That’s right; you no longer can sit and wait for your neighbors to find you. If you don’t start making sure people know what you know, they will just go elsewhere.

This session follows on from the last with Judy Robinett, where we talked about the importance of networking. In this session, we discuss how to map your network and start making it work for you.

Episode outline:

Social media, ecommerce and video conferencing has allowed each and every individual to connect with more people and do business outside local boundaries. For people that go into this brave new world prepared, it is an opportunity like no other. For those that treat business and networking the same way as the past, it will leave them sorely surprised.

The days where opening a shop on the corner guarantees you trade are gone. No more does being the only accountant in town mean you will get the business of everyone around you.

Unwritten rule

Judy suggests that there is an unwritten rule to the success you can achieve, and that is, “Your network equals your net worth.” It is possible to be successful in business on your own, but it is a lot easier if you have the help of others. If your whole network is a few family and friends, you’re going to hit a wall. You have to have relationships with people that can help you.

Mapping your current network

On average, most people know 632 people, yet they infrequently think about how to leverage these people to help themselves or the people around them. Judy suggests that when it comes to networking, not utilizing the network you already have is the most frequent mistake a person makes. To rectify this, she suggests you write down a list of one-hundred people you know. By doing this you will soon start to see obvious connections you could make, introductions that could help others, and holes you need to fill.

One connection away from success

Judy suggests that many people complain that they have not achieved success yet because they’re just missing one introduction, one endorsement, or one piece of publicity. On completing the mapping exercise, she suggests that more often than not the person realizes that they actually have known someone all along that could introduce them to the person they have desired for so long.

Be upfront about what you want

People too often try to project the best versions of themselves to their network, family and friends. This makes it impossible for them to help you because they think you are where you want to be. Truth is, if they knew you needed help, they would probably love to help you. For that to happen though, you need to be vulnerable and say to the people you know:

1. This is where I’m at.
2. This is what I’m trying to achieve.
3. What ideas do you have for me?
4. Who else do you know I should speak to?

Letting a person know where you are struggling strengthens your connection with them and you will find, more often than not, they will go to the ends of the earth to help.

Negative influencers/detractors

Yes, it is true that there are people out there that when you try to get a leg up will try to pull you back down. There are also people that when you tell an idea, will want to tell you why it won’t work. These people do these things so they can feel better about themselves, while they do nothing. Now I could dedicate the next three paragraphs to explaining why what I have written above won’t work with these kind of people, and how to handle them differently, but instead I will just say this:

“These relationships do not serve you. The sooner you sever them the more successful and happy you will be.”

In life, you have to have friends that propel you forward and leave behind the ones that tell you that you can’t do it. Otherwise, one day when things are tough, you just might believe them.

About Judy Robinett:

Judy Robinett is the author of How to Be a Power Connector. Robinett is a business thought leader profiled in Forbes, Huffington Post, and Bloomberg as a super connector who uses her 30 year entrepreneurial experience and connections to accelerate growth and enhance profitability of public and private businesses.

How can I find out more about Judy Robinett?

Check out www.judyrobinett.com

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. Get more customers through networking with Judy Robinett

The post How to Make Networking Work for You (2 of 2) appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

When it comes to networking, people commonly suffer from two major issues:

1. Getting in a room of quality prospects, rather than just other people that do what they do
2. Talking to the right people when they’re in the right room

This is exactly why today on Better Business Coach podcast I have asked a close personal friend, Judy Robinett, to share some of the wisdom that made her book, “How to Be a Power Connector,” a best seller.

Episode outline:

Times have changed and the old networking skills you may have learned are now dead, and these days may be seen as manipulative and “icky.” Judy suggests that the new way of networking must be robust, wide and deep. Whatever your objective, whether it is going public or finding new customers, a good network should support and aid you along the way.

One of the most common problems is that we tend to network around like-minded people.

• If we’re a coach we network with other coaches
• If we’re a dentist we network with other dentists

This strategy may work from time to time, but ask yourself: Wouldn’t you find more clients being in rooms of people that need coaching or dental work? So think about it. Where do your clients hang out? It could be:

• another sort of networking event
• a football stadium
• an art gallery
• the symphony
• charity events
• etc.

Wherever they hang out, that’s where you should be. I know what you’re thinking at this stage…”But I don’t like the symphony!” Truth is, you don’t need to like it. Of course as a coach or dentist you will enjoy hanging out with like-minded coaches or dentists more, however, that’s not going to get you paid.

Research indicates that the average person only talks to strangers about 2-3% of the time. Judy highlights that that is where the magic happens. So why is it then that we spend so little time doing it?

Talking to new people is uncomfortable

If you are like 50% of people in the USA and classify yourself as shy, you may want to check out what I call, “the seven self-destructive mindsets to selling.” This will help you understand the logic for why you feel this way and offer advice on how you can overcome it, even if you are an introvert.

