11 Networking Tips to be Connected by Mari-Lyn Harris

ml_fresh2 copyTo meet new people is sometimes very scary, especially when you don’t like doing it or you are new to town or shy.

Let’s say, you have just moved to a new city what do you do?  This is a great question,  Mr. Wonderful on Shark Tank..asks this of people when there are offers on the table. “What are you going to do?”

When I moved to San Francisco CA,  I just knew I wanted to launch an idea/project here. Of course the weather and it’s beauty does help too!

What you need to do, is figure out who you want to meet..when I arrived I knew no one, even though people may say, “hey look me up and…” I think they just said this out courtesy don’t depend on them..some may actually  mean it, some really don’t. I was fortunate that my sister lived here for a long time and hooked me up with a few people..that I could meet or get to know. One of the gals was Liz –  Bette just said “Meet MariLyn for coffee and pretend it’s her (Bette).”  We did, we hit it off, and I always keep in touch or find ways that we can socialize.

I’ve been here for almost 2 years..boy it’s hard to imagine.. I have some great connections in the Food business and still finding ways to meet more people.

My 11 Networking Tips:
1. Pick a focus or vertical of people that you want to meet, this will shorten your time.

2. Go to each city’s Chamber mixers – just to get a feel for the people and the area your are in. Living in Fremont, my roommate would tell me about it, introduce people to me, it will give you time to discover who you would like to get to know better. Each chamber has it’s own focus.

3. Volunteer – I actually volunteered for an organization that I liked what they were doing – Community Gardens.. I was offered a contract for a Project Manager as they received a grant. I said, yes! I was just so happy to have something while finding my way.

4.  Go to Church – Normally it’s not something someone says..find a church that believes in the values as you do.  That will fill your spirit. Why? Because, you’ll depend upon your Spirit or your God within to help you on your new adventure or journey.

5. Check out Meet-Up.com, they have many meetings listed, pick a couple that could help you in your job search, for socializing or just interests. There are lots of business networking groups.

6. Take a class. Learn something new and meet people at the same time.

7. If you are looking for a Tech job, check out this website (www.techjobscafe.com) for jobs. One thing that is funny here, people post jobs on Craigslist.com. Also be active on LinkedIn. Search Indeed.com, you can connect using your LinkedIn account.

8. Be proactive in meeting new people, ask them where they go.  If they are active, they will invite you as a guest. When you find a group you like, reciprocate.

9. Be consistent in networking. I met this gal who was a financial planner I asked her how she keeps up with all the networking she does. Her answer was, she goes to a women group every month and volunteers for committees. The rest of the time, she has five groups that she attends once a month on a consistent basis.

10. Start your own group, whether it’s online or meeting in person.  You never know who you are going to meet. Or join a group like Rotary that would be of interest to you.

11.  Be a hostess/host of the event. Even if it’s not yours. It’s a great way to get comfortable, you are helping other people who are shy and you meet more people. Years ago, I was coaching a gentleman who wanted to meet new people, he was rather shy, I just suggested that he become a host of the event. He reported back to me, saying it worked really well.

Try these 11 tips out see how they work for you. I love to hear which tips that have worked for you.

You can also be a guest blogger by writing a blog about you or your business for this website:  http://www.scrappywomen.biz/blog

ABOUT THE AUTHOR:
MariLyn Harris advises Food Startups – how to energize their Marketing. She blogs, writes about Marketing, Social Justice issues and a few things in-between.  Food 4 Social Change is a Producer Cooperative, provides many services to support food startups. A complete food-eco system. Check out http://food4socialchange.org

You Can’t Do Everything for Everyone by Melissa Heisler

heisler9404Recently I watched a TED Talk by Marla Spivak about why bees are disappearing. I learned a lot about how intertwined we are with nature and how some of our current behaviors are not only hurting animals and plants, but our future as well. However I am not writing to preach about environmental issues. What I would like to share is my realization about how we all go throughout our days without truly realizing how our actions and words have a ripple effect around us.

