sheldon1creates

contact me on tracy.sheldon@brugconsultancy.com with any questions

Summing up so far this week

It's been a grand week so far, I've met with new business partners and got some fantastic new virtual coaching plans which will really help businesses grow and develop...so exciting and uplifting to be working with such good people; not just good hearts but amazing knowledge and experiences.

Then mad dash to Doncaster to be on fabby Gail Powell sinefm radio show  http://www.sinefm.com/a_z_of_shows/feel_good_factor  : meeting amazing Maureen Shah who went from a size 22 to a neat size 12 and is now taking on the Jordan trek for Bluebell children's hospice because she feels so lucky and wants to give back was fabulous and I got to talk business and coaching and mentoring...another great love as many of you already know.

Hotfooted to meet the amazing Kate Hardcastle and honoured to be part of a brilliant team to organise the Secret Garden fashion show on 15th of May at Bradford bulls - humbled when you meet the rest of the team and listen to the superb things they do and how easily they support and share their experience and time to help support EVE - It's going to be fabulous - drop me a line if you want tickets or to sponsor or even have a stall (only £50 - we need sportswear, milliner and shoes at the moment) - I will be a sponsor as well as part of team - so check out  http://www.whoiskatehardcastle.co.uk/business/bradford-bulls-2/the-secret-garden-fashion-show/ 

Met a new client to set up their first strategy and business development meeting - really looking forward to this as our target is to double growth in 2 years.............had a BIG COFFEE to keep me going - I never have enough work!

Trotted over to meet a great couple to coach and advise on their cafe and catering business - some great work through adversity and we generated excellent ideas to move forward and make even more successful............who knows what next, lots of food for thought.

Jumped in the car over to superb Forward Ladies dinner I was hosting at Nosh with Ben Franco giving us the 5 star treatment - great fun to catch up with top ladies in Huddersfield - Huddersfield Town  Foundation and Charity Arc Angel Mandy B, Ramsdens Family Partner and great FL supporter Helen T, Christine and Gill from Wilby's ( we were fully covered), Nikki  Bar 10 ( fab place for fun and laughter), Caroline (Peters class retail), Vikki keeping us on the roads (pink link) , Lorraine C ( keeping us compliant) - great fun, fab food, lots of giggles. check out www.forwardladies.com

Back to Sheffield for some top advice on how to write your book ...and I listened hard as I have a contract and need first chapter submitted to publisher for MAY....I'm not panicking at all...honest. The other ladies who attended (I was hosting) had some fantastic ideas, amazing stories and experience to share...wow ...brain cells in overload.

Got confirmation that I am looking after the VIP's for BUY YORKSHIRE conference so honing my walkie talkie skills in preparation. Looking forward to this as always so many great people to meet and get to know. 

Got back to office and got news that telecall campaign that I just finished got great feedback and blew target set, so very happy to deliver on this one....plus I can invoice today.....hooray

Now all I have to do is read all the notes for Womencentre strategy day tomorrow, load a new FL event, grab a brew and thank all of YOU for been so fantastic

tootles till next time...I wonder what next week will bring ???!!  

