Author Archives: Darnyelle Jervey

No I Don’t Offer Discounts – Strategies for Detracting Non-Ideal Clients

Posted on March 20, 2012 by Darnyelle Jervey

One of the common challenges that business owners face is getting past those I like to affectionately call “Pookie.” Pookie, quite simply, is anyone you know who is a non-ideal client. Hint: If they come into the business relationship expecting a discount or a hook up, they’re a Pookie. If they haggle with you on the price or make you a counter offer for your valuable product or service, they’re a Pookie. Call them what they are and be honest with yourself because we both know you don’t really want to work with anyone who doesn’t value the contribution you’re making to solve their problem, right?

You see, when you’re just getting started in your business, or you don’t have the confidence to charge what you’re worth based on the problems you solve for your ideal clients, for the sake of having some business, business owners will make concessions and discount their products and services just so they can make some money.

DON’T DO THIS! You see, once you “hook” Pookie up with a discount, you immediately de-value your services. It doesn’t matter what you try to say later, all Pookie can think of is that he/she once got it for much less than its value and that is not the way to grow a business.

Can we be clear, as an entrepreneur, you solve problems for ideal clients for profit. Period.

As a business coach, I am always uneasy when I hear business owners try to justify why they are not charging what they’re worth. Now, in defense of those who don’t know any better, I am talking to those who are clear on what they should be charging much more than they charge but because of fear, they don’t charge it. You know who you are. You see, they believe that people won’t pay their rates. And, you know what, they’re right. If you don’t believe the price is worth the product or service and expertise you offer, neither will they.

It’s sad really. I have spoken to countless audiences filled with business owners trapped in what I like to call the “but something is better than nothing” syndrome. (In full transparency, I will admit that there are a few times when discounting your products and services is acceptable, BUT more than likely, business owners are not discounting to reduce inventory on products that are collecting dust, instead they are fear-based pricing their offerings because they lack belief that they are worth more.)

People get their knickers in a knot when it comes to pricing their products and services based on the value because the product or service solves a major problem for their ideal clients. Even when value pricing your products and services, you still need to know what you must make to make performing the service worth it to you. For example, if your overhead to do a job is $5,000 and you know that you want to make a profit of 15% per job, your base line price, before you add in any of the valuable service additions you offer should be $5,750. So pricing the proposal at $4,500 so that you get the job is scarcity mindset based and even if you win, you’re energy is going to be so low that you won’t perform the job based on the level of excellence you want to be known for. As you can see, it’s a vicious cycle.

Instead, I recommend getting crystal clear on your ideal client. One who truly sees you as the solution to their ongoing pain-filled problem. One that they are ready to pay whatever it costs to fix once and for all. This is hard for most business owners, in fact identifying your ideal client is one of the hardest, most misunderstood concepts in business. But it is also one of the most essential.

After you get clear on your ideal client, get clear on the top-of-mind, specific problem that they are ready to pay to solve. The bottom line is this, if the problem isn’t keeping them up at night, they may not be ready to pay for a solution or they may be looking for a cheap fix. Well, if your products and services are a Mercedes Benz, you can’t go hanging around people who love to drive a Kia.

Next, determine the right price that an ideal client with the specific problem that you solve would have to invest in order to take possession of the product or service about which they are inquiring. Be sure to be clear on what it takes in your time plus sub-contractors to do the work and include any overhead or other applicable expenses to completing the work. Be sure that when you look at the number, you feel good about it too.

Lastly, create marketing that lets them know that you know who they are (because you got clear on who they need to be to invest in your products and services right now) and you know their top of mind, specific problem (because you focused on what they need and want not what you think they need and want.) If you create your marketing the correct way, they will come to you.

If your marketing is problem based and speaking to the right audience, you will find yourself saying, “No, I don’t offer discounts” seldom. Now, you may opt to incent your prospect to seal the deal. An incentive is applied after knowing the true value of the product or service and is designed to reward the purchaser for making a “right now” decision. Incentives do not last forever; they usually have an expiration date of 24-48 hours. Think about Macy’s and their one day sales. This is an incentive that they offer to their best customers to save periodically on their merchandise. A one day sale happens on one day, with a bonus preview day to get the savings but if you happen into a Macy’s once the one day sale has passed, you’re out of luck. The merchandise was fully valuable even during the one day sale, but to reward loyal shoppers they offer this incentive for a short period of time.

