Are Strategic Calls for REAL?

Are Strategic Calls for REAL?

One of my favorite selling tools for coaching and consulting is unquestionably to offer strategic calls or the discovery calls. Call it what you want! It’s a very powerful tool, and it can bring a lot of value to the customer. This week I am telling you about the structure of an excellent discovery call and the errors to avoid. Let’s start with a story … If you have been following me a bit you know that recently I launched my YouTube channel. I understand the power of the videos, but I needed help in order to quickly maximize the use this tool. So, I found Sunny Lennarduzzi. She walks the talk. Her content is excellent. I obtained excellent results only by using free tools. For me, this is a good sign. Sunny led a promotion through her email for her coaching program, “Authority Accelerator”. I was interested and I made an appointment for a strategic call. After making the appointment I completed a questionnaire that never ends, probably to test my seriousness and my commitment. My call was unfortunately canceled … That was where I made some research … The person who offered me this strategic call to develop my YouTube channel is NOT PRESENT on this platform. I understand it’s a sales call, but still … How can you analyze my work if you didn’t do it yourself? In my opinion, this is a perfect example of what not to do. Always lead with value. ALWAYS. As Eric Thomas said: “Always lead with value”. Before asking for a sale, one must explain to the prospect what results can...
7 steps to manage a crisis

7 steps to manage a crisis

We live in a world where everything can become public very quickly, under circumstances that will not be favourable to you. I do not want anyone to have to learn crisis management “on the job.” If one of your employees makes a mistake and makes inexcusable comments on the web? If you show your “big dirty life” on Instagram, but basically, you’re on the brink of bankruptcy, will you handle this situation and limit the damages to your brand? Plan Each plan starts with goals. What do you want to accomplish? What is the result you want to achieve at the end of this mishap. Ideally, you want to sit down with your key people and analyze what crises might strike you and how you plan to manage them. Identify a Spokesperson The worst thing you can do is look like a group of hens running everywhere! If the crisis can impact your customers, the general public, or your employees, chances are you’ll get media attention. Unwanted attention. Be sure to first handle the message internally and then broadcast the message externally in one voice. Your spokesperson will be the public face of your business and will need to be able to answer media questions. Be Honest and Open If you are a slave to Netflix, like me, you probably know about Shonda Rhimes’ Scandal. What is the first rule for ALL Olivia Pope’s clients? Always tell the truth. The best way to silence rumours is to be honest. Transparency will always apply in traditional media, social media and with your employees. Keep your staff informed This is the...
Personal development needs planning too!

Personal development needs planning too!

If we’ve had the privilege of exchanging on the subject, you know that I am much more a person of “skills” than a person of “mindset.” That said, I am the first to train and try to become better every day. In my opinion, personal development is much more than “deep” quotes on Instagram. It is a commitment I make every year and for which I make a plan. 2018 was my best year ever. I had the privilege of working with people I love and admire like Eric Thomas, Sean Stephenson and Mindie Kniss. I have been to Arizona 3 times, including one where I had the privilege of being in a presidential suite in a 5-diamond hotel. Your personal development, like your marketing, should be planned! Every year, I take time to reflect on what I have accomplished, and then choose what I want to focus on for the next 12 months. This is how I choose who I would like to work with, what training I will attend in the next year. If you have not planned your personal growth, you will probably be at the same point next year. Mark my words. Personal growth, when you don’t have the budget. 3 trips to Arizona is expensive. Just in training (not counting travel and hotels), I invested more than 5000 USD. Determine the percentage of your income that you want to devote to your personal development and choose the activities you plan to do. You can ask your banker to open a savings account for this purpose. There are several courses in Quebec. If you want...
Boss, there is something I have to tell you, I have been assaulted.

Boss, there is something I have to tell you, I have been assaulted.

