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

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

Eustress & Rising Tides

Yeah it’s a messy time, and yeah every business on earth is under stress…

But while some are under threat and the stress threatens to crush them, others are under stress because suddenly, in this changed world, there’s so many opportunities – a type of stress called eustress.

The restaurant that kept all their staff and went full-on delivery based, they’re under stress – the good kind.

Zoom, who saw their userbase go sky-high in a matter of weeks, is under good stress.

Online educators, the smart ones, are suddenly able to reach and sell to far more students than before: people have time, have more disposable income, and there’s only so much Netflix one can ingest.

And there’s a large demographic of people who are keen to learn things but never had the time. So I predict that the online learning market is going to grow massively.

Now what do all these have in common?

They benefit from a rising tide.

Sure you can look at how the tide has fallen across industries, and lament how people just ain’t buying.

But that does you no good, and it won’t land you the contracts where you get to serve your people, either. Double-bad.

So instead, move towards the rising tide.

If you read some articles on entrepreneurialism and how people are adjusting their businesses, you’ll find plenty of smart moves people are making, that you can borrow from and implement for yourself, in order to also get lifted by the rising tide.

Because while the economy may change or slow down, it’s not going to stop. And parts of it are going to rise, in a big way.

Go towards the rising tide, and I’ll bet there’s one in your industry as well, if you look close enough.

Happy to have a conversation about what that looks like in your situation.

Just let me know you want to talk, and we’ll set up a time.

Cheers,

Martin

How to Make it Easier to Pivot Your Business

The other day I was reminded of my old piano teacher from 40 years ago.

Lovely old lady. Good teacher, too!

Whenever I played a piece and made a mistake, my next step was always to start all the way at the beginning.

But she wouldn’t have that: she always made me repeat the parts I got wrong.

Otherwise, that way you keep getting better at the parts you know, while doing nothing about the part where it gets tricky.

Oh and I remember those long lessons, with the warm Dutch sun highlighting dust motes and me being as bored as can be.

But, she made me repeat the hard bits, over and over, and over, until I got them right.

Now, any business consists of various bits – some are hard, and some are easy.

And the only way a business runs well, is if all the parts work. Together, but also by themselves.

Marketing, outreach, followup, advertising and enrollment conversations: each of these need to work, and then there’s a ton more:

Your target market, your pricing, your messaging, your ability to find and fill your customer’s needs… it’s a lot.

If you’ve been in business for a while, you probably have most of those parts working well to some degree.

But what if you need to pivot?

What if right now clients are not buying, but you want to keep selling and serving?

Then essentially, you’re looking at learning an entire new musical score, with a whole bunch of hard bits to challenge you.

Because ‘making my business work better’, which used to be the norm before all this mess started happening, is very different from ‘reinvent my revenue stream now that there’s a crisis going on’.

One way to pivot is by trial & error.

Or, you can use a recipe – a manual that says ‘do this, in that order, in that way’.

In other words, a system that shows you all the individual parts, and how to do them.

And that recipe – that system  – that’s what you get when you watch this training.


Cheers,

Martin

 

An Argument You’ll Win 100% of the Time

“Well”, said my coach: “You’re lucky I’m not buying that story, otherwise you’d really be in trouble”.

And once again, I was confronted with the fact that I was arguing for my own limitations.

Problem is, if you argue for your limitations, you’ll win the argument 100% of the time.

Like a few years ago, when my friend Tone said I should create slideshows and record videos and webinars and stuff.

“But I don’t know design! I can’t be on camera! Learning how to make slides makes me anxious just thinking about it!”

And so for years, I didn’t.

Nowadays though, I create slides on the fly, and deliver trainings left and right, and in fact it’s one of my most fun activities.

But I argued for my limitations, won the argument (of course) and spent years not doing something that’s super fun and super useful for business.

Whenever you’re looking for reasons why you can’t, or shouldn’t, you’re arguing for your own limitations, and when you win, those (usually imaginary) limitations become a fixture.

Limitations are real, we all have them.

But what if you leave them, and argue for potential and possibility instead?

