1. A Note From the Coach
2. Feature Article
3. Food 4 Thought
4. Free Coaching
5. Practical Tools for Your Business

1. A Note From the Coach

Have you ever heard someone use the phrase, “Are you tracking with me?” Recently I heard this phrase being used by two professional, each of whom were speaking to a group of people. They used the phrase to take a pulse and see if their listeners were engaged in what they were saying.

I have a few questions for you:

Are you keeping a pulse on your business?
Are you tracking what you are doing in your business?

Are you asking yourself, “What the heck is she talking about – how do I track what I’m doing in my business?” If you are thinking this, you’re not alone. Many people do not track what they are doing in their business because they simply do not know how. They’ve never been taught.

Tracking what you’re doing in your business means counting, on a daily basis, how many prospects you approach about your business, how many follow-up calls you make, how many appointments you set, how many presentations you give, how many sales you make, and/or how many people you recruit.

Now, depending upon the type of business you have, some of the above items may not apply to you.

So what is the value in tracking your business? There are many benefits. Here are three:

1. On a daily, weekly, monthly, quarterly and annual basis you can see what amount of activity you put into your business.

2. When you’re tracking what you’re doing, you tend to do more. Why? Because you are holding yourself accountable – when you see a day on your tracking worksheet that’s blank – well, it’s procrastination staring you right in the face.

3. You can see what is working and what is not. When you track your business activity and sales increase, you can see what level of activity was needed to generate that increase.

Once you start tracking your business, you may find other benefits.

Here’s an assignment:

For the next four weeks track what you’re doing to create sales or recruit people into your business. For an example of a tracking worksheet look in the Practical Tools for Your Business section of this e-newsletter.

At the end of the four weeks, look at your numbers and see what kind of results you’ve achieved in 4 short weeks.

Happy tracking!

Your Coach,

Kimberly Anne

2. Feature Article:

“Find Your Prospect’s Head And You Won’t Lose Yours!"

Okay, let’s say you were able to get your prospect to look at your presentation, go to a website or attend a conference call to get the information they needed.

What do you do now?

Well, you need to follow-up of course. But, where do you start?

How do you begin talking without sounding too anxious, assumptive, or pushy when you make your call?

You start by finding out where your prospect’s head is!

Is he sold already?

Is he turned off?

Does he need more information?

Is it time for you to ask for the order?

Before you jump into a presentation and begin to slobber all over your prospect, you need to “test the temperature of the water” so to speak. The best way to do this is to ask a question that reveals how your prospect is thinking. This question will tell you if he’s excited about your offer.

If so, you close.

If your prospect is hesitant, you back off.

If your prospect needs more information, you accommodate him or her as best you can.

No matter how your prospect responds to your opening follow-up question, you completely eliminate rejection (and any pressure). Here are some examples of questions you can use to find out where your prospect’s head is on a follow-up call:

“Mr. Prospect, now that you’ve seen my program, how are you feeling about everything?"

“Ms. Prospect, you went to my company’s website and saw the complete presentation. What are your thoughts about this so far?”

“Mr. Prospect, you said you listened to the entire conference call. What’s your take on the program?”

“Ms. Prospect, now that you’ve had a chance to review the information you requested, what do you think?”

All of these questions will tell you where your prospect’s head is. If he or she is sold, you'll know it immediately. If not, you’ll know that too. The response you get allows you to determine what you need to do and say next -- close, present or back off.

This is the way to make follow-up calls without any pressure whatsoever. It’s all in what you say and how you say it.

-- Hilton Johnson, President MLMU Inc.

3. Food 4 Thought

Apply Persistence To Your Possibilities

Your success is not a matter of idle chance, it's a matter of making the right choices. Success is not something you wait for, but rather something you achieve with effort. Things won't turn up in this world until you turn them up.

Success is neither magical nor mysterious. The people that truly succeed in the world are the people who look for the circumstances they want, and, if they can't find them, they make them.

Don't sit on the sidelines, get in the game. Your access to success has no real limits. The great opportunity in your life is where you are right now.

Every situation, properly perceived, becomes an opportunity for you. You have grand opportunities all around you. Open your eyes, and you will find it.

If you have the desire, you have the power to be successful. Taking continuous action is all that is required.

©2005 by Max Steingart

4. Free Coaching

As a subscriber to this newsletter, you are entitled to receive a complimentary 30-minute coaching session with me by telephone.

In this coaching call, I will show you some simple strategies for achieving your business goals. There is no cost or obligation.

To schedule your coaching call, contact me directly.

5. Practical Tools for Your Business

a) Keep track of all of the marketing and sales activities you're conducting for your business. Use the tracking worksheet to help you get started.

b) Want to have an unlimited supply of people coming to you for your products or services? Put the "net" into business with this powerful, yet inexpensive approach.

c) Don't think you can afford one-on-one business coaching? Then consider an alternative. Many people get more than the results they want from group coaching. Contact me for details.

Kimberly Anne
Business Coaching
4809 Clairemont Sq., #377
San Diego, CA 92117
858-642-0330
www.all-about-home-businesses.com

"Just play. Have fun. Enjoy the game."
- Michael Jordan