How can you apply a similar concept to your business? Write your thoughts down.

How will applying these strategies to your business help you to have to stop saying, “No, I don’t offer discounts?” I can’t wait to hear your comments.

©2012 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, MBA, The Incredible Factor Business Coach and Marketing Mentor, is the founder of Incredible One Enterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for more clients, more income and more leverage in your business. For more information and a FREE audio download “How to Use Your Incredible Factor to Attract MORE Ideal Clients” visit http://www.incredibleoneenterprises.com

Shining On in My Stilettos!

Posted on March 19, 2012 by Darnyelle Jervey

In January, I was notified that I was a finalist for the 2012 Stiletto Woman in Business Award in the category of Mentor or Coach of the Year and I was ecstatic. While I know that I do good work and help my clients grow their businesses in record time, it is so humbling to know that they see you in this light. So, upon receiving that notification, I made some adjustments to my calendar so that I could attend the awards event, which was being held in Atlanta, GA. Whether I won or not, as cliche as it sounds, the fact that I was nominated meant that I had already won. In the eyes of whomever it was that nominated me, I was a winner and I was committed to continuing to let my light shine.

I arrived at the event on Saturday morning ready for a day filled with great speakers and great networking and the day didn’t disappoint. From the first speaker, Danielle Knox Ross, host of The Balancing Act on Lifetime to the last speaker, Kelly Lynn Adams, each speaker (Antoinette Sykes, Shirley Strawberry, Amy Barnes, Robin Freedman Spizman) added value to the day and dropped some amazing nuggets that the participants and I would remember for a long time.

The event host, Stiletto Media’s CEO Karlena Wallace was a gracious and humble host. Her energy was amazing and her presence warming. Each little touch made the day more special. ”I wanted to do something different,” she said in her opening remarks and she did more than that. She helped the 60 women in attendance forge a bond to do more, be more and have more in their lives and businesses all while rocking the hottest stilettos they could find. She even presented each speaker with her very own pair of Stilettos courtesy of High Heel Junkie. Her vision for this movement is amazing and I am so grateful to have been a part of her event as an attendee and recipient.

When I think of a woman in stilettos, I see style, I see grace and unparalleled confidence. I see personal power and belief that lives will be changed because of each step she takes in those stilettos. I see a woman who knows her Incredible Factor and more importantly a woman who is committed to unleashing it every day. She doesn’t dim her light but in confidence she encourages others to shine own. I am happy and humbled to join the list of Stiletto Woman in Business Award Recipients and I raise my stilettos to each woman nominated.

Because I am a coach, I can’t miss an opportunity to offer you a few tips that can help you be seen by your clients at the “Of the Year” (insert your title and industry):

1. Stay true to your business vision. Knowing why you are working hard each day, donning stilettos is important. It is from our vision that we create a business that will guide many to their best lives. When I started Incredible One Enterprises, LLC I was clear that my business would help women raise their standard of service and be incredible while using their work to help others do the same. I knew that once they knew what their Incredible Factor was they’d want an effective strategy to define, own, unleash and leverage it. I was clear that because I committed my life to helping women grow successful businesses, more wealth would enter the world and as needed I review my vision so that I stay on purpose and minimize the life distractions that threaten to keep me from my vision.

2. Get clear on the problem you solve and commit to solving that problem for your clients in excellence, no matter what. I believe that if you want to lead you’ve got to give them a reason to follow. That reason must solve a distinct problem that they’re experiencing right now that is preventing them from leading in an effective way. And let me be clear, it is not enough to solve a problem, you must be proactive in your solving so that you anticipate their next problem and offer an effective and creative way to solve that one too. When you do this, you will build clients for life but more importantly, you will create and leave a legacy that speaks to the work that you do without you having to say a word.

3. When others tell you no, keep strutting. Being a successful woman in business is not going to always be easy. People will tell you no, mistakes will happen, it’s all par for the course. But a Stiletto woman keeps walking anyway because she’s on her way somewhere. She doesn’t have time to stop and pout, there are lives to be changed. If you keep your vision in view at all times, the walk will be easier even in your stilettos.

