Author Archive for Nancy Lamb

Overcoming Objections Naturally

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In Sales 101, it’s all about overcoming objections.

The real objection to buying

isn’t addressed during the close. The real objection to signing up isn’t overcome with answers to objections. If it’s there at the beginning, it must be overcome during the talk. Simple.  The real objection has to be dealt with through the 5 steps of sales. All sales. Sales Copy and Web Copy are the same way. You’ve got to overcome the hidden objective. How? Well…

Picture this: You are reading a letter. It’s hitting all your needs. It’s hitting all your hidden questions too. But you don’t buy. Why? The ” Buy Now Button” flashes and you ignore it. You read on. You hear all about their great successes. You see cool photos, and you read amazing claims of success, and then they hit you with it.

The Deal.  You read you kind of like what you see. They do it. They make you The Big Offer: If you buy today, I’ll give you an exclusive deal. If you sign up today, I’m giving you so many bonuses you can’t say no. It reminds me of one of our favorite closing lines: “What is in the way of our doing business today?” or “What is in the way of my earning your business today?”  The lines roll right off like I’ve been saying them for decades. And I cringe every time I hear it asked. It’s the same as that flashing BUY NOW button. What’s stopping you?

WHAT MAKES YOU PAUSE? What is that real objection that overrides all others?

That’s what you need to know. That’s what you need to know about YOUR buyers too. Why didn’t they buy? Did they leave the page to come back later and still didn’t buy? We need to know what is going on!  It’s subtle, but it’s the deal killer all the time. In fact, if you have it with me you are still reading. If not, you are impatiently wanting to know the bottom line so you can say no. Smile! It’s true. I get it.  That one hidden objection is the one that you have to solve or no deal. Period.

I heard it just last week: “Other people are literally taking out loans to buy this coaching program. Some are taking out mortgages to ensure they can get in on the deal.” As soon as I heard it, they lost me. They hadn’t built the right mix.

I sucked at sales until I learned this secret. I sucked at buying decisions, too. That’s why I am confident that my persuasive writing is what will help you win more clients, elevate your sales, and build your self-confidence.  I learned the hard way. You don’t have to. In our writing process, you will learn these same invaluable business tools.

I give you that one thing that lowers that natural resistance. I give you that resistance softener so powerful that surface objections fall away, and decisions flow. I don’t need to already know your product — you have all the background information. I get to have my way with words and provide for you that artistic persuasive writing that makes you better and bigger and takes you beyond.

Ready to know what that one little thing is?

Overcome objections with the right words.

Words that overcome objections are golden when they build on this one time-tested secret.

It’s TRUST!

TRUST!
Drilled into me during my sales training days, it still rings true.
There is a way into the process that opens doors, opens hearts, and takes a sales process into a consultative spin indecision-making. It’s all in the process.
If you don’t establish trust, you aren’t going to sell anything.

I help you elevate your web content and marketing information to a new level. A level of compelling trust. A level where your buyers instinctively know they can trust you.

Nancy helps clients overcome objections

Nancy Lamb – writing every day

You provide the product, I’ll provide the content, and we’ll work with integrity to make your customers happy.

I am always eager to create new marketing strategy and consult with new clients. If I can give you a few tips, you may not need me to write for you. If you hate writing, let me do that.

I’m a marketing consultant.

 

Credible. Reliable. Current. Medical info you can trust

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Doesn’t it just make sense that you would learn as much as you can about a medical concern? That information is readily available. Credible. Reliable. Current. Medical information you can trust – and your doctor should too!

Have you ever heard these exclamations by your medical practitioner? “Be careful of what you read on the internet. That’s just internet hype.  You can’t trust what you read; why do you keep researching this; you should stop researching  – it just scares people…. ”

Has the staff at your doctor’s office looked at you like you were the crazy, nagging spouse who interferes with doctor / patient discussions?
Honestly, if our doctors did any research on the symptoms presented routinely years, we wouldn’t have had to do anything but check in and say Ahhh. But the docs don’t do discovery, and they never fully explain anything.  Of course, I am going to do research.  Wouldn’t you?

Here’s part of my story: After 7 agonizing years of anguish,  Rick’s doctor at the Virginia Mason basically told me he had no idea what else to consider, he had given up.  I begged the doctor to do more research. I begged him to consult with colleagues. His response: “I’m sorry, I have done that and I have no idea.  Clearly something is wrong. It is not psychological, but I don’t know what else to do.”  The truth was, had he been a bit more open to looking at all of the symptoms as a whole — and did his due diligence, he would have figured this out long before his final hand wave and massive blow off.  I sit here writing and researching instead of working. I sit here learning as much as I can about managing home health care, dealing with chronically ill spouse, and seeking a pathway through a horrific maze of no diagnosis, no cure, and worse – nowhere to turn for any help.  Dealing with trying to line up help.

