Author Archives: Admin

Interview with Mary Barker: Your Wealth Designer

Many women in their 40’s suddenly get a rude shock and realise that it’s not long before they will be retiring.

For most, a worried wave of emotions that have them say to themselves “Oh shit, I better start doing something with my money” hits them.

Perhaps that is you?

Perhaps you are making good money now, but have nothing to show for it?

Okay you do have a few hot pair of shoes, designer handbag and a car…but let’s face it that doesn’t keep its value.

Mary Barker, the Wealth Designer has been helping people with their finances for over 20 years. 

Her absolute passion is helping people sort out their future and start getting their eggs lined up now, before it’s too late.

Check out what the information packed interviews teaches you:

  • Mary shares how to get a handle of your spending and have an investor’s mindset.
  • How budgeting doesn’t have to be painful.
  • Why to use cash than card for personal purchases.
  • How to kick start your wealth building…even when you are at ground zero.
  • PLUS some kickass usable strategies of what to do next once you have got your foundations right.

 

Who is Mary Barker?

Mary Barker is a wealth designer, author, and speaker.

She is a 20-year veteran of the financial services industry. Every day she sits down with her clients and talks with them about their financial goals and dreams and how to make them a reality.

She is the director of Mary Barker Financial Planning, and co-founder of Females
Inspiring Females Inc. (FIFI), and Smart Girls, a financial education group for women.
Mary is a regular on the speaking circuit.

For any further information or or to contact Mary Barker please visit her website www.marybarker.com.au

Powerful Sales Questions

Today I’ll be sharing with you my 2 biggest ‘game changing’ questions, that will reverse the sales process.

Meaning the customer will be inspired to buy, instead of feeling pushed into the sale.

Firstly, it’s important to understand that a customer buys from one of the two ‘Buying Motivators’.

The feeling of a pain motivator. Meaning they want your product or service because they see it fixing some type of problem, challenge or concern they are experience now.

On the flip side, you have them buying your product/services as they see it fulfilling a pleasure and are motivated by the outcome or results the product will give them.

So my question to you is, are you asking quality questions that help  surface these two motivators through conversation?

Sounds tricky?

Well it’s not.

The best thing is that these two simple questions I’m sharing with you, will have you feel so connected to the customers’ needs that you can finally say goodbye to any icky hardcore sales scripts!

Why are motivators are important?

It’s important because you want to have the amygdala switched on and firing!

The amygdala (cool word) is in the emotional centre of the brain and it fires off a response which enhances decision-making.

PLUS, it releases triggers a beautiful endorphin called dopamine.

Dopamine comes into play when a customer see your product/service as a solution to their problem.

So understand this, by asking quality  questions, helps get your customer truly seeing how your products and services will HELP them.

Meaning it will stop them being soooooo focused on price.

…and that’s what you want, isn’t it?! 🙂

 

So here are the two ‘game-changing’ questions:

  1. Do you mind if I ask, what has been going on for you to want XYZ? (XYZ means insert your product name or service details eg: “what’s been going on for you to want sales training?”)

After a discussion about your product/service follow on with:

2. Based on the information I’ve shared with you, how do you see XYZ specifically helping you based on (insert the problem) they mentioned they are having?

 

Why are they game-changers?

Let’s break it down and take a quick look under the microscope:

 

Why Question #1 is a game-changer:

  1. Do you mind if I ask, What has been going on for you to want XYZ?
  • This is you uncovering the pain motivator.
  • It has them voicing their challenge which not only gets them back in touch with reality of why they are enquiring. It also has them switch from being so price-focused.
  • The more in touch they are with their own personal pain motivator, the more VALUABLE they will see the solution and once again NOT be focused on PRICE .

 

Why Question #2 is a game-changer:

2. ” Based on the information I’ve shared with you, how do you see XYZ specifically helping you based on insert the problem they mentioned they are having?