Because for every limitation you may have, you also have an opportunity, or a potential, that you can argue for. Gets you a lot further.

And that’s where coaching comes in – especially the accountability coaching programme I relaunched.

It’s fast and efficient: 20 minutes a week, with a monthly 1-hour deep-dive call – to get you focused on the projects that most move the needle on your business, and to help you hone in on – and execute on! – the activities that get you the biggest results, the most efficient way.

Some of you who have spoken to me know that a regular, full-on coaching programme has a significant price-tag, but not so with accountability coaching.

Instead, I designed the method and process to be as efficient as possible for both of us, so that you can get guidance and keep moving forward, at a price that doesn’t break the bank.

If you want to finally make waves and you’re looking for help to keep you working on what matters most, have a look here.

Cheers,

Martin

 

It’s the Singer, Not the Song: Your Revenue Needs More Than Just a System

When I launched the IP to Profit system a while back, for developing a new revenue centre in your business, my coach said:

“In such uncertain times, how do you know that a system will work?”

Brought back memories of that Stones song: It’s the singer, not the song.

Because he’s right.

Not just in uncertain times, but always:

We can’t ever know if a system will work, because any system depends on how you use it, how well it’s executed.

Everything hinges on how we show up to a task or a project.

How we operate, implement, execute.

The song (i.e. the system) might be good, but if it also ‘sounds’ good (gets you sales) that’s because of the ‘singer’ (you, the one operating the system).

And the IP to Profit system is no exception.

Sure it’s really well-built even if I say so myself, and yes it’s got all the steps to go from market research, through the copy you need to write, through selling and optimising.

And yes, you can make a revenue centre around your Intellectual Property, even at times like these…

…but it’ll require the best of you.

Meaning: By itself, the IP to Profit system itself isn’t enough – it’s down to you, and your dedication and attitude and execution.

If you’ve got those in place, then you *might* be able to make your IP earn you money, even if the business world right now is in full VUCA (Volatility, Uncertainty, Complexity, Ambiguity).

Point is, if you don’t use some sort of structure or framework or system, it’s hard to know what to do, and in which order.

And from the actions you take, it’ll be hard to see measure what worked best so that you can iterate and optimise, if you’re not using a testable system.

And that’s why the IP to Profit system is so useful:

Not because it promises the end-all solution, but because it gives you a framework in which to operate, enabling you to indeed show up as your best self, and get the most out of it.

And, it enables you to get the most out of your single most valuable asset:

Your list, your database, all the people in your world you can talk to and help.

And to leverage that asset in a systematic way and keep your serving and selling going, consider getting the system: a 1-hour training, yours to have and own, slides included, at $19.

Cheers,

Martin

Stacking Your Assets

A list of past and current customers is a terrific asset to leverage.

If people have paid you before, there’s a good chance they’ll do so again – provided you show up and talk to them.

Or consider your specific, individual talent or ability.

Whether you call it Intellectual Property, or intellectual capital, or your ‘Zone of Genius’ work: it’s a super valuable asset.

If you package it into a programme or system, meaning you can&clone yourself, you can get your work into the hands of more people.

(Incidentally, it’s why I built the IP to Profit System, to help you do exactly that).

Then there’s your values – the things you’d stand on a barricade for – that too is an asset, because when you identify and connect with people who have similar values, you instantly have rapport with them.

And there’s more: your team, your intelligent ability to think up solutions or systems, your likeability, your network… lots of assets, and each can be put to use for greater results.

So many assets to leverage!

What most people do though, is take one asset and try to make it work.

Create a course, and sell it.

Analyse and segment your customer list, and get on the phone.

Redress your ideal client profile, and start seeking more narrowly for people who match your values.

All that is good, useful, and can even be necessary…

But what if you stack your assets?

What if you make each one work better, and together, and have your assets work to leverage each other?

Look at all the building blocks you have, all the assets present and under-utilised…

What if you stack them?

What could you build?

Cheers,

Martin

 

P.s. If you want to go with your business’ two core, most valuable assets and take the shortest route to revenue, start here.

