are performance goals, you tick them off, you can feel that dopamine hit because it sets up a feedback loop of a reward system. It feels good to set smaller goals rather than I did all this stuff, but I still didn’t lose weight.

Or maybe you said I want to get five clients in the next month and you haven’t because it’s involving an external force that you can’t control. You can only control what you do, not what others do. Maybe you didn’t meet the right clients yet.

But when you set performance goals, you can say, I want to make 50 sales calls per month, or I want to make 10 sales calls a week.

Or I want to run 10 workshops, or 5 webinars. Or do 50 Facebook live videos or podcast episodes.

Those are performance goals that you can track and measure and feel good about because one of the keys to happiness and fulfillment is progress.

Tony Robbins has researched this a lot. Happiness is not just having a great life where you just sit around, eat, drink, and be merry, (which we are going to be doing over this season, no doubt!), but it’s progress.

That’s why I think it’s important to celebrate what you’ve done to and to make plans for what you want to improve next year.

Decide what achievements would make you feel really fulfilled and happy.

So to recap, the five powerful questions to help you plan a successful year are:

Who do I want to spend more time with?
What do I want to start doing or stop doing?
What do I want to do more of and less of?
What do I want to invest in?
What do I want to do or create or achieve in the coming year?

I really look forward to continuing to help and offer more tips and tools for you as we go into 2020.

Want to know how to attract and sign up more clients in 2020?

My next 1-day client attraction workshop is happening on Saturday, 1st February 2020.