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Entrepreneurs Need to Teach More to Earn More

By Chris Makell

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Published: 14Dec2011
Word count: 764
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When I hear entrepreneurs complain that they are not making any money, not attracting clients and getting discouraged about their businesses, I ask them what they're doing about it. To sum up the responses, it's often, "I'm not comfortable with selling." While there's so much more that I can say (and teach) about this statement, I'll just focus on the underlying point that they miss.

It's really NOT about their being uncomfortable with selling, it's more that they don't know how else to get their customers to "buy." I'm sure you've heard that "customers/clients like to 'buy,' they don't like to be sold."

So let's look at how most buying decisions are made. The usual process is to do some research; ask friends and family for their experiences or input or it may just be a gut decision. If your market is information driven, i.e., they want to learn more before they buy, then your focus has to be in providing them with as much as they need to make an informed decision.

Makes sense, right? Sound fairly easy? Sure. Then why aren't more entrepreneurs doing it?

I have a theory. Because it's not "sexy" enough! Spending time thinking about what your market wants and teaching them the benefits of buying it from you, is just not as attractive and quick as say...putting up a "squeeze page" with some graphics, using social media to say it's great, it's ready, it's here and come and get it. There may be some sales, but a sustained cash flow it will not make. Unless you...

Teach more to reach more.

When you are educating your market about all the ways in which they can create wealth, have more fun, stay young and sexy, find the love they want, create the career they desire, etc. they will not view what you have as a commodity. And you know how commodities are purchase...lowest common denominator! (Yikes, just took you back to algebra!) That is, price. And that's a game you don't want to play.

Teach more to reach more.

Here are a couple of strategies you can use, right now.

1. Host a content-based teleseminar or webinar for your prospects and clients and teach them how to get more mileage from what you and others are offering by giving someone an opportunity for a "live" makeover!

For example, if you're a virtual assistant, you could teach how business owners can work with a VA effectively. Then invite someone to talk about his or her experience and show them how to create a more powerful relationship.

2. Create a monthly "insiders" briefing call or special report where you go deep on one topic important for your community and give both the "pros and cons"...and then your recommendation.

For example, if you are a web designer, teach how someone can get their website online by either using a "squeeze page" vs. a blog page. Talk about what's the pro/con and which do you recommend and why.

Just by sharing more of your expertise in a way that makes it easier for your community to make an informed decision to work with you, it is actually (I'm going to use the "S" word...get ready...) "selling." Now that didn't hurt did it?

I want to remove any hesitation to using this strategy by making one last point. I am often asked, "Chris, how much do I 'give' away?" The answer...at least for me...is that you give enough for the prospect or client to clearly "get" that you are an expert at what you know; and that the depth of your knowledge surpasses what you're giving them. So YOUR challenge is to continually learn more, so that you consistently deepen your level of knowledge and use the teach more to reach more strategy to "sell" more.

Oh yeah, as a result, you WILL earn more!

Shocking isn't it? Not really! It comes down to the fact that people buy from those they 'know, like and trust'. If you're teaching more instead of selling all the time, people will learn to know, like and trust you and in the end that will get you more sales.

Chris Makell, marketing mentor/coach, is particularly skilled at guiding her service professional clients to "Think Big…Play Bigger" and successfully create 6 & 7 figure businesses. Claim your free special report "5 Critical Steps to Get High Paying Clients, Today" at http://www.chrismakell.com/specialreport/

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