BOOM. That, or dropping a ton of brick on your desk, it’s exactly the same thing. If one of your employees, of your collaborators reveals to you that she experienced a sexual assault, it is because she has great confidence in you. She entrusts you with her biggest secret, you have no right to let her down … What is worse than being assaulted? Not being believed. Often, exposing one’s assault to one’s employer is not a choice. One can feel rejected, humiliated, judged and so on. With the advent of #metoo, the number of accusations has drastically increased. I do not have statistics, but I am sure that the number of managers, HR advisors, OHS stakeholders who have had to support an employee living this type of trauma has followed the trend. Can you please reduce my unnecessary stress? Following my assault, I chose not to stop going to work. Staying at home doing nothing would have been of no help to me. Keeping my mind busy was a great help. On the other hand, it is really difficult to explain to the employer what he needs to do to help me get better. I do not like the word victim, what a lousy label! I do not like the word survivor either, I do not know why. What was important for me is that my life goes on so that my abuser doesn’t win. In my head, if I stop everything, he wins. And he is not going to win with me. There are no better solutions … I was fortunate to be able to name my...
7 facts that will convince you to use webinars to convert more leads into customers.

7 facts that will convince you to use webinars to convert more leads into customers.

In the past few years, webinars have become one of the best ways to convert paid traffic into new customers. There are several formulas, you can use them for training purposes, for sale purposes or to onboard new clients. Sixty percent of the webinars are aimed at converting participants from prospects to customers and raving fans. 73% of marketers in B2B say it’s the best way to generate quality leads. When a person is ready to invest 60–75 minutes of their time to listen to you is that they are seriously interested in what you have to say and the value you can bring. You also need to make sure you really bring value to your prospects during your webinars. Skip the blah-blah that means nothing! Your prospects must be able to take action on what they have learned during the hour they invested in you. 26% of webinars are held by companies in the field of software and technology. Does this mean that if your industry is different and webinars are not worth experimenting with? NOPE! It is likely that many companies have not yet tried and experiment with them. The average number of webinars offered in a year is 23. OUCH… As I work alone, this year, I decided to increase the pace and offer a free webinar per month. Next year, I’ll see if I decide to offer one every 2 weeks. The important thing is to plan strategically and have a way to structure your conversion and continue to maintain the relationship with your prospects. 69% of registrations are in the week before the webinar,...
Are « fake job postings » for real?

Are « fake job postings » for real?

A long time ago, when I got started in recruitment, I had to create fake job postings every week to attract candidates. When working on temporary positions, we needed to have “ready to start” candidates in a short time, often the next day. I quickly realized that we were far from alone in having this practice. I understand so much the frustration that job seekers can have … The best way to address the question … Before giving you this answer, I would like to explain a little more about how the work is organized in the big agencies. Employees are evaluated weekly based on their level of activity. Each employer has a different business model that has made them successful. On the other hand, recruiters often have to meet more than 10 candidates each week in order to meet the requirements of their employer. When an agency calls you to schedule an interview for a position, you have the right to ask if they really have a position for you. Or if you are only there to make their candidate interview quotas this week. The best way to get around these practices … It’s simply to bypass the application process. Contrary to popular belief, there are only 3% of positions that are filled by traditional job postings. Some authors a saying it is only 1% of the jobs that are filled through this process. There is “Mylene’s method” that is a little aggressive: you find who is the manager to whom this position will report to and you call him (with the phone) directly. No stupid emails. A...
How to choose the right CRM for your business needs.

How to choose the right CRM for your business needs.

Before you start shopping around, I would like to encourage you to ask yourself some questions. A CRM that no one uses in a business is a huge waste of time and money. In this article, I will discuss the processes you should try to automate, and we’ll look at the questions you should ask you to choose the CRM that suits your needs. What are the processes to automate? Since 80% of sales occur after the 5th call, tracking your prospects during your sales cycle is critical. This is the first thing you should automate. It’s not your client’s job to remember you, it’s your job to make sure you’re unforgettable. A CRM should also allow you to give a score to your prospects. Time is money. You want your sales force to focus on the customers with the best chances of closing the deal. Finally, reporting should be automated as well. You have other things to do than whip up nice little Excel spreadsheets for your team. Once this practice is automated, you can focus on coaching your team and building relationships with your clients. Questions to ask yourself when choosing a CRM What is your budget? If you opt for a free solution, you will get your money’s worth. Clarify with your accountant what is reasonable for you each month and start from there. What kind of integration do you need? Integration is when you want 2 software to talk to each other and exchange information. Your CRM should integrate easily with your accounting software as well as the different payment gateways and digital marketing platform...
Accept a counter-offer? 4 reasons to say NO!

