Every week as SmallBizLady, I conduct interviews with experts on my Twitter talk show #SmallBizChat. The show takes place every Wednesday on Twitter from 8-9 pm ET. This is excerpted from my recent interview with @briellaarion. Melissa Krivachek is the President of Briella Arion, Inc. As a two time international best-selling author and award winning entrepreneur, she loves teaching people across the globe how they can have it all – Love, Success, & Happiness – all at the same time. Chosen as Evolution Magazine 2013 Power Player Under 40, and featured on CNN, Forbes, ABC, NBC, CBS, CW, and FOX, in addition to receiving dozens of other accolades, including being honored by the National Council of American Executives as a Top Ranked US Executive in 2014, Melissa’s passion for growth resonates with entrepreneurs looking to break through the ceiling of complexity to build sustainable million dollar + businesses. For more info, visit briellaarion.com
SmallBizLady: What is the easiest way to get more clients?
Melissa Krivachek: Social media is a great way to engage with your prospects because it allows you to interact and engage on a level that breaks down barriers buyers may have. By updating your networks multiple times each day people get to know, like, & trust you. As a result they will buy your products and services because they feel you relate to them and you can solve their biggest problems. Social media helps bridge the gap between your social life and the lifestyle people truly desire.
SmallBizLady: How does social media improve profitability?
Melissa Krivachek: The #1 killer of business is obscurity. When people don’t know you, they won’t buy from you, and you not only lose clients, you lose money. Social media platforms are the easiest, cheapest and most effective way to scale your business quickly and with ease. As a result of relating to your audience, more people will buy from and recommend you to others, generating more revenue and a longer customer life cycle. It’s 80% easier and cheaper to close existing clients then it is to find new ones.
SmallBizLady: How will interacting with your clients on social media drum up more business?
Melissa Krivachek: Buyers want an experience when it comes to social media and sales, not just another useless product or service. In fact, most buyers purchase far more products than they could possibly use and consume, and far more information than they will ever apply. By providing your audience value and steps they can implement in their business daily, you build rapport. When you have rapport, your business and bottom line will dramatically increase.
SmallBizLady: What kind of engagement should your business have?
Melissa Krivachek: Depending on what you’re selling, your engagement focus should be one of two things: the quality of prospects or the quantity of prospects. The lower the price point, the more buyers you need. The higher the price point, the higher quality of prospects you want in the sales funnel. Getting in front of the right people is more important than getting in front of thousands of people when you first start. Focus on a few social channels and interact consistently and notice your audience and bottom line increase.
SmallBizLady: How should I brand myself?
Melissa Krivachek: Branding yourself is the most critical aspect of business. Be personal, because people want to know there is a face behind the brand. The brand itself will provide an experience and the story. People behind the brand make it real. As a result, you can convert cold prospects into big profits because people love people.
SmallBizLady: Where should I start?
Melissa Krivachek: You should start by utilizing and focusing on one platform at a time and add platforms as your audience and business grows. By focusing on one thing at a time you will not only get more done but you will be able to get in front of more of the right people for your products/services. Utilize Twitter, LinkedIn, Facebook, or YouTube to start. These social platforms drive the most traffic and dominate the search engines.
SmallBizLady What if my message isn’t perfect?
Melissa Krivachek: Don’t worry about a perfect message. Worry about who is seeing and hearing your message. Then figure out how to dominate more of the market you’re looking for. The only way to perfect your message is to practice it over and over, and even then know that it won’t be perfect. People will buy from you because they can relate to and trust in you. Get out there and make yourself known, don’t wait for people to come to you because they won’t if they don’t know you.
SmallBizLady: How does love affect my business & bottom line?
Melissa Krivachek: Love is the most powerful force one will ever encounter in their life. Your business affects your relationships, and your relationships affect your business far more than you realize. When you invest in your relationships as much as you invest in your business you will ultimately have more love, success, and happiness.
SmallBizLady: What is the quickest way to make more money?
Melissa Krivachek: The quickest way to make more money is to ask for referrals from current clients. Then, utilize the power of testimonials from current or past clients to share on your social networks. Finally use video to get in front of and speak with more people. When people see your face and hear your voice they are 80% more likely to purchase from you.
SmallBizLady: How do I close more deals?
Melissa Krivachek: Closing more deals is what every individual and business ultimately want. First, focus on adding more value to your current clients. Second, increase your prices, as most business under value what they offer in the marketplace. When you increase your prices, the quality of people you attract will automatically increase. As a result, you can easily multiply your bottom line and create more success in your own business, as well as your clients.
SmallBizLady: How do I get over my fear of selling?
Melissa Krivachek: The fear of selling is something every sales person faces, including seasoned sales people. When you sell more, get in front of more people, create more value, ask for more money and repeat daily, the fear of selling will decrease. The more times you repeat an action, the less fear you have and the more impact you create in the marketplace. I encourage you to call at least 3 prospects every day and evaluate yourself or ask for a critique from a peer, and then fine tune your pitch until it becomes easy.
SmallBizLady: What should I be doing every day to get more clients & make more money?
Melissa Krivachek: To get more clients and make more money, you need to be active and participate on multiple social media channels. Get in front of your prospects and make sure they know who you are and what value you can add to your clients and their business. Make sure your phone becomes your best friend and utilize social media to build powerful relationships to impact more people.
“Professional Lady Speaking On Phone” courtesy of stockimages / www.freedigitalphotos.net
If you found this interview helpful, join us on Wednesdays 8-9 pm ET; follow @SmallBizChat on Twitter. Here’s how to participate in #SmallBizChat: http://bit.ly/1hZeIlz
For more tips on how start or grow your small business subscribe to Melinda Emerson’s blog http://www.succeedasyourownboss.com.
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