Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

20% Growth… Guaranteed…???

TL;DR: Register for a free live training session this Thursday, where you’ll learn how to increase your revenue by 20% or more, without raising your ad spend. Here’s the signup page: https//bit.ly/LEAPbyMartin

It’s something I’ve not mentioned much here yet, but I run a marketing implementation programme, that guarantees that my clients raise their revenue by 20%.

And very often, people ask how I can make such a promise.

Good question too.

After all, there’s so many moving parts, so much uncertainty, so much to figure out.

So how, Martin? How do you guarantee 20% growth?

The answer is surprisingly simple, because this marketing system is based on leveraging marketing assets that you already have, but aren’t utilising.

But if you do leverage your marketing assets, generating 20% more revenue can be pretty easy.

Especially if a) you use a tried and tested system, and b) if that system is based on the fundamentals of business and marketing.

See, the trick is to look at the synergy between metrics. (do people still talk about synergy? Anyway).

Most businesses who want to grow, make ‘more sales’ the goal.

But increasing sales by 20% is a pretty tall order.

And, more sales usually also means ‘more cost’.

So yeah, how do you reach 20% growth without increasing cost?

Business fundamentals, and looking at three metrics for growth:

1: The number of leads you generate: how many people do you enter into conversations with?

2: Conversion rate: How many of those convert into paying customers?

3: Purchase value or customer account value: how much money does each client spend with you?

These three all influence revenue.

So here’s a thought exercise:

Could you, conceivably, raise your leads by 10%?

Probably yes, right?

And conversion rates – could you crank that up 10%?

Bet you can.

And having a buyer spend 10% more?

Not too difficult in most cases.

And now it’s going to get fun:

What if you raise each of these by 10%?

Then you get exponential growth, raising your revenue to 33% in total.

And that, my friends, is why – for the right kind of company – I yes, absolutely, guarantee 20% revenue growth.

Because literally every business has assets that aren’t being put to use – from expertise, to network, to intelligent messaging to different segments of your database of past, current, and potential customers…

There’s a LOT that can be done, when you use a systematic approach and base your growth efforts on data and metrics, and you allow those underused assets to drive your growth.

And this Thursday, at 7PM CEST / 1PM EST, I’m giving a live training, hosted by Helena DeMuynck, founder of Oxygen4Leadership.

You’ll get a training on a tried and proven system, showing you exactly which steps to take and in which order, to get all you can out of everything you’ve got.

Registration is here: https//bit.ly/LEAPbyMartin

See you on Thursday!

Cheers,

Martin

Why You Must Outsmart Your Intelligence

I bet you’re an intelligent person.

Experienced, read up on important things like business and self-improvement and people and so on.

But, everything has a flipside. Each boon comes with an Achilles’ heel built in.

And where it comes to intelligence, it turns out that it puts you at risk of making unwise decisions – or, as researches like to call it: dysrationality.

For example, intelligent people are more prone to fall victim to the gambler’s fallacy – thinking that if a coin toss gives tails ten times, #11 will also be tails, for example.

And, people who score high on cognitive tests often have more trouble seeing their own flaws, which makes sense, because:

If we’re intelligent, then logically our thoughts and decisions and plans are correct. Right?

Except, no.

Intelligence enables you to see a bigger picture, to connect dots, to see opportunities others don’t.

But because it makes you automatically believe that you’ve got it right, it’s very easy to make unwise or unsmart decisions.

For example, if you’re currently getting traction with a particular promotional campaign, it might make sense to ad in advertising.

Got results, let’s get more!

Sure. But placing ads is extremely costly – both financially, as well as cognitively.

So you’d rob time and energy from something that’s working, in order to start something that you need to figure out.

Not wise, not smart.

This is why intelligent people so often get stuck.

And, it’s why intelligent – and smart! – people put checks and balances in place, to make sure their intelligence doesn’t lead them astray.

So, are you intelligent – and you want to be wise as well…

Meaning, you want to outsmart your intelligence?

Then get yourself strategic accountability coaching: I’ll be there weekly on Zoom, and daily by email, to make sure you choose the smart and intelligent projects and activities to work on.

More information here: http://martinstellar.com/strategic-accountability-coaching

Cheers,

Martin

 

Mind the Gap

You break the egg now, but it takes a while before it’s cooked and you get to eat it.

That’s the action-results gap, and it’s the cause of much entrepreneurial struggling.

Of course nobody minds having to wait for an egg to fry. It would be insane to expect it to be ready the moment we crack it into the skillet.

But with our work, we’re not quite as rational.

We put in a ton of work – be it creating a course, launching a funnel, or doing outreach…

And then we enter the gap, we don’t see immediate results, and then we get all frustrated and demotivated.

Because hey – what about all the work that went into it?!

Wasn’t that meant to get results?

Yes, but they show up when they do – not when we want them to.

And that moment, when we hope to see results for our actions but they’re in the future, that’s where (certainly in my case) we very often stop pushing forward on the actions we set out with.