  • This has them sell to themselves.
  • It helps the customer logically justify the price as they are focused on the outcome and results which is emotionally based.
  • If they see it as a solution to their problem, this will have them firing of the neurotransmitter called Dopamine… which helps them close the sale for you! (YAY!)

 

NEXT STEP…..Close the Sale!

All you need to do now is ask a closing question from here. Here’s a few examples that are used in different industries:

  • Retail:Great so shall we go ahead and ring this up?”
  • Consultant/Coach/Services: “So let’s organise a date for the training/product install”. OR “Which option suits you best?”
  • Services: “I’m so excited for you. it sounds perfect! Let’s go ahead and get you started”

 

Pssst did you know that 68% of the time people lose sales because they did’nt ask the customer to buy?

 

So make sure you ask them!

 

Success & happiness

Annette 🙂

2 Game-Changing Sales Questions

Today I’ll be sharing with you my 2 biggest ‘game changing’ questions, that will reverse the sales process.

Meaning the customer will be inspired to buy, instead of feeling pushed into the sale.

Firstly, it’s important to understand that a customer buys from one of the two ‘Buying Motivators’.

The feeling of a pain motivator. Meaning they want your product or service because they see it fixing some type of problem, challenge or concern they are experience now.

On the flip side, you have them buying your product/services as they see it fulfilling a pleasure and are motivated by the outcome or results the product will give them.

So my question to you is, are you asking quality questions that help  surface these two motivators through conversation?

Sounds tricky?

Well it’s not.

The best thing is that these two simple questions I’m sharing with you, will have you feel so connected to the customers’ needs that you can finally say goodbye to any icky hardcore sales scripts!

Why are motivators are important?

It’s important because you want to have the amygdala switched on and firing!

The amygdala (cool word) is in the emotional centre of the brain and it fires off a response which enhances decision-making.

PLUS, it releases triggers a beautiful endorphin called dopamine.

Dopamine comes into play when a customer see your product/service as a solution to their problem.

So understand this, by asking quality  questions, helps get your customer truly seeing how your products and services will HELP them.

Meaning it will stop them being soooooo focused on price.

…and that’s what you want, isn’t it?! 🙂

 

So here are the two ‘game-changing’ questions:

  1. Do you mind if I ask, what has been going on for you to want XYZ? (XYZ means insert your product name or service details eg: “what’s been going on for you to want sales training?”)

After a discussion about your product/service follow on with:

2. Based on the information I’ve shared with you, how do you see XYZ specifically helping you based on (insert the problem) they mentioned they are having?

 

Why are they game-changers?

Let’s break it down and take a quick look under the microscope:

 

Why Question #1 is a game-changer:

  1. Do you mind if I ask, What has been going on for you to want XYZ?
  • This is you uncovering the pain motivator.
  • It has them voicing their challenge which not only gets them back in touch with reality of why they are enquiring. It also has them switch from being so price-focused.
  • The more in touch they are with their own personal pain motivator, the more VALUABLE they will see the solution and once again NOT be focused on PRICE .

 

Why Question #2 is a game-changer:

2. ” Based on the information I’ve shared with you, how do you see XYZ specifically helping you based on insert the problem they mentioned they are having?

  • This has them sell to themselves.
  • It helps the customer logically justify the price as they are focused on the outcome and results which is emotionally based.
  • If they see it as a solution to their problem, this will have them firing of the neurotransmitter called Dopamine… which helps them close the sale for you! (YAY!)

 

NEXT STEP…..Close the Sale!

All you need to do now is ask a closing question from here. Here’s a few examples that are used in different industries:

  • Retail:Great so shall we go ahead and ring this up?”
  • Consultant/Coach/Services: “So let’s organise a date for the training/product install”. OR “Which option suits you best?”
  • Services: “I’m so excited for you. it sounds perfect! Let’s go ahead and get you started”

 

Pssst did you know that 68% of the time people lose sales because they did’nt ask the customer to buy?

 

So make sure you ask them!