Judy suggests that most people worry, especially if they are trying to network with high profile individuals, that they will have nothing of value to offer. She says this is just a limiting belief. Everyone has problems and everyone needs solutions. Judy recommends that if you just start, you’ll work it out.

I like to think of this simple rule of thumb: If you’re feeling uncomfortable, you’re probably meeting the right people. If not, then you’re not.

Where do you start?

First, get in the right room. When you’re in the right room, start by saying, “Hi, how are you?” Then use the below three golden questions:

1. How can I help you? – This is a great rapport builder and a perfect lead into the conversational elevator pitch, discussed in session three.
2. What other ideas do you have for me?
3. Who else do you know that I should talk to?

Once you see this works and works well, get braver and speak to more/higher profile people.

Don’t be afraid to ask for help

As JV Crum III said in episode 18 and 19, a lot of people are good hearted and want to help make everyone successful.

Getting the edge

Start with research – Now just because Judy suggests starting and working it out, doesn’t mean she is suggesting going unprepared. Do your research. If you’re going to the symphony, then research the people performing. I once had a client that learned all the names of players and their statistics for three major football teams, because his clients went to football chairman’s lunches and when he went he wanted to be in the conversation.

Get out of your own head and focus on them – Judy suggests this is the true secret to breaking the ice with anyone. Doing it will be like pulling a cork out of a bottle and from then on, you’ll never have a problem with them again.

1. Complement – People feel uncomfortable complementing others, but it is the easiest way to obtain a positive interaction. If you have already researched the person you are meeting, you can complement their work. If not, look for something to complement; it’s not as hard as you think. Surprising (or perhaps not) tip from Judy: Men love to be complemented on their clothes.
2. Ask questions and then truly listen with your head, heart and eyes. The downfall of many is that they say, “Hi, how are you,” and then think of what to say next. Need a little help? Listen to episode nine, “Listen and succeed; it’s that simple!” There you will learn the five keys to active listening.

How big does your network need to be?

It may shock you to know, that for networking success, your contact list doesn’t need to be that big. Judy suggests that 25-50 quality relationships, spread across industries and geography, is all you need. While that sounds like a small number, she stresses that these are not shallow relationships, but people that will return your call as well as have your back now and in the future.

The lesson to be learned from this is not to have hundreds, if not thousands, of shallow relationships. Focus on the key few, foster them, and don’t let people in if they don’t have a good head, heart and gut.

Judy classifies people by asking herself, “Is this person an Oprah or Martha Stewart?”

Perhaps you could do the same.

About Judy Robinett:

Judy Robinett is the author of How to Be a Power Connector. Robinett is a business thought leader profiled in Forbes, Huffington Post, and Bloomberg as a super connector who uses her 30 year entrepreneurial experience and connections to accelerate growth and enhance profitability of public and private businesses.

How can I find out more about Judy Robinett?

Check out www.judyrobinett.com

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. The Seven Self-Destructive Mindsets To Selling
2. BBC 003 : Part 2 – Who Wants More Clients? Then Let’s Learn To Network
3. BBC 009 : Listen & Succeed, It’s That Simple! Learn The 5 Keys To Active Listening
4. BBC 018 : Part 1 of 2 – Differentiating While Staying Authentic And Charging Without Feeling Like You’re Imposing with JV Crum III
5. BBC 019 : Part 2 of 2 – The Abundance Mindset with JV Crum III

The post How to Make Networking Work for You appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

The “Get to Know Yourself” template should follow directly after episode 21’s ForceField Analysis, and should be completed as part of your first paid client sessions.

As a business coach, you need to understand your clients on a deeper level. To add to that, as discussed in session four, running a business can be chaos and your client may not have had time to truly understand themselves. The “Get to Know Yourself” template is designed to get everything out on the table, so you can start helping your clients where they need it most.

Episode outline:

I want to preface by saying: use your discretion before using this worksheet with corporate clients. While it is amazingly useful when working with them, many consider it life coaching and it can lose you rapport. When working with corporate, if I decide to use the worksheet, I like to add on the phrase, “when you’re working,” to the start of each question. I find it makes them feel more at ease with the questioning. Small businesses, however, absolutely love it, so never feel you shouldn’t pull it out and get started.

This worksheet can sometimes take up to an hour to complete because it forces the client to consider things that in many cases, they have never considered before. You will be surprised just how often something pops up that highlights something neither you nor the client originally expected, changing your entire coaching approach or the desired direction the client wishes to pursue. Often, what the client says they are wanting at the start of the session is the last thing they would want by the end. This is the true power of this worksheet. Without it, you could end up coaching a client toward something they never actually wanted.

