So, what is a positioning statement, and why do you need one?

A positioning statement is a short script that you say at the beginning of your sales process, whether that is over the phone or face-to-face. You are positioning yourself as the expert who is genuinely interested in helping them. Pretty much any business will benefit from a positioning statement. ​

• You are assuming that they will do business with you – why shouldn’t they?!
• You are briefly “setting the scene" by telling the prospect or customer what will happen. 
• You are "planting seeds” for key areas that you may want to discuss later (price/payment/etc.).

This one is for those of you that are doing things you know you shouldn't be doing, like:

• Getting distracted by email
• Not believing in yourself
• Worrying over things you know you shouldn't worry about.

 
Whenever you catch yourself doing those things, think about this video. It makes me laugh out loud every time!

Jo x​

"But I'm just no good at sales!" 

Have you ever heard yourself say this? If you are like most small business owners, I can pretty much guarantee the answer will be a definite YES!
The good thing is that this is just a belief. Are all our beliefs necessarily true? Absolutely not – your current beliefs about yourself and the universe are just thought systems that are based on the best available evidence that you have right here, right now. For example...

• At one point, you believed in Father Christmas, until some annoying older sibling or friend told you that this wasn't true. 

Who's thought about packing it all in at some point? Of giving up on your dream business and heading back to the 9–5 rat race? Of getting a 'proper job'?

If we are honest, most of us have at some point. Even if it was only for one mad, crazy minute before you gave yourself a slap and laughed uncontrollably about how stupid that would be!

It's a sad fact that many people do actually go back to their day jobs. They give up. They think they can't...

Following on from Thursday's Tip 82 on WOW moments, here are some examples (and hopefully some inspiration) of the type of things you can do to wow your clients.

Unexpected same day service
Part of my sales process when I first started prospecting for business coaching clients was to talk to a prospect in the morning, and if they were interested in the next step, I'd courier over an information pack that afternoon with a same-day courier. The cost was around £25, but as a client was worth between £6,000–£24,000 to me, it was a no-brainer!

​People no longer talk much about 'good' customer service. That's just not interesting. Nowadays, good customer service is expected. Our standards are higher, and we expect to get the service we pay for.

Your customers and clients will only really talk about you when you WOW them. When you go above and beyond consistently, they will shout from the rooftops about you.

What 'WOW moments' do you have in your sales process? What special touches do you have in your customer journey? A 'WOW moment' is when you do something that makes your client say, "Wow, I wasn't expecting that!". These are the moments they talk about with their friends and family. This is how you can really benefit from word-of-mouth marketing. 

So, what are your WOW moments? If you need inspiration, look out for Tip 84!

Jo x

In the words of Henry Ford, "If you think you can, you can. If you think you can't, you can't. Either way you are right!"

The language you use can have a massive impact on your success and happiness. "I can't" stops your dreams in their tracks, stops you from trying new things, and keeps you stuck in your comfort zone. 

And we often use it when we really should be saying "I don't want to". When you say "I can't" out of fear, you are closing your mind to any opportunity to learn or experience something new...