Of Recipes and ‘Spaghetti-Thinking’

Oh sure, I get it: no system ever guarantees a perfect outcome – after all, a system can only get the result it’s built for.

If the system isn’t perfect, neither should we expect the outcome to be.

And so the feedback I got last week – that even my brand spanking new IP to Profit system can’t guarantee to bring in sales for people who use it – was on point.

Especially at a time like these, we just can’t know which system for generating leads, making proposals and creating clients is going to work, or not.

But:

In my – systematic and obviously biased – opinion, it’s better to have a reasonably logical system you can run and optimise, than to practise what I call ‘spaghetti thinking’.

Like a bit of advise I saw the other day, where the instructor had some recommendations for drumming up business.

They were good instructions, but they were kind of like loose tactics – like throwing spaghetti at the wall.

Simple actions we can take like calling up clients and former clients and using ‘helping instead of selling’ as a way to find new gigs.

And yeah, that can work, and it’s good advice. But it’s going to work a lot better if you include that kind of tactic, inside a larger, planned, strategy.

Because then you get to make educated guesses.

You get to ask the right questions, of the right people.

You end up offering the things they need, instead of the things you think they need.

You get to aim your efforts precisely, and you get to measure and iterate for continued growth in results, and yes: sales.

When sales are falling you need to take action, sure.

But do you want to randomly throw ingredients into a pot and hope the end result will be edible?

Or are you going to use a recipe and have that guide you along the way?

A system, a strategy: all that is like a recipe.

Whether it works or not depends on many things: The cook, the quality of the recipe, the ingredients.

But even someone who can barely cook, can create something that tastes quite nice, so long as they follow a recipe.

And IP to Profit is just such a recipe.

Have a look, see if it looks apetising…

Cheers,

 

Martin

 

 

 

Why Do People Give You Money?

How well do you know why people do business with you, and not with someone else?

In other words: Do you know why, actually, people give you money?

You might answer:

“Because we’re the best”, or:

“Because of our customer service”, or:

“Because we’re an award-winning XYZ”.

But unless you’ve done your homework and the answer is what your customers themselves have told you, you’re probably mistaken, or at the very least, you’ll have an imcomplete picture.

If you want to grow your company, then you can’t afford to go with what you think your people think of you.

You need to get out there and talk to them, and figure out their reasons, and not the reasons you think they have.

It’s called market research, and it’s the very first thing you should do, if you want more customers like the ones you have & love.

We all know this, yet hardly anyone does it.

So we throw more money at ads.

Hire more sales reps.

Create more offers.

Build more websites.

Do more content marketing.

Causing an enormous levy on resources, when we don’t even know the horse’s-mouth facts about why people pay us.

It’s a losing proposition.

Get the foundation in place first: find out from your people why they choose you, and not someone else.

Then build up and out.

Because how does it make sense to spend resources, when you don’t even know your differentiator – your USP – yet, don’t know what sets you apart and makes you desireable, in the eyes of your buyers?

Know your differentiator.

Not in terms of what you think – but in terms of what they say.

That’s exactly why the IP to Profit system starts with surveying your people.

Check it out here.

Cheers,

 

Martin

 

 

What’s Most Important Right Now?

I don’t know about you, but since Spain went into lockdown I’ve felt this odd, but pleasant, sense of urgency.

A clear calling to focus on what matters most, right now.

That’s why I developed the IP to Profit system, because it seemed important to give entrepreneurs a way to shift into online offerings and sell through online channels, if right now they’re unable to go and deliver their work, or meet clients face to face.

Being able to serve your people, especially when they likely need you more than ever: that matters.

And as I saw humanity and business reel, I started seeing more and more people asking themselves:

What matters most, right now?

What that looks like is different for everyone.

But I think you’ll agree that it’s important to keep economies going.

Business operational.

Wages paid.

Clients served.

Transactions made.

And while it might seem like everything is currently so very upside down that you don’t know where to start, in order to enroll buyers, there’s one place where a business owner should always start:

With the people you look to serve.

It’s not about what you can offer: it’s about what they need.