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Today I was quite reflective, having visited Mum for her birthday this weekend, we talked about all the technology around and social media , etc etc and some of the things that she said struck me as common sense beyond all the guru's and headline makers
You see for the first time in 30 years of business I was let down badly by 'friends' from the business point of view: although I had supported based on pure friendship ( it certainly was not good business for me)..over the last few months I have seen some ridiculously childish and unprofessional behavior and petty point scoring.....I have to say I have avoided it ...up to a point until a couple of weeks ago.
To put all this in perspective...I have a passionate dislike for injustice and bullying of any kind and in the past have nearly got myself in some right pickles jumping in to defend (it always worked out well - by luck I think rather than desired outcome)...... I also believe in been totally professional on the business front and that you can always find reasonable solutions to any challenge, but the last couple of months have tested even me.
While chatting this through with mum, she made some very valid points
"In my day, people couldn't hide behind petty emails and stupid network thingies...they just sorted it out or decided to walk away and call it a day. They agreed to disagree and respected that...they didn't hide in fear behind this technology stuff"
Well...that made me think...social means been just that...connecting with like-minded people and building solid relationships based upon trust, integrity and honesty.....network means connecting, helping and promoting not just because of hidden agenda's but because you want to help without fear that someone else might just be better than you - THERE WILL ALWAYS BE SOMEONE BETTER THAN YOU (get over it and do what you do best). Social media is just a set of tools that you can use to promote lots of things - it's all about how you use the tools and what you do with them.
Another key thing is communication - isn't that just about connecting and listening and talking to people - ultimately it's all about showing respect.
I explained to mum that I had been asked to answer some questions about what I do - I answered them and had a red capital typed email back with the following advice : it's all a bit marketing and sales ( that's what I do), it's not about self promotion ( interesting as my contact details had been removed and it was followed by an email to the rest of the contacts suggesting connecting to discuss other business deals led by the email sender) and after all that faff the content appeared for the briefest of time without any way to contact me...interesting and totally against the group vision and mission.
Mum's advice -
" Silly, silly....just ignore it love...you're better than that and you wouldn't do silly stuff like that" yeah mum, you're right I wouldn't and I won't and it just confirms that there are always people worse off than yourself who waste time on silly pointless things because they want to be better but haven't moved on so they never will be.
So thank God for mums, who have only just got on to facebook (to check on the grandchildren) and skype to advise her children and wave at them manically and text like only a nanna would; on reflection I am going to stay just who I am and try my best to be as good as I can be for as many people as I can - I won't always get it right but hey I'll always have excellent friends and family to keep me in line and I'll still help people with their businesses, social media, presentations and talks....then I'll go home to a warm and loving family, absolutely solid friends and still be me!

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YOU are amazing

Be your own champion!

If you’ve been following the Olympics you may of noticed that if Yorkshire were a country we would be seventh in the medals table.

‘Yorkshire folk are wonderful, wonderful people known for their hard work and

sheer Yorkshire grit.’ Dickie Bird

That sure makes me proud to be from such a strong and dedicated county, but you don’t have to be an Olympian gold medallist to have the mind of a champion.
We all have achievements, small or large. Even today I had to teach my daughter how to make fresh coffee, that’s an achievement in my eyes!
To succeed, it does take commitment and hard work, there is no sailing through life, and if there was, there would be no fulfilment, and personally I believe the journey is more important than the end result. Being a champion does not mean winning, it means fighting for your honour and your rights. You have the right to succeed, whether it’s being a dedicated mother, or a cyclist. I know the stresses and strains of both the parental and business environment, and I have no regrets, because the experience you gain is more fulfilling then having millions of pounds in the bank. I can sure say I have more to show for it within myself as a person.
I am very proud of our Yorkshire Olympians, not for winning, but for the dedication they put into their journeys to achieve their goals.
I believe we can all apply this to our own lives and train our minds to get the most from each day. I have always believed that you get out what you put in, and I have raised my children to never give up.
Life is a competition, not with others, but with you own self. Always make a challenge, keep topping your achievements, make your own personal records and you will be your own champion!

 

Be your own champion!

If you’ve been following the Olympics you may of noticed that if Yorkshire were a country we would be seventh in the medals table.
‘Yorkshire folk are wonderful, wonderful people known for their hard work and sheer Yorkshire grit.’ Dickie Bird