This worksheet works fantastically when combined with the homework, “Forget About Goals – Why Is The Key To Success”, covered in session 17, as it ensures you are always on point with all your critical direction and advice.

What do you enjoy doing?

This question may seem simple enough, but who truly spends time thinking about these things? Asking it in this session, like many of the other questions, will force the client to consider things they have, perhaps, never considered before, or at least not on a truly real level. Understand that these questions, as you progress, may take time to answer and for the best effect this is a good thing. Embrace the skills covered in session 9, “Listen & Succeed,” and give them time to consider their answers on a deeper level. Very soon you will step past understanding the client and shift to assisting them to move forward. It’s vital that before you do this you understand exactly what they want and why.

That said, if you’re not careful, the client will go off on a tangent and time will fly. This may sound great since after all, they are paying you to listen, but consider what they will think after the session. The last thing you want them to do is go off on a  tangent for too long and then feel they just spoke about themselves and you offered very little value. As a coach, you must balance between allowing enough time for expansive, well thought-out answers, and time wasting chit-chat, bragging or complaining.

What makes you happy?

Here you are trying to determine if the client is motivated by extrinsic rewards (money and praise) or intrinsically motivated by seeing their business grow and succeed. There are negatives to each and as a coach you must be ready to support them how they need you most. An intrinsically motivated client will often be happy just delivering a quality product and writing great procedures, which is not the best mindset for marketing their business. An extrinsically motivated client will want praise and payment for everything they do, which is not great for a venture that may require months of work before the first profit is made. For extrinsically motivated people it is also important, as a coach, to know you must be their biggest supporter; after all, at the start you may be their only one.

Is there anything that you wanted to do, but have not yet accomplished?

Here you are looking for any surprises that might, if not addressed, come back to bite you. For example, what if you solidified local business routes for a client’s business and they had a goal to one day relocate to a different city or country. Then you spent time doing something that wasn’t aligned to what the client wanted, instead of perhaps building out products and services that stretch past geographic boarders.

Where would you like to spend more of your time, and doing what?

Here it is key not to project your own wants and desires onto a client. You may want to work hours and hours to earn big dollars, but a client may only be willing to commit 10am-3pm. After that, it might be all about family. Therefore, your job is a coach is to systemize and train staff to ensure the owner can run out the door to pick up the kids like they want. Your job as a coach isn’t to change what they think is important, but to help them spend more time doing it.

What would you do if you could do anything that you wanted without limits?

Here you may find a client responds, “Exactly what I am doing now, just less worried about money.” For those clients, your job as a coach will be to help them make money doing what they love. Others will say, “Get the hell away from here,” or, “Start another business I can’t afford to start right now.” For those clients, your job as a coach may be to help them build up their business to sell and get out. These are two completely different tasks, and only two of a possible thousand,. This question is vital in knowing exactly what task or tasks you are undertaking.

How do you want to spend your life on a daily basis?

This is valuable information for you as a coach. Do they like writing, going to the gym, or meeting staff at particular times of the day? When do they want to be working and when do they want to clock off? You don’t want to suggest that a client does certain activities that are not aligned to what they want to be doing, unless of course it is for a short time to achieve a specific outcome. Even then I would consider extensive unfreezing, a major element of effective change management covered in session 12, first.

What is the most important to you at this time in your life?

People have different priorities, and as a coach, you need to understand what they are. I like to hand them the list below and ask them to number them one to seven in order of importance.

• Family
• Your business
• A new career
• Better health
• Physical fitness
• More money
• More time for yourself

What would I like to be doing 10, 20 or 30 years from now?

If the client is over fifty, ask only what they want to be doing in ten years. Some people may have not mentioned it till now, but when a lifetime is presented to them, all of a sudden they may share dreams of new businesses, retirement, or even going back to a job. This question is really just asking what you have asked above in a different way to see if you get a different response.

REMEMBER:  With no clear picture of how your client wants their life to be, how can you ensure they live it? This worksheet will create a clear vision for your client, giving all that they do purpose and energy – they will become self-empowered.

Keep me in the loop:

I would love to hear how this worksheet worked for you and your clients. Please take a second to post a comment in the comment section below:

Download the “Get to Know Yourself” worksheet!

Items/Links Mentioned

1. BBC 004 : The 7 Things A Few Months of Business Coaching Will Teach You About Business Owners & Their Staff
2. BBC 009 : Listen & Succeed, It’s That Simple! Learn The 5 Keys To Active Listening
3. BBC 012 : 3 Steps To Effective Change Management
4. BBC 021 : Fourth FREE Worksheet – ForceField Analysis – Understanding the terrain before a change or improvement

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

I can’t wait to share this content with you; it’s going to make such a difference in your business coaching business. I am really looking forward to hearing the stories of success that you have with your clients.

