And now for something completely different…
Andrea writes:
Lately I’ve been getting all
sorts of letters about my trademark. Some are from lawyers wanting
to charge money for “services”.
I get others from different countries and individuals wanting
thousands of dollars or other currency to ‘register’ there. But
I’ve had a trademarked logo for 3 years in the US. Some of the
letters look really official, but I’m not sure. Should I just
ignore them?
Andrea, excellent question. You’re prompting me to do an episode on something I’ve been wanting to do for a long time: trademark predators.
Anyone who trademarks anything here—at least in the States—goes on public record. And, due to freedom of information acts and related legislation, anyone around the world can seemingly tie into this public data and use it to extort legit business owners.
We get a bunch of correspondence on our trademarks too, and I have a few choice opinions to share on the whole thing.
Let me preface today’s topic by saying first and foremost: I am NOT a trademark attorney, and do not represent a law firm. Everything I’m sharing today is for research purposes only, and based on our direct experience, that of our clients, and research.
So without further ado, let’s dive headlong into the world of trademark pirates, trawlers, and predators.
https://corbinlinks.com/cls033
I’m combining a couple related questions this week.
One is from Rachel, who asks if she needs good credit to build a business.
The other is from Roman who wants to know if he should bother with a Dun and Bradstreet “DUNS” number.
Both great questions, and very closely related!
Business credit is a concern for us all, whether just starting out,
or you’ve been in it for years. It’s a huge topic, but I’m going
right for the heart of the matter today.
The topic of general business credit and Dun and Bradstreet are so tightly linked, especially here in the States and elsewhere that it makes sense to cover both in the same place.
What You’ll Learn:
- Do you need business credit, and if so how much? How “good” should it be?
- 3 Ways to Build Business Credit NOW
- How does Dun and Bradstreet play into the mix?
- Do you need a data universal number system or DUNS number?What is it anyway?
- And so much more.
Lots to cover, so let’s just do this thing!
Full details, resources, and show notes: https://corbinlinks.com/cls032
It's questions and ACTIONS Friday!
Today's question comes from Chandra, who writes:
“I hear a lot of people talking about "six figures" this and that in their coaching business. Is that really the goal? Are five-figures good?”
Great one Chandra!
We've even used the "multiple six figures" number in some of our marketing. And you're right, a lot of various businesses use that phrase or number, especially with online marketing, coaching, and business-building.
And like any other metric or indicator (which is really all it is), there are a LOT of different ways of looking at it. For me, the danger becomes using some number as a yardstick to measure yourself against someone else. For example, someone starting at 0 and reaching penny over cost to become profitable, the numbers may look a whole lot different, then to someone who's been around and struggling for 5 years.
I've even seen some recent backlash against using numbers at all; while there are others who wonder what the heck six figures will even DO for you in today's world (especially those who live in super high-cost areas.) Lots of different perspectives, all over the map.
To me, it's all metrics. So I'll tackle your question today by talking:
Lots to cover so let's do this!!
Kick Sales Fear in the Head!
Did you know that sales fear and lack of sales confidence is one of the top problems faced by service professionals?
Well—actually most of us have this at one time or another. For me, it was years ago, cold calling dead lists for investment opportunities. But that's a story for another time.
Point is, sales IS personal.
Sales IS a reflection on us.
And no matter how many tired old sales 101 mantras of "more no's get us closer to yes" doesn't help. Does it?
Nope, me either.
Fortunately, the Glengarry Glen Ross sales worlds need not apply to us coaches. In fact that world SHOULD NEVER apply to us. If that's our model (fear, foulness, and lack of ethics,) we're in real trouble. Sadly, that's still how so many of us view sales.
Well today we're going to smash past all that. How? By getting "right" with our inner sales selves. And what better way than taking all the personal emotions, baggage, and motion-picture-induced-fear out of our inner beings and get it all down to a sales equation.
You know I love equations on this show, and yep—got one for sales too. Call it formula or equation, either way, it can help YOU get the job done. I won't guarantee that you'll never be hurt, or that you'll close 100% of your deals (no one does), but you WILL kick the fear if you put it into practice.
And, you WILL see an increase in your sales if everything is done by the formula. And today I'm covering the sales fear-smashing formula in detail.
Ready to smash sales fear in the face? Me too! Let's roll...
Full show notes and resources: https://corbinlinks.com/cls030
It's questions and ACTIONS Friday!
Today's question comes from Ivan, who writes:
"I started my coaching business 4 months ago, and have 3 pretty good clients. The money is small, but steady.
A really BIG new client wants to book a really large service package for a "healthy sum". Problem is, I'd have to stop working with my smaller clients to make room for this one. It would take all my time for at least 5 months or more.
The new client coaching could really rocket my business, but I don't want to offend, or not honor the small clients I already have by stopping working with them.
What should I do?”
Ivan this is literally an on-the-money question, and something we all have to face at some time.