Again, I am grateful to hold this honor. To learn more about Stiletto Media, visit www.stilettomedia.com

Posted in Blog |

5 Strategies for Handling Business Detours

Posted on March 13, 2012 by Darnyelle Jervey

When you become an entrepreneur, part of you knows that it’s going to be a long journey toward achieving your business goals. You start the journey by conducting some market research and write your business plan, which includes taking the time to get clear on your ideal client, which helps you to start making some money and before you know it, things are going according to plan. You’re feeling good, cruising along, and making strides towards your journey, slow and steady. And then all of a sudden you hit construction and the orange and black signs get closer and closer and before you know it, you’re taking a road you weren’t expecting and it’s got you a little fearful.

Sound familiar?

As an entrepreneur, trust me I have been there and I know exactly how you feel. What I learned four years ago as I was starting my business is that sometimes the detour is for your good. In my case, an opportunity presented itself that would supplement my business, while giving me some great experience and allowing me to exercise my expertise to prefabricated audiences. Now, at first when the opportunity showed up, my ego was bruised and concerned that it would take me too far off my path. But quite the opposite happened. I realize today, four years later, that the detour is actually a big part of the reason that my business is widely successful. You see, along my detour, I met some strategic partners who now help to support Incredible One by referring clients, suggesting me for speaking engagements and hiring me consistently.

You see, while a detour is designed to provide an alternate route, you still get to arrive at your original destination usually a little bit more relaxed and better prepared for what’s waiting for you. Perhaps you’ve experienced or are currently on a detour. If so, be grateful for the detour and look for all that you are to gain as you take a fresh approach to achieving your goals. At this time, I recommend that you assess your situation by asking yourself:

What is this detour sparing me from?

What would have happened if I stayed on the original course?

What can I learn to grow my business during this detour?

As you prepare to maximize your detour, here are five strategies to aid your journey:

1. Believe that the detour is for your good. In faith, believe that the detour has arisen because you need to avoid some congestion or better still some confusion that would prevent you from unleashing your Incredible Factor in the best way for your message.

2. Reflect on what about your journey needed modification. Take the time to steal away from the day to day and focus on what you must modify so that you arrive on time to your business growth.

3. Revisit the map (your business plan) while you are driving along the new route. IS your initial vision still the same? Have you shifted your ideal client? Are you offering the same or different products and services? What in your business plan needs to be updated to reflect your current operations?

4. Do you have an operations manual? If so, this is a great time to update it to reflect new processes and procedures followed by your company to offer amazing customer service to your clients. Don’t have one? Now is the time to start one. Once you get back on the main road, traffic will be moving fast and you will need to bring on assistants to help you finish the journey. Having an operations manual will make it easy for them to get up to speed.

5. Need a pit stop? Perhaps this is a good time to stop for a few minutes and reenergize your business’s most precious resource…you. When was the last time you took a vacation? Even when your business is not yielding the finances to allow you to go away, you can get away from your business for a few days and tend to your needs so that you will be fit to continue the rest of the drive.

What do you think is necessary to do when you’re on a business detour? Share your thoughts here.

Happy travelling the best part of your journey is yet to come

©2012 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of Incredible One Enterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for turning your passion into profit. For more information and a FREE audio download “How to Use Your Incredible Factor to Attract MORE Ideal Clients” visit http://www.incredibleoneenterprises.com

Posted in Darnyelle Speaks | Tagged achieving your goals, attracting more clients, Building a six figure business, Business coach Delaware, Charging what you're worth, darnyelle a. jervey, entrepreneurs, goals, growing your business, Incredible One Enterprises, Marketing systems |

How to Focus on Top-of-Mind Problems of Your Ideal Clients–Darnyelle A. Jervey

Posted on March 6, 2012 by Darnyelle Jervey

As a business coach and marketing mentor, there is ONE strategy that I share at least once a day with my clients: The Universal Law of Business. This law, which is a core principle in my Client Magnet Marketing Success Formula, states “Find a group of people who have the problem that you solve and that are ready right now to pay for a solution to the problem.” Where most entrepreneurs go wrong is that they don’t focus ENOUGH on the problem that their ideal clients, what I call your audience of one, have. Or, they don’t ensure that the problem is one they would be willing to pay for a solution to. Either way, if you don’t focus on THE problem, you are not going to be in business very long.

Instead, the average business owner turned marketer focuses on the solutions they offer. And more importantly, the benefits and features of that solution. The problem with that strategy? Most consumers are so consumed with the problem, that they don’t recognize the solution when they see or hear it. Which means no traction for your marketing in the crowded marketplace.