 

Success & happiness

Annette 🙂

Interview with Sam Buckingham: Impactful Speaking

Sam Buckingham has been a trusted face in our homes on our Televisions for the past 20+ years. Working as a TV Presenter, representing some of Australia’s major brands, from fast moving consumer goods, to national service providers and health and wellness products and services.

Her powerful secrets lie in knowing how to communicating so that people want to listen. Sam knows what it takes to spark emotion, trigger inquiry and lead people to take action. Today you will not only learn about Sam’s impactful TV journey but she also imparts some golden nuggets on how to use your voice so that you impact people the right way. Her tips on this show are so simple yet they are BIG game changers.

 

Check out what you’l learn form her:

  • How you speak is the No.1 criteria for how people will perceive you … this translates to how successful you will be as BRAND YOU!
  • Speaking is two fold – it involves the words you choose, the grammar you use and your delivery.
  • Most people launch themselves into their arena without even consideration for how (and why) they are going to deliver their content. Their success rests on their whim!

She has a very cool gift that you can download here at www.Sampresents.com.au

 

Professional Bio:

Sam Buckingham

TV Presenter, Voice Over Chick and Speaker Trainer.

Sam Buckingham is a seasoned presenter having worked on television for
over two decades. Yes! She was a Television Shopping host on TVSN and
once the face of Bigpond. Sam has represented some of Australia’s leading
brands across all networks.

Professionally trained in speech and drama, Sam has a “to die for” speaking
voice and a commanding presence on stage and in front of the camera.
Sam is passionate about helping entrepreneurs, business owners and senior
executives claim their power and speak from their amazing authentic self!
In this day and age of online marketing, where video and webinar are taking
centre stage, Sam is passionate about helping people deliver across all
mediums.

Sam says her mission is to help people SHINE when they communicate with
their audience. She says “no more ‘deer in the headlights’ video presentations
and no more ‘power-point voice’ in webinars (yawn) – this style of presenting
no longer cuts it!”

Sam’s clients learn the art of managing their state and empowering their voice
to deliver with confidence, power and authenticity.

The Rapid Writing System

Today I’ll be sharing with you a system that shows you how to pump out a stack of content ideas, in a mater of minutes.

Not just ordinary content.

I am talking about content that is going to be able to grab people’s attention, to make people WANT to read what you’ve written, or better have them to actually be excited to open up your e-mails!

So no more Writer’s Block!

And you know what Writer’s Block is right? Ever experienced it first hand?

It especially sucks when you NEED to create content and you have absolutely nothing in the tank!

The pressure you put on yourself…

  • The pressure for it to be perfect
  • The pressure knowing the content is going to be out there circulating
  • The pressure of feeling judged
  • The pressure of coming up with the grandest idea…

As soon as we put that pressure on ourselves, we actually STOP being able to find the genius in our mind.

So today you will learn :

How to write 57 Super HIT topics for your audience that they will LOVE.

 

Interview with Yvette Adams: Multi Award – Winning Entrepreneur

Starting a business from scratch, without capital and existing clients, is a real challenge for most entrepreneurs.

Though Yvette Adams managed to get her business pumping in an astounding short period of time of only 6 months.

She knew she was onto a winner.

Yvette began her journey after realising that she didn’t like being an employee and having two bosses who continually had different views made an easy decision for her to get out on her own.

She made her plans and not wasting time, she tried everything – from having business partners to collaborate with, to being a solo entrepreneur.

Today on Cashflow Candy is a Multi-Award winning Entrepreneur and is continually seen in media sharing her expertise.

Let’s hear what she went through to be sensational. Here are the highlights of the interview:

  • The DNA to achieve success and the motivation to move further.
  • Having no boss and how to plan your own ways in earning.
  • Advice in taking the business to the next level: the perfect timing and how to do it.
  • The growth and changes in the businesses, especially if you’re having two or more.
  • Having business partners and it’s collaborative inclinations
  • Yvette’s hottest tips on entering business awards and gives you details of the BEST ‘one-stop’ awards site.

