What Is It That You Sell?

August 10th, 2011 by Ana Scherer

“If you put a small value on yourself, rest assured that the world will not raise your price.” – Anonymous.

It is intriguing that most entrepreneurs, specially the ones in the service business, have a big resistance to talk about what they do.  As if their services are of no value at all and they are being fake.  Sometimes it is not a question of not believing in what they are doing but simply not knowing what they are selling!  Do you know what you offer to others?

I had a client who was a coach.  She was trying very hard to sell coaching all around town with very little success.  She just couldn’t get it why people were not interested in the coaching process.  The truth is:  People are not interest in the process.  No one is!  If you have a horrible itch on your leg and you go to the dermatologist to be cured, would you be interested in listening how the medicine will work and how the antibodies will come together to fight the fungus on your skin?  I didn’t think so.  You want the medicine right away!  You want to get rid of the itch pronto!  In other words, you go to the doctor to get relief from the itch; not to hear about how it will go away.

Do you know what you offer to others?  Is it freedom and prosperity?  Is it an end of their financial troubles?  Is it relief from suffering?  You need to speak in terms of outcomes; not process.  That’s the language we all understand.  That’s what we buy.  Try to express the essence of what you offer in two or three words.  Look at mine for instance: “I help entrepreneurial women stretch their thinking, re-invent themselves and bask in freedom and prosperity” – it has a target audience in it (entrepreneurial women) and it has some clear outcomes (stretch their thinking, re-invent themselves, bask in freedom and prosperity).  When you perfect the exact description of what you offer, you’ll never hesitate to share it with anyone at any time.  And you will smile while you are sharing it because you believe in it so much.

With energy,

Ana

Iron(Wo)Man Challenge

July 12th, 2011 by Ana Scherer

One of the most important lessons I learned as a world class swimmer is that IF YOU BELIVE IT, YOU CAN BECOME IT.  It’s great when I see my clients learning this same lesson.  Sometimes however, there is a need for a change or for a few changes in order for us to become the person we want to become.  That’s when the rubber hits the road.

Change is a process and, many times, it is not an easy one.  In order to change and to make that change long lasting, we need to recruit help.  It’s easy to say that the only reason why we don’t follow through with change is because we don’t have enough willpower or because we are lazy.  This is a simplistic assumption and it is a wrong one.  When you believe that your ability to change comes only from your willpower – and that willpower is a quality that we are either born with or not – you eventually stop trying all together.  This mindset keeps people in a trap that leads to depression and eventually into the relapse of the old habits one is trying to change.

Fortunately, there are studies that proved that willpower is not simply an innate ability but a skill we can learn.  There are many other sources of help that we can recruit to help us change.  Let’s take the example of a person who became overweight and one day decided  he wanted to become and ironman contestant.  Now, this fellow, let’s call him Mike, used to be an athlete.  He got married, got a corporate job and doesn’t know how 10 years later he was 30 kilos overweight.  He felt bored and stuck in a routine, unfulfilled, and he began to blame it all on the people he loved the most – his wife and children – which led to many fights.  The picture was not a pretty one.  The one day, while watching an ironman race on TV he began to remember his days as an athlete.  He made a decision right there that he would be in that same ironman in a year’s time.  

Now Mike needed to come up with a plan.  He realized a few things.  He had his personal motivation but he knew he could not do it by himself so he recruited help by hiring a coach.  He also signed up for a team that would train together for the same ironman.  He also got educated about what would be the best fuel for his body and changed his diet.  He distanced himself from his “happy hour” buddies who refused to respect his decision not to drink and kept inviting him for drinks.  He began to hang out with his team mates who had the same goal in mind.  He also knew that he was doing all of this to avoid the consequences of being overweight so he created a story about what would happen if he did not follow through with his goals.  When he didn’t feel like going to practice, he would tell himself the story of what would happen if he neglected his health.  His story was graphic and detailed enough to kick him out of the couch and into the pool.  The thought of not seeing his daughter getting married or graduating because of his early death – like that of his father – did it every time.

Mike created a smart plan of change.  Let’s recap what he did:

1.  He was clear about his personal motivation and he knew that it was not enough to make him achieve his goal.  So, he recruited help both from inside himself and from outside.

2.  He joined a team and got a coach.  By doing that he made sure that he had support from people who had the tools to train him and that were literally swimming/biking/running in the same direction that he was.

3.  He educated himself on the best fuel for his body and followed a diet plan.

4.  He made a clear assessment of the people around him who could help him or hurt him on his quest.  He then eliminated the not so helpful influences and hang out with the others who were on the same path that he was.

5.  Finally, he created a powerful story about what could actually happen if he didn’t follow through with his plans to become a healthier person.  He didn’t sugar coat it or lied to himself.  He looked at the facts that were against him – like the early death of his father because he was overweight and diabetic  - and decided that the story would give him a powerful push whenever he was tempted with missing practice.

Mike realized that blaming or crediting his willpower is a major trap.  One that people fall for every time.  An athlete knows that s/he cannot do it by her/himself.  An athlete has a plan just like Mike had and follows it.  An athlete recruits help and uses strategies to succeed.  An athlete is not born an athlete; s/he needs to practice and learn the skill before becoming a good swimmer, runner or whatever.

