Business Coaching Training And The Formula To Transform “Over-Thinking” Into Action Now
This past Saturday I conducted a business training coaching consultation by the Caribe Royale pool in Orlando, Florida with a couple who have a small consulting business.
They met with me because they were interested in using the strategic sales and marketing approach we complete with clients, which also includes creating and selling high ticket coaching.
This couple had just decided to invest thousands of dollars in an application which they thought was going to bring them a windfall with their business.
The problem with their thinking, which is very reflective of so many of the clients I see today, is this:
Unless you can think and position your business strategically, everything is a waste of time and money. In fact, everything you end up doing in your business is a tactic. Tactics are isolated ways of doing things, but they can not really help you, unless they aligned inside of a properly positioned business in the market place.
What troubles me today is that so many well intentioned entrepreneurs think they need to spend thousands of dollars on a technological gadget. Or they think they need to create a whole product line of eBooks, CDs, DVD’s, course material for advance courses, etc. outside of strategic positioning in the market place (ie. within their business niche).
Now I am NOT telling you not to purchase technology or create curriculum.
There is a time and place—but first you need to know how to position yourself strategically. This will provide you the ability then to execute properly.
As I mentioned on the previous blog post, an increasingly bigger problem that entrepreneurs are experiencing is the fact that they over-think. This leads them to buying and creating just about everything up front to cover ‘every eventuality’ or every conceivable possibility.
Have you been caught up in this? If you are like most entrepreneurs today you have. And you are running around just like I was several years ago.
I remember spending $5,000 on a website (that I never used by the way!), I spent months creating courses for educators globally on how to position their expertise within a business niche, yet I did not know how to execute properly in the market place.
This is really a byproduct of over-thinking.
Over-thinking is due, in part, to a lack of clarity.
Lack of clarity is the opposite of execution.
Execution can be defined as ‘when to do what and at what time’.
That brings me back to the couple I met this past weekend. They operate a business consulting company, but are stuck. They are not making the money they should be.
And it’s not because they are not buying stuff including this technology application for several thousand dollars.
Now they are going to spend more money and time figuring out how to use this, when this is only masking their root problem: they lack the fundamental entrepreneurial skill that they will never learn on their own.
The problem is that they are buying tactics without having a way to execute right now. (This is especially critical so that you can generate massive cash flow when it comes to how to market to the affluent and create high ticket coaching.)
The formula for ‘NOW when it comes to business training coaching looks like this: What to do and when to do it—strategically!
Do not make the mistake purchasing tactics (buying the latest traffic generation tactic for example—leads are not the problem!), purchasing technology (just to be safe) and people (‘Now my company is now going to start growing.’).
Each of these is a manifestation of the bigger problem and that is not being focused in ‘NOW’ time. As I realized several years ago, I was only fooling myself that tomorrow was going to be my day.
My answer to this couple and my answer to you is this: Stop living in tomorrow and start living in NOW.
Quit doing things that are simply denying where your real focus should be: cash flow.
Executing strategically means that a properly created business funnel with the proper sales and marketing will make it easier for you to sell a $5,000 program than a $27 eBook/CD/DVD.
Stop selling yourself short. Quit struggling selling low end programs and spending money that only promises you the hope of a better day.
Turn tomorrow into NOW.
Glenn 
P.S.
Live from The Caribe Royale Hotel In Orlando…A Quick One Minute Video Message!
[flv:http://sellhighpricedprograms.com/blog/wp-content/uploads/2009/02/glenn_orlando256k_stream.flv 300 250]
February 11th, 2009 at 8:08 pm
Right on, Glenn!
“Unless you can think and position your business strategically, everything is a waste of time and money.” – This statement can save your business and your lifestyle. The few ‘keywords’ that describe your business strategy are like the GPS coordinates for your destination.
“Stop living in tomorrow and start living in NOW.” – Listen to Glenn! This is the only way. NOW is the only time, because you don’t have enough information about tomorrow or the end of the year to know what a future decision should be.
