Small changes can make HUGE difference…

I was away skiing last week and was excited to have had a huge ‘aha moment’ on the slopes.

I’ve been skiing for over 25 years and while I really enjoy it and can competently ski down most slopes, I’ve never been the most elegant of skiers. But this year that all changed. How?

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The one thing missing from on-line marketing

I’ve recently had several discussions with colleagues about how many on-line strategies don’t work as they used to.

This may be because there is a saturation of events, too many ‘sales’ webinars and changes to what you see in social media news feeds. But there also seems to be one obvious human element that’s missing – live conversations and meaningful relationships!

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Compassionate Sales – An Oxymoron Or Perfect Marriage?

 

I wonder if like me you’ve ever struggled with the idea of selling?

I used to be someone who avoided ‘sales’ at all cost and so I originally built up my business by working as a training consultant through organisations who ‘sold’ what I offered to their audience. It was great – all I needed to do was turn up and deliver. And once I’d worked with enough clients, I found my diary filled through referrals.

However when I chose to give up most of my training consultancy, it was like starting a new business – and my uneasiness around sales came up again. Only this time, having far more experience and knowledge about business, human psychology and how to overcome emotional and mindset blocks, it wasn’t long before I discovered how to love marketing and ‘sales.’

It was while writing the chapter on Compassion in my forthcoming book Heartatude – The 9 Principles Of Heart-Centered Success that I realised ‘selling’ is just another way to be compassionate:

  • You see being compassionate is about taking action to ease someone else’s suffering.
  • The purpose of marketing is to provide solutions to other people’s problems – and letting them know how you can help.
  • Sales is simply about helping others work out whether what you’ve got to offer is a good fit for them – and if so, to invite them to buy from you!

When you think about sales in this way, not letting people how you can help them seems selfish!

So while your intention may be to be kind or to make a difference to others, giving in to your ego and negative programming around sales could be having the opposite affect – at a cost to you and them.

Why lose out to love when you could be enjoying the perfect marriage?

Because as soon as you decide to embrace the possibility that ‘selling’ could be a way to help others, and that you can do this AUTHENTICALLY and in a way that FEELS GOOD, you will find it easier to sign up more clients – once of course you’ve mastered the skills to do this!

People have been asking me to share how to do this and so my latest training course – The Compassionate Sales Formula was born in 2014.

If you’d like to find out more, I invite you to sign up to my free report 25 Ways To Sign Up Clients Without ‘Selling’ – this is packed with tips on this topic. You can sign up HERE.

I’d love to hear your ideas and thoughts – please do share your comments below.

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Alisoun Mackenzie is The Compassionate Business Mentor, Author, and Speaker who inspires business owners and social entrepreneurs to turn their passions into profits and make a difference in the world. 

She is also the author of two Amazon Best Selling books Heartatude, The 9 Principles of Heart-Centered Success and Give to Profit: How to Grow Your Business by Supporting Charities Social Causes.

Alisoun is also the founder of The Heartabiz Hub a business network and training academy and has written the following free ebooks:

  • The 9 Secrets to Signing Up Clients Without Selling (click here)
  • 101 Ways To Attract Great Clients, With Heart, Integrity & Social Impact (click here)
  • 52 Ways to Raise Funds for Charities and Social Causes Through Your Business  (click here)

You can connect with Alisoun here:

  • Alisoun Mackenzie Facebook Fanpage (for tips on authentic living and business mastery) – click HERE
  • The Heartabiz Hub Facebook Fanpage (for details about our courses and events) – click HERE
  • Give To Profit Facebook Fanpage (tips on supporting charities and social causes) – click HERE

How To Set Compelling & Profitable Prices

A common challenge that lots of heart-centered business owners have is how to set their prices in a way that will both generate the income they’d love from their business whilst at the same time offer good value to their customers.

And so today I’m going to share a formula that I use when setting prices – one that helps guide me towards setting attractive prices because it considers pricing from number of important perspectives.

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5 Ways To Sprinkle Your Sales Process With Kindness

During my “Give To Profit Fundraising Summit” I was asked, what one thing helped me shift my mindset from  hating marketing and sales, to really enjoying it.