Your question is so pivotal because it can shape the whole future of your life and business.
Not to add pressure to your situation, but that's how it adds up.
Great news is: you're in a good spot—this is a VERY good problem to have even if it is a hard decision to make
So while I can't answer this for you directly as you ask—only YOU can do that—I CAN is share my experience with this, and share a decision framework which can help you answer what is right for your life and business.
Ready to roll? Let's do this!!
Ever wonder about all this "B2B", and "B2C" stuff—and what it really means? Especially when it comes to sales and YOUR business?
I used to wonder the same thing. Some experts say "business or person doesn’t matter—you're always selling to people". And hey—I agree with that to a large extent.
But it's not quite so simple, is it?
Legally speaking, many companies, organizations, corporations, educational institutions are PEOPLE. (True story.) Companies and organizations have their own personalities, cultures, systems, and styles.
And if we want to "sell our way in" to these organizations, we need a much different strategy than doing our one-on-one personal coaching or consulting.
I know we all know this at a basic, or theoretical level—but what about practical action? What's it like to try and sell coaching within a big intimidating company, vs, that referral from your business partner?
Even though it's all still dealing with people, the situations are a LOT different. So today I'm going to arm your sales tool belt with more power tools.
What You'll Learn
If you're new to the show, or haven't listened in a while, remember we're doing a multi-week series, starting from Episode 14. To follow along, you'll want to listen to the backlog, PLUS subscribe to the accompanying 7-week "lite" version of Coaching Profits Intensive.
To grab your free spot at Coaching Profits Intensive Lite, just head over to https://corbinlinks.com/wg1, submit your email and let the fun begin.
Enough intro, let's roll some rock and roll—
Full show notes:https://corbinlinks.com/cls027
It's questions and ACTIONS Friday!
Today's question comes from Pam, who writes:
“A corporate client told me she is going to "bcc" me on some mails. She said it would be useful information, but I wasn't sure how to respond. I don't really use BCC myself and not sure I feel right a client bcc'ing me on internal mail.
Am I making too big a deal of this? Should I even say anything or just get the emails and go from there?”
Pam, this is an excellent question and something that comes up a LOT in company and government environments.
Many people either don't understand when to use CC, BCC, or neither. Or, the risks of CC and BCC.
Many newer email programs actually hide the BCC field (there's usually a button or option to enable it)...
...presumably so we don't go bcc'ing folks on stuff and think more about what we're sending, why we're sending it, and to whom we're sending.
I run into this a lot in our business consulting practice and have some definite opinions about cc, bcc, and email in general. I'll explain the differences, then share recommendations on when to—and NOT to—use the BCC field.
Continuing a “lite version” walk through of my Coaching Profits Intensive course this week. And today, I’m doing something completely different. Instead of separately riffing on the material in the course modules, I’m going to directly play one of the 54 lessons from the course.
Week before last, Episode CLS022 covered a big list of pricing dos and don’ts. If you’re brand new to the show, or somehow missed 22, go back and give it a listen. Because today picks up right there. I’m going to be diving in to the big topic of sales and putting some context on it. With hope, get you thinking about sales a little different than you may be thinking of it now.
Here’s how today’s episode works:
1. I’ll do the regular intro stuff
2. Then chat a bit about what’s been happening
3. Then roll audio directly from the course HD video for the Sales Lesson.
4. I’ll be back at the end of the show with a summary and take-aways.
What You’ll Learn in Today's Episode:
1. Business Sales Equality Statement
2. Marketing and Sales—Same Parents, Separate Siblings
3. Why Sales IS Personal
4. Quick Overview of the Coaching Sales Equation
5. The different types of “NO”—and what they really mean.
7. The Only ONE Kind of “YES”
Let’s hit it!
It's questions and ACTIONS Friday!
Today's question comes from Nick, who writes:
"I've got a small business coaching practice and do ok with offline referrals. A friend in the 500+ super networker category says I gotta use LinkedIn. He says he gets business there, but never gets specific.
I wonder: Is it worth spending time on LinkedIn and will I get a return?"
Nick, thanks for your question and I've often wondered the very same thing.
In fact, the first two years my profile was up, I didn't do too much with it except tweak the text when someone sent a connection invite—or when I remembered to stop by.
Fast forward - in the past 2 years or so, I've done more with my account. In fact, I have some very definite thoughts on the use of LinkedIn for coaches and consultants, and a few suggestions to get the most bang for your buck.
This is another info-packed but short-form show, so let's get cookin'
https://corbinlinks.com/cls025
P.S. Today's show is brought to you by Coaching Profits Intensive. The new full length coach to help you get a profitable coaching business up and running in as little as 30 days.
AND, be running in a way that's good for your health, productivity, life, and long-term goals. Let's build it right the first time.
Visit https://corbinlinks.com/intense to see what my Coaching Profits Intensive Course can do for you!
And now back to the show!