She did have something really powerful already in place that set a solid foundation for the offers she’s created: incredible relationships that she’s spent years developing with key people.

Here’s how relationships and solid offers work beautifully together:

A business leader contacted my client. “I think I need coaching”, she said.

“Yes”, replied my client, “you do!”

“OK”, said the business leader. “How much and how do we start?”

“$5,000 and I need your credit card info right now.”

“OK”, replied the business leader. “Here it is. Can’t wait to start.”

Can you just get on the phone with anyone and get those results?

Probably not.

But my client had 2 things going for her:

1- a RELATIONSHIP that was built over time. It reinforced trust, credibility, and my client’s expertise.

2- a great OFFER. Sure, all she said was “$5,000″, but she was then able to deliver results according to a plan.

This is what you need in your business too, especially if you hate cold calling and selling. Put these together and you’ll have amazing results too.

NOTE:

The next Mastermind Group that I run is currently enrolling new members. If you’d like to hang out with people who can make $5k in 5 minutes, plus get mentoring around offers and more… then go to www.TalkWithNancy.com to schedule a complimentary chat with me. We’ll see if this is the right move for you and if it is… get ready for great things to happen!

I don’t think we as business owners intend to muck things up, but it happens.

So here’s a tip for you that truly is a 6 figure strategy and it’s so darn simple you might laugh.

SIMPLIFY.

Let’s start with what you offer people, and I’ll share a Mastermind Client success story to illustrate the point.

One of my Mastermind Clients knows a whole lot about marketing. Seriously, soup-to-nuts and cradle-to-grave, this woman can teach you the strategies, tactics, even the processes and systems for marketing.

It’s really great… but also like sipping water from a firehose.

It was a LOT of information… all very necessary, but way too much for the brain to comprehend.

I didn’t want her to drop this marketing expertise from her services, but I did want her to have a more compelling way to attract and keep clients.

So I had her look deeply at the recurring themes in her business: what part of this marketing structure gave her the most juice? Where did clients get the strongest, fastest results?

It was a key piece right smack in the middle of her big ol’ system and had to do with offers and selling.

Prior to that, “offers and selling” were stuffed somewhere between target markets and shopping carts and the “funnel”.

So what’s possible now that she simplified?

• She no longer has to be all things to all people- she has a specialty focus that serves as an Easy Yes gateway to getting clients
• When she talks to people, she can be clear, concise and they understand EXACTLY how she can help them
• She can use her extensive marketing know-how as an upsell for ongoing mentoring
• Her own offers are now much more simpler and easy to sell

There’s a big chance you have room to simplify too.

There’s also a big chance you can’t see the strongest suits in your business.

That’s where mentoring comes in.

My client is so smart but couldn’t see that her extensive offers were actually hurting sales. Working closely together, I helped her identify where the money was and create a plan to showcase that.

Getting visibility and clients is a whole lot easier when you have an easy to understand message – like she has now.

This is one example of how my Mastermind Clients thrive in our partnership. They also have the braintrust of other motivated business owners to tap into for advice, help, support, and ideas.

I have many other success stories and I’d love YOUR success story to be one of them.

Twice a year I open up my Mastermind Group for new clients. I keep the group very small (just about a dozen or so) in order to provide a high level of access and impact.

I am currently interviewing prospective members for the July 2012 group. Now is the time to contact me if you’d like one of the few spots left.

Here’s how it works:

1. Go to this page and share some info with me about yourself and your business. PLEASE put that you’re interested in the Mastermind on the form.
2. We’ll set up a time to talk and I can give you details (price, schedule, etc)
3. Should we decide to work together, you’ll get everything you need for a strong start and a successful time together.

Here’s the link to learn more:

http://TalkWithNancy.com

If you’re ready for change, tired of the muck, and ready for a simplified 6 figure strategy, then let’s talk.

But the time is now because space is limited and the deadline is soon.

And I also jump at any excuse to tell a good flea market story!

The book is called Trust Your Heart: Building Relationships That Build Your Business. 25 entrepreneurs- all very different, but sharing the same values around people, relationships, and business- contributed chapters. Some are funny stories (do check out my Flea Market Wedding story and the PR event it became), others touching and heartwarming, yet others strategic and instructional.

My story revolves around my formative years at the AC Flea Market in Hayward, California. My dad was the owner and for a few years (before the state built a freeway through the site) the place was a goldmine. I tie it back into the present with modern day equivalents of social media, branding, and PR.

If you need a visual think 1970′s outlaws, eclectics, collectors, cowboys, cholos… and the people who love them.