About Yvette Adams

Yvette Adams is a serial entrepreneur and a multi-award winning businesswoman. She has started six businesses, the first a newspaper when she was just 17, and two of which she has since sold. She currently runs three businesses – The Creative Collective – a crowdfunding & digital marketing agency; The Training Collective – a digital skills training organization, and awardshub.com – an online portal that helps people find business awards to enter.
At a very young age, she received various award winning including the ICT Woman of the Year at the iAwards in 2013 and the Commonwealth Bank Business Owner category at the Telstra Business Womens in Queensland in 2010.

5 Reasons Why You’ll Lose a Sale

Pssst… You can listen to this above or read below

 

5 Reasons Why You’ll Lose a Sale

 

 

 

 

 

You’re about to be armed with one of the biggest game changing pieces of sales knowledge I could probably teach you.

I’d even go as far to say this:

1. You wouldn’t have heard most of these tips before.

2. You’re probably doing at least 3 of the 5 mistakes unconsciously.

And with the speedy shift of new platforms to sell from such as webinars, podcast and Facebook lives

…I’ve been seeing some brand new mistakes occurring (and some of the old ones as well) which are all costing you the sale!

The good news is they are super easy to fix.

… And super easy NOT to fix if you let your unconscious habits take over.

Let’s see how many of these mistakes you are doing.

I’m sure that you’ll thank me for this!

1) You Teach Too Much

Meaning if you are a coach or consultant, there’s a chance that you share too much of your amazing skills and ’How To’s’ up to the point where your potential client thinks they can easily do it themselves.

I call this “false inspiration” the prospect doesn’t realise the depth of knowledge and support the coach will REALLY give them. I say “A coach actually buys you speed”.

Check out these two scenarios:

A personal trainer might show or teach too much during their sales presentation. The prospect thinks if they just take on the advice that the trainer leaked out in the conversation; train 3 days a week, keep their heart rate to a certain intensity, and lift weights once a week. They now think they hold the secret to shred body fat, so they may as well save the money and do it themselves.

I had a Naturopath as a guest speaker at my latest Mastermind Conference Retreat full of female entrepreneurs. She discussed how to manage their adrenals and not to get burned out which many women in business suffer from.

After the discussion, she then sold an Adrenal testing kit in which the majority of the audience didn’t buy as they felt like they had enough information to help manage their adrenals and won’t be in need to do the test.

 

 

2) You Didn’t Ask For The Sale

Many sales are lost because you didn’t actually ask the customer to make a buying decision.

How frustrating, especially if you asked all the right questions that had them frothing at the mouth and then they ended up thanking you.

BIG hint is that if your customer says, “Thanks so much. I appreciate your time” and never actually gave you an objection, well guess what…. you didn’t get the sales nor an objection because you didn’t ask for the sale.

So how do you ask?

I could write a full chapter on how to ask for the sale (well, I have a full module in my Reverse Selling System). But for now, try this super soft not overly pushy close.

“So with all that information, would you like to go ahead and give it a try?”

TRY is NOT a word you want to hear from a friend relating to coming to your party. However, the word TRY in a sales process is such a nice way to close. It’s a word that releases pressure, it’s a word the allows flexibility. Absolutely perfect when you are negotiator!

Now understand, to try it, they need to buy it. They will never know how great it is until they try it. PLUS if it is a contractual basis, sometimes there are exit fees in a clause so it works with long-term commitments as well. You may give a 7-day cooling off period or 30-day guarantees so that also helps get them off the fence and has you feeling integral to the word TRY.

Either way, just Ask for them to buy the answer at the end of your presentation otherwise the answer will always be ‘NO’!

 

3) You Didn’t Ask Enough Buying Questions

I see more people turn their prospects off instead of turning them on. This happens when you do all the talking and telling them how great your product or service is.

What you should do instead is, at the start of the sale 80% of your presentation, ask a stack of buying questions that would help the customer make very clear decisions.

