Are you a business owner, even if it’s just on a part-time or start-up basis?

Congratulations! You’re also a sales person!  

[cue the scratchy horror music]

Wait, though.  Before you run screaming from your computer screen, let me assure you that it’s really not that bad!

Many entrepreneurs completely forget that being in charge means you have to be willing to sell whatever you offer, be it products or services (or both). That can be a tough realization for individuals who “hate” sales.

Now, to be sure, it’s possible for you to hire a salesperson to do the bulk of the selling, but you’re still going to have to do some kind of sales yourself. You really cannot avoid it, so it’s better to embrace the fact and prepare yourself.

I‘ve compiled a list of 12 things to keep in mind as you develop your new-found sales persona. Trust me - these suggestions come from years of experience:

1. Get a tough skin. Sales can be rough and you’ll always hear “no” more than you’ll hear “yes”.

2. Pay for sales training. It’ll be worth its weight in gold.

3. Find a sales mentor. This should be someone you know and trust or can be a person you hire to coach you.

4. Get into a daily (or weekly) sales routine. Don’t allow yourself to slack off or you’ll never make those “cold” or “warm” calls.

5. Go for “low hanging fruit” first. If you don’t know what this means, find a sales advisor to explain the concept to you.

6. Read a lot about sales. There are many incredible books, websites, periodicals and blogs out there and the more you know, the better you’ll become.

7. Talk to other salespeople. Even if you think you loathe selling, it’s important to discuss sales with people you know. Join an association if you’d like.

8. Take your sales seriously. This isn’t something you can afford to not do. There really isn’t a choice.

9. Be a bulldog… but a nice one. Learn how to be firm but not pest-like.

10. Try different sales techniques. Just make sure you give each one time to “pan out”.

11. Don’t become overwhelmed by the process or take it too personally. It’s just business. Really.

12. Celebrate your successes. When you make a sale, you should feel good about yourself! There’s nothing wrong with being proud that you overcame your original concerns about sales!

Want a one-on-one evaluation on how to get your sales to soar? Contact me at Julie(at)jadcc(dot)com today!

October marks one year that I’ve been blogging and I have to tell you…it’s been an interesting journey!

The biggest challenge I had to overcome was staying on message while making sure the message was current and relevant.  (I’m certain this can be a struggle for even the most seasoned blogger.)

Once I figured out what to say, I began to learn a lot about my audience and what information they want to read.  (I quickly learned this blog wasn’t about “me” at all!) 

It took me almost six months to realize that the more information (aka value) I offered in my blog, the more my readers interacted with me. (I’ll never forget the first time someone I didn’t know actually commented on one of my blog posts.  It was a great day!)

Through blogging, I’ve “met” Business Owners and Executives from throughout the United States, Mexico, and even Morocco!   Some have even become clients.

For those of you who haven’t incorporated blogging into your marketing plan, I would strongly encourage you to consider it.  Through blogging, I’ve been able to receive incredible feedback about my blog posts, website, and overall service offerings that has made a significant difference in the way I market my business.  I wish the same for you.

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The Road Not Taken

Robert Frost

Two roads diverged in a yellow wood,
And sorry I could not travel both
And be one traveler, long I stood
And looked down one as far as I could
To where it bent in the undergrowth;

Then took the other, as just as fair
And having perhaps the better claim,
Because it was grassy and wanted wear;
Though as for that, the passing there
Had worn them really about the same,

And both that morning equally lay
In leaves no step had trodden black
Oh, I kept the first for another day!
Yet knowing how way leads on to way,
I doubted if I should ever come back.

I shall be telling this with a sigh
Somewhere ages and ages hence:
Two roads diverged in a wood, and I
I took the one less traveled by,
And that has made all the difference.

It’s almost the fourth quarter of 2009. 

That means 2010 is just around the corner.  So it’s time to do some serious planning.

Like Frost’s poem suggests, if you’re an entrepreneur, there are probably at least two roads you and your business could take.  As you picture them, I urge you not to be too tempted to immediately choose the one that seems to be “perfect”.  Believe me, there could be some mighty large thorns hiding among sweet-smelling flora. 