My recommendation is to instead focus on the problem, the first and most pressing top-of-mind problem, of your ideal clients. Why? Because this problem, the top-of-mind one, is keeping them awake at night and they are in so much pain that when you market to it, they will pay top-dollar for you to stop it. Because they are conscious about this problem, and it’s all they think about when they finally see marketing that is focused on it, they start to feel relief.

Period. Sounds simple, doesn’t? It is simple, unfortunately, for most entrepreneurs it is very challenging. When you’re an expert, it is difficult to see past what you know and as a result you focus on what you believe they need instead – a solution. While that is true, focusing on the solution in your marketing is the last thing that will get their attention and allow them to see you as their problem solver. You see, when you think solution, you naturally think full throttle and robust complete solution to EVERY problem they could possibly have.

Don’t do this. Focus on only the top-of-mind problem until it’s solved. Every problem once solved creates a new problem. So, if you position your marketing correctly, you will be solving their problems for life and that is exactly where you want to be.

One of the best strategies you can implement to help you with this “I can help them solve them all” syndrome, is to focus on the top-of-mind problem first.

Ask yourself, what is the first, top-of-mind problem of my ideal client? Now, in order to answer this question succinctly, you’re going to have to have created a detailed client profile. Assuming this has been the case and you know exactly what ails them, what is that first, top-of-mind problem? Write the answer down.

Next, ask yourself, how do I know that THIS is their first, top-of-mind problem? You want to be sure to validate your thoughts by asking some of your ideal clients to make sure you’re on the right page and not busy creating what you think they want again. This is important so that you don’t waste valuable time on creating solutions that they aren’t yet looking for.

Then, ask yourself what can I provide them that will offer a complete solution to this first, top-of-mind problem? Write the answers down. Brainstorm, you want to list out every possible way that you can provide them a complete solution to this one, top-of-mind problem. This is the first product/service/program you must offer to your ideal clients.

Next, ask yourself, how will I know that this solution is what they needed to their first, top-of-mind problem? Your goal here is for your response to be focused on getting client testimonials about the value gained in having you solve their problem. You want to find out how solving THIS problem will make a difference in their life. You want to evoke emotion on this one.

Once you get that answer, you can move on to the next problem and answer the questions above again as needed until you have created a progression of problem-solving products and services for your ideal client. This progression will become the body of your work.

Keep in mind that the top-of-mind problem more than likely will be in one of the following five categories: health, identity, wealth, relationships and life balance. If your products and services don’t fall into one of these five, it is quite possible that your problem is getting clear on how to apply the universal law of business to your business.

To learn more about how to create client magnetic marketing, visit Incredible One Enterprises where you can learn about our upcoming event, Client Magnet Marketing Secrets.

Don’t Ignore the Warning Signs–Darnyelle A. Jervey

Posted on February 27, 2012 by Darnyelle Jervey

Questions to answer this week:

Am I clear on my audience of one? Who are they?
How often do I send a content rich marketing communication to my list?
How often do I go out to network where my ideal clients are present?
When I do network, what is my follow up strategy? Is it effective?
How often do I write an article that highlights a problem that my ideal clients has?
How many hours each day am I marketing? Are the results measurable? How can I begin to track the results of my marketing so that I can be clear of the impact my marketing is making?
How is social media working for me? Am I meeting new prospects or tire kickers? What can I do to meet more people who are ready to hire me?
Do I get new leads into my office each week?

If as you answer these questions for yourself, you feel like you need assistance in creating an effective marketing plan and understanding how to create magnetic marketing, I invite you to join us on at Client Magnet Marketing Secrets LIVE happening April 23-25, 2012. IF you act NOW, you can save $1,000 off your tuition. Visit www.cmms2012.com for details and to secure your spot.

Posted in Blog | Tagged attracting more clients, Building a six figure business, Business coach Delaware, Charging what you're worth, creating an effective marketing plan, darnyelle a. jervey, growing your business, marketing, Marketing systems, networking, Overcoming Adversity |

Lead with Your Marketing – Darnyelle A. Jervey

Posted on February 21, 2012 by Darnyelle Jervey

If you enjoy this video, please leave a comment below.

Posted in Blog |

What Kind of President Are You?