That sure makes me proud to be from such a strong and dedicated county, but you don’t have to be an Olympian gold medallist to have the mind of a champion.
We all have achievements, small or large. Even today I had to teach my daughter how to make fresh coffee, that’s an achievement in my eyes!
To succeed, it does take commitment and hard work, there is no sailing through life, and if there was, there would be no fulfilment, and personally I believe the journey is more important than the end result. Being a champion does not mean winning, it means fighting for your honour and your rights. You have the right to succeed, whether it’s being a dedicated mother, or a cyclist. I know the stresses and strains of both the parental and business environment, and I have no regrets, because the experience you gain is more fulfilling then having millions of pounds in the bank. I can sure say I have more to show for it within myself as a person.
I am very proud of our Yorkshire Olympians, not for winning, but for the dedication they put into their journeys to achieve their goals.
I believe we can all apply this to our own lives and train our minds to get the most from each day. I have always believed that you get out what you put in, and I have raised my children to never give up.
Life is a competition, not with others, but with you own self. Always make a challenge, keep topping your achievements, make your own personal records and you will be your own champion!

More lead generation tips for you to try

In the current climate, I am asked more and more about how to promote and sell...how to get out there and be seen and what to do when you get there..try out a few of these and see what happens!

1.Referrals come faster when clients recognise how much  you can improve their lives so make sure they know about and understand all the products and services you can provide.

People talk most about your work when they really understand it.

2. Go to exhibitions and trade shows to generate leads.

Someone else has done the hard work to get thousands of people interested in a certain industry or profession together, and you have access to those thousands of prospects all for the price of a stand rental.

To take advantage of the opportunity, you need to have something to give away to those prospects.

1. ‘Give me your details, and I’ll give you this.’
2. The giveaway must be irresistible. Then you have something more valuable than you could ever imagine: the details of several hundred people who are interested in your product or service.
3. Do the follow-up.
4. Put their details on the database and categorise them.
5. Focus on the people who do want what you have to offer.

3.  When you meet a person at a networking event, shake hands and repeat their name.

Repeating a person’s name not only helps you remember it, but it also shows that you’re making an effort to hear the name properly.

4.  Don’t ignore people you recognise if you’ve forgotten their name.

Smile and ask a provocative questions like

1. What’s the most exciting thing that’s happened to you since we met?’
2. What is your biggest recent success?’
3. What are you most looking forward to?’

and never feel afraid to say - ‘The last time we met, we had such a great conversation. Will you remind me what your name is?’

5.  At networking events, wear a nametag that is easy to read and is descriptive of you.

Wear it on your right shoulder so that people can easily see it when they shake your hand.

6.  Listen more than you talk.

There is nothing more flattering than someone who listens carefully and shows sincere interest in other people.

7. Ask open-ended questions.

This means questions that ask

1. who
2.  what
3. where
4. when
5. how

..........rather than those that can be answered with a simple‘yes’ or ‘no’.

This form of questioning opens up the discussion and shows listeners that you are interested in them.

8.  Focus on other people at networking events.

People will be far more receptive to you and the idea of using your product or service if you begin by focusing on their business. Find out what is going on in their industry and their company so that you can get a good grasp of what their needs are. This will help you to decide if your product or service can solve their particular problem or challenge, or share your knowledge - if you know of another business that would meet their needs then recommend and connect

9.  Be prepared.

When you’re asked how someone can help you, have an answer ready. Be able to articulate what you are looking for and how others may help you. Too often people in conversations ask, ‘How may I help you?’ And no immediate answer comes to mind.

10.  Don’t hard sell at networking events.

Forget trying to ‘sell’ your business or using the event as a hard sell opportunity – it’s very off-putting. There’s nothing worse than a pushy salesperson trying to sell you something at a networking event. Use the opportunity to sound out potential leads, not convert them.