So please subscribe!

I look forward to spending the next sessions with you helping you to make the best business coaching business that you could possibly have.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

The post Discover More About Your Business Coaching Clients appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

So why is it, when clients are the life blood of any business, we don’t go out of our way to reconnect with these potentially willing to buy clients? Sure, we tell ourselves, “It is because it was only a quick introduction,” or perhaps you think they gave you their card “just to be nice.” Maybe you just don’t feel “comfortable,” but the reality is: you just don’t know where to start.

This is exactly why today on Better Business Coach podcast I have asked a close personal friend and iTunes top 100 podcaster, John McIntyre, to offer some advice on how he would re-engage with these prospects with emails that sell.

Episode outline:

Forget about hacks – Writing emails that engage and sell isn’t about the perfect subject line, the perfect email, or the perfect pitch. It’s about understanding who you’re trying to talk to, what their problems are, and what you need to say to move them on to the next step.

John says, “There is no magic to it; just be cool about it.”

The 5 steps to getting started

1. Create your elevator pitch, as discussed in session two – Not just to have one (we have already discussed the benefit of that), but to understand who you’re trying to talk to, what you’re helping them with, and what the most common objections are.
2. Find the need – When you go out to networking events, don’t have shallow conversations. Establish a problem they have that you can help with. If they don’t have a problem you can help with, don’t feel bad, remember you don’t need to (and can’t) sell to everyone.
3. Take their card – Ask if they have a business card and request one.
4. Take good notes – Before you talk to someone else, write the prospect’s problem down on their business card with any additional information you think pertinent. This is vital as most people speak to 5-10 people at each event, but remember very little about any by the time they leave; they just blur together.
5. Write an email like you’re talking to your friend – Instead of being fancy, and “being a salesperson,” just try sending them an email like you would a friend. A good basic example of an email to a friend would read as follows:

Subject: Just touching base with you about (your problem)

Body – Hey <Name>, what’s up?

I wanted to touch base about (the problem) you discussed at (event).

Call to action – Do you want to catch up this week to have a quick chat about it?

Don’t people just delete these emails? – There are a lot of articles out there that suggest email is dead and social media is the new hot thing in town. But ask yourself, what is the first thing you do in the morning? That’s right, you check your email and so does everyone else. Sure social media is highly powerful, but your message is also avoidable. Nothing beats an email sitting there in your prospect’s inbox demanding attention. Be honest with yourself: Don’t you read a few unsolicited emails every now and then?

Take action – Email is just like all other things; it’s not an art form, you just need to take action.

How long should my emails be?

In business there is a communication process. From the point where they don’t know who you are, to the point that they are a customer, there is a certain amount of communication and rapport that has to happen. An email can’t be used in isolation; it is part of that process. It’s best not to get caught up in the nitty gritty, it’s just another tool in the arsenal and for many the first step to engaging prospects they would have otherwise never seen again.

Long term email relationships

It’s time to stop thinking day to day. Let’s say you meet, or your sales team meets, 18 people a week. Perhaps you sell to eight, and ten say, “Not right now.” Without an email system to maintain that relationship, even to the people that you sold to, that’s 520 lost relationships per year with people that might buy from you really soon, and 416 lost relationships per year that might take their business elsewhere next time.

How many years have you been losing this yearly marketing opportunity?

If you’re like me and got out your calculator, these are some very big numbers, but don’t get upset; fix it now and forever!

How would you write an email to long term recipients?

Subject: Attention grabber. Not just any attention grabber, but one that obtains targeted, specific and relevant attention. Remember: think about their problems. The people you engage will most often have similar ones.

Line 1: This line has to get their attention, as well as make them interested enough to read the next line.

After they have read the first two or three lines, they will probably read the whole thing.

Last few lines: Finish with a call to action. Tell them to do something, like check out your website or hit reply and say that they’re interested.

About John McIntyre:

John McIntyre is the star of the Autoresponder Guy Podcast and creator of The McMethod email marketer’s community. He’s a skilled email marketer, online business automation pro and marketing thought leader.

How can I find out more about John McIntyre?

Check out http://www.themcmethod.com/

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. BBC 002 : Part 1 – Who Wants More Clients? Then Let’s Learn To Network

The post How to Make Email Marketing Work for You appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

The ForceField Analysis should follow directly after episode 20’s SWOT Analysis, and should be completed as part of your first paid client sessions.

The ForceField Analysis is amazingly useful for helping your client, and you as their coach, understand the terrain before making any change or improvement. It’s also a great way to ensure your client doesn’t miss out on potential supporters that may aid their success, or fall victim to unforeseen hurdles.