Did you know that a customer has a looping process that helps them make decisions? This is called the decision decider. Some people need to loop in two (2) times and they feel empowered to buy (while others could be up to 4).

To reduce the “will I or not buy” saga in your customers’ head ensure you ask quality buying questions as this significantly lowers objections.

 

 

4) Too Much Logic

This one is unfair. As you become more of an expert of your craft, the more logical your conversation/presentation could become.

Now this also ties in with tip #1: You probably start to teach more so your closing rate drops because the prospect would think they already know the secret sauce.

To make a buying decision, the customers’ hypothalamus (sounds like hypo- thal-a-mus) comes into play as soon as they see your product or service being a massive reward or see it as some type of fulfilling pleasure.

This creates a neurotransmitter response called dopamine. This gets fired off which has the prospect feel incredibly positive…it’s an endorphin.

Ensuring you have a well-laid out presentation that truly shows the benefits of your product and how it will incredibly help them is the key!

Sometimes you are turning off your customers as you get too technical and logical. It makes them bogged down too much in the nitty-gritty instead of seeing the value of what it can do for them.

 

 5) A Tired Customer Doesn’t Buy

Things to deeply consider

  • How long are your presentations?
  • How long does it take to connect with their needs and explain your product to them?
  • Are they still 100% alert and engaged until the end of your presentation to make a buying decision?
  • How much paperwork do you have to do?

The length of a presentation is vital especially if there is need to do paperwork at the end of it.

Now, if that paperwork is contracts (that’s logical by the way) ensure your presentation isn’t over an hour from end-to-end works best for most industries.

Do you book appointments at night? Then, another thing you need to take into an account again  is the length of your presentation. If you book a time at 7:30pm and your presentation goes for an hour, the prospects circadian rhythms (brain is preparing to sleep) can kick in around 8:30/9pm. You might always find that you get objection in the evening and they want to “think about it”…or they’ll “get the paperwork to you in the morning”.

Lastly, a tired customer doesn’t buy in reference as to how much information you are giving them… (Once again, this reverts back to tip #1).

In closing… (that sounds a little formal doesn’t it !)

I could put money on it that you’d be doing at least 3 of the 5, and it’s not your fault! It’s that you never signed up to be a sales person; it just happened organically. 

If you are super serious in lifting your game up and making your sales process easier then grab a hold of my most popular sales training webinar How To Sell Without Being Pushy’.

It’s free and will take all the guess work out for you.

 

 

Success & Happiness,

Annette Lackovic 🙂

4 Game-Changing Strategies for Business Women

Ever had burnout?

Or experienced “Rushing Women Syndrome”?

Well you’re not alone.

I have experienced both in the past and I knew if I didn’t slow down I’d burnout again.

So after my Herpreneur tour, I needed to take a break …’by myself’ to do just nothing.

So that meant no work, no emails, no Facebook post for 10 days… Nothing… Nada!

And it definitely did the trick. I highly recommend unplugging every now and again.

These days I now do my best to work smarter, I knew with the schedule I had from the end of last year to now, I had to pause a few things.

 

Cashflow Candy was one of them 🙁

So today it gives me the greatest pleasure to announce:

I’m back on the horse and have been preparing some great content for you that will really help you boost your leads and sales conversions.

As usual I will also be interviewing world-class experts, and some kickass female entrepreneurs in the vicinity of Multi-million dollars to billion-dollar companies.

I’ll also be answering listeners’ questions at the end of each show. If you have a sales, marketing or performance-based question, just go to my Facebook page, post your questions and place #CashflowCandy and I’ll be sure to answer it on the show.

So here is my the Brand New Season 3 Cashflow Candy!!

Today I’ll be walking you through ‘4 Game Changing Strategies for Business Women’

 

Enjoy xx

Annette

I fired three clients

Today marks the 1st Year Anniversary of my very First group of graduates of the Billionaire Babes ‘Diamond Level’ Mastermind, it’s the highest level of the program.

Even though they were offered a renewal rate I wanted to let three of them go…so before even hearing what they had to say with the direction of staying or going, I shared my thoughts first.

