week 1: what and why - amazon s3€¦ · each week, a new video and companion worksheet will be...

Week 1: WHAT AND WHY Orientation Don’t worry: you’re not getting your head shaved.

The point of the bootcamp metaphor is simply to convey that this is going to be about taking . This is

not about theory, underlying principles, or the psychology of selling. It’s important for you to understand those things,

and the online university is filled with that material, but this program is all about taking massive action to get

.

Each week, a new video and companion worksheet will be made available to you. The worksheets have two versions:

one version with blanks for you to complete while watching the video as a learning aid and a second version with the

blanks completed if you simply prefer that approach. In either format, the worksheets will include exercises, action

plans, and accountability partner checkpoints for you to implement that week. No matter where you are in your

business, always push yourself to do more than you think you can. If you don’t reach the point of failure, you’re not

trying hard enough. Do one more. Dig deeper, keep pushing, and get the results you desire. Your bootcamp trainers and

your accountability partner(s) are here to help.

Each week, do the following:

1. Watch the video with the accompanying worksheet.

2. Hold an Intention Setting meeting at the start of the week with your accountability partner(s).

3. Complete the assignments and honor your commitments.

4. Hold a follow-up Accountability meeting at the end of the week with your accountability partner(s).

You’ll get out what you put in, so decide now what you want to get out and what you’re willing to put in.

Goals Create some challenging, concrete, S.M.A.R.T. goals for the next 3, 6, and 12 months with regard to the revenue you will

earn, the number of customers you will serve, and the offerings you will make to the marketplace. (See the Exercises

section.) Create metrics; not vague statements such as, “I’m going to do better than I used to

do” or, “I’ll do a few of these”. Be specific in your numbers. Do not let your answer be, “I don’t know.” Be specific, and

share it with your accountability partner.

WHAT What do you want to achieve?

If you are just starting out, you may not be ready to be selling right now, though you might just surprise yourself. Either

way, that’s OK. The fact that you stepped up to participate shows you are ready to get things rolling at a higher level.

You responded to the challenge and the call to an action-oriented program, so you know you are ready to take action at

some level. Work with that. You may be further away from effectively selling than others, but do not let that be an

excuse. Even if you are brand new to your business, if you the lessons and hard at it, you

can be effectively selling in less than 12 weeks.

1

WHY In terms of goal setting and personal/professional development, it’s less about the than it is about

the .

Why do you want to achieve this?

Let’s say you do achieve your goals. So, what? Make it very clear to yourself why this is important for you to achieve

these goals.

MOTIVATION begins and ends with . It’s the Law of the Big Mo. Nothing builds on momentum like

taking action. If you’re looking for motivation, take action first.

Why do people buy? People buy when you convince them you can meet their needs. Some might ask, “Then don’t I just need to find what the

market needs and give that to them?” No! The market needs everything. You can find people who need just about

anything in this world. You cannot provide everything, so you have to select those things you want to provide. Do an

inventory of what you bring to the table: your talent, passion, knowledge, values, skills, gifts, etc. (See Exercises.)

MOVE OUT!

2

Exercises This week, all participants complete the same exercises, regardless of where you are in your business.

1. Watch the video with the worksheet.

2. Complete this worksheet, answering all these questions – in writing – really investing the time to work on this.

Really dig in and reflect on it.

3. Share your answers and your goals with your accountability partner(s).

4. Commit to holding your partner(s) up in accountability to reach the established goals – and to being held up in

accountability to your goals by your partner(s).

Your What What do you want to achieve?

NEXT 3 MONTHS MONTHS 4 to 6 MONTHS 7 to 12 NOTES/COMMENTS

SERVICE: # Clients: Revenue:

# Clients: Revenue:

# Clients: Revenue:


# Clients: Revenue:

# Clients: Revenue:


# Clients: Revenue:

# Clients: Revenue:


# Clients: Revenue:

# Clients: Revenue:


# Clients: Revenue:

# Clients: Revenue:

TOTAL # CLIENTS (in time period): TOTAL # CLIENTS (cumulative): TOTAL REVENUE (in time period): TOTAL REVENUE (cumulative):

Directions (see the sample completed form that follows for additional help):

1. Enter each Service you plan to provide to meet the needs in the marketplace. (If less than 5, that’s fine; if more

than 5, make an extra copy of the sheet.)

2. Write down how many clients you want to serve with this service during the next 3 months. (Note: for your goal

purposes, a repeat client or a client buying an additional service counts as a separate customer served, even

though it’s the same person in reality.)

3. Multiply the number of clients by the price you will charge and enter the revenue for the next three months. (If

your price varies, enter your targeted average. If it is a free/lead generation service, enter 0.)

4. Repeat for each service, focusing on the next 3 months.

3

5. Now repeat for each service focusing on what you will accomplish in months 4-6, building on what you do in the

next 3 months.

6. Then repeat for each service focusing on what you will accomplish in months 7-12, building on what you do in

the next 6 months.

7. Add up the total number of clients you will serve in the next 3 months.

8. Add up the total amount of revenue your actions will generate in the next 3 months.

9. Repeat for months 4-6 and again for months 7-12.

10. Finally, make a cumulative total of clients served and revenue generated. Simply copy your totals from the next

three months to the last two rows in that column. Then, for months 4-6 add the totals from months 1-3 to the

totals from months 4-6. Then add the cumulative total from months 4-6 to the totals from months 7-12 and

you’ll see your totals for the coming year.

11. Defeat any self-limiting beliefs that emerge. Discuss them with your accountability partner and your coach.

EXAMPLE:

NEXT 3 MONTHS MONTHS 4 to 6 MONTHS 7 to 12 NOTES/COMMENTS

SERVICE: Coffee ($2 each)

# Clients: 10 Revenue: $20



SERVICE: Tea ($2 ea.)




SERVICE: Water ($1.50 ea.)


# Clients: 55 Revenue: $82.50


SERVICE: Milk ($2.50 ea.)


# Clients: 5 Revenue: $12.50


Developing in months 1-3.

SERVICE: Juice ($3 ea.)




Developing in months 1-6.

TOTAL # CLIENTS (in time period):

60 92 127

TOTAL # CLIENTS (cumulative):

60 152 (60+92) 279 (152+127)

TOTAL REVENUE (in time period):

$100 $159 $235

TOTAL REVENUE (cumulative):

$100 $259 (100+159) $494 (259+235)

Notes:

4

Your Why Why do you want to achieve your goals?

Imagine you have achieved your goals and answer these questions:

How does it feel to have accomplished these goals?

What change does that make in your life?

What sense of fulfillment or actualization does that provide?

5

Now come back to the present and answer these questions:

What is your motivation?

Why does reaching your goals matter to you?

Your Marketplace Inventory Answer these questions and take inventory of what you bring to the marketplace.

What passion do you bring to the world? What are you passionate about?

What talents do you bring to the world?

6

What gifts do you have to offer? Are you aware of what your gift zones are?

What knowledge do you bring? What do you know that you can teach other people?

What values do you bring to the marketplace?

What elements of your personality do you bring to the marketplace?

7

What attitude and energy do you bring to the marketplace?

Considering your responses to every part of this worksheet as a whole, how will your clients benefit from your service?

Additional Notes (perhaps from discussion with accountability partner):

8

week 1: what and why - amazon s3€¦ · each week, a new video and companion worksheet will be...

Documents