11.  If people are interested in what your company does, arrange a further meeting.

If they’re not interested, don’t blow the contact – this person has a network of people you may never meet. They could become your best referrer.

just a quick post to update you on the bank holiday weekend...well it was a very unusual weekend! I found myself in various little towns and the odd city doing some bizarre activities and talking to lots of different people.
We started with a mad dash to get becks ready for Leeds Fest and repairing her long lost and apparently favourite wellies with no nails, duck tape and a welding gun - they didn't survive the weekend BUT did do the job ...so new wellies on shopping list!
Once they were happily despatched, it was heads down for some BD calls for a client and that made for an interesting start - many were on holiday but many had left post and many companies seemed to be in re-structure - the people who I did speak to were happily up beat, confused and some were downright sad - it left me with mixed feelings, I have to say - but all in all a good days work and some great info.
I followed this with a quick annual update to my buddy in USA who had sent me a great long lovely catch up email...I won't bore you with detail but all doing wonderfully well and fantastic to hear success and positivity; although main reason for her having the time to write a long missive was that they were battoned down in the house in the middle of 'IRENE' descending - apparently all went well but scary situation - isn't is amazing that they kept all their connections and were able to write and connect on-line.
I was suppose to meet a very dear friend Friday evening but got stuck in horrendous holiday traffic and ended up taking a rain check, which was very disappointing but what can you do except ramp up the music and sit tight - I do love to sing badly, loudly and solo!
Saturday beckons and chores - iain's mum and dad back from small hols - all a bit confused but very happy with new shower (fitted while away) - so clean up duties and hand rail fitting before getting ready to go to footie.
Yes - I am a Huddersfield Town enterprise scout so anyone fancy joining me for a home game - drop me a line.
I get so excited about sport (no real knowledge - i just love the joining in and the shouting I think)
Learning about the team each week and although we won it was touch and go with some of the the play going on - all a bit frantic as Iain picked me up and changed on route in car to wedding party (not local)
The weekend really starts with a wedding party though - a dear school friend from the age of 11 finally pinned down her lovely partner - basically they have brought up 5 wonderful children and she even has a grandson now and sickenly she still looks about 25 - it was a real loving family affair and the happy couple looked fab.......well that was Saturday put to bed.
Sunday was planned trip day - up early and off to Sheffield Fair - wanted to make some contacts for Forward Ladies and I did - some fab ones - I now cover Kirklees, Calderdale, Wakefield, Sheffield and Doncaster! some fab events coming up from networking lunches to workshops to hair do's.
They had re-enactments from romans to civil war to world war 2 and wonderful seeing all that history squished in to one afternoon ...and the food wasn't bad too - great fun before we went off to the soothing, soul enriching mind, body and spirit fair at Elsecar - the scent and aroma's of the oil enriched calm atmosphere still lingers PLUS met a fab lady author called Lindsey who will speak at an FL lunch for me - bless her. Home to read my books, burn some incense and get ready for Monday.
Monday was write proposal morning - so up at 6 - clear the desk and get on with them - all drafted and ready to discuss so happy with that and time to pop over to my mum and dad's for a quick cuppa and to see my step sister and brother who unexpectedly popped in from Weymouth and Swindon - can't miss this! Lovely catch up and then the emergency call to Iain's parents to sort the hand rails/bathmat situation - all now sorted but ready to head homw as just received text from daughter missing in action - she has landed as they say clutching rather a lot of wet stuff and the now wrecked wellies. I have a picture of mud and un-mentionables been trailed through the house so we have the siren on the car as we head home!!.........actually she doesn't look too bad really! sorted and get dinner on go so I can now revise proposals, clear emails and prep for tomorrow - full day and fab workshop in the morning at Brighouse "pants on" project management with Sarah Wilson - one of my FL events then off to Huddersfield media centre and then Doncaster before dinner with brother at 7 pm - all up to date...another weekend flies by...hope yours was good too - pics on FB - HAVE A GREAT WEEK

Ten top tips to gain more high quality leads

I feel wonderful and terrible at the same time...work catches up with you and weeks and months fly by and you suddenly realise that you are not doing the things you teach yourself....so apologies for been slow and incosistent with posts but I just got waylaid doing this stuff for other people. I also (at Iain's insistence) took a break in sunny Cyprus and he literally locked up my laptop...it took me 4 days to recover from the shock! I do hope the tips below are of some value to you...enjoy

 

 

Ten top tips to gain more high quality leads

1. Establish measurable lead generation goals.

a. Set measurable goals

Business owners often set vague targets such as ‘more opportunities’ or ‘more sales activity’ which are impossible to measure and ultimately impractical to implement and therefore unattainable.