It was a tough question as there have been so many influencing factors but the one thing that really made a difference was realising that ‘selling’ is really about building relationships, teaching, sharing, helping and solving other people’s problems – all things I love. Once I embraced this and viewed ‘marketing’ and ‘sales’ great opportunities to connect and be kind to others, it became a whole lot easier. Especially when I discovered there are many authentic and ethical ways of doing this.

So here some practical ways you could sprinkle your sales process with kindness:

  1. Lead generation – have irresistible ‘gifts’ you can ‘give’ to others and share your expertise without them having to ‘buy’ anything e.g. a tip-sheet, report, blueprint or audio.
  2. Data capture – remember to ask for business cards, or name and email address when people sign up to your freebies through your website. And ask potential clients you meet if they’d like you can add them to your mailing email list and send them one of your freebies. I always take a sign up sheet along to networking events so people who are interested can sign up.
  3. Follow up – there’s no point gathering people’s contact details if you do nothing with them! Instead you could create an auto-reponder (automated sequence of emails) sharing more resources; invite them to a structured ‘follow-up’ call/meeting as appropriate; or invite them to join a social media group you manage or group taster event.
  4. Conversion – make it easy for people to buy from you by letting them know how you can help (to not share this doesn’t help them). You could mention a product or service at the end of ‘educational’ emails or invite them to have a structured ‘sales’ conversation that includes an invitation to work with you (if  you are genuinely a good fit for them). E.g. I offer a free 30-minute ‘discovery session‘ to those who are interested in working with me and meet certain criteria to help us both determine this.
  5. Delivery – deliver more than expected and make your clients feel special e.g. give them gifts, cards, bonus resources/services or introduce them to people. Have a way to remain in touch and to reward them for referring business to you e.g. with gifts vouchers they can give their friends or use themselves.

Imagine having enough clients. Or only attracting clients who can afford and are willing to pay you well for what you offer?

I’m running a pilot Give To Sell 1-Day Workshop that explores this further in Edinburgh on Thursday 12th June.  As it’s the first time I’m running this I’m offering it for less than half price at £75 for the day – and you could get 50% funding through Skills Development Funding too, making this a great deal! Click HERE to find out more. An on-line version of this will be available later on in the year.

I’d love to hear your ideas and thoughts – please do share your comments below.

Alisoun signature

Alisoun Mackenzie is The Compassionate Business Mentor, Author, and Speaker who inspires business owners and social entrepreneurs to turn their passions into profits and make a difference in the world. 

She is also the author of two Amazon Best Selling books Heartatude, The 9 Principles of Heart-Centered Success and Give to Profit: How to Grow Your Business by Supporting Charities Social Causes.

Alisoun is also the founder of The Heartabiz Hub a business network and training academy and has written the following free ebooks:

  • The 9 Secrets to Signing Up Clients Without Selling (click here)
  • 101 Ways To Attract Great Clients, With Heart, Integrity & Social Impact (click here)
  • 52 Ways to Raise Funds for Charities and Social Causes Through Your Business  (click here)

You can connect with Alisoun here:

  • Alisoun Mackenzie Facebook Fanpage (for tips on authentic living and business mastery) – click HERE
  • The Heartabiz Hub Facebook Fanpage (for details about our courses and events) – click HERE
  • Give To Profit Facebook Fanpage (tips on supporting charities and social causes) – click HERE

3 Simple Steps To LOVE Marketing

One of most frequent challenges I hear heart-centered business owners express is their reluctance to get out and market or ‘sell’ their services. They love working with clients but don’t enjoy trying to find them.

So let me ask you this – is there something you love doing now that you once didn’t know how to do? That you struggled with or were apprehensive about?

I remember when I first learnt to ski – others around me seem to master it naturally but to me it felt like such hard work. However by honing my skills in a way I enjoyed (mainly holidaying with friends in Europe and a few glasses of Gluwein), I now love it! By comparison I couldn’t wait to give up piano lessons as a young child because I didn’t connect with my ‘boring’ piano teacher.