It is common knowledge that bees pollinate flowers. But Ms. Spivak explained, “Bees are not out there pollinating our food intentionally. They’re out there because they need to eat. Bees get all the protein they need from pollen and all the carbohydrates they need from nectar.” Because these little guys are hungry, they are actually providing the means of food production for humans and animals. Bees are not grand humanitarians; they are simply going about their day.

Many of the individuals I coach are humanitarians. They live to give. They give to their family, their children, their jobs, and usually they also have a deep desire to give to humanity and the world overall. Sometimes they give too much; putting a social agenda above their own needs resulting in burnout. Sometimes they feel unfulfilled or a failure if they are not doing “big enough” work, if they are not helping to make large societal changes, if they are not changing the lives of millions. When I saw this TED Talk, I found hope for all of my givers. We all do not have the means of Bill and Melinda Gates to do large scale programs. We all do not have the celebrity of Geena Davis to use for gender equality awareness. We all do not have the world platform of Pope Francis to call for the end of poverty. But each of us, each and every day, are able to effect the world around us.

Years after college a friend of mine who had just appeared in a movie with Denzel Washington told me he would not be an actor if it was not for me. I was confused. In college I never singled this person out to support and encourage. He told me of a single incident that changed his life. He didn’t want to audition for a play for fear of rejection. I told him if he didn’t audition, he was already rejected. If he did audition, he at least had a chance at a part. He did audition and he did get a part. To this day, I don’t have a recollection of this conversation. I was just going about my business like a busy bee. I just happened to provide the right words and encouragement at the right time to make a change in someone else’s life.

Giving money and time to volunteer organizations is noble, needed, and fulfilling. But we don’t have to give up our lives to give to others. Every day is a chance to give to others by just being ourselves. We can smile in a grocery line. We can help our elderly neighbor bring in the groceries. We can take a friend to the doctor. We can talk to a graduate about landing their first job. None of these activities would take a lot of time or necessarily take us out of our routine. We don’t need to start a non-profit in order to contribute. Just being aware during the day will show opportunities for helping those around us. And our little effort can have a big impact in the long run.

“If you wait until you can do everything for everybody, instead of something for somebody, you’ll end up not doing nothing for nobody.” ~ Malcom Bane

What can you do today in your daily routine to give a little to those around you?

ABOUT THE AUTHOR:
Melissa Heisler is a stress reduction expert, Type Me coach, speaker, and the author of From Type A to Type Me: How to Stop “Doing” Life and Start Living It. She is committed to guiding entrepreneurs and professionals to improve their health, increase their mental clarity, easily deal with difficult people, find peace in their current jobs, and improve their business effectiveness all through reducing their stress levels.
www.ItsMyLifeInc.com
https://www.linkedin.com/in/melissaheisler
https://www.facebook.com/itsmylifeinc

How To Sell To Difficult People by Amy Walker

(First Published at http://amywalkerconsulting.com/blog/ on February 4, 2014)

Selling to the Stinkers

Ahhh, the Hecklers, the Know-It-Alls, and the Doubters.  They are not our favorite people to sell to.  I definitely prefer hearing, “This is exactly what I’ve been searching for!”  But in every event you are going to have a tricky person to sell to.  I know speakers and trainers who just let them go and work with the excited ones.  You can do that.  I also know that I have had some that were stinkers during the sales process and ended up being my most loyal and long running clients.  I’ve also closed stinkers who turned into stinker clients.  The key is to know which ones you need to let go and which ones really need you.

Why are they stinkers?

Most human beings are good and it is in our nature to protect ourselves.  When you come across crusty people, they are usually nursing some type of hurt.  Hecklers have often been through rejection or ridicule and had to laugh their way out of it;  Know-It-Alls often can’t handle being weak and imperfect; and Doubters have often been taken advantage of in the process.  The first step to handling a tough sale is to try to understand them and think of them as a good person.

shutterstock_114407182The Heckler: Makes Jokes, derails the presentation, asks completely irrelevant questions etc.

Remember that hecklers like to see you sweat.  They like pushing buttons.  The easiest way to handle a heckler is to get them on your side.  Laugh with them.  Joke with them.  Understand that they want to be seen and heard, and treat them with kindness.  When they like you, they will also sometimes be the most outspoken proponents of your products.