Accept a counter-offer? 4 reasons to say NO!

TRUE STORY: It was February 2002, I think. At the time, I was working as a debt collector. The manager who showed me the ropes had just left the company where I was working. Several days later, I told him that no matter where he went, I would be loyal to him and join him wherever he’d go. The following week, my telephone rang, and it was the call that I had been waiting for. I left the office during my lunch hour to see what my potential new employer could offer me. WOW! An extra $200 per month! In 2002, with a CEGEP in Human Sciences, this was a lot of money! On returning to the office, my boss called me into his office. News of my visit to our competitors had got out, and it soon reached him. I accepted $100 more per month. And 3 months later, I left the company. I made the mistake of accepting a counter-offer. I like to think that I was young and innocent. Here is why you should refuse a counter-offer from your employer : 1. Even if you receive a counter-offer, your employer might doubt your loyalty to the company. You have opened a breach, you have dared to go and look elsewhere. This will certainly break the bond of trust that unites you and your present employer. Even if he tells you otherwise, you should doubt this. Why would you remain in a place where there is no longer any trust or loyalty? 2.Your reasons for going to see what is happening on the market are as valid today...
FIVE words that recruiters want to see on your resume.

FIVE words that recruiters want to see on your resume.

On average, a recruiter spends less  than ten seconds looking at a CV. Your task as a candidate is to capture that recruiter’s attention. Yes, I believe that “capture” is the right word. Your CV has to demonstrate what you can do, and at the same time it has to demonstrate that YOU are the best person for the job. Not the previous OR the next candidate. In the United States, according to my research, 10 million job applications led to 100,000 new hirings. This is a PERCENTAGE. Of these 100,000 new hirings, only 15% were the result of the related job posting. This statistic shows that it is much harder than you think to make yourself stand out during your job searches and attract the attention of a recruiter. The recruiter spends 80% of these 10 seconds checking the following: your last job to see if it was appropriate for the position, your education, and the start and end dates of your previous jobs to assess your stability. Once you have made it past this first stage, there are five favorite words that we love to see on a CV. Here they are, so take notes. Create. Businesses like people who are creative and unafraid to take risks as they work toward reaching their goals. Achieve. Accomplish. Businesses seek candidates who stick with their projects right to the end. The best candidates are those who include their accomplishments as part of their career path. This gives employers a clear picture of what the candidates are likely to be able to achieve for them. Improve. Continuous improvement and process...
Lessons I learned from Molly’s game.

Lessons I learned from Molly’s game.

Those who know me know that cinema is my 2nd home. I love movies with strong female characters, I love Jessica Chastain. Watching Molly’s movie game was not an option! I loved it! Today, I will share with you the lessons I learned from Molly. The goal is to win. Win what? Against who? We do not care. Molly was raised, educated to win. An elite athlete, who had to put a stop to her career because of a very bad fall in freestyle skiing; still, she remained conditioned to win. She was offered an opportunity, she grabbed it. Someone took this opportunity away, she created one herself. That’s all. Play to win. No matter what. No degree? That’s not an excuse not to build a multimillion dollars business! Molly made the choice to spend a year in Los Angeles after her tragic skiing accident. The plan for her was to start law school after her sabbatical . After all, she had already had a career (skier) and was retired. There is no university program in gambling management! Nope! Molly built something phenomenal just by learning on the job, with her intelligence and wit. In addition, we are talking about a woman in a male environment. She was holding the most prestigious “Man Cave” on the planet. Now, come and talk to me about your impostor complex! You can offer a 10K buy-in experience, or you can offer a 250K buy-in experience. When she took over her boss’ business, after being fired, she completely revamped the experience for her customers. Instead of the basement of a shitty bar, she...
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