Building a successful business is just like learning anything else – if you choose to do it in a way you enjoy, you’ll far more likely to succeed. So here’s a simple 3-step process for enjoying getting more clients:

1. Recognise what you love doing.
2. Choose a highly effective marketing strategy that means you can do more of this.
3. Have strategies in place to follow up, build relationships & convert leads into paying clients

I’ll be talking more about this during my first free monthly coaching call next week – for all my loyal followers who are on my email list. To join us, simply join my list by downloading my free ebook below.

I’d love to hear your ideas and thoughts – please do share your comments below.

Alisoun signature

Alisoun Mackenzie is The Compassionate Business Mentor, Author, and Speaker who inspires business owners and social entrepreneurs to turn their passions into profits and make a difference in the world. 

She is also the author of two Amazon Best Selling books Heartatude, The 9 Principles of Heart-Centered Success and Give to Profit: How to Grow Your Business by Supporting Charities Social Causes.

Alisoun is also the founder of The Heartabiz Hub a business network and training academy and has written the following free ebooks:

  • The 9 Secrets to Signing Up Clients Without Selling (click here)
  • 101 Ways To Attract Great Clients, With Heart, Integrity & Social Impact (click here)
  • 52 Ways to Raise Funds for Charities and Social Causes Through Your Business  (click here)

You can connect with Alisoun here:

  • Alisoun Mackenzie Facebook Fanpage (for tips on authentic living and business mastery) – click HERE
  • The Heartabiz Hub Facebook Fanpage (for details about our courses and events) – click HERE
  • Give To Profit Facebook Fanpage (tips on supporting charities and social causes) – click HERE

The gift of introductions

Last week a client asked for help on who she could contact to expand her business. I gave her some ideas and offered to introduce her to a couple of people – and it felt so good to see Facebook messages going back and forth within minutes as she arranged meetings with those I’d introduced her to.

Personally I’ve been overwhelmed by the generosity of contacts who have introduced me to people and made implementing my ideas and getting business so much easier – including those who recently introduced me some amazing speakers who are in the line-up of the Give To Profit Fundraising Summit I’m hosting next month.

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3 ‘Kind’ Ways To Get More Clients

When I started in business the thing I disliked the most was ‘selling’ myself  – I loved working with clients, promoting others but not myself  because I didn’t want to come across as ‘salesy’.

Thankfully I’ve since discovered many highly effective ways to get clients by getting the balance of right of being kind, generous and valuing myself. And so I thought I’d share a couple of these today:

  • Give your clients an incentive to refer people to you– e.g. gift vouchers to give to their friends, a free gift for them, a discount off their next purchase or sales commission.
  • Donate vouchers/products to charity fundraisers -as well as raising your visibility the act of giving often activates the flow of receiving in the form of paid business (e.g. from repeat purchases and referrals).
  • Create an irresistible freebie – an on-line tip-sheet, ebook, audio, product sample etc. that you can invite potential clients to sign up to. Then build a relationship with them before inviting them to buy from you.

You really do deserve to be a success! So please contact me if you’d like any help.

With love

Alisoun signature

Alisoun Mackenzie is The Compassionate Business Mentor, Author, and Speaker who inspires business owners and social entrepreneurs to turn their passions into profits and make a difference in the world. 

She is also the author of two Amazon Best Selling books Heartatude, The 9 Principles of Heart-Centered Success and Give to Profit: How to Grow Your Business by Supporting Charities Social Causes.

Alisoun is also the founder of The Heartabiz Hub a business network and training academy and has written the following free ebooks:

  • The 9 Secrets to Signing Up Clients Without Selling (click here)
  • 101 Ways To Attract Great Clients, With Heart, Integrity & Social Impact (click here)
  • 52 Ways to Raise Funds for Charities and Social Causes Through Your Business  (click here)

You can connect with Alisoun here:

  • Alisoun Mackenzie Facebook Fanpage (for tips on authentic living and business mastery) – click HERE
  • The Heartabiz Hub Facebook Fanpage (for details about our courses and events) – click HERE
  • Give To Profit Facebook Fanpage (tips on supporting charities and social causes) – click HERE

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