I sit here writing and researching instead of working. I sit here learning as much as I can about managing home health care, dealing with chronically ill spouse, and seeking a pathway through a horrific maze of no diagnosis, no cure, and worse – nowhere to turn for any help.  Dealing with trying to line up help. Disability Insurance takes nearly 2 years just to get a court date on an appeal? YOU BET I AM DOING MY DUE DILIGENCE

OF COURSE I AM GETTING ANGRY. I’m tired of the games. It’s also what makes me an expert researcher. And it’s how I came across this toolkit.

This leads to the ultimate question about credibility. When your doctors don’t know, but get uppity because you are doing research, something is wrong. Don’t you just want to scream: If you were doing your job, doctor, I wouldn’t have to do all this research!!!”

I found the ultimate solution for the private citizen.

The National Insitute On Health and Aging has provided that solution. It’s actually a class in a toolkit format and I can offer this anywhere that the students have a computer and internet access.  In many cases, they may bring their own laptop or tablet device.  In some cases, the institution may offer computer access.  What I have is the total class, available to deliver as training class complete with handouts, tip sheet, and led training.

One of the course resources is available to everyone at no cost, whether you take the class or not.
Did you know that you can get credible health information online, all the time? The next time a doctor or nurse disparages you for internet research, you just tell them that you got your information from the US NATIONAL LIBRARY OF MEDICINE – and that their information is the most up to date available.

MEDLINE PLUS is offered by the US National Library of Medicine — and provides a plethora of CURRENT and ACCURATE information on health topics, medicine, and more.

National Institute for health – Seniors  “This website will open the valuable resources of the NIH to great numbers of people over 60 who use the Internet to learn more about their health and aging.”
Richard J. Hodes, M.D.
Director, National Institute on Aging

My class offering:
Screen Shot 2015-12-21 at 11.31.13 AM

The National Institute on Aging has provided a toolkit targeting adults over 60 to help them find accurate, up-to-date online health information—on their own. It’s great for all adults and focuses on teaching older adults internet research skills – at their pace.

No more second guessing. Seniors, their families, and caregivers can easily:
• Build their Internet skills
• Search websites at the National Institutes of Health for health and wellness information
• Learn to evaluate the quality of online health information

First of all, there are many resources online. We all know about WebMD — a for-profit medical resource which usually pops up in the first few hits. We also know about all the other for-profit sites or adjunct sites from well-known hospitals. The Mayo Clinic, for one, offers a myriad of great health information.

But how often do we go to the doctor with a little research in our pockets — only to be warned that the “internet” isn’t a good source. And the truth is these doctors go to the internet or to other doctors who then go to the internet. With information so readily available, the doctor’s disdain is not only unwarranted, it is highly suspect of being ego driven.

If you would like to provide this program at your organization for a reasonable price, please contact me as soon as possible. I’m scheduling the next quarter now.  You can offer this as an employee incentive, and it may qualify you for a tax discount along with other employee wellness incentive programs.

 

It’s About Time

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Most of us love to help another out. Most of us like to volunteer for a cause we believe in. We love to join our peers and help. It’s human nature.

Then it happens.  (Oddly, I’m writing about time management and I just received an email with subject line: “How saying no will change your life”) Finish Reading 'It’s About Time'

If it ain’t broke, fix it anyway.

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I guess it depends on how broke is broke. I just spent an hour trying to perfect a font color scheme. It wasn’t broken. It didn’t need fixing. It just needed a little love.

Now that I have a fresh eye on the situation, I see a totally better solution that will allow for simplifying the whole strategy.

If it’s broken, definitely fix it.
If it’s needing love, do a little, step away, and see if it helps.
If it’s needing more love, think about how to make it better and simpler.

In this day and era of web mastery by the numbers, people really want a good looking, usable, and informative site. There are many things you can do to simplify and beautify without blowing the whole thing apart. Like what, you ask?

First,  make sure the important stuff is above the fold. Ok, there is no fold, but make sure your important stuff is at the first screen. If you make people scroll down, you will lose them.

Second, get rid of the noise.  This is true whether you are looking for new clients or looking for a job. Your target market may not care that you worked in Medical Technology or Aerospace if you are selling custom soap or massage therapy services.  Your target market may just want to know that you have 18 years experience writing and that you know a lot about their service business.  Or – the target may be someone who needs you to create a compelling story.  Does what you did in your early career add value to your current story? Tell them a compelling story about why you know who they are and how to sell their business. Proof, right?