My dad, who had a sprinkling of PT Barnum bravado in him, sealed deals over a drink and a handshake. This was old school at its best, all based on trust, a person’s word, and…. THE RELATIONSHIP.

Of course my dad didn’t use words like RELATIONSHIP, but his outrageous success was entirely based on that network he built and nurtured.

Let me share a passage from my chapter… and of course to read the rest, I encourage you to buy the book and get the other gems from 24 authors.

“My upbringing in this colorful family business was ALL about relationships. We couldn’t survive without the connections made with our customers, vendors, the local businesses, and yes, even our competition. Despite the changes in technology, the basics of success in business haven’t changed. The real money is in the connections you have and the opportunities those usher in. Focus on people first and your business will stay on top.”

Action steps for you to take:

1. Buy the book

2. Leave a comment below on what you do to build relationships that build your business. What tools do you use? What advice would you give?

Elvis Costello, Trust

Where Does Trust Fit Into Business?

In my business and marketing, trust is the goal. I was raised in a family business where we understood the know-like-trust factor very well. When people get to know you, then like you, they’ll trust you. And it’s much easier to engage in a transaction when trust is established than without.

One of the reasons why I have prospective private clients schedule a 20-30 minute chat with me before deciding to work together is so we can determine if the trust is there to work closely together… or at least if we show the beginning signs of allowing this to happen.

I see the word trust come up more and more. Trust Marketing is now a way of doing business, and Chris Brogan’s book Trust Agents explored it in an even deeper way.

Lately the word trust has been popping up for me as I embark on a journey to discover my “meta-brand”, the big picture umbrella brand that encompasses all I do.

And in the discovery process, I found out some interesting things about trust.

You see, most of the trust building practices we employ as marketers are about getting our prospects to feel OK with being vulnerable and then to come to us for help. We discover their challenges, then move forward with a solution (ie, working together.)

We, in turn, have no obligation to put our trust in them or show vulnerability. We can look perfect.

They can look all screwed up. They can cry on the phone to us.

We can look like we have it all together… even when we don’t.

I’m not saying you need to cry to your prospects and tell them what’s not working in your business… this isn’t about that at all. But I do want to say aloud (are you listening?) that it’s time we start showing TRUST as we market and take risks doing things a different way.

• Trust that we don’t have to look perfect as we try new things. (For instance, if you’re just trying out video, be OK with it not being Academy Award material… or if you’re in a rebrand, you’re not afraid to show the process)

• Trust that we can be truthful and not fear that it will kill sales. (Example: not being afraid to say no to a non-ideal client so you can make room for an ideal client)

• Trust that perfection isn’t what people are looking for in a healer, coach, consultant, et al. (Example: “Here’s something new I’m trying and I’ll let you know what works and doesn’t work as I explore it”)

I already know some of you are disagreeing with me. “Who’d want to hire someone who isn’t perfect? You MUST craft a public image free of flaws!!”, I hear you saying.

This isn’t about you being you stumbling down the street in a drunken stupor and letting the world know about it. But it is about holding the trust that you really can be yourself… and the world will still buy from you.

How does this land for you? Does it scare you? Drive you batty? Wish I’d “shut the front door” and move onto another topic? Resonate?

I want to start a discussion on this because I think there’s a lot of juice in this topic. Leave your comments below. Or if you’re a blogger, take on the topic of TRUST in business and come back here and leave us a link to your article.

Plan B- it may look like a maze, but there could be a prize at the end

Running Your Business From Plan B

You know the old adage, “If you fail to plan, you plan to fail”?

I’d like to add a footnote to that.

“And if you fail to have Plan B, you’re really in trouble.”

The secret to keeping Plan B in mind, is that you don’t always know what it’s going to be. It may require you to think on your feet, be spontaneous, and even try something new.

I’ve had a host of Plan B moments in my online business, so I’m sharing my strategy with you along with specific examples of how to navigate the waters of Plan B. You may find that Plan B is actually the doorway to your next big success- so greet letdowns and blocks with gratitude by having these 4 tips under your belt.

1. Don’t Fight Reality

When things don’t go as planned, you may want to fight tooth and nail to get your way. Or you may want to go into acceptance and move on. I stop and gauge how much struggle I’m engaged in to make something happen. If it’s a mild challenge that excites me (I do get a charge from problem solving), then I’ll work through it. But if suddenly I find myself distressed, obsessed, and pissed off then it’s time to evaluate whether this is still a great idea. I recommend Byron Katie’s philosophy “Don’t fight reality” as a way to get your prespective on struggle and suffering.