Instead, consider taking a different path, perhaps the one that challenges (or even slightly scares) you the most.  Often, the rewards of choosing such a path are high, even though the risks — especially initially – might be high as well.

The road not taken… could it be your avenue to success?  You’ll never know unless you take that first step.

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Your Attitude Can Determine Your Success    by Julie Taylor

I read about an experiment in which a school principal called together 4 teachers.  He explained to the teachers that they were among the brightest in the school district.  He also said he was assembling 100 of the brightest students in the district for them to teach.

At the end of the term, the principal summoned the 4 teachers and confessed to them that the 100 students they taught were not the brightest but were instead randomly chosen to be in their program.  Because the students did so well - teachers naturally assumed the students success was attributed to their teaching abilities.

Then, the principal admitted to the 4 teachers that they were not the most exceptional in the district - in fact, they were also randomly selected.

Why did the students and the teachers perform at such a high level?  The answer is their attitude.  Both the teachers and students had a positive attitude and expected great results.  They believed in themselves and what they could accomplish. 

The same principle holds true in your quest for success.  How you think affects your approach and path in life and business.  Your attitude toward your business will most often determine what you receive. 

Julie Taylor

www.unlockyourambition.com

Make Your Web Movie Viral    by Julie Taylor

The internet is one of the most effective ways to market your business.  Uploading video to  sites such as www.youtube.com and social networking sites like www.facebook.com , www.squidoo.com, www.myspace.com, etc helps to build your brand and drive traffic to your website.

People want to receive their information in an entertaining way - which is why web movies have become so hot.  The trick is to make your web movie viral…meaning to get people to forward your movie onto others.  Imagine…one person views then sends to 5 people, those people send to 5 other people…you get the idea.

Check out my web movie:   Unlock Your Ambition. (www.unlockyourambition.com)

Developing a web movie is cost-effective and it’s also a great example of developing something once then using it for many purposes.  Web movies can be used as online commercials, to drive membership, product launches, recruitment, trade show marketing, etc…

Take a minute to view my movie and please…help make it viral…send it to 5 people that might enjoy it.

Julie Taylor   www.jadcc.com

www.glewonline.org

Hershey Profit Jumps 51%  by Julie Taylor

While watching the news yesterday, I finally heard some good news reported by the Associated Press.  Hershey, the nation’s second-biggest  candy maker, said that its fourth-quarter sales and profits rose, helped by dropping capital costs, higher prices, and a huge advertising investment behind its core Reese’s and Hershey’s brands.

A bit of history:  Did you know that in June of 2008, Hershey announced their plan to spend increased marketing dollars to support their core brands?  Years ago, Hershey’s marketing dollars were focused on new products instead of their core brands.

As a marketing professional, what struck me most was this:

 Strategic Plan + Increased Advertising = 51% Increase in Sales and Profits 

My point in sharing this information with you is this:  If Hershey can show an increase in profits during these tough economic times - so can your company by adopting similar strategies.

1. Develop a strategic plan
2. Focus on your core brand(s)
3. Invest in your business (yes, spend money on one or more consistent forms of marketing despite cash flow issues)

Over the past nine years, I have seen more Entrepreneurs, Business Owners, CEO’s, and even big name Politician’s fall into the “I can be everything to everyone” or “I know more than everyone else” trap! They think they know how to effectively market their business, firm, or practice just because they own it.

These people keep doing the same thing over and over but expect different results.  Perhaps they don’t realize there is a choice to make…Continue to crank out the same old marketing “stuff” or work with someone who will begin with strategy and goals THEN show you how to achieve those strategies or goals.

Bottom line, if marketing isn’t your expertise - align yourself with someone who is.  Those companies that are focused on making significant changes and seeking expert advice will survive this difficult economic time. 

Make a commitment to change the way you approach marketing. You’ll be glad you did!

To a profitable 2009,

Julie Taylor  www.jadcc.com

P.S.  get your free membership to GLEW (Gold Level Executive Women)

Making a Resolution is Not enough to change a Behavior!  Julie Taylor

It’s January 16th and I’m already sick of weight loss commercials filled with hopes of getting rid of that tummy or tightening that rear end – all because of eating food that resembles cardboard.  Are you?  

