002: Building a House One Book at a Time

BEpodcast

In this 19 minute episode:

  • That’s not a typo…listen in on how a BOOK helped him build a house!
  • Listen to Carrie’s recommended ‘read’ for the week!
  • 3 Tips for ‘building’ a different story (yep, that’s a play on words — listen in)
  • If you specialize in excuses…this might not be the episode for you
  • How to get off your ‘buts’ and just move ahead (but Carrie, I…)
  • What is NOT your mentor’s fault? (you might not like this part, listen anyway)
  • Raising the Roof – nope, not just an 80s throwback…a method to making things happen! Listen now!

 

Grab Carrie’s Book Here <==

 

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001: 3 Keys to Getting Unstuck and Moving Forward

BEpodcast

In this 20 minute episode:

  • Learn a little bit about Carrie and what ‘Barefoot’ has to do with anything!
  • If doing things YOUR way and keeping your priorities is important, you’ll love this high-energy show.
  • What can you expect to hear in this series? How long will it be? Who is this for?
  • Who in the world is Ethel Sexton and why did she inspire Carrie’s podcast?
  • Feeling stuck? Carrie gives you 3 Keys to moving forward in life, business or towards any goal!
  • Why perfectionism will KILL your progress!
  • Who is listening to you and why that matters…
  • What is one thing you keep doing that has crushed your confidence and trashed your esteem?
  • Hint: Do this one thing repeatedly and every goal is YOURS!

 

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What is Your Personal Value Proposition?

closing

The following post is drawn from Duct Tape Selling – Think Like a Marketer, Sell Like a Superstar in stores May 15th.

Value propositions are a staple of sales and marketing. It’s hard to start a sales conversation if the potential buyer doesn’t understand how a product or service adds value in a way that is different from other options.

One of the keys to standing out in a competitive sales arena is to discover, communicate, and amplify your greatest strength as your individual value proposition. If you don’t have a strong value proposition, you will surely land in the prospect’s “no” pile.

First and foremost, every company should provide value through its offerings, but when a buyer is considering different options, the individual salesperson’s value proposition, reputation, process, and brand can play a large role in the final decision. These factors also play an important role in customer loyalty in the long term. How you sell is just as important as what you sell and who you are dictates the best way to teach, advise, and sell.

Understanding Your Personal Strengths

The first step in determining how to use your value add is to get a better understanding of your personal strengths and how they impact your interactions. Just by considering this concept and identifying your strengths and offerings, you will be a better salesperson, no matter what.

One tool that can help you determine your value proposition is a scientific personal brand assessment that Sally Hogshead developed with the team at Fascinate, Inc. This test reveals how your personality adds distinct value by using twenty-eight questions to determine which of the fourteen personality archetypes fits you best.

Another useful tool is the Kolbe Index, created by Kathy Kolbe, a leading expert in cognitive development and assessment. The Kolbe A Index measures a person’s instinctive method of operation (MO) and identifies the ways he or she will be most productive.

Both of these tools focus on helping people find their unique abilities and value proposition. They help you use what you already have and in a way that benefit everyone around you. Many personality tests measure how you see the world, but these two help you understand how the world sees you.

Getting Customer Feedback

Once you’ve done your own personality assessment, now it’s time to get some feedback from another very valuable source—your clients.

You’re not looking for scientific data here.  Instead, you’re looking for themes and stories that offer insight into the style your clients see. Instead of asking them to validate that your service was good, you’re looking to uncover patterns of where and how you add value. Here are some useful questions to ask these customers.

  • Why did you buy from me in the first place? You are looking for what helped them decide to buy, what built the trust, what resonated in your processes.
  • What’s one thing I did in the sales process that you loved the most? Find out what one part of the sales process they liked the most and try to get them to be as specific as possible.
  • What’s one thing our organization does that others don’t? This may sound a lot like the question above, but what you are really trying to get is some industry comparison. Have you succeeded where others have failed?
  • If you were to refer me to a friend, what would you say? Have your customer describe what you do best as though they were telling a friend. This point of view can be very powerful and the answer could turn into a testimonial.
  • Can you tell me about three other companies that you love? This question lets you to see what they think ‘best of class’ looks like and why—and it helps you build a list of potential strategic partners.
  • Bonus: If you can, ask the customer to conduct an online search in front of you. Tell them to imagine that your service no longer existed and they needed to replace you. What phrase would they search for?