And I can tell you: it’s tiring.

Starting something, expending ourselves, getting demotivated and then starting something new… such a waste of energy.

Which is annoying

So what’s the solution – how do we get through the action-results gap?

You set specific milestones that build up over time to the final outcome, then you carefully choose the actions that get you to the milestones, and next you relentlessly execute on those actions.

Because without consistent, strategically chosen actions and a commitment to working only on those things that drive you towards that singular goal, you’ll be flinging spaghetti all over the place, and you’ll burn up your most scarce resource: your time.

Pick one outcome.

Break it down into milestones.

Break those down into projects, then into subprojects, then into tasks.

Do those tasks, and if any idea, project or tasks shows up as a ‘great idea!’ but doesn’t directly contribute to your outcome: shelve it for later.

The only way to get through the action-results gap, is sticking with one plan, and ignoring everything else.

And if you want help in choosing the right actions and staying on track, check this out…

Cheers,

 

Martin

 

Upgrade Yourself, Tune the Human Machine

For the last two weeks, ending last Sunday, I’ve been on a mad drive to build a new website. (check it out – I think it looks really spiffy and I’d love to hear your feedback)

Now, you know me: I’m not the kind of company that brings out trumpets and banners, to announce ‘look, we built a new website, don’t we look cool now!’

Instead, I’m talking about it because the experience was deeply transformative, and the lesson I learned might be relevant to you.

The process wasn’t just an upgrade to my website: it involved an upgrade to the self – to my self-identity.

And when you’re trying to sell your services, that self-identity is massively important.

Are you a mere provider, someone who needs the client to please ok you and give you money?

Or are you the holder of specific, unique-to-you skills, and you qualify the prospect just as much as they need to qualify you?

In many, many cases, it’s the former.

A coach or speaker or expert positions themselves as a supplicant.

“Please mr prospect, will you please validate me?”

That’s wrong on many levels.

For one thing, where’s your self-esteem, your positioning, your confidence?

But also, it’s wrong because it gives the wrong signal to the buyer.

It shows neediness, and that drives people away.

When you seem needy, the buyer will have alarm-bells ringing in their subconscious.

Instead, show confidence.

There’s a million potential clients out there.

But there’s only one of you.

So that self-image you have – what does it look like?

How do you perceive yourself, what’s your stance, what’s your attitude?

Would it need an upgrade?

If so, maybe it’s time to ‘tune the human machine’ and upgrade yourself and your self-image.

And, provided we’re the right fit, maybe I can help.

More info here…

Cheers,

Martin

Ever Have Days Like These?

You reply to your final email of the day, dot a few more i’s, and shut down your computer.

Another day done – the life of an entrepreneur.

And it’s been a good day, too: you’re tired, you can tell that you’ve worked hard. Sure deserve a nice relaxed evening.

But as you close the door on your home office and you look back on your day, an uncanny notion creeps up:

For all the time, effort, and exertion you’ve put in…

What, actually, have you been working on? You know that you checked off a bunch of stuff, but for the life of you, you can’t recall the details of it.

Things got done – but which things… no real recollection.

Ever have that feeling?

If so, it’s because you didn’t pick the right things to do.

You were taking care of business, but not building your business.

You were working in your company – even doing client sessions, perhaps – but you weren’t working on your business.

Days like that, they give us a false sense of accomplishment, and it’s that voidy-kind-of-feeling when looking back, that tells us exactly how false.

But days when you crank on, working on the big things, the stuff that brings in opportunities and sales and money, those are days when you remember exactly what you’ve been doing.

And those days are the days that you grow your enterprise and your empire.

Far too many entrepreneurs have far too few days like that.

You too?

Then this will help. Have a look…

Cheers,

Martin

 

Someone to Tell Us What to Do???

The other day, a client (an architect) quoted Steve Jobs, while reflecting upon the effect of our coaching progress.

I couldn’t find the quote so as to know if Jobs did or didn’t say it, but the message was “The important thing for people in a leadership position, is to find people who can tell us what to do”.

Given Ole’ Steve’s reputation in terms of management, you’d think he couldn’t have said that.

But if you think about it, he very likely did have people advising him (in fact I can’t imagine he built what he did without advisors. And yes, I could research it but whether he did or didn’t is not the point today).

My client, he runs a company with staff, handling large architectural and urbanistic projects. And while he works on a different scale than Apple, he too is a leader.

And it’s interesting to see someone with that much business experience and acuity, realise that despite his experience as a leader and business owner, he too needs sound advice.

In that sense, working with a coach is a bit like working with a CEO. Not in terms of having a boss (whether you do or don’t do the things we discuss isn’t an obligation, and I’m not here to enforce anything).

Instead, a coach is like having a part-time CEO who can see and oversee the totality of your business: notice trends, start procedures and the building of systems that prepare for coming changes and growth, who can recommend focus on some area or abandoning something else, advise about the management of energy and resources or the allocation of funds, recommend strategies that increase visibility, invent campaigns that generate sales and repeat sales… whatever your business needs in order to grow, and for you to thrive.