Episode outline:

You may have clients that you believe might find the SWOT Analysis overwhelming or too complicated. For these clients you can choose to skip it all together and move straight through to the ForceField Analysis. To do this, you will take the biggest challenge (problem) given by the client in the “Where Is Your Business Now” worksheet and then move straight into discussing what improvements and/or changes would fix this. Once this is done, it is an easy transition into what will help (and stop) them from getting there, which is the basis of this worksheet.

For coaches that have just completed a SWOT Analysis with their clients, you may be thinking you can skip this step – and you would be right. You can choose to skip ForceField Analysis completely and move on to the next worksheet, soon to be provided in session 23.

I conversely see each indicated action discussed in the table, derived from the SWOT analysis, as a requirement for improvement or change and therefore use ForceField Analysis for each of them.

The worksheet is simple – you just list the desired change or improvement. Then you list all the possible things that will help you implement the change or improvement, and all the things that could stop you.

An example of this would be installing a new CRM system to replace a paper system.

You may list “what will help us get there” as:

• Certain high IT skilled staff
• Your client’s experience
• Your assistance (you as their coach)

You may list “what will stop us getting there” as:

• Staff members that are less technologically advanced
• Scarce resources
• Lack of time
• Paperwork in disorder
• Staff members that don’t like change

Keep me in the loop:

I would love to hear how you’re currently using the SWOT Analysis and how you will now change this. Please take a second to post a comment in the comment section below.

Download the “ForceField Analysis” worksheet!

Items/links mentioned

1. BBC 012 : 3 Steps To Effective Change Management
2. BBC 013 : Second FREE Worksheet – Where Is Your Business Now
3. BBC 020 : Third FREE Worksheet – SWOT Analysis A Businesses Free Insurance Policy

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

I can’t wait to share this content with you; it’s going to make such a difference in your business coaching business. I am really looking forward to hearing the stories of success that you have with your clients.

So please subscribe!

I look forward to spending the next sessions with you helping you to make the best business coaching business that you could possibly have.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

The post ForceField Analysis – How to Start a Business Improvement Plan appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

This worksheet follows shortly after the “Where Is Your Business Now?” worksheet, explained in session 13, and should be completed as part of your first paid client session.

You will also find SWOT helpful when creating SMART business goals, as outlined in session 17. SWOT will really help your client understand if the goals they are setting themselves are achievable for their organization, or if they should be increased/reduced to better motivate and drive the organization to a higher or more realistic target.

Episode outline:

The SWOT analysis is a coaching tool that is too often undervalued, generally conducted once in every coach’s initial meeting and then put in the drawer never to be seen again.

To me, the SWOT analysis is one of the most important documents in niche marketing and in ensuring business longevity. I believe the SWOT analysis should be conducted every six months and be viewed as an organizational insurance policy. By doing this, an organization will make sure it is best positioned against threats that are looming on the horizon and best placed to capitalize on any potential opportunities that otherwise may have gone unnoticed.

So let’s have a closer look at SWOT

Strengths and weaknesses

Here you encourage your client to look inward for strengths and weaknesses within their organization. Good examples of items that may lie on either the strength or weakness side of a SWOT analysis for any organisation may be:

• Uniqueness
• Staff
• Skills
• Systems
• Culture
• Teams
• Reputation
• Sales
• Customer base
• Marketing

These items are all internal to the organization. This means that if they’re currently a weakness, the business is in complete control of the weaknesses rectification.

Opportunities and threats 

These effect a business, however, are outside (external) to a business’ direct control. While a business can’t directly change external opportunities or threats, knowing what they are still allows a business to be in the driver’s seat. Knowing about potential opportunities and threats gives the organization a real advantage over their opposition who are instead affected by a change as it occurs, or are confronted by others exploiting an opportunity they never saw coming.

So how do you know what opportunities and threats to look for?

I suggest the use of an analysis commonly known as “PEST”

1. Political – Changes in government policy, political climate, laws, funding, grants, zoning, etc.
2. Economic – Consumer confidence, currency fluctuations, international downturns, interest rate variations, etc.
3. Social – Opinions, pressures, thinking, values, etc.
4. Technological – New, obsolete, evolving, etc.

Synergies and niche markets

Once you have all the strengths, weaknesses, opportunities and threats on the table, it is time to look for synergies that would allow you to capitalize on new niche markets, as well as potential weaknesses that if not rectified may lead to adverse effects. To achieve this, ask yourself/your client the following:

1. What strengths could give you/your client a unique advantage when attempting to capitalize on any of the listed opportunities?
2. What strengths could you/your client easily obtain to capitalize on any of the opportunities uncovered?
3. What weaknesses, unless rectified, could put you/your client at a potential disadvantage?
4. What potential threats in your industry could you/your client turn into an advantage?

So is SWOT a static or dynamic document?

