The document discusses 3 massive mistakes that business owners make: 1) Not defining the specific problem they solve for customers, instead focusing on products. 2) Not targeting a specific audience. 3) Losing sight of their vision. The author, Jim Searls, argues that as a business coach he can help businesses overcome these mistakes by developing a sales growth strategy, removing barriers to growth, and keeping businesses focused on their goals. He offers a free strategy session to interested businesses.

1. 3 Massive Mistakes
business owners make that …
 Kill Sales Growth
 Create a Disengaged Team
 Make Prospects Treat You
as a Commodity
Jim Searls
www.jimsearls.com
616.682.0472
Jim Searls LLC 1
616.682.0472

2. Massive Mistake #1
“They have not defined the specific problem
they solve for their customers.”
Companies spend a lot of time and effort to train their teams on
the details of “what” they sell vs. focusing on a specific result their
customer is trying to achieve.
Why is this a problem?
People buy solutions to problems, not products
“ I want you to think of yourself as an
aspirin looking for a headache.”
Jim Searls LLC 3
616.682.0472

3. Massive Mistake #1 (continued)
“Businesses pay you money because
they have a problem to solve
and they believe you can solve it for them.”
Jim Searls LLC 4
616.682.0472

4. Massive Mistake #1 (continued)
Examples
1. Technology Company: “To ensure that a
company’s business information is
accessible, reliable and recoverable if lost”
2. Insurance Company: “To minimize risk for
their clients”
3. My business: “To remove barriers to sales
growth”
Jim Searls LLC 5
616.682.0472

5. Massive Mistake #2
“They have not targeted a
specific audience.”
Why is this a problem?
Because you spend money, time, and resources
on prospects that …
 Don’t fit what you do best
 Don’t find value in what you do
 Can be high maintenance
 Are not culturally aligned
Jim Searls LLC 6
616.682.0472

6. Massive Mistake #2 (continued)
You are limited on the amount of lead generation
you can do because of money and available
resources. By defining a specific audience you
can…
1. Determine where your audience hangs out
2. Identify the best way to reach them
3. Create a focused message about how you can help them
solve their specific problem
Jim Searls LLC 7
616.682.0472

7. Massive Mistake #2 (continued)
You want to define your specific problem
and your specific audience so well
that when they hear your message they say,
“That’s me!”
Jim Searls LLC 8
616.682.0472

8. Massive Mistake #3
“They have lost sight of their own
vision(dream)”
Why is this a problem?
 You begin doing things that are not your "core competency”
 Your team becomes disengaged because they can’t
discern what you are trying to accomplish
 Your bottom line suffers because you have lost focus
 You want to give up
Jim Searls LLC 9
616.682.0472

9. How do I help?
Business owners hire me as their coach because they
are looking for sustainable sales growth and improved
margins. They have exhausted their own expertise with
minimal results. As a coach, I remove the trial and error
and give you a solid plan that shortens your path to
success.
As a coach, I will provide you the tools, training, and
guidance you need to “get your desired results.” I will be
practical, relevant, and focused on your vision.
Jim Searls LLC 10
616.682.0472

10. My offer to you…
A Complementary Sales Growth Strategy Session
Here is what you will get…
 Uncover your #1 barrier to growing your sales
 Develop one strategy to address that barrier
 Outline a plan to move forward with that strategy
 Explore business coaching as an option to growing your
business
Click on “Your Next Step” Tab at www.jimsearls.com. Fill out the
information and we will schedule a time to talk.
Jim Searls LLC 11
616.682.0472