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The Know-it-All: Everything is great in their life, they don’t need help, every time you get close to finding their pain or problem they will block you

Know-it-alls have a hard time showing weakness.  They are usually strong and are used to doing things on their own.  They do not want to feel incompetent or wrong.  If you keep pushing to figure out their problems, they will put up wall after wall after wall.  When I come across these situations, I pull back and invite them to tell me what they see that isn’t working.  If they come up with nothing, I ask them what they want that they don’t have and then I ask permission to help them come up with solutions to get there.

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Doubters: Second guess you and your product.  Want proof.  Treat you like you are trying to pull one over.

NEVER sell this person into a product or service, you have to let them choose into it.  If you talk them into it, they will inevitable blame you for why their life has gone all wrong!  Ask them if they have had a negative experience before.  Listen to them and ask questions like, “What do you need from me so that this is a different experience?”  Keep asking them, “What else do you need to know before you can decide if this is right for you?”  Give them any type of reassurance they ask for.  If they want references, let them call your clients.  If they want facts, show them where to find it.  Your job in this situation is to inform where ever they need it and continue to invite them to get more answers until they have no more questions.  Then you ask for the sale.

When to RUN! 

Anyone that has worked with a pain in the butt client knows they make your life miserable.  Some of my favorite clients and people have fit into these 3 categories in the beginning.   But if they can’t pass my test, I will not work with them.  My test is simple.  Can they take accountability for themselves, or do they blame others?  If they blame others, they will blame me.  If they can take accountability I know we will be able to work together as soon as they are ready and I will move forward.  If not, I bust out of that sales call as soon as possible!

Happy Selling!

Amy Walker PicABOUT THE AUTHOR: Amy Walker is an International Executive Business Coach and CEO/Founder of Amy Walker Consulting.  As a Featured Professional Speaker she has shared the stage with some of the top names in the industry including Willie Jolley and Delatorro L. McNeal II.  Amy is a Master of Sales and has written sales scripts for billion dollar companies and organizations.  She has been regularly featured on television, radio, and print.  Amy is passionate about Women in Business, Making Businesses Thrive, and Balancing Business and Family.  She is the happily married mother of 5 boys.
Website: www.amywalkerconsulting.com
Facebook:  Amy Walker Consulting  – https://www.facebook.com/AmyWalkerConsulting
Twitter: @amywalkercoach – https://twitter.com/AmyWalkerCoach
Instagram: amywalkercoach – https://instagram.com/amywalkercoach/
Youtube:  Amy Walker Consulting – https://www.youtube.com/user/awalker2911
Linkedin: Amy Walker – www.linkedin.com/in/amywalkerconsulting

The Cost of Business as Usual by Melissa Heisler

heisler9404Most individuals in current business environments have the feeling of being chained to one’s desk for an inhuman amount of hours, running to endless meetings, and being bombarded by constant emails and calls. Many employees are doing the work of two or more people these days. Associates are being held accountable for unrealistic sales goals. Everything is a crisis. The result is stress. And a lot of it.

The irony is that the more hectic our day, the more stress we experience and the less productive we become. When we are stressed, our fight-or-flight system kicks in, the same unconscious system which takes over if we are in physical danger. All of our energy goes into our muscles to help us run or fight. Our digestive, reproductive, and immune systems are turned off. The longer we are stressed, the longer our basic systems are turned off causing ulcers and other digestive issues, along with a host of other physiological problems. The fight-or-flight system runs on autopilot so our cognitive mind is cloudy. Since our minds are constantly cloudy our work is slower, inefficient, and ineffective.

One great way to combat our daily stress is to disconnect from our fight-or-flight limbic brains and allow our normal bodily functions to return to normal. We can do this by simply taking a walk once or twice a day, or getting up from our desk every hour to do a few minutes of physical movement. Many employees can also find relief using meditation during the work day to help them disconnect from their reactionary stressed-based minds and reconnect with their effective, intuitive, calm cognitive minds.