SWOT can be transformed from a static document to a dynamic one by creating the following table:

Column 1 – List your strengths, weaknesses, opportunities and threats down a page

Column 2 – List the implications and possible synergies of each item listed in column one

Column 3 – List the indicated action to avoid or capitalize on each listed implication or synergy

Column 4 – List the resource requirement to complete the indicated action

Column 5 – List the opportunity cost of taking this action, i.e. what you are giving up/sacrificing such as time or money that could be used elsewhere. Also list the opportunity cost of not taking action, i.e. you could go broke, lose market share, or lose your current competitor advantage.

Make a decision to proceed or not to proceed with your indicated action.

If you decide to proceed with any indicated action(s), form a SMART goal as discussed in session 17 to best ensure successful completion.

Keep me in the loop:

I would love to hear how you’re currently using the SWOT analysis and how you will now change this. Please take a second to post a comment in the comment section below.

Download the “SWOT Analysis” worksheet!

Items/links mentioned:

1. BBC 013 : Second FREE Worksheet – Where Is Your Business Now
2. BBC 017 : Forget About Goals – Why Is The Key To Success

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

I can’t wait to share this content with you; it’s going to make such a difference in your business coaching business. I am really looking forward to hearing the stories of success that you have with your clients.

So please subscribe!

I look forward to spending the next sessions with you helping you to make the best business coaching business that you could possibly have.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

The post SWOT Analysis – How to Ensure Business Success appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

Rich people talk about abundance all the time, but they don’t have bills stacking up and mouths they can’t afford to feed.

So where does the abundance mindset fit in the “real world?”

In the last session with JV Crum III we talked about heart passion, deciding the kind of coach you want to be, and overcoming the discomfort around charging for what you do. In this session JV shares his views on abundance and why you must master it to achieve success.

Episode outline:

It’s fine for people that have already achieved success to have an abundance mentality, but what if you need clients NOW or you soon won’t be able to pay your bills? If you’re in this situation, how can you possibly have the abundance mindset?

JV suggests that you start by asking yourself which of the below three ways of thinking is going to provide you the highest chance of getting rich:

1. Sitting around thinking the world has scarce resources and obtaining success will be hard/impossible.
2. Thinking that you don’t have much worth and therefore shouldn’t charge much.
3. Programming your mind on a daily basis with affirmations, and then going out and taking action.

Which one of these do you think you would enjoy more?

Which one do you think will bring more money in?

The great thing and the trouble with society these days is that absolute poverty doesn’t exist…well, not in most countries. It’s very easy to become comfortable doing what you do. You can have dreams and aspirations of doing something one day, but you’re not starving if you don’t.

Millionaire success story after success story comes from tales of poverty, when the storyteller’s back was up against the wall. These stories always unfold the same way: Achieving success only once, they decided not to conform to the misery that awaited them. They decide what they want, go after it, and don’t stop until they get it. JV jokes that there are no entitlement programs for millionaires.

You need to decide which side of the world you live on.

• Do you want to think of yourself as a victim?
• Do you want to think of yourself as entitled to something that someone else should give you?
• Or do you take responsibility for your own success and have the will to make it happen?

JV suggests that successful people at the core personify personal responsibility every day. They don’t see it as a burden but as a liberation.

So how do you embrace abundance when obtaining clients?

For coaches that have trouble charging a certain amount of money for coaching, just make a decision that you won’t accept a lower amount and convince the prospect you’re worth it, knowing if they don’t agree or can’t afford it you will walk out. Then decide you are going to go out and get two or three of those clients in the next two weeks. Don’t hope, wish, or see how you go; actually do it!

So what questions can you ask yourself to develop the right level of thinking?

1. How am I going to achieve this? – As opposed to talking about all the reasons why it’s not possible and letting them become your alibi.
2. What would be the first step?

Remember to truly embrace the thinking of abundance. You must be true to yourself, and teach your mind that you will put in the effort required to get the results you truly want.

About J V Crum III:

J V Crum III is a best-selling author, marketing and strategy expert, and founder of Conscious World Foundation, an international business coaching and training company that helps conscious entrepreneurs get their gifts out into the world and make a positive impact by building a profitable business. He holds a MBA, law degree, and has a Masters in psychology, and is a serial entrepreneur who has built and sold his own companies.

How can I find out more about JV Crum III?

Check out http://www.consciousmillionaire.com

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write- up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. BBC 018 : Part 1 – Differentiating While Staying Authentic And Charging Without Feeling Like You’re Imposing with JV Crum III

The post An Abundance Mindset is the Key to Success appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

The post How to Differentiate in Business While Staying Authentic appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

In this session of Better Business Coach Podcast, I release my secret to hitting the ground running with clients from minute one of their first paid session. As a coach, you don’t have to leave initiating the coaching experience to your first paid session, you can set tasks that will aid you in your preparation.

