Ready for that salary raise or landing that new client? Remember, it’s not about how much YOU ARE WORTH! It’s about how much the other person (prospect client, employer) is willing to pay to SOLVE THEIR PROBLEM! So, in preparation for your next meeting, remember these three tips:
- RESEARCH: Do as much research as you can ahead of time or if needed, during the first part of your conversation. ALWAYS ask OPEN ENDED questions like: What’s the biggest challenge you face? What have you tried in the past?, make sure you follow your question with absolute SILENCE. Chris Voss, in his book «Never Split The Difference: Negotiating As If Your Life Depended On It» offers some great insights on how to use what he calls calibrated questions to get information about your counterpart.
- LEAD: A well-prepared negotiator always leads the conversation BUT creates an environment where the other persons feel in control. How? By:
- Walking into the conversation being CLEAR about what you want (what is the range you are looking to settle for)
- Being CLEAR about the PROBLEM your counterpart needs to solve
- Managing your emotions. Remember, you have nothing to lose, the other part needs YOU more than you need them – ALWAYS!
- INSPIRE: Having done your research and being crystal CLEAR about the outcome, the solution you can provide; spend most of your time PAINTING the NEW REALITY (this is something I use a lot when coaching speakers, specifically TEDx speakers). Invite your counterpart to IMAGINE what life can look like once their problem is solved. If you do this well, then at some point the other part will ask for your services (always wait for them to ask first) and will be ready to give you what you ask to make that vision come true for them.
So remember, it’s not about how much you are worth, it’s ALWAYS about how much the other person will pay to SOLVE THEIR PROBLEM!
I love getting emails and knowing how this resonates with you and how it is helping you in any way. Have a great rest of your week,
P.S.: Do you often feel in doubt, lacking CLARITY, wondering if you are cut for this? If you have what it takes to make an IMPACT with your products or services? Trust me, I know how that feels! I’ve been there more times than I can count and I know it’s normal to question whether this is possible. So, don’t do this alone! Let me invite you to a conversation where together, we can help you design your action plan.
P.S.: I’m constantly sharing tips and strategies with my followers to help them gain CLARITY around their message and their action plan if you want to join and ask me questions come on to my FACEBOOK PAGE!
So, how is your January going? Now that we are welcoming a new month… and coming out of a magnificent moon this week, is there any confusion or self-doubt getting in the way?
If so, Reader, I want to say…. there is NOTHING wrong with you, but here are three ways you can manage these moments:
- EMBRACE: Resisting is the worst thing you can do when self-doubt and confusion creep in. I know it’s not easy but stay curious and ask yourself…. what is the gift of this? What can I learn? Where can I create?
- DON’T DWELL: Embracing is one thing, staying stuck in it is another. Careful not to let this moment of «darkness» to turn into an excuse for not moving forward. It’s very tempting to allow this moment to turn us into «victims» and stops us from progressing… just like the cold month of January is NOT an excuse for not working out (too cold to leave the house), a moment of self-doubt or confusion IS NOT an excuse for us to stop pursuing our dreams.
- SEEK SUPPORT: Be very strategic in who you recruit to support you. Watch out for people who will reinforce the victim side and seek people that will show you the way out. It can be a coach, a mentor, a friend, a colleague; someone that will take a stand for you and remind you of what you are capable of being and doing!
Want some support getting out of confusion? Schedule a FREE consultation and let us show you how WE, at Masters in Clarity, guide our clients through self-doubt… Simply:
2) Schedule your FREE consultation
I look forward to supporting YOU on your path to CLARITY.
You might not know, but in 1996, when I graduated from Business School from Universidad de San Andrés, in Buenos Aires Argentina we were required to write a graduating paper, graduating thesis.
The title of my thesis (in spanish) was: “Marketing on the Internet, Relationship Marketing”
Yes, this was before Amazon, before Social media… actually I was one of 30 people, in the whole country, that had access to the Internet!
It’s been over 20 years from that paper and the hypothesis I researched then, still holds strong today!
The Internet will bring back the customer experience we used to have when we shopped in the 1800. The feeling that when you walk into a shop, the shop keeper knows you by name, knows what you need, and is anticipating your needs. I stated this BEFORE SOCIAL MEDIA and many of the systems we have today to anticipated our customer’s needs.
So, how DO YOU anticipate customers needs? By having a CONVERSATION with them. Asking them what they need!
This can be done:
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- Using social media and engaging in a conversation with your audience by answering to their questions and commenting on their comments 😉
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- You can do market research by calling prospect clients, hosting focus groups and running polls online
- One tool I love for learning about my clients is a tool called INTERACT which allows you to conduct different kinds of assessments and quizzes to collect needed data.
What I love about INTERACT is that I could very easily create an assessment (I created one in just 30 minutes) that engaged my audience in a conversation that resulted in 10 consultations for my services.
INTERACT is:
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- Very easy to use, their interface is intuitive and dynamic
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- It integrates with my CRM so leads go straight into my database and feed right into the nurturing funnel
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- It integrates with facebook ads so I can have a quiz be promoted and collect leads in facebook
- It has built in images and features that helped me, without the need of a developer team, create attractive and interactive experiences for my clients and add them to my website, emails and other platforms
Want to test it with my quiz? TAKE THE ASSESSMENT – IS YOUR BUSINESS READY FOR GROWTH?
I would love to learn how you engage with your customers, how you create a unique experience for your clients using technology.
Dolores Hirschmann is leading IDEAPRENEURS to CLARITY of IDEA, communications & growth strategy. Learn more at www.mastersinclarity.com/newsite