Start there.

The IP to Profit system was built to show you how to go about it.

Whether you get the (short) ebook, the $19 video training, or a 3-hour Jumpstart Session with me, you’ll find that the system gives you a clear path to figuring out exactly what offer you need to put in front of people, so that they’ll want it, buy it, and benefit from your work.

And even if you don’t want to use my system, my point stands:

Your people need you.

Go talk to them. 

Cheers,

 

Martin

 

 

When a Buyer Says “I Don’t Have the Money”

Really annoying when that happens, isn’t it?

You’ve spoken with the person, they love what you do, they have a clear and present need and want, you’ve made your offer…

And then they say “I just don’t have that kind of money”.

In some cases, they’re stating a fact. Sometimes, people just don’t have the funds to pay for your offer.

In many cases though – if not most of the cases – what they’re really saying is “I don’t have the money for that”.

Where ‘that’ means: the value that could bring the, but that you didn’t manage to adequately show.

More often than not, people hem and haw about buying your work and the cost of it, but then they’ll turn around and buy a TV or phone or an extension to their home.

Because that, to them, is value they want, and so that’s where they allocate their money. They have the money for that.

So if they clearly need and want your help, but they tell you they don’t have the money or it’s to expensive, remember this:

It’s your job to have a buyer see the value of what you’re offering.

And if they don’t, it means you didn’t get that value expressed and perceived.

And, it’s not necessarily game over at that point.

You can still continue the conversation, and still get the deal – but only if you ask questions that have the buyer see for themselves what the value is.

And one very powerful question to ask is:

“If money weren’t an issue, would it be a yes?”

You’ll be amazed at where a sales conversation can go if that’s your reply to “ain’t got the money” or “it’s too much”.

Do you ever get into situations like these, where people want your thing but they didn’t see the value?

Then check out the IP to Profit system… it’ll show you how to create an offer that’s so aligned with their needs and wants, they’ll easily see the value – and buy into your offer.

The training video is, for the time being, yours to have at a reduced rate.

 

Cheers,

 

Martin

 

 

Solution-bias (Plus, a Solution For You)

Specifically, a solution in case you suddenly have a lot fewer sales than before, like so many people out there.

Here’s the situation:

Being human means being biased. It is literally impossible to be completely unbiased, because on an evolutionary level, we’ve always needed to make snap-assessments about the world around us.

Otherwise, we wouldn’t have survived this long.

If you can’t be biased to assume that fangs = threat, you’ll quickly discover just how deadly fangs can be.

So if you think that you’re completely unbiased, your lizard brain says no, that’s not true.

The good news here, is that you get to choose your biases.

Good and useful ones, or silly and obstructing ones. Up to you.

And choosing them isn’t all that hard, once you start to identify the ones that you already have.

For example: You may be inclined to think that society is going to collapse – a bias that will cause you to spot in your world all kinds of confirmations of that fear.

Or, you can choose a different bias: that amidst the mess and chaos, there are quite a few good things happening.

Those may not make the bad things less bad, but looking at positive sides and silver linings helps you see opportunities that you can then leverage.

Someone this week pointed out that I have a ‘solution-bias’ – something I’d never considered, but it’s true: I like creating solutions.

It’s what my work is built on.

And, it’s why I was able to quickly create the IP to Profit system, and launch it in less than three weeks from Spain going into lockdown.

Because I saw a problem (people suddenly not selling and earning) and I figured ‘Let’s build a solution’ (take your intellectual property and convert it into a new revenue centre).

Biases are kind of like air: You’re going to be breathing anyway, so you might as well breathe fresh, clean air.

Or consider food: if you’re going to be eating, best eat well & healthily.

As for biases: you have them, whether you like it or not, agree or not.

Best choose those biases that enable you to create, solve, grow, serve, and thrive.

For me, that includes a bias for creating solutions.

And if your bias is ‘it should still be possible to sell my work, even now’, then the IP to Profit System gives you a complete roadmap to make that happen.

Check it our here:

Cheers,

 

Martin

 

 

 

 

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