This task will ensure that you are crystal clear about where the client wants to go and that each one of your sessions has a laser focus in getting them there.

Episode outline:

“People with goals succeed because they know where they are going, it’s as simple as that.” – Earl Nightingale

Over one-hundred years of business research tells us that businesses that perennially do well regardless of geography, market or conditions are the ones that set goals. The ones that fail are ones that didn’t set goals and fail to plan.

It is clear that there is a direct cause and effect relationship between goal setting and success, so why when coaching wouldn’t you want to know your client’s goals right away?

Regardless of whether a client starts with my “Rapid Growth Intensive” program, standard business coaching,  or my “Better Business Coach – Solid Foundation” program, right after the client pays for my first series of sessions I set them the below task.

1.       Pick 3 business/career goals and 3 personal life goals, one of which must be selfish. Make sure they know that by selfish you mean a goal that is purely “I” focused and excludes family, friends and community. Unless you make this clear, some clients will feel bad providing you anything with an “I” focus.

2.       Ensure that each goal fits the below criteria:

SMART Goal Framework

• Specific – Not vague in nature.
• Measurable – Includes a measurable element that can show tangible outcomes when seeking goal attainment.
• Attainable – A goal that isn’t unrealistic. This is particularly relevant for a startup business. Many set themselves ridiculously high goals they don’t believe they can actually achieve. Conversely, others set goals that are too low, goals that even if they achieve they will still have a failing business. While not required for this task, and shouldn’t be given to your client at this stage, to do this well they can also look at available data like:

o   What is market worth?

o   The growth rate of the market

o   Competitors in the market over the last year or quarter

o   New player entries into the market

A lot of this information will come during a worksheet I am soon to release called the SWOT analysis. You don’t want to go through all this right now as this will form part of one of your paid sessions.

• Realistic – Related to the type of business you have.
• Time based – A goal with a time limit for achieving it. Without a set time, most goals stay in the world of tomorrow and never have energy allocated towards their attainment.

Here is another audio that explains SMART in more detail, with soon-to-be bestselling author Daniele Lima (please excuse the quality – this was my first attempt at a podcast.)

3.       Get 6 pieces of paper and write one goal on each in 250 words or less (BUT NO MORE!) These 250 words must also include WHY each goal is important to them (not their partner, mum, dad, friend or crazy uncle). The WHY is the most important piece and so many times gets people to go back and change their smart goal.

I then tell a client that they should keep these six goals on hand and read them at least daily, preferably just before setting a to-do list and first thing in the morning. I also ask them to provide me with at least a few hours before our session so I can read them before we start.

Keep me in the loop:

I would love to hear how this task helps you get faster results for the client. Please take a second to post a comment in the comment section below:

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. BBC 002 : Part 1 – Who Wants More Clients? Then Let’s Learn To Network
2. BBC 003 : Part 2 – Who Wants More Clients? Then Let’s Learn To Network
3. BBC 014 : Price Come’s Last, Let Them Decide And Packaging
4. One Minute Manager By Kenneth H. Blanchard and Spencer Johnson
5. The ‘How To Get More Customers’ Program
6. Matthew’s Business Coaching
7. Better Business Coach – Solid Foundation Program

The post Forget About Goals – Why is the Key to Success appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

We have all been there.

Following on from last session with Dev Singh where we talked about personal branding, differentiation, and how so many get it wrong,  in this session we discuss how you can use packaging to remove the dollar sign from your forehead. Dev also gives some great ideas on how you should decide on your hourly rate, which makes it another great follow-up session to session 14 on pricing and packaging.

Episode outline:

Per hour mentality

People have a misconception that if they are going to be an expert they need to charge big dollars by the hour – after all, that’s what the family accountant and lawyer does. If you want to be successful as a coach, you need to lose the “per hour job mentality.”

Charging as a package or monthly fee

Doing this will remove the price tag from your forehead. This means people stop looking at the clock to ensure they don’t run over their budgeted time. Also, if you need 10 minutes more to bring home the entire point of the session, the client sees it as extra value rather than you pushing for extra charge time.

Next, selling a package with defined outcomes instead of by the hour will allow you to charge higher rates as people are happy to pay much more for outcomes than they are for hours.

Meaningful and measurable results

Don’t be the coach that says, “So what are we talking about today?”

Dev suggests that coaches get stuck feeling that they need to just string the client along until they have built up enough rapport and engagement that the client doesn’t want to let them go. Here the coaching focus is not on results, it’s purely on the feel-good nature of coaching and it doesn’t last; at the end of the day your client needs to feed their family and pay their bills. If they are not seeing results, they will stop working with you and say something akin to, “I think we should be friends.” Dev suggests coaching can be like dating in that way – you can get friend-zoned, and you deserve to be, as you’re not showing up as a professional; you’re showing up as a friend.