So be specific, for example

1. three face-to-face meetings per week’ or
2. five leads from our landing page’

 These are easy to understand, measure, and DO.

Don’t forget to track your progress weekly and adjust accordingly

2. Offer content that delivers value to buyers.

People love buying but hate to be sold. People are suspicious of anything that seems like a sales pitch. What we are all looking for is credible sources that will help them to make an informed decision. We all want to learn and even be entertained and unfortunately, most sales pitches aren’t educational or entertaining.

So rather than telling prospects about how great your product or service is and offering them brochures and data sheets, you can help your potential buyers get educated by supplying useful information or  enlisting the help of more credible third-party sources, such as industry experts and analysts and sharing great information that will help them

3. Your most convincing ‘salespeople’ are your customers.

The most obvious and credible source you can use to convince prospects about the value of your service or product is your existing customers. Customer success stories and appropriate case studies are always effective. Make sure their story describes the problem that the customer is solving with your solution. Give lots of detail. Make the customer rather than your product or service the focus of the story.

4. Share your customer success stories.

Once you have written a customer success story (with the full approval of your client), send it to publications within your industry or market. Trade magazines and industry newsletters are usually in need of quality content. An independent publication will carry more credibility in the eyes of your prospects.

5. Deliver an outstanding service or product so that customers want to recommend you to others.

Always remember to thank your clients and customers for their help and – people like acknowledgement. It doesn’t have to be an extravagant gesture: a simple phone call or a personal note to acknowledge what they have done will have an enormous impact.

6. Follow up leads within the first 24 hours. – always think about how you would feel if no-one valued your time and lazy follow up procedures makes people think you are not interested or you do not value their custom

Many good lead generation efforts go to waste due to poor follow-up. Some studies show that response rates to a follow-up call can diminish by 50% if you wait just 48 hours, and as much as 90% if you wait a whole week.

7. Move prospects to take action – always include a ‘call to action’

Every piece of lead-generating material should contain a call to action.

For example: ‘Call me NOW to receive a free copy of  xxxxx and latest price list.’ Or ‘For your copy of our brochure, fill out the enclosed reply card and send it freepost.’

a. Tell prospects what to do and what you expect from them

b. Tell them how to contact you (providing a phone number, email address, website address and fax number), c. Explain what will happen when they do make contact.

The ‘what happens next’ can be a brochure or any material you’ll send as a gift or any service they will receive.

8. Increase the quantity of your leads.

a. Offer your catalogue, brochure, or other literature for free.

b. Don’t make prospects answer lots of information about themselves – people are wary about disclosing too much information, and they’re worried they’re going to be bombarded by calls from salespeople.

c. Make it as easy and cost-effective as possible for prospects to respond – for instance, by mailing them a stamped reply card or providing a freephone number.

9. Motivate prospects to respond.

If you want a large volume of leads, you must provide prospects with a really excellent reason to take action. The offer of a sales presentation is not very enticing – actually, it’s more likely to repel prospects.

Prospects want

1. information,
2. solutions,
3. help,
4. advice,
5. samples,
6. ideas,
7. designs,
8. savings,
9. quality,
10. service,
11. support,
12. assurances or guarantees.

When you make your offer enticing, more prospects will take action.

10. Remove the sales pressure.

If you will not follow up the lead, say, ‘No salesperson will call.’ If you will follow up the lead by phone but not in person, say, ‘No salesperson will visit.’ Or just be open and ask if they would like a follow up call in a couple of weeks.

More tips to follow so keep looking out for the next blog and if you would like more help check out the following

www.brugconsultancy.com or just drop me an email tracy.sheldon@brugconsultancy.com and I’ll give you a bell