Changing expectations about communication reaction time can also make a big difference. Many employees feel a prisoner of their electronics. When the communication pops up, they stop what they are doing, read the email, determine it is not urgent, and go back to the original project. When the next email pops up, the cycle repeats. The result is being constantly busy but getting nothing done. Working this way is an amazing waste of time and focus. Instead of constantly checking in with communications, turn off notifications for email, texts and social media, and instead carve out time slots during the day to check communications. This allows for better focus, more efficiency, and less stress.

When you do take a moment to look at the communications, open each only once and act upon it in that moment. Choose to either Do, Delegate, Delay, or Delete.

  • Do: Respond and complete the request in that moment.
  • Delegate: Is this the highest and best use of your time? Is there someone else you can delegate this to?  Is there an automated system you can put in place to handle a specific type of email?
  • Delay: If the email does not need to be handled right now, but it does need to be done by you, add a reminder to come back to it. Don’t just leave it in your inbox as you may then open it again in the future only to delay it again. Color code the email as a “future” and set up a follow-up reminder.
  • Delete: Does this need to be done at all? Is there really anything you need to address with it? If you find you are constantly deleting emails from certain sources, you may want to unsubscribe from the list or remove yourself from the project.

Adding in movement, disconnecting from the day, and shifting your relationship with communication, can help reduce some of your workplace stress leading to more productivity and increased wellness.

ABOUT THE AUTHOR:
Melissa Heisler is a stress reduction expert, Type Me coach, speaker, and the author of From Type A to Type Me: How to Stop “Doing” Life and Start Living It. She is committed to guiding entrepreneurs and professionals to improve their health, increase their mental clarity, easily deal with difficult people, find peace in their current jobs, and improve their business effectiveness all through reducing their stress levels.
www.ItsMyLifeInc.com
https://www.linkedin.com/in/melissaheisler
https://www.facebook.com/itsmylifeinc

 

Get From A To Z Faster! by Neil Love

Neil Love from A to ZGetting from “A to Z” 
You want to get from where you are to where you want to be faster – more clients, better clients, more satisfaction, less wear and tear.

My manager clients want to get from A to Z faster too.
Their journey from “A to Z” often involves one of these challenging transitions:

Manager Transitions

  • Moving from individual contributor to manager
  • Moving from managing locally to managing globally
  • Moving into cross-functional initiative management
  • Moving from a career flat spot to a career high

Organization Transitions

  • From struggling team to high performing team
  • From questionable initiative to strong initiative
  • From misfiring organization to thriving organization
  • From small company to big company

Let me write to you as if you were one of these managers.

What You Need
You need the right strategy for moving ahead. That requires knowing alternative ways for getting to where you want to be and which way fits best for you and your situation.

You will want to know what issues you will likely run into and how to deal with them. And, you will want to find ways to help you stay positive when things do not quite go the way you want them.

What Might Be Helpful
What could be attractive is behind the scenes support that is convenient, efficient, delivered in bite sized useable chunks, affordable and non-intrusive.  Support that includes someone who serves as your strategy partner and progress accelerator.  Someone who could give feedback on your thinking and your strategies, plans and issues.  And support that provides access to deep insight surveys, proven best practices tools and referrals to other resources that accelerate progress.

Your Thought Partner
The beliefs of who you partner with are key to your comfort level and your success.  Here are mine.

Have Fun
I believe people are more creative, clever and thoughtful and less stressed when they work and think in the pleasant, safe, fun environment.  I will create that with you.  Be forewarned, I like to laugh and make people laugh. I am hoping you do to or can expand that particular little skill.  The goal is to make our work together something you look forward to not just for help but for enjoyment. 

Make It Convenient
To make your support fit with your dynamic schedule, you can schedule 30 minute guidance sessions with me using the Online Appointment Calendar to pick the time slots that work for you.  No emailing back and forth to schedule or reschedule. And if your availability changes, no problem just reschedule yourself. 

Start Outside In
 The long term key to success is to sense and react to the priorities and trends of your clients and potential clients. What specifically is the tough situation they are in?  What are the specific attributes of the solutions do they want?  What makes them buy and not buy? How will they see you as different, unique, and best suited to work with them? 