Posted on February 20, 2012 by Darnyelle Jervey

In honor of President’s Day my goal is to give you something to think about as you aspire to run your business in a way that leads to personal and professional growth while also serving others in a way that allows you to make a profound impact on the lives of others. Enjoy

So take some time today to answer this question for yourself: Which type of president are you?

Authoritative – you’re in control and you must keep control of everything so you do everything yourself. You are, well dare I say it, a control freak. Do you want the good news or the bad news first? The good news is that things get done….by you. You have clearly defined goals for growing your company but it takes you longer because you HAVE to be the one who gets it done. You seldom enlist the help of others and as a result, not as much is getting done. You’re like the proverbial hamster on the wheel, moving but not getting anywhere fast. Additionally, you’re not very creative so that means that you probably bore yourself and if you’re bored, my bet is so are your customers and clients.

If you’re an authoritative president, my recommendation is that you complete a SWOT analysis on your company (Strengths, Weaknesses, Opportunities and Threats) Upon taking stock on your organization, take control of making the changes you identify by seeking the counsel of a coach or mentor who can help you have enough control of your organization while balancing the control for effective growth over time.

Laissez-Faire – you kind of go with the flow. The problem with that, is that the flow isn’t usually moving upstream. You’re led more than you lead and as a result, your company growth is well, not so much. You jump on each new bandwagon. See a colleague offer something new and immediately you create something just like it so that you can “be on the cutting edge.” You do realize that if you’re copying what someone else is doing, it’s not cutting edge, rightJ? You’re less productive than you desire to be because the bright shiny objects keep you focused on anything but what you need to do to progress. More than likely, you don’t have a coach or mentor and wouldn’t dare get one because you don’t see anything wrong with the way you’re doing things. This, by the way, is the definition of insanity. You’re easily unmotivated and are always looking for a reason to give up or at least delay doing the necessary work.

If you’re this kind of president, my recommendation is that you get some accountability and fast. That accountability in my personal opinion should come from someone who has proven that they are able to get results for themselves and others. The first step is admitting that you’re a laissez-faire kind of president. After admitting your problem you can find someone who can set you up on a program to finally get some things done to grow your business.

Democratic – you’ve got balance…you know when to lead and when to be a team player but more than anything you’re clear on what it will take to grow your business. You’ve got a team, people helping you to extend your brand so that you serve your ideal clients in the best possible way. You’ve got an awesome board of advisors, a coach or mentor and you listen to what your team feels will take you to your next level. At the end of the day, you know you’re the “boss,” but you allow others input before you make a decision to drive your business forward.

If you’re this kind of president, congratulations, you get it. You know that it takes team work to make the dream work and you are working with a great team each day.

The important thing to note here is that while you can choose the style of president you desire to be for your company to grow, the best type is the democratic style, as it is the best of both worlds. Entrepreneurs who grow strong businesses and enter the 5% of those earning in excess of $100,000 each year know the importance of being team oriented, focused, results driven and balanced in their approach.

If you enjoyed this post, will you leave a comment below and share it with your friends? Tell us which type of president you are and what you feel you need to be the most effective in your role.

©2012 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, MBA, The Incredible Factor Business Coach and Marketing, is the founder of Incredible One Enterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for more clients, more income and more leverage in your business. For more information and a FREE audio download “How to Use Your Incredible Factor to Attract MORE Ideal Clients” visit http://www.incredibleoneenterprises.com.

Posted in Blog | Tagged attracting more clients, Building a six figure business, Business coach Delaware, Business Leadership Styles, darnyelle a. jervey, Getting new clients, growing your business, Incredible One Enterprises, Marketing Systems and Strategies |

4 Life and Business Building Principles as Taught by Whitney Houston–Darnyelle A. Jervey

Posted on February 14, 2012 by Darnyelle Jervey

What I got most from Whitney Houston’s music was hope and inspiration. She had a way of singing each song to make you believe that anything was possible and in that possibility you could change the world through love, talent and determination.