And a final nit: Up to date does not mean a wildly colorful and distracting page. Go for white space, consistency, and spacing. Especially, make sure the headings and subheadings are the same consistent style, font, and size.  If they are different, they compete for attention and the eyeball doesn’t stop going back and forth to figure out what is different. No, this isn’t perfectionism. After 13 years in photography, I learned to honor what my eyeballs are telling me. If they keep drifting back and forth, it’s a problem. Fix it.

I started studying website design back in the old days. I earned my webmaster certification in something like 2000, but the old stuff is still good stuff. Readable pages. Information targeted to the audience. Learn who you are talking to and your design plus your writing will show the client that you are the right one to help them.

Juicing Good – Juicing Extreme Not so Good

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From the health files:
My Healthy Living Expertise comes from a long line of health nuts in my family, formal education in nutrition, and decades of experience juicing, working out, sweating, and a whack at nearly every popular diet that has been out there. I followed sometimes strict and extreme protocols. I normally focus on a balanced lifestyle.  


TooScreen Shot 2013-03-27 at 8.35.57 AM many health coaches and weight loss programs are touting the ‘benefits of detoxing with juicing’ that I have to jump in and speak some truths. It’s my mission to live as healthfully as I can. I can’t control everything that happens, but I can make healthful choices. It’s my experience that most good things can cross a line into extremism – and that’s where they go bad. 

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Boeing Going Gone? — After the job, who are you?

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What’d you all think of the interview Mr. McNearny gave the other day. When we were Boeing employees and consultants, we used to joke that Mac was really all about working to his retirement, funding his bonuses with extreme cuts and short term vision of profits over quality.

As I read that article in the Seattle News Media, I couldn’t help but wonder.

When I left the dictum was to cut 4% per year no matter what. They also had an unspoken but clearly implemented rule of not hiring anyone who wasn’t considered a ‘recent college graduate.’

I feel bad for the last survivors of the Old Boeing – the place where people were proud to be there a lifetime.

There’s not much worse than just going through the daily grind, working like you are important but knowing your head could be chopped off any moment. At the whim of the newest manager, the wiles of the latest reorganizational demands, or simply because you chose to honor a family member’s need instead of working on a Saturday.

Yeah it happens — but here’s how to deal with it.

Boeing lays people off all the time. It’s just a job — a good job and great career while it lasts — but nevertheless, it’s just a job.

When you let your self-identity be defined by your employer, you are the one that set the stage. Sure, it’s hard to say goodbye to a job that you loved. But if you can always keep in mind that you are focused on self-improvement all the time, then your job, your skills, your training and your trajectory take you to new places. You might look back, but it’s with the keen eye of gratitude. You’ll never again feel that pang of getting kicked in the gut.

Great news for IT People

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This just in: New Doors are Opening as the world of IT moves forward. I’m excited because it means the beginning of new opportunities as opposed to people chasing survival modes.

IT May Be In For High Staff Turnover in 2014 (via slashdot)

CIOs and the technologists who work for them have vastly different ideas of who has a good job and who’s going to be looking for a new one someday soon, according to a new survey report. Seventy-two percent of chief information officers (CIOs) believe…

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Streamline your eLIFE

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When I met my husband, I was also getting a lot of calls from other men. We’d started to get serious. And then my phone started ringing. Out from the distant past popped calls from guys I hadn’t seen in years. And some new ones showed up as well. But it was more an annoyance at this point of the game. Where were they all when I was single. He said something that cured my tendency to give my attention away. Three words that changed my thinking forever and it wasn’t I Love You.

Here’s what he said:

That is BACKGROUND NOISE!

When it comes to digital drama and time management, we all get frustrated when suddenly seeing that our minds are overwhelmed with too much noise.
We can’t focus on what is important when we are constantly distracted by other stuff. Sure social media is a big sales tool. We get a lot of business from our social media connections.

But to be productive, profitable, and prosperous there are certain things that have to happen. It’s not just time management – it’s mind management.

Turn off the background noise: Between emails, Facebook posts, tweets, and Pinterest pics, I could waste an entire day trying to ‘quickly’ check on stuff and then get lost in nothing relevant. Plus, I saw the same business promos on 3 or 4 platforms. It’s kind of a downfall of Facebook, but when social media is just too noisy, you can’t focus.

You know how you get when watching a show or a movie and it is constantly interrupted for a commercial — often the same commercial at each break? (actually, you may not watch tvbut you get the idea, right? ) We turn off the volume. We kill the noise. And that’s exactly what I’m doing with my social media exchanges.

Kill the notifications.

