O.K., I’m back in New Jersey.
Here’s a piece for nurses interested in making money and an impact in the fitness & diet space.
Speak to Sell LIVE in Tampa (10/15-10/17/2015) was great! And I have new pics with me and the great Lisa Sasevich (The Queen Of Sales Conversion and Creator of the Invisible Close)
O.K. here’s an updated pic here (in case you don’t want to look back at the last post):
This wasn’t my first rodeo with Lisa and I can’t believe how much more I learned. I’m actually going to deliver an “irresistible” offer in my comedy act! And make Lisa proud! How about THAT?!
As I was introducing my brother to Twitter, I was on SM more than usual and I noticed not one but 3 quotes from “experienced nurses” in business for themselves (mostly within nursing, services all for contact hours, not for me- some are doing well, some aren’t), about how nurses can do ANYTHING. (Just because they are a nurse).
One nurse said, “Nurses are great at learning new things, just point us in the right direction and we’ll figure it out“. That’s one of the major problems for nurses new to business or in business. Nurses feel like they don’t need to invest or learn anything outside of nursing and want to compare it to nursing duties, and they’ll just “figure out” the rest. A disservice to me.
Another nurse (who I really admire) but wrote, “We’re even good salespeople. Every time you have to convince a patient to adhere or follow up on some tests, you’re selling!”
Really. That’s the same thing?!
When a patient is in the hospital in pain, scared, upset, embarrassed, feeling alone and at the mercy of the hospital staff, how much effort would it take to get a patient to adhere in your presence. Even if it took skill on the part of the nurse, the patient is at a disadvantage always, and will likely never say “no”.
NOT, NOT, NOT the same at all as asking for someone to turn over their hard earned cash in a conversation or from the stage for your service or product.
[That’s why nurses interested in fitness & diet should focus on building lists with education-based and authority-based marketing. NOT SO MUCH SOCIAL MEDIA, some, but do not put your all your business eggs in the SM basket because it’s easy. Look at what other fitness and diet gurus are doing NOT other nurses. One thing I see that works against nurses in business (outside of nursing) is that they want to help everyone. Because in nursing, even when in a specialty unit, you don’t get to pick your patients and you help everyone who’s given to you. This is just the opposite in your fitness & diet business.]
Nursing (the industry) is so against selling; that you’ll never sell from the stage at a nursing event. It’s not allowed. Now I realize that you can get other things like names and contact info that’s just as, if not more valuable; most nurses don’t or won’t do this. They walk away from the talk with a lot of praise and thank-you’s and $500-$1,000 for speaking. Minus expenses.
A no thank you for me any more.
I’m all for a rah, rah session and positive talk, but let’s get real… unless you’ve done sales (with plenty of rejection), cold calls (some), generate leads, have a script and can sell one-on-one and from the stage/ teleseminar/webinar in your past life, (you don’t learn this in nursing school), then you’re not making any money in your “business”.
Now you may be the exception.
I believe personalities are what they are regardless of your “work”. If I was cleaning hotel rooms, I would still be trying to sell things to people on the fly or at an event or on the phone. I just happen to be a nurse (not typical though).
I’ve just seen it too many times when it comes to sales and selling. Nurses fall flat on their faces. This is where I draw the line.
When I work with a nurse who is sure they want to get into the fitness and diet space; I ask you about your sales experience and won’t count the times you got someone to “do something” in the hospital. Nursing experiences are varied, but let’s talk about your life experiences too. Outside of nursing.
I won’t bullshit you. Fitness professionals will eat you alive. And they don’t care that you are a nurse. Your potential clients in this space want results, not resumes, not long-term anything and definitely NOT prevention.
Nurses, admit that you need sales training.
Like the training I get with Lisa Sasevich. She teaches you how to sell without being salesy, pushy or mushy. I invested time, money and effort to learn from the master. (she made 25 million last year).
[That’s why when someone of her caliber, laughed out loud at my new idea and my new company, LMAO Consulting… you run with it!!!]
Her previous jobs before her business boomed – she was a pharmaceutical sales rep (how many of you cringed when you had to deal with them), she also worked in sales for Hewlett-Packard and for a seminar company. But look where it got her today. She’s a master of it. Smooth as silk. It takes practice. You’ll only get great at sales by selling. Period.
Follow sales experts on Twitter like Jeffrey Gitomer and Wendy Weiss and others. Stop worrying about the initials and more and more education that you may not need if you want to make money, and make a difference outside of nursing. The initials don’t guarantee anything… sales practice and sales conversions do.
Here’s a quote from Napoleon Hill:
“General knowledge, no matter how great in quantity or variety it may be, is of but little use in the accumulation of money.”
If you want to keep going to school and keep getting a variety of certifications, great. I’m not talking to you.
If you say you’re not in it for the money you just want to help people, great. I’m not talking to you.
If you want to leave nursing and replace and grow your income to work in the fitness and diet space and make an impact there (which requires money)… GREAT – I’M TALKING TO YOU.
If you want to talk with me about finding your target market in fitness & diet, generating leads and sales conversations, or just where to start; you can do so at your 15-minute discovery session here:
Oh, in case you missed it, here’s my fitness model brother (50ish) posing and showing off before our photo shoot:
This is a gymnastics move. Called a planche. My brother was a gymnast when he was a kid. This is very difficult. He makes it look easy. The exercises in our book WILL NOT include these “show off” moves.
Another gymnastics move. The “L seat”. My bro still has it!
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