Provide A Thought Space
You will want a forum where you can be more insightful and find your own answers not someone else’s recipe. There are business and marketing experts for hire who can offer you answers, but those answers may not be quite right for you and your situation. You won’t own them, feel comfortable with them, do them.   I focus on asking you the right questions so that you come up with your own best answers.  And yes, I do provide lots of suggestions, feedback and tools when I sense the right moment.

Learn While Doing
Moving from strategy to execution can be riddled with challenges, surprises and missteps.  You need someone who is your steady partner and provider of tips and best practices as you move through your journey.  A coach that can pull from over 400 assessments, guides, checklists, models, templates, processes and sample documents would enable you to make faster progress easier. You do not have to reinvent the wheel and can leverage proven best practice strategies and tools.

Beyond Tools
The support you need is more than a set of tools and processes. You want the opportunity to have important conversations where you are heard and get helpful insights.  You want someone to challenge your assumptions and ensure you are true to your commitments. And someone you can role play situations with to build the confidence and proficiency you need to get where you want to go.

Can I Help?
If any of this rings true for you, my online guidance sessions and deep insight tools can enable you to get where you want faster with less wear and tear.

I have been doing management consulting for over 20 years.   I have been fortunate to consult to a wide variety of clients in many industries and all levels.  I have served as an executive, program manager and internal consultant at VMware, Cisco Systems, Amazon Lab126, Sun Microsystems, Adaptec, HP, TI, and GE.  Client companies have included startups, small firms, mid-sized companies and the big brand companies.

I now serve as an effective and efficient teacher and guide for those who want to leverage this experience.  I would be happy to share with you the lessons learned and the skills I developed through twenty years of experience in making organizations, projects, managers and consultants more successful.

If you would like more information, you will find it below.

ABOUT THE AUTHOR:
Neil Love – For over 25 years Neil has been working with executives to improve performance and innovation in organizations, processes and initiatives. His most recent major clients have included Amazon, Cisco Systems, VMware, FLIR and Sun Microsystems. He has either led or been a core team member of $1M and $2M best practice programs that found the very best ways to make companies and departments more productive, more agile and more effective. One of these programs resulted in a savings of $75M and had over 50,000 participants.
Free Assessment Surveys

Neil’s Professional Profile

Progress Accelerator Program

 

Are You Ready? by Amy Walker

(First Published at http://amywalkerconsulting.com/blog/ on April 27, 2015)
Amy Walker Pic

Want to know what almost stopped me from starting my company?

I am not a fan of the solo-preneur business model.  Gasp!!! Did I just say that?  To thousands of small business owners?  Many of whom are solo-preneurs?

Absolutely!  There is one major flaw in the solo-preneur model and it’s YOU!  Your time and availability limits your income potential.  Your knowledge and skill set limits your income potential.  Your mental and emotional capacity limits your income potential.  Your scarcity thinking limits your income potential.  YOU limit your income potential.  Not because you are a flawed human being, but because you are a human being.  You are not perfect.  You get overwhelmed. You run out of time.  And you have strengths in certain areas of your business while you are deficient in others.

I’m not being mean, I’m being honest. I know it because the same is true in my business, and in the hundreds of other business owners I coach.

To get past the solo-preneur hump, you have to hire!  Hiring scares a lot of people.  And I understand why.  It is time consuming and expensive.  No one you hire will do it just like you do it.  No one will care as much about your business as you do.  And when they mess up, it effects your business.  It can be scary.  In fact so scary, that I almost sabotaged my company before it even started.

2.5 years ago, I was an independent contractor working for an amazing training and personal development company.  I had a great job.  I had great paychecks and I loved the people I worked with.  BUT, I was getting ready to have my 5th son and I knew it was time for me to have more time freedom and to stop hiding behind someone else’s brand.  But I did not, under any circumstances want to run a team of people.  I wanted to do it all myself.  In fact, I remember consulting with a friend, who is also a genius in business, and asking, “Can I do this and really be successful if I never hire more than 3 people?”  His answer was “Sure, why not!”