When someone I know posts or tweets, I don’t need to know about it. I’ll look eventually. Kill the duplicates. When I friended or liked certain people, I ended up signing up for a newsletter. I recently figure out that if I see a link on their Facebook page to their latest blog post, I don’t need to sign up for the mailing list. Or vice versa. Then I realized I wasn’t reading most of the emails anyway.
Unsubscribe
Or create a two new email addresses just for business promos AND only put people on there whom you really like.
Use one for SWIPE stuff and another for those important emails from Joshua Boswell, Bob Bly and others whom you know and respect.

I just culled my Facebook list down to half what it was. I interact with real life friends and some business colleagues. The rest are either on my business page, I am on theirs, or I get to exchange personal emails with them.

How to streamline your eLife:

Facebook:

Cull your list: If you are seeing duplicate posts, cut it down to one place. You can stay in touch on a group list without adding every group member to your personal page.
If all you see is business and sales promos, unfriend them and consider liking their business page. Or Not.
If you never exchange actual discussions and they seem to only be there for show, dump them.
If you suddenly realize you have a reaction to everything they post – especially if it’s religious or political, unfriend or block them.
If their friend list is over 500 and they never really say anything, and they are not a family member, just unfriend them.
If their friend list is over 1000, and they are not a celebrity whom you like, they are marketing or list building.

I recently unfriended half of my list. A year ago, I culled the list by removing lurkers. Last month, I culled it to a workable minimum and have decided an upper limit of 250 will be perfect.

It’s not mean. It’s necessary.

Twitter:

How important is Twitter anyway? I think it is fun, helps to find people and see what’s up. I follow a lot of companies and people. It’s just a quick snippet where I can get a bit more intimate with strangers.
I don’t use it much. At all. And I don’t get emailed every time someone tweets something.

LinkedIN:

It’s a great business tool. I love it for that. But when it first came out it was easy to use LinkedIn for networking. Now — it’s like the worlds resume data bank. I find a lot of job listings. I find a lot of information — but I rarely find contacts that want to connect.
I use it when focused on networking or looking for information. I try to make business connections. It’s only as good as the work I put into it. I update my profile every month. I don’t go out of my way to work this media because it has not given great results.  Put your profile up there. Connect with true business associates. Join a few groups.See what it does, but if it doesn’t produce, put it on the back burner.

Pinterest:

I know this is the new cool thing, but really?  Noise – just noise. Pretty noise, for sure, but it’s all noise. As cool as this is, I see no business value.

How much time am I saving?

LOTS! I can’t really say but I can tell you that I am thinking more clearly, find more time to create, write, and market to targeted audiences. I feel like I cleaned house and suddenly have more energy. My attitude is better. My mental clarity isn’t jammed up with noise. I can find the important emails. I don’t have to weed through hundreds of sales promos to find out what a friend or colleague has written. And I’m not so susceptible to non stop sales pitches. And my mental clarity means I have time for doing things I love, that make me happy. And that, my friends, makes me a better me.

©2013 RamblinLamb Communications — all rights reserved.

Empowerment – its what you feel when you can do for yourself

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Didn’t you just want to scream when you learned the investment cost of a website?

Doesn’t it just get you frustrated to know that something so easy could be so complicated? I mean, it looks so simple and elegant online — why is it so darned hard to get mine to look like that?

Or — now what was that I did again?

My pet peeve is the overpriced websites for beginners. Sure, a good site might have to cost me money – but for a simple 5 page site it shouldn’t cost double my mortgage!  Right? I mean, if it’s so easy, I may as well just do it myself.

That’s my thought at least.

We offer custom training and empowerment sessions!

What that means is you can end the misery of feeling like you should be able to do it yourself so why are you paying this other person. Many of us are pretty smart, highly creative, and just need a little help getting rolling.

That’s why

We offer custom training and empowerment sessions!

We love to help people get off the starting block. And then we are here later to support on technical issues. We do this because we know there are many people out there just like us: Smart, Technically Savvy, and Creative.

6 hours

One day

One Website

All Virtual

You bring your artwork, content, and domain name. If it’s not registered yet, we’ll work with you to make it so.

At the end of your empowerment session, you will have a website set up with your artwork, your theme, your content.

It’s that EASY!

What’s it cost?

Well, we’d rather charge you $3000 since we won’t be building the site for you. This is all about empowerment, folks. Integrity is so important to building a relationship. We can’t do that to you since the whole idea is this is how you are saving money and getting started.

We are offering this one day service at a low cost of $850 a day.

 

 

Long Winded Sales Letters

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Have you ever wondered why companies send you those long, drawn out pages and pages of sales letters? Ever wonder why they can’t just get to the point? Have you ever wondered why people don’t really read what you write? Many business owners turn their writing needs over to the handiest person on the team — sometimes it’s the administrative assistant, sometimes its the least busy or newest employee for no reason other than they are handy.

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