You also can change!  Dig deep and find your personal motivation, get help, design a plan and get the systems in place.  We can all do it because it is a skill we can learn and not an innate ability.  Now, what’s your iron(wo)man challenge?

Happy change!

With energy,

Ana

The Business of Schmoozing

June 27th, 2011 by Ana Scherer

Schmoozing is a major part of life.  We do it all the time with our friends and with our family.  At school, parties, stores, cafes, restaurants, etc.  You also do it with strangers.  You might meet someone at a networking event or connect with a couple sitting beside you at a restaurant.  You may be having a conversation with an existing client, or you might get a message by email or through Facebook.
It turns out that schmoozing is a major part of our businesses as well.  Why?  Because a great deal of the people we meet and schmooze with has the potential to be a new client. The thing is, we don’t take advantage of those connections. We might talk, exchange cards or emails, but most don’t take the proactive step to move things forward.
There are many ways to organize a system that might help us take advantage of those connections we make every day.  Below I will give you a suggestion for some steps on how to do it.  These steps are inspired by an article written by my marketing guru Robert Middleton:

1. When you strike up a conversation with someone, spend more time listening than talking.  When you find things in common, the conversation is engaging and you build trust.

2. Ask what they do before they ask you what you do. Be interested, not interesting.  Find out about their business. And hold yourself back from talking about your business.

3. When they ask about your business, use a good elevator speech that defines the outcome of what you do for others.  Mine for instance is: “I help entrepreneurial women stretch their thinking, reinvent themselves and bask in freedom and prosperity”.  This line almost forces someone to ask how do I do this and how much they want it!

4. If they show some interest, continue the conversation, still avoiding talking too much about your services.  If you do talk, the
best thing is to tell a success story or two: “A recent client I worked with went from no profit at all to increasing her profit tenfold
in less than a year.”

5. Now the big key:  Don’t just exchange cards and hope something will happen.  No! Set it up so that you can follow up
later.  And the best way to do that is by offering an article:  ”I wrote an article about how to increase your profits called, ‘Your Passion = Your Wealth Factor’. Can I send you a copy?”

6. Then follow up a few days later: “Hey, this is Ana, I sent you that article about passion and wealth. I wondered if there were
some things in that article that you could relate to your business?”  Then continue the conversation to see if this person is a qualified prospect or not. Then, finally…

7. Offer them a “Complimentary Big Thing Strategy Session” where you’ll explore their current situation, their goals and vision
and the challenges they are currently facing. And of course, you’ll also let them know about your services that helped other entrepreneurial women just like them.

If you have a product base business, the steps are the same.  Just send them an article about your product, or a sample so they can try it.  Follow up with an invitation to stop by the shop to see more products and to try more samples.  Remember:  Organization is key to a successful marketing structure.

Enjoy the schmoozing!

With energy,

Ana

Eyes of Curiosity

June 13th, 2011 by Ana Scherer

A new week, a new day, a new beginning.  Life starts anew every day and it gives us an opportunity to look at things differently and start fresh.  But that only happens if we see life with eyes of curiosity.

Have you ever payed attention to a child looking at an animal or at a new toy?  She approaches the experience with such wonder and amazement that it is hard to look away.  There is no fear, only excitement as she is eager to touch, feel and play with the new object of amazement.

What if we approached each day in such way?  Engulfed in amazement and awe at being alive and able to experience the new and let go of the old…  Wondering what lies ahead with enthusiasm and eagerness… Not a concern in the world about what we left behind and simply trusting that the future is shaped by what we commit to do today…  Sounds great doesn’t it?

This week look at life with your “eyes of curiosity” and let your heart and your mind wonder as you approach a new experience.  Trust that the work has been done, that you are where you are because that’s the best place you could be.  Let go of the past experiences that somehow left you bruised and skeptical and welcome the possibilities a brand new day offers to you.

The Infinite One got you covered!

With energy,

Ana

Food for the Soul

June 5th, 2011 by Ana Scherer

Ayurveda is a culture of well-being.  Its basis are the understanding of the human being as a whole and that there can only be health if the trio ‘body-mind-spirit’ is balanced.  According to Ayurveda, the cause of all our diseases is the accumulation of toxins in our body.  If we adopt ways to eliminate the existent toxins and to prevent new ones to show up in our body, we would have achieved complete health in the broader sense – total physical, mental and emotional well-being.

On Friday morning I took a culinary Ayurveda course with chef Lakshmi Harilela from ‘Love True Food’, here in Hong Kong.  Our group learned some of the Ayurveda theory and cooked a few delicious recipes which later became our lunch.  Lakshimi is another great example of someone who is passionate about what she does.  She found balance in Ayurveda and runs her business with so much love that she decided to name it just that; ‘Love True Food’ (www.lovetruefood.com).

It’s refreshing as an entrepreneur to find others who live the same way I do and who love what they do.  As a coach who helps entrepreneurial women, it is even more satisfying to see a young entrepreneurial woman who is so committed to her passion of spreading the Ayurveda message through her business.  Thanks Lakshmi for a phenomenal class!

Finding our passion is a blessing.  Committing to it is pure bliss!

With energy,

Ana