He lied.  We’ve talked about it since and he lied on purpose.  Thank Heavens he did or I might never have started my company. He knew I was limiting myself and my companies potential.

I really believe that to get beyond 6 figures you have to hire help. In fact for some businesses, you will have to hire help to even get to 6 figures.

Here are some questions to ask yourself to help you see if you need help now, and where you need it!

  1. Is my time maxed out? If your time is maxed out, you don’t have room to increase your income.
  2. Could I handle the workload if I doubled my income this month? If the answer is no, you will not be able to hit those types of numbers. Even if you got there, you would not be able to maintain those clients.
  3. What areas of my business are not getting done because I either don’t know how to do it, or don’t have time to do it? Notice I did not ask what is not getting done because you are scared of it or avoiding it.  If that is your reason, I say get over it and just do it!  But if you really don’t know how or don’t have time, you need help in those areas.
  4. If you could free up 10 hours a week for more income producing activities, how much more income could you bring in? If that number is more than you would pay someone to take 10 hours off of your plate, it makes sense to hire.

I’ve definitely had challenges in working with my team.  But the challenges are small compared to the rewards.  If I was trying to do everything myself, I think I would have maxed out at $50,000-75,000 a year.  I have 5 kids.  My time is limited, and if I had stayed a solo-preneur, I guarantee my vision for the company would have remained limited.  My team is what inspired me to see my company on a bigger scale.  My team is what helped me to hit 6 figures my first year.  My team is what drove my sales to an over 400% increase our second year in business.  My team is what makes it so I never give up, even on the hard days.  And my team is who supports me and makes me feel like I am never alone in this journey.

Are you ready to retire the many hats you wear in business and start hiring?

ABOUT THE AUTHOR: Amy Walker is an International Executive Business Coach and CEO/Founder of Amy Walker Consulting.  As a Featured Professional Speaker she has shared the stage with some of the top names in the industry including Willie Jolley and Delatorro L. McNeal II.  Amy is a Master of Sales and has written sales scripts for billion dollar companies and organizations.  She has been regularly featured on television, radio, and print.  Amy is passionate about Women in Business, Making Businesses Thrive, and Balancing Business and Family.  She is the happily married mother of 5 boys.
Website: www.amywalkerconsulting.com
Facebook:  Amy Walker Consulting  – https://www.facebook.com/AmyWalkerConsulting
Twitter: @amywalkercoach – https://twitter.com/AmyWalkerCoach
Instagram: amywalkercoach – https://instagram.com/amywalkercoach/
Youtube:  Amy Walker Consulting – https://www.youtube.com/user/awalker2911
Linkedin: Amy Walker – www.linkedin.com/in/amywalkerconsulting

How To Sell To Indecisive People by Amy Walker

 

Amy Walker Pic(First Published at http://amywalkerconsulting.com/blog/ on September 16, 2014)

They want it, they need it, but they just can’t commit!  It’s tricky.  I get it.  We don’t want to lose the sale by giving up too soon.  But we don’t want to be strung along missing out on other sales while we do everything in our power to get this person to sign.

Client uncertainty

The first key to selling to indecisive people is to recognize what type of indecisive person they are.

1. People pleaser: People pleasers want to make everyone happy with them and have a very hard time saying no.  Because they are taking you into consideration, they have a hard time getting clear on what they want.  You can sell to a people pleaser by manipulation, but DON’T!  You will have more cancellations, and dissatisfied clients if you take this route.  And both of those are expensive.  Instead use verbiage like, “It seems like you are having a hard time deciding.  If you take me out of the picture, what would you most want to do?  Because even though I would love to have you as a client, I wouldn’t want you to decide to work with me unless it is absolutely what you want.”

2. Co-dependent: Co-dependent people struggle to make decisions on their own.  They want someone else’s input.  Sometimes that other person really does need to be involved in the decision and sometimes they have no business being involved in the decision.  The key to selling to this type of person is to find out who the other person they need to talk to is.  The second step is to ask, “Does this person play a role in (your business, your household management, your daily hair styling etc.)?”  If they do play a role and should be involved in the decision, simply ask, “Can we get them on the phone or schedule a time when the three of us can meet?”  If they are not involved ask the question, “What do you think they will say, and why is it important to you to talk to them first?”  Honestly, I could write an entire article on how to close this one, but for the sake of keeping this article from becoming a novel we’ll leave it at that.  This will give you some crucial information to get the conversation started.