Don’t be afraid to put yourself out there. You can say something like, ‘”At the end of working with me on this 3 month engagement, I want you to be able to look back and see you have had x measurable result, and that that result was meaningful to you and your business.”

If you achieve the measurable result you agree to with a client, they will stay with you for life.

Figuring out your pricing

Dev suggests that working out your pricing is the number one thing you can do to help your business, suggesting for most people they come up with a figure that has no basis.

You want a six figure business. Why? You need to be clear about what you need to make and why before you work out what you want to make per hour.

To be congruent about your pricing, you need to first figure out what you need to be making per month. To do this, Dev suggests the following:

Step 1 – Open Microsoft Office application Excel, or your preferred spreadsheet tool.

Step 2 – Add the following:

          Column 1 – List all of your personal expenses in categories, i.e – eating out, mobile phone, petrol, car maintenance, massages, gym membership, gifts, etc.

          Column 2 – List the estimated dollar amounts needed to pay for all the categories in column one.

          Column 3 – List all your business expenses in categories, i.e. subscription services, office rents, accommodation when off site, utilities, travel, etc. Don’t forget to add in education, education debit, the percentage you want to save, and your super/401K contributions.

          Column 4 – List the estimated dollar amounts needed to pay for all the categories in column three.

The results of this basic exercise will surprise you. Your relationship with money will improve as you start to make more. For some, it is a surprise to realize that they need to charge more because a lot of their time is unpaid, such as their time preparing for a session, upkeep of business account, sales and marketing. Many people realize they don’t charge enough and become congruent with not only what they charge today, but with increasing their price dramatically.

About Dev Singh:

Dev Singh is a world renowned business strategist, executive coach, and entrepreneur specializing in brand optimization. He is also a certified coach, Master Practitioner of NLP, founder and director of strategy at Sketchpad Ideas, and also hosts his own podcast, “The Life: Optimized Show.”

How can I find out more about Dev Singh?

Check out http://www.devsingh.net and http://www.sketchpadideas.com

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. BBC 014 : Price Come’s Last, Let Them Decide And Packaging
2. BBC 015 : What’s Wrong with ‘Being Different Just Like Everyone Else’ – With Dev Singh

The post Pricing and Packaging – What You Need to Know appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.

In part one of this two part series with Dev Singh we explore the topics of personal branding and differentiation, and how so many get it wrong.

Think that’s a lot? Just wait for part two!

There I ask Dev to share his thoughts on one of the topics from session 14, packaging, as well as ask him to share his own personal pricing and packaging strategy.

Episode outline:

When trying to build a business, many want-to-be success stories spend their time focusing on “cool catch phrases,” “slick slogans,” and the colors of their logo, thinking that if they get that right, they’ll be on the fast track to business glory. While it would be nice if this was true, doing this in isolation, like so many do, will achieve very little or nothing at all.

Dev suggests that focusing on these things can actually be your secret way of convincing yourself you are busy whilst procrastinating from all the important tasks involved in growing your business, such as learning how to run one.

Branding and marketing – Where does differentiation fit?

[Tweet “The experience that your customers and clients have and their relationship with you – Dev Singh”]

Definition of branding

Dev suggests that you shouldn’t just try to differentiate based solely on the products and services you provide, but instead incorporate the true value and experience that you offer to the client that no one else can.

An expert “like everyone else”

A common mistake for people wanting to be perceived as an expert is to follow the “me too” plan. This is a tick box process that includes things like create a fancy website, get great testimonials, produce a video, put together a quick book, and my favorite: launch a podcast. Dev suggests that these are all great brand assets, however, for them to work they need to be congruent with your history and experience, and you need to be ready to share them with the world, not hide behind them.

Don’t get lost in the hype

Getting an awesome website doesn’t mean people will automatically flock to it. The best logos, brand colors, and unified messages are all worthless if you’re not out there projecting it to the world, and you can’t do that if you’re busy creating your version of the next hyped-up method of getting success.

Figure out your plan, find one mentor, and follow their advice.

About Dev Singh:

Dev Singh is a world renowned business strategist, executive coach, and entrepreneur specializing in brand optimization. He is also a certified coach, Master Practitioner of NLP, founder and director of strategy at Sketchpad Ideas, and hosts his own podcast, “The Life: Optimized Show.”

How can I find out more about Dev Singh?

Check out http://www.devsingh.net and http://www.sketchpadideas.com

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. BBC 002 : Part 1 – Who Wants More Clients? Then Let’s Learn To Network
2. BBC 014 : Price Come’s Last, Let Them Decide And Packaging

The post Differentiation – It’s Bad Business to Be Different “Just Like Everyone Else” appeared first on Finding A Business Niche & Creating A Sales System - MatthewPollard.Com.