As an entrepreneur, it is my goal to inspire the same in the lives of those I touch when I speak, through my workshops and of course my clients. As I celebrate the life and legacy of Whitney Houston, I’d like to share four (4) business building principles that she has taught us. I believe that our lives and businesses are congruent so while it may appear that all of the questions are personal in nature, their answers are essential to growth in other areas of your life. So be open and complete the assessment I suggest

1. Believe in your talent. Before you can be viewed as a star that illuminates the lives of others, you have to believe that you have what it takes to make a difference in the lives of others. You must hone your talent, use it consistently and look for opportunities to enhance it. Entrepreneurs are people who use their innate gifts and talents to solve problems for other people and it is in belief that they build companies that globalize our economy. When you have belief in your talent, you won’t apologize for it; instead you will use it to help others in any way you can through your service. What I always loved about Whitney is that she knew that her talent was designed to solve problems for other people (in the form of creating more happiness and fulfillment) and she focused on using her talent in a way that would not allow anyone she came into contact with to forget that they too were loved and special.

Inspect the Incredible:

What is my talent?
What would it take for me to fully believe in my talent?
Who do I have access to that can help me employ this strategy to boost my business building success?
To operate fully in my talent, what would I need to eliminate? Why would eliminating it be valuable?

2. Be Yourself. Everyone else is already taken. By being yourself, you inspire authenticity and your clients will be moved to invest in you when they feel that knowing, liking and trusting you is easy, necessary and the only choice if they want to solve the problems that you offer a solution to. Whitney was always herself…she had flaws but she embraced them and found a way in strength to keep progressing. In your own business, you will make mistakes and if you’re lucky, those mistakes will serve as valuable feedback so that you can continue to grow your business.

Inspect the Incredible:

What is the contribution that I was born to make?
How close am I to making it?
What do I need to do/modify/change to achieve it?
What is the best thing about being myself?

3. Create authentic relationships with others. When you take the time to get clear on who you are to serve with your gifts and talents, it is easy to create relationships that support those you are to serve. While I have never met her, I have only read positive accounts from people who spent time with her. These accounts discuss her grace and desire to always make others feel special. True servants recognize the significance of this and use it to grow their businesses by building clients for life. Whitney’s fans were always her fans because in everything there was an authenticity that made her human, which meant her fans could pray for her and encourage her when needed as well as celebrate her successes with her as well.

Inspect the Incredible:

Can I honestly say that I am fully authentic?
What would it take for me to be more authentic?
Am I prepared to do that?
What is the worst thing that would happen if I was more authentic?

4. Never give up. I believe that the reason you can’t give up is because your next level breakthrough is just beyond the point of defeat. So, it is when you take one more step, create one more product, and call one more prospect that you meet victory. We all have personal setbacks and as Willie Jolley’s book suggests, “a setback is a set up for a comeback.” By watching her life, we can observe many examples of how to keep moving even in adversity. Entrepreneurship is a journey and often not one devoid of struggle but if you focus on the three preceding business building strategies, you will align your vision with enough clarity to slow down if you must but a determination to never give up.

Inspect the Incredible:

How can I use my latest setback to come back stronger in my life and business?
Who do I have in my circle of influence that can help me to recover from a setback and set up a plan to prevent it from stopping me?
What can I do differently the next time to minimize the need to repeat critical mistakes along my journey?

Her life was purposeful. In addition to some amazing music, she gave us inspiration for our lives and businesses. She taught us how to love ourselves and serve others and for that I am extremely grateful. Thank you Whitney Houston for inspiring me to always reach for the moon.
©2012 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of Incredible One Enterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for turning your passion into profit. For more information and a FREE audio download “How to Use Your Incredible Factor to Attract MORE Ideal Clients” visit http://www.incredibleoneenterprises.com

Posted in Blog, Darnyelle Speaks | Tagged attracting more clients, Building a six figure business, Business Building Principles, Business coach Delaware, Charging what you're worth, darnyelle a. jervey, entrepreneurs, growing your business, Incredible One Enterprises, Marketing systems, Whitney Houston |

Magnetize Your Marketing to Grow Your Business in 2012!

Posted on February 8, 2012 by Darnyelle Jervey

Starting on Tuesday, February 28, 2012, Darnyelle A. Jervey, MBA – CEO of Incredible One Enterprises, LLC will be visiting three US cities to help women (and a few good men) in business create magnetic marketing so that they attract more clients and earn more in 2012.

In her signature style, Darnyelle will ignite a fire in each participant while also providing them with critical strategies and solutions to solve the core marketing related challenges felt by today’s entrepreneurs and small business owners, which includes standing out from the crowd, creating magnet marketing messages, clarifying your “secret sauce, attracting ideal, paying clients, creating systems to automate your marketing, leveraging social media to build a thriving business. Darnyelle uses a strategic blend of mindset, marketing and money-making strategy to transform the businesses of her audiences and clients.