2. Have Alternatives

A well known online marketer was all set to promote a launch of ours with an email campaign. At the last minute we got a message that it wouldn’t be possible. We were really counting on this person’s support and their non-participation would definitely effect the visibility goals of this project. So what to do? I’m not the type to harangue and hassle, but went straight into alternatives because I didn’t want it to be an either/or situation. Can they mention it in consecutive issues of the ezine? Can they blog about it? (Providing their blog is read and gets traffic). Can they engage in social media conversations about it (not just emotionally vacant promos, but real conversation?) Is there something else we can do to get this message in front of their audience? Keep alternatives handy in case you need to move on with something else.

3. It’s OK to Say No

I'll catch you next time, Ellen!

One of the biggest lessons in the Land of Plan B is to know when to say no.  A little while ago I was super excited to get VIP tickets to attend the Ellen DeGeneres Show. My body had different plans as I woke up that day with an awful bout of the flu. Despite being pressured to risk driving over an hour to the studio (in L.A. traffic, mind you) I had to say No. It was so hard, but in the long run was the best thing I could have done. I had clients flying in from all over the country for a mastermind meeting that weekend and if I’d have gone to the show, I probably would have been too sick to attend my own retreat.

4. When One Door Closes, Another One Opens

photo by Ricardo Alarcon

I truly believe that God’s in charge and when doors keep closing, there’s something else cooking that ‘s even better. Going with Plan B can be the gateway to one of the most incredible directions you’ll have ever taken. You just need to let go and trust!

How about you, dear reader? Have you had good fortune with Plan B? I’d love your stories, comments, or anything else. And be sure to share with your friends

Can I get an Amen?

Well, I’m kinda going through the professional version of this by publicly documenting my own rebrand. I touched upon this in an earlier post that got some amazing comments (thanks!)  of how the vulnerability of the process is challenging but necessary.

There’s a coyote trickster who lives somewhere between my ears, hiding in the crevices of “crap, what will people think of me” and “shit, I have no idea what I’m doing”, (my coyote has a bit of a potty mouth, excuse her) who warns me on a daily basis that publicly documenting a rebrand is career suicide.

Then I have this VOICE FROM ON HIGH that says, “Eff the Trickster, honey. Get out there and tell this story.” (Funny, my higher power has a potty  mouth too… tee hee! Buncha scalawags!)

So me, the person who can help clients nail their brands and get more visibility, is publicly stepping out of the dressing room (eek! please don’t notice my flab) and sharing the process of MY OWN rebranding journey.

I think by doing this, I’m going to accomplish a couple things:

1- Well, I can already say  it’s a massive dose of humility, so on a personal level I’m growing.  Ouch, but I’m growing.

2- People who are also going through rebrands (or pondering it) will feel less freakish knowing that someone else is thinking what they’re thinking, afraid of what they’re afraid of, celebrating what they’re celebrating

3- Visibility has the opportunity to be redefined… not only projecting the “I’ve got it so together” persona, but the vulnerable without turning into self-obsessed mania.

You’re invited to follow along on Diary of a Rebrand… I’m not giving tips on standing out (keep coming here for that, life continues at the Viva blog) but giving you a glimpse into the inner workings of change, exploration, discovery, and honesty.

I have a colleague who’s great at selling, but has no online visibility or strong visibility strategy. Instead, she has to constantly prospect and close, prospect and close. Every person who engages in a conversation with her has “prospect” stamped on their head and she’s the type of person you run from when you see her in the room. You just KNOW there’s a pitch attached… and you start feeling like stalked prey.

Visibility- especially online visibility, because when people want information they go online- helps prospective clients get to know you without making them feel like Bambi running from the hunters. It puts intelligence into the sales conversation, providing prospects with information they can use to make a smart decision on who to buy from.

One of the greatest tools you can use is the success of your existing and past clients. When people share their success stories, they do the selling for you. And when you make that information public and part of your marketing, it communicates amazing results without manipulation or coercion.

Testimonials, case studies, and client success stories can be highlighted in blog posts, audio interviews, video… any media will do. Sometimes it’s a long conversation that will turn someone from interested to invested, other times it’s a short powerful snippet that catches your prospect’s attention.

I put this video together using Animoto to give a quick overview of some client results. My favorites have numbers attached to them… 75% revenue increase, $180K from one idea, speaking to 30,000 listeners… check it out and use this strategy to boost sales with your online visibility.

(P.S. If these results inspire you, please contact me for more info)

Click here to view the embedded video.

www.TalkWithNancy.com gives you more info on working directly with me