One of my favorite clients called me to say that she was discouraged that she hadn’t made any money from an information product she’d created. She was very frustrated!

As we backtracked a bit, I asked her what she’d done to spread the word about her product. “Nothing,” she said, “I was scared that if I told them I was selling something they’d think I was being salesy and get off my list.”

The interesting thing about this woman is that she (like most of us) has something REALLY helpful that she’s created and would like to share with her community and sell it. She’s got a product that can help a lot of people.

What was her fear all about?

Fear of selling. Fear of being rejected. Fear of not being liked.

Fear of people dropping off her list because she’s doing more than just sending out nice content newsletters. Fear that she’ll be perceived a certain way.

So many people with great service-based businesses struggle with this fear.  Sales is often perceived as a 4-letter word when the truth is when you’ve got something of value that meets someone’s needs there’s no greater form of service than to offer it to them.

I reminded her, “You’re not selling heroin, or used cars that break down, you’re selling a product that makes people feel better. You can create great products all day long, but if you don’t let people know they exist, then you’ve wasted your time, not made the money you deserve and not been of service. I’d even go as far as to say that if you don’t offer what you’ve got, you’re being selfish with your gifts.”

Will some people unsubscribe from her list because they think she’s being salesy? YES

Is that okay? YES

She’s in business and the definition of being in business means that you make money by providing value to people. The more people you help, the more money you make.

BUT, you can’t make money if you don’t let people know what you have to offer.

Funny thing is when I initially created Think It, Create It, Sell It, I’d forgotten abut the selling part. I let all my own fears come up and the program was just Think It and Create It. How silly would that have been if I’d spent all this time teaching people how to envision their product and then create it, but then omitted teaching them how to sell it? I would have done them a complete disservice. The selling part is the key ingredient.

Requesting feedback and “constructive” criticism puts you in a tricky place.

First, since you asked, you have to listen. Second, since you asked, you have to take it in. And third, since you asked (and assuming you didn’t ask gratuitously) you have to be willing to do something with the information you hear.

That’s where the hard part comes in.

This spring I led the 1.0 version of Think Create Sell. This program was designed to provide business owners with specific action steps to get their knowledge out to a larger audience, in the form of an information product, and get paid for it.

After a fascinating personal journey this program was born from my desire to be of service to a specific group of my ideal clients.  31 of them joined me for this class for which I spent many hours brainstorming, creating and packaging my content to share with them.

At the end of the course, I asked for feedback. I really wanted to know what I could do to improve the experience for everyone since I had visions of bringing this course and its information to a larger audience.

One of the participants, a friend and client, invited me to lunch because she had so much to share with me.

Her initial words were that she received much more than she’d expected. She loved the depth of my content and the quality of the templates I provided. She appreciated the interactive forum and my enthusiastic teaching style.

While I soaked this in, and basked in her words, I could feel a  “BUT” looming in the air.

And then it came.

“BUT Kim you actually gave too much in too short a time. I wanted to sign up for your next program but I still haven’t digested all that you gave me. It was a lot of material to compact into three classes. Kim, learning from you is like drinking from a fire hose. I want it all, I just can’t take it in that fast.”

As big a girl as I am, I could feel the tears welling up. It was as if I didn’t hear anything she’d said before the BUT.

And, then the next day, I spoke with another woman who’d taken the class and her words were similar.

In the words of Charlie Brown – UGHHH! (more…)

A few years ago while working with my coach Baeth Davis she shared that a big part of my life’s purpose is being of service. Initially I wondered, what does it mean to be of service? My interpretation, and how I’ve used this knowledge to shape my business and life over these years, is that I’m most fulfilled when I’m having fun giving.

What happens now, almost habitually, is that I wake up wondering how I can really be of service today – to myself, to my family and to my community? What can I do to really create value? When I start my day with that question, goodness always comes. It’s like my magic pill.

The question I ask regarding those of you in my community is – “What do YOU really need to get it done?” The answers I’ve been hearing include “how-to” specifics, a space to ask detailed questions along with hands-on coaching and accountability.

Well, I have a big unveiling for you. I’ve revamped my entire member’s area to serve a larger community and give you what you’ve been asking for both in content AND in price.

(more…)

My business is going through lots of growing pains right now, which means that I’m going through lots of growing pains right now. Our businesses mirror our lives, and vice versa.

If your business isn’t where you want it to be, then you’ve got to take a hard look at who you’re being and how you’re showing up. The answer always lies within.

Last week, after some intense masterminding, I chose to give myself permission to do nothing. I needed to decompress and internally process all that I’d absorbed. That’s a real challenge for a Type A do-er like me. I don’t sit still well, meditating doesn’t come easily, and I don’t sleep enough. My brain and body are always on the go.

During my self-imposed down time, I re-read my favorite parable The Go-Giver, by Bob Burg and John David Mann. I turn to this book when I want to regain clarity and truly focus on why I’m really in business. Yes, I want to make an income to support my family. Yes, I want to share my gifts with the world. Yes, I want to make a difference.

But my core reason, and my life’s purpose, is I want to serve a lot of people, and provide them with a lot of value. For all entrepreneurs, that’s the key question we must continually answer: How can I serve?

Answering that question always gets me back on track again. (With that in mind please feel free to share with me how I can serve you better.)

Listen to my interview with Bob Burg where he goes more in depth into the 5 Laws that are critical to running your business.

One key thing I’ve learned over the years is how important it is (no matter what your own personal situation may be) to stay in a place of service. In challenging times, it’s very easy to focus on our own individual needs. The gift is to start focusing instead on who you can serve. You’ll be amazed at the shift in your energy AND the positive results.

 

  Entrepreneurs - Create a Positive Shift in Your Energy by Being of Service [Metromom Podcast] [7:43m]: Play Now | Play in Popup | Download

When you consider what’s going on with the economy, it’s very easy to focus on your own individual needs as you feel the stress of hard times, especially if you’re not generating the income you’d like and you’re in a place of fear. When you step out of your own personal focus and begin asking how you can be of service to others, everything in the universe shifts and you embark on a path to much greater success.

I’ve noticed that during various times in my life – when I was internally focused (and in a fearful place) – others around me felt my desperation, which was not very attractive. As I grow and become more aware, I when I am able to turn my attention to how I can be of service to others, and let go of my own concerns, (regardless of what’s going on for me personally) everything shifts.

Instead of focusing on “What’s in it for me?” – take the focus off of yourself. Shift your focus to “What am I going to GIVE?” Watch your energy shift into a positive place regardless of your own struggles, financial or otherwise.

What’s even better is with the right focus you CANNOT FAIL. When you’re authentic and have an intention to truly be of service, you end up winning by establishing or maintaining great relationships. These relationships can benefit you in so many ways in the future -through referrals, future business or just the value of a solid friendship.

If you’re struggling financially, let go of focusing on that desperation and instead focus on who you can serve. You’ll be amazed at the shift in your energy and the positive results will inspire you to continue. Please share how being of service has benefitted you in ways you never imagined.

*This content is based in part on Sin #7 in the Guide, The Seven Deadly Sins Women in Direct Sales Make… and How to Avoid Them. Sign-up for your 7 Week Action Guide.