I believe to achieve any goal is really simple. You need only two things 1). the GPS coordinates for your destination. 2). The action step you are taking right now. The GPS ‘keywords’ are your ‘success check’ -”Is your action step moving you towards your destination, or away from it?” As Glen often says “Your next step, will reveal the next step.”
We get caught up in the traditional ways we’ve been taught. Setting S.M.A.R.T. Goals is really dumb! Most of us get so caught up in step one – get specific – that we never get off first base, and get overwhelmed in the information age , and think that buying more stuff will magically give us the direction we need. But all this really gives us is more fuel for our procrastination.
Glenn gave you the magic formula for your direction – Your ‘Business Position” – these coordinates are the ‘success check’ for your every action. The positive feedback you get in the moment of every action is all the motivation you need to achieve anything you want in your business and your life.
February 11th, 2009 at 8:13 pm
Hi I have always been a guy who makes fast decisions.The biggest problem is at the moment to get a grubstake to start again.I have more than 40 years business,marketing and writing experience.Everything starts with the first step.I learned in marketing and selling.Four things 1.Find those who want the product.Basically hook the fish and haul them in the boat as fast as you can. 2.Create desire to purchase. Build the product by involving the customer.stroking them just right.Find the button to push. Then close the sale.3.It takes as long to sell a cheap product as an expensive product.The expensive product requires more work.FIND THE PEOPLE WITH THE MONEY TO PAY FOR THE PRODUCT.which means weeding out tire kickers from the genuine buyers 4.Always tell the truth.Don’t lie to close a sale. Bill Toebes
February 11th, 2009 at 10:04 pm
G’day from Sydney, Australia …
Spot on, Glenn!
Since following the steps in your Sell High Priced Programs coaching I have been able to pinpoint and execute the strategies that lead to cash flow … the lifeblood of any business.
My list of client success stories from my Win At Work programs for individuals, and my Maximized Manager small business training and development programs, is growing rapidly.
Glenn, you are right – tactics in isolation will not move a business forward. Such tactics will only scatter your time, enegry and budget.
What you want are strategies that are aligned to each other and to the vision you have for your position within your market.
Thanks for another great post Glenn.
Your ValuesCoach,
Karyn Clarke
February 12th, 2009 at 12:29 am
Right on Glenn! ACTION is everything but the right actions will lead you down the path of success.
Strategic thinking with corresponding action works every time!
Great post Glenn. Keep it up!
– Andy Duncan
February 12th, 2009 at 1:27 pm
Hi Andy…
Thank you for your comments.
The importance of thinking strategically is that this is your strategy by which all tactics should be aligned.
G.
February 12th, 2009 at 1:30 pm
Karyn…
You obviously write from experiencing the power of what I posted. Congratulations, Karyn, for having a record breaking January–especially since it is summer where you live and your industry normally slows down.
Great things are in store for you!
G.
February 12th, 2009 at 1:35 pm
Hi Bill…
Thank you for your thoughts. There is certainly a time to make fast decisions and there is a time to sit back and self reflect on how to position one’s business strategically in the market place.
Remember, one of business coaching training ‘Speed To Market’ principles: He/She who self reflects the greatest controls market places today. You are paid to out self reflect your competitors. The degree to which you are paid is determined most importantly how well you are able to self reflect wrt your positioning in the market place related to the negative perception that your ideal clients have of your competitors.
The Awakened Ideation Process ensures perfect message-to-market match. This will help make it much easier to sell high priced programs.
I must add also, that I do disagree with you re: being harder to sell high priced programs as apposed to lower priced programs. From my experience and my clients’ experiences I would have to disagree with you–and strongly. (Feel free to push back on me if you want!
)
Again, thanks for your contributions!
G.
February 12th, 2009 at 1:38 pm
Susan…
You are a marked woman! (Marked in the sense that you are implementing what I am challenging all our listeners to do.)
Thank you Susan for realizing that there is a tremendous gulf between knowing what to do and when to do what you should be doing.
This is the importance of execution.
I submit execution is everthing. And this is where strategy is developed which will allow you to properly align your tactics to invert your business funnell.
I look forward to celebrating your successes this year, Susan.
G.