Why?

Because I felt three of the ladies, their businesses have grown so much that they no longer needed me.

I felt they now have built solid 7-figure businesses or created so much space operationally that they don’t need me anymore.

As a coach, I want my clients to outgrow my services as that shows I did my job.

I call this Integrity Selling… (or in this case unselling – LOL)

As much as I will feel the financial pinch, that is no reason to keep a client and push a heavy closing technique to get them to stay if deep down you know it’s more for you than them.
My question to you is are you working from a place of integrity or scarcity?

Today I’m going to share with you some ideas for delivering 6-Star Customer Service. I’m going to share with you my personal Top Five which are great retention techniques I use personally inside my business so when it is still a match, how to keep them onboard and super in love with your brand.

6-Star Customer Service Ideas That Retain.6-star

Now, be honest with yourself for a moment as you might say “I do one of these” but imagine if you did all five of these touch points (or more) in a calendar year with your clients. Imagine what the difference would be for them!

1. Email out to all your clients, ask them to share their ‘Top 5 Favourite Things’ so when you want to reward them, you have an HR file on them and can hit the nail on the head every time you gift them.

2. Survey Regularly – After my events, I send a survey out for feedback on what they loved, what we can improve, feedback on guest speakers, you name it we ask it. Your customers want to be heard and that feedback adds to them having a better experience and allows you the opportunity to improve.

3. Share when you fix a customers challenge or complaint. I recently had a client give constructive feedback that I could see affected more than just one client.

Within 24hrs of the feedback I acknowledge it publicly to any customer who fell under that umbrella of services and showed them exactly how I would fix it and when.

Customers don’t care how much you know until they know how much you care. Did you know that most customers don’t complain as they think a problem wouldn’t be fixed…hearing your customers feedback and showing them their voice counts is key.

4. Remember their birthdays. Have it in your diary….Call and sing a ‘LIVE Happy Birthday’ or grab something off their favourite things list and surprise them with a physical gift. We never get things in the mail now. If it’s a high end client what would amazing looks like?
Pretend for a moment that budget doesn’t matter, think around that then scale backwards.

5. Customer Care/ Maintenance Call, if you have have clients on a contractual basis ensure there are touch points along the way….it would be very obvious if the only time you called is to ask them to resign again. Put a protocol in place that every client has at least 1 ‘VERBAL’ conversation phone call (Yes I’ve bolded that on purpose as people build relationships, not through text) say to them that “it’s a courtesy call” to check in on them.

The 3 things that Separate GREAT Sales People from the Good

Here are 3 things to look for when hiring a GUN sales person in your first interview.

This is what separates the awesome sales people from the good.

So it’s time to grow your team and you want a GUN sales person.

Someone who ideally is better than you at sales (for some of us that’s not hard as you hate sales – LOL)

BUT let me tell you this…to hire it must be FACE-TO-FACE!

Here’s why.

3-things

Look for these 3 traits:

1) They MUST have a smile that lights up the room. (if they don’t have a smile that lights up the room – say goodbye).

There is so much in a smile BUT the main thing is you are instantly more likeable and fearless. A big smile wreaks certainty and a customer will never buy feeling uncertain.

2) They have confidence in their eyes ( Never hire anyone who has pain or sadness in their eyes, it most cases it kills the sale). Look in their eyes, I know it sounds harsh BUT it’s your business and you will see the difference results wise when you do. ( if you already have a team do this quick test, compare their stats and their eyes- check out the percentage difference)

3) They have a history of great success of either cold-calling, expo stands, or face-to-face sales… yes that’s an obvious one right, but let me dig a little deeper on why.

People who are super successful picking up a phone to a cold prospect or selling face to face…they have less fear. You want someone who has absolute strength in their character, someone who can walk up to a stranger and not only strike up a conversation but can connect with them emotionally. A powerful heart-centred confident communicator.

Get those three things in your first interview and you will have a winner!