Work with Themes that Matter

Based the customer feedback, see if you can find any recurring themes in the responses. What statements did you hear again and again? Maybe several customers told you they like how you don’t talk down to them or appreciate how quickly you call them back when they have a question.

Do the answers you received fit with the value proposition your company uses as a marketing tool? Does your company clearly communicate a strong differentiation point? Do your customers understand your brand promise?

Understanding how to align your personal brand, sales process, and value proposition with that of your company is a key step in become a sales superstar.

John Jantsch is a marketing consultant, speaker and author of Duct Tape Marketing, The Commitment Engine and The Referral Engine and the founder of the Duct Tape Marketing Consultant Network. His latest book, Duct Tape Selling – Think Like a Marketer, Sell Like a Superstar is available online and in bookstores May 15.

 

Are you ready for THE call?

dadandcarrieYou know the one I’m talking about, right?

  • The call that makes your pulse race, your heart sink, your blood pressure spike and the clock stop?
  • The call that makes you abandon your grocery cart in the aisle and disregard every traffic rule and speed limit?
  • The call that makes everything you griped about today or this MONTH irrelevant and ridiculous?

Yesterday, I got that call. Actually — it was a text.

“Dad in an ambulance headed to ER, call Hal.”

First you freeze. Then you pray. Then you move into action. You’re looking a little nervous, so let me just tell you — he’s okay now. We are still having tests done this week and everything seems fine. (But if you pray, hey – I won’t be mad if you add Robert Owensby to your list ;) But back to ‘the Call’ … While I was driving, I was evaluating my day’s appointments.

  • Cancel hair stylist (I’m declaring ombre hair is in for a few more days)
  • Have grocery clerk put my cart in the cooler and get spouse or teenager to rescue those later
  • Kids have to be picked up at 2:30 and 3 pm…think about that later
  • Work? Well, I work for me…so I’ve now given myself the day off.

And even in my panic as I drove, I had a HUGE wave of relief wash over me. I had a HUGE wave of gratitude that I COULD just drop everything and go. No explaining, No excuses, Nobody’s business but mine. In a flash of memories…I recalled hard business days, hard financial days, hard client days and blood, sweat and tears learning new things, failing and falling over and over again.

And when I got ‘the call’ – it was ALL worth it.

  • I’m not the most successful business person you know.
  • I’m not the best-dressed, most beautiful or most well-known.
  • I’m not rolling in assets or cash and I do not own one designer ANYTHING (shoes, bag, luggage, car – nada)

But I have created freedom to handle ‘the call.’ — And honestly — that is my biggest desire for you. I mean it. As I’ve spent my last few months on a mini-sabbatical of sorts (that is a topic for another day), I’ve been reevaluating my mission or purpose or even what I want for YOU.

  • I don’t care about millions. Really.
  • I don’t care about status.
  • I don’t care if I’m in the ‘cool kids’ club for marketers, social media, business or authors.
  • I don’t care what I drive, wear or drink.

I care about how you handle ‘the call!’

Man holding a telephone receiver Your call may not be about a parent. Your call might be:

  • About a child
  • About your health
  • About your job
  • About a world disaster that needs your expertise
  • About kids that need a home
  • About a massive repair your home needs
  • About your partner’s job loss
  • About ____________________

My goal is that you are equipped to handle this, with finances, with flexibility and the freedom to choose. Yesterday I didn’t have to worry if I ‘had a day to take’. I didn’t have to stress about lesson plans or making sure someone could cover for me. I didn’t have to wonder how I would cover my bills after being docked a day’s wage. I just didn’t. That isn’t bragging. That just is. It is 16 years of daily choices. 16 years of messing up and getting a few things right. I love to be positive. Focus on the GOOD.

But today…I want to challenge you to set your goals differently.

Visualize ‘the call’ — what do you have to change in your daily activity, your consistency, your skill set and/or your revenue to free yourself up a bit? Can you relate to any of this? Would you share below how this might shift your thinking or planning? Or maybe you’ve had ‘the call’ and navigated it well — share with me HOW that motivates you and some tips below. I’d really love to hear from YOU!