All from the point of view of the ‘owner’, except I’m not the owner of your business – I’m just here to point the way. Like a navigator on a ship: I help you plot the course, and then you sail that puppy.

Also, it’s not a matter of “Now you *have* to do this”. There’s no coercion. It’s not a matter of me telling you what’s best, but rather it’s showing you different options, with different outcomes, to help you make a decision about what will serve your business best. I’m not the boss.

Are you seeing the picture?

What I’m painting here, is the notion that while you are really good at running your business, working IN your business, your CEO-for-hire is keeping an eye at which things need to happen, in which order, so that you also keep working ON your business.

Because working IN your business helps makes sure you get a sale today, but working ON your business means you’re preparing to also get a sale tomorrow and the day after and so on.

Creating systems and methods that get my clients those sales is what makes coaching a lot of fun, but the best moments are when clients come back to tell me that it’s working, and they’re getting the sales.

If you want that too, I’m just one reply away – whether for group coaching, deep-dive coaching, or action-focused, accountability-based&affordable spot coaching programmes.

One click, “Hi Martin”, and let’s talk to see what we can do.

Cheers,

​Martin

Absolutely Wonderful… or Not?

Some people are just a dream to work with. They show up on time, they ask ‘ok but how’ instead of saying ‘yes but’, they take ownership of change, and they make it exceedingly fun to be in business.

“THIS is why I’m my own boss!”

Others though, are a struggle to deal with, cost way too much energy, and make the process of serving them hard on you – and on themselves as well.

This is why every business owner needs to know who is their ideal customer.

But, that’s not enough.

You also need to know exactly who are the people that you do not want to work with.

Otherwise, you’ll be looking for the ideal client, and you’ll miss the signals that this or that potential client is going to be a major pain in the sitting apparatus.

And once those folk come through the door, dealing with them and serving them is going to be a hassle and a struggle.

So:

Make a ‘hell no’ list, of all the things that a client should NOT have or be, for working with you.

Then, spend some time thinking about what signals those markers to you.

For example, in my business, I can’t work and won’t work with anyone who doesn’t take full ownership of change. My clients need to own their problems. Otherwise, it’s a hard no.

So in the application questionnaire they fill out, one of the questions is: “What’s the biggest obstacle that stands in your way?”

If the answer is anything other than a clear signal that they themselves are the cause, it’s a no.

(There’s a bunch of other markers I look for as well, but this one is one of the biggest).

So make your ‘hell no’ list, and identify the different ways in which people could signal to you that they are people you ought not work with.

Next?

Better clients, more fun, less hassle.

Oh, and if you ARE the kind of person who takes ownership, and you want to upgrade your business and revenue, here is that questionnaire. 

No cheating on the crucial question though…

Cheers,

Martin

FOMO and the Inefficiency of Convincing

It makes no difference what problem your business solves: there are people who want a solution now, and those who don’t, not yet.

And if you want your sales process to be effortless and easy, you’ll do well to focus on the ‘hungry crowd’, and feed them.

But most business owners try to target everyone, and waste tremendous amounts of time and energy trying to convince people.

But, look at the diagramme:

Don’t you agree that the top of the pyramid is where you’ll have the biggest chance of converting prospects?

Of course.

The reason that we waste time with people below that level, is FOMO: fear of missing out.

Because of course, yes: in the ‘lower’ levels, there are also people who might become a buyer.

But the question to ask yourself is: how much work will it be for you to turn those people into buyers?

The answer is: lots of work, because you’ll have to convince them that they have a problem, or that it needs solving… feeling tired yet?

And so we churn through prospects, running into one ‘no’ after another, and we get frustrated that things aren’t working better. That more people aren’t buying our thing.

Now, I understand that it’s not just FOMO. After all, we’re good folk, we do actually solve problems, and we don’t want to do a disservice by ignoring people who may, or may not, be ready to business with us now.

How to solve the conundrum?

It’s simple: the people who aren’t quite ready yet – you serve them by creating content. You educate them on the consequences of not solving the problem.

You get to choose how you do it: a daily email, instagram stories, videos on Youtube, publishing ebooks or publishing on Medium… share as much as you want.

That way, you’re serving people who may become a client later on, and you’re casting a net for the small percentage who are ready to change their mind and are ready to go from ‘not ready’ to ‘yeah, actually, I want that solution’.

And the people in the top level?

Make them an offer. After all, they’re actively looking for a solution, and guess what: that solution is exactly what you sell.

And that’s how you turn your marketing and selling endeavours into something that’s efficient, fun, and effective.

Want to jump an call with me, and get clarity on exactly which people are in that top section?

Book a time here, no cost (and no sneaky sales pitch either… I trust that if you want more of my help, you’ll let me know).

Cheers,

Martin

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