Accounting3. Over Analyzer: This person needs a lot of details!  They will want to read everything you have printed, they will want to interview your clients, they will want to scope out your website, and they may want to pull a back ground check on you.  To sell to this type of person DO NOT ask them to make a decision before they know what they need to know.  You will break rapport.  Asking this type of person to act without information is like asking them to jump off a cliff when they don’t know what is at the bottom.  Instead, ask the questions, “What do you feel like you need to know in order to feel good about this purchase?”  “What other questions can I answer for you?”  And “What type of information would you like on this?”  They may need to read through information on their own, but whenever possible try to get all of their questions answered during your meeting.  Make sure you set a follow up call with a very firm date and time.  Set the follow up call for a day or two later.  Don’t let them go a week, because during that time they will come up with another question, not have an answer and decide that it isn’t going to work for them.

4. Feeler: Feelers need to feel good about the purchase and no amount of logic or information will replace them having an internal confirmation about what is right to do.  These people will need to pray about it, sleep on it, consult their crystals, do muscle testing, or any other host of things that are completely unrelated to your conversation.  Believe it or not, I am a feeler.  I do get a lot of information and ask questions so I can see the big picture, but when it comes down to it, if I don’t get a good vibe, I will not work with someone.  But that is not the kiss of death!  Feelers need an internal confirmation, but they can also get that pretty quickly.  You just need to ask them questions that will get them looking inside right now.  Use phrases like, “I understand and I want you to feel good about this decision too.  Can I ask you a question?  As we have gone through the information about (my product, service etc) what is your heart telling you?  Are you feeling comfortable with me?  Do you want a few minutes alone to check in and see if you feel like this is right?”

Green light5. Green Lighters: This group wants the perfect time.  They want the stars to align.  They want all of the lights to be green before they start out.  This is the most challenging group for me to work with.  I will have people who really want to coach with me and just need to wait for the right time, and a year later they are saying the same thing and again the next year, same conversation.  It’s crazy!  Your goal with these people is to help them understand that if they choose not to move forward, they will not receive the benefits they are looking for.  I do everything I can to close these people on the spot because I have found they are the least likely to close at a later date.  I will ask them questions like, “Why does this feel like the wrong time?”  What would need to happen for this to feel like the right time?”  If they say something like, “The fall would be better.”  Don’t accept that answer!  They are just trying to put off making the decision.  If they have something concrete like, “I’m having a baby in 3 weeks and it’s not a good time.”  You will want to accept that answer, it’s legit!

All of us are indecisive at one point or another.  Don’t get frustrated with your clients, just patiently resolve their concerns.  They are human and so are you!  If you want to attract people who are more ready to make decisions, get clearer in your own decisions.  Don’t ask people to do what you are not doing.  What brand of indecision shows up for you?

ABOUT THE AUTHOR: Amy Walker is an International Executive Business Coach and CEO/Founder of Amy Walker Consulting.  As a Featured Professional Speaker she has shared the stage with some of the top names in the industry including Willie Jolley and Delatorro L. McNeal II.  Amy is a Master of Sales and has written sales scripts for billion dollar companies and organizations.  She has been regularly featured on television, radio, and print.  Amy is passionate about Women in Business, Making Businesses Thrive, and Balancing Business and Family.  She is the happily married mother of 5 boys.
Website: www.amywalkerconsulting.com
Facebook:  Amy Walker Consulting  – https://www.facebook.com/AmyWalkerConsulting
Twitter: @amywalkercoach – https://twitter.com/AmyWalkerCoach
Instagram: amywalkercoach – https://instagram.com/amywalkercoach/
Youtube:  Amy Walker Consulting – https://www.youtube.com/user/awalker2911
Linkedin: Amy Walker – www.linkedin.com/in/amywalkerconsulting

 

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