Participants will learn 5 EASY steps for creating Magnetic Marketing that attracts tons of ideal clients to fill
programs, events and online courses. They will also learn 2 Critical Elements that MUST BE IN PLACE if they want their marketing to stand out – and GRAB the ATTENTION of the people they were created to serve!

Network with like-minded entrepreneurs and business owners and learn how to LEAP your business forward by Magnetizing your Marketing so that you attract more clients and make more money in 2012.

Tour Stops include:

New Jersey/New York on Tuesday, February 28
DC/MD/VA on Wednesday, February 29 – sponsored by Cheryl Wood and WEPP
DE/Philadelphia/Chester on Thursday, March 1 – sponsored by DelawareBlack.com

For more information or to register for this business building networking event, visit www.magnetizeyourmarketingtour.com

©2012 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of Incredible One Enterprises.com and the Leverage Your Incredible Factor System® a proven step by step program for attracting more clients, making more money and gaining more leverage. For more information and a FREE audio download “How to Use Your Incredible Factor to Attract MORE Ideal Clients” visit http://www.incredibleoneenterprises.com

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5 Simple Strategies for extending the life of every potential client inquiry — Darnyelle A. Jervey

Posted on February 7, 2012 by Darnyelle Jervey

It’s no surprise if you’re in business to have people inquire about your products and services. What may be surprising, is how to handle the inquiry so that you maximize the exposure to your business while also doing your due diligence to help the prospect solve their problem using your products and services.

One of the most essential skills to be learned in business is how to inspire the sale, which includes the entire selling process – from introduction and closure. Many entrepreneurs, because they don’t feel comfortable selling, end up stopping the process before its maturation, costing them a new client.

My recommendation is to focus on the value you provide to the prospect and when leading with the value, ensure that you are helping them to understand that not only do you understand their problem, but you also have a solution that will change their current pain to pleasure.

When a prospect inquires about your products or services, there are five things that you should do so you can maximize the interaction and advance the process to inspire the sale:

1. As soon as they inquire, if not part of the inquisition process, begin a prospect profile. On this profile, be sure to collect as much information as you can about them and their challenges so you can validate if this is the type of client you’ve chosen to work with. Included in the necessary information should be:

a. Full name
b. Mailing address (for future direct mail marketing efforts)
c. Phone number
d. Email address
e. Reason for the inquiry (to help them, you can create a short list of the problems your ideal clients have before hiring you and then leave a small space for something other than the core problems you solve)
f. How they learned about you (this is so you can thank any referral partners appropriately)
g. What they are hoping to gain to consider their problem solved
h. Other things they’ve tried to solve the problem

2. Based on the scheduling process that you use, if the profile warrants the scheduling of a conversation, get it scheduled so you can talk with them to clarify the problems and offer how you can solve their problems using your products and services. In this conversation, be sure to share your solutions, while also offering the one you feel would be best for them based on how you understand their problem. (They see you as the expert, so they will be expecting your recommendation.)

3. During the meeting (in person or virtual) be attentive, ask key questions and summarize before you share your solution. When you share your solution, focus on the benefits and value, not the features and process. Seldom will the prospect care about the step-by-step, typically they want to know that their ultimate goal can be achieved using your product or services.

4. Ask for the sale by focusing on how your solution will lead to the achievement of their core goals concerning the problem area. Say something like, “I’d love to work with you, is now a good time to discuss my service options?” Listen and wait for their response.

5. After the meeting, enact your follow up strategy in this way:

a. Send a thank you card, a hand written note, thanking them for taking the time to meet with you. You may also opt to send them a small token of your appreciation but a handwritten note will go very far in the process.
b. As a 2nd thank you, opt for a video email or traditional email thanking them for meeting with you, summarizing the highlights of the discussion and next steps for each of you. Be sure to include the timeline you set to follow up for the decision. Include any documents you promised to send highlighting your products and services for their review.
c. Hold a follow-up call/meeting. If they’re not ready to become a client, ask them when it’s a good time to follow-up with them to see where they are in the process. I recommend following up every 60 days after that initial meeting until they say otherwise. Low hanging fruit is the easiest to pick and often the follow-up is what helps you seal the deal.

When you focus on creating a systematic approach to handling service inquiries, you will naturally extend the life of the inquiry and close more new clients.