Making even one resolution without implementing changes to your behavior sets you up to fail.  Change starts by developing new habits.  Did you know that research shows it takes a minimum of 21 days to develop just one new habit? 

It makes sense why so many people start the year with good intentions aka New Years Resolutions, but somehow deviate from their original plan within a few short weeks.  They set themselves up to fail – trying to make too many changes at once without having a good plan.  Take a few moments to review the following tips for developing habits:

1. Make a commitment to try it for 21 days, not ‘forever’
2. Remind yourself that you are in charge and have choices
3. Really want to make a change – not because you “should” or “have to
4. Focus on the benefits you will experience by making changes
5. Be realistic – do not try to develop too many new habits at once

 Statistics show by the end of the New Year, less than 5% of us will have persevered with our resolutions or goals intact. You do not have to be part of the 95% that fall short at the end of 2009! Your goals are achievable if you make the commitment to yourself to implement change by developing new habits!

Julie Taylor

www.jadcc.com

www.glewonline.org

Resolutions Do Not Work!  by Julie Taylor

Is the beginning of a new year somewhat annoying to you?  It is to me.  I know that might sound strange coming from a business coach…after all, I’m the person that motivates people to take action and move their careers and businesses forward but - I do that through goal setting and accountability not resolutions!

Anyway, the past seven days has made me very aware of how many people make resolutions and don’t stick to them.  I am a member of a women’s fitness center that offers fantastic classes and private training.  (I’m really into yoga and am proud to annouce I am officially training for my first 5K.)  Normally, the gym is full but, not too crowded.

The past seven days, my gym has been so crowded that regular attendees (like myself) can barely find a space to exercise!  This is both inspirational and annoying at the same time. 

I’m inspired that these women have taken time out of their busy schedules to make themselves a priority.  At the same time, it’s frustrating to know that I won’t see them at all during the last eleven months of 2009.

It takes 21 days to create a habit - and unfortunately, it’s a fact that most of these women won’t make it to the gym 21 days in a row.

Making a resolution is not enough to change a behavior!  ….more on this topic tomorrow…

Julie Taylor

P.S.  check out www.glewonline.org

Federal Reserve Please Give Us Hope!  by Julie Taylor

On this Thanksgiving eve…I have only one wish.

My wish is that the media stop making us scared to make any buying decisions!  As a small business owner, it’s tough enough to bring in new business…why does the media feel the need to make my life even more difficult?

Can’t they focus on something positive?  After all, isn’t this the time of year when we are supposed to give thanks?  Don’t we still live in the most prosperous country in the world? Aren’t there “feel good” stories they can report on…even if it’s only for a few days?

No matter which way you turn:  newspaper, radio, television, or online publications…all you hear/read is “The current economic crisis” or “Bail Out”, or “High Food Prices”, or “Credit Crunch”.

Anybody else sick and tired of hearing this doom and gloom?  I’m not saying in there isn’t a bit of truth to some of this but…can’t we focus on moving forward instead of discussing everything that is wrong?

The Federal Reserve announced yesterday they are going to purchase $600 billion mortgage backed securities issued from the now infamous Freddie Mac and Fannie Mae.

Is this the hope I am in search of?  Will this be the key to kick starting the economy?

My guess is “no”…In my opinion, the media is a key component to kick starting the economy.  Perception is reality.  Bottom line, people believe what they hear from the media…and that does not give me hope.

www.jadcc.com

I received this poem from a friend and thought I would share it.

Be Thankful

Be thankful that you don’t already have everything you desire,
If you did, what would there be to look forward to?

Be thankful when you don’t know something
For it gives you the opportunity to learn.

Be thankful for the difficult times.
During those times you grow.

Be thankful for your limitations
Because they give you opportunities for improvement.

Be thankful for each new challenge
Because it will build your strength and character.

Be thankful for your mistakes
They will teach you valuable lessons.

Be thankful when you’re tired and weary
Because it means you’ve made a difference.

It is easy to be thankful for the good things.
A life of rich fulfillment comes to those who are
also thankful for the setbacks.

GRATITUDE can turn a negative into a positive.
Find a way to be thankful for your troubles
and they can become your blessings.

~ Author Unknown ~

www.jadcc.com