This Girl Means Business - Issue 9

Marianne

Williamson shares how to attract breakthroughs in work and money

ISSUE

09

How to Make Your Sales Pitch ROCK!

6 Steps to

Help You Get What You Really Want

Your Guide for Making a Goal Book

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I can be anything and do anything I choose - and I choose to be the best me possible.

“

{ Martin Shirran }

�

Meet the Team

4

Carrie Green, UK

Natalie Walstein, USA

Editor-in-Chief

Design & Illustration

Carrie started her first business at the age of 20 whilst studying Law at university. Over the years she grew it into a successful global business and in 2011 she launched the Female Entrepreneur Association – an online platform where women from around the world can be inspired and connect with like-minded women.

She loves sharing stories about inspirational people who are achieving amazing things and encouraging people to have the belief in themselves to actually do the things they really want to do in life. Her favourite quote is by Anthony Robbins, “Your destiny is determined by the choices you make. Choose now. Choose well.”

Natalie is a graphic designer, illustrator, & lover of all things colorful, creative, dreamy, & handmade. She is the founder of Half Asleep Studio, a dreamfueled art & design studio that seeks to propel the image of creative professionals & small businesses with artfully crafted, heart-fluttering imagery to help them attract their most ideal client while reflecting their own individual style. She shares her projects, inspiration, and visual point of view at halfasleepstudio. com. Natalie’s favorite quote is, “Your dream job does not exist.

You must create it.”

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Samantha Green, UK

James Stephens, UK

Style Editor

Features Editor

Samantha likes all things stylish and sparkly and firmly believes that the key to dressing and living well lies in the accessories you choose for your wardrobe and your life. She is the founder and editor of the blog Every Shade of Green, which features daily posts on design, interiors, fashion, accessories and more.

An aspiring graphic designer at heart, Samantha started her blog in 2011 as an outlet for her passion for fashion and design, and is happily extending this love into the This Girl brand, where she enjoys sharing her stylish finds with readers across the globe.

James is a passionate writer and entrepreneur. He started his first business in 2005 and built it into a success. He is enthusiastic about inspiring others to achieve amazing things. He’s also an avid fan of photography, with an eye for detail and regularly enjoys going out with his camera. His favourite quote is, “Do something today that your future self with thank you for.�

Meet the Team

5

{This Girl Means}

BUSINESS ISSUE #09

e on th : cover

EXCLUSIVE INTERVIEW with

Marianne Williamson

The author of the inspiring new book, The Law of Divine Compensation, shares how to attract breakthroughs in work & money

Personal Development 12

Be Careful What You Wish

For Cause You Might Just Get It by Dawn Marron

18

6

Creating Your Goal Book

by Carrie Green

This Girl Means Business

Style 40

This Girl Loves...

by Samantha Green

Business Development 26

32

How She Did It: Interview with Silvia Dontcheva of Uptown Soap Co. Cover Story: Interview with Marianne Williamson

This Girl 10 11

Quote of the Month Note from Carrie

24

Advice from Female Entrepreneurs

50

What We’re Reading

52

Top 10 Tips

42

Sales Series: Simple Steps to Making Your Sales Pitch Rock

by Lara Morgan

QUICK LINKS: Share This Issue Subscribe / Contribute View Past issues Share Your Story

s dqwertA S Hy yY Table of Contents

7

Contributors Dawn Marron, NZ Dawn is a Soul Coach and Transformational Energy Worker.

Her mainstream career included writing and delivering personal and professional development workshops for such corporates as British Telecom. Her not so mainstream career included many years as a Community Artist working with at risk youth. Her spiritual calling led her and her family from their home in the UK to New Zealand five years ago where she has deepened her personal development and works with private and business clients from her base in Raglan on New Zealand’s west coast.

Lara Morgan, UK Company Shortcuts Lara Morgan is the founder of Company Shortcuts and best selling Amazon author of “More Balls than Most�, her story about building a global enterprise. Lara is a straight-talking entrepreneur who understands the frustrations felt by small and medium-sized businesses that have lost their way. Rather than administering generic big picture advice, Lara is dedicated to delivering honest and practical help to enable businesses to achieve their full potential.

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This magazine is all about inspiring and encouraging women to succeed.

E 01 ISSU iere Prem

How to Programme Your Mind for Success

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Kim Kiyosaki the self-made millionaire talks about what it means to be financially free

Secrets to Success JAM-PACKED WITH

Advice for Female Entrepreneurs

CLICK HERE TO SUBSCRIBE & FIND OUT HOW TO CONTRIBUTE

“

OUR DEEPEST FEAR

is not that we are inadequate.

OUR DEEPEST FEAR is that we are powerful

BEYOND MEASURE. It is our light, not our darkness

that most frightens us.

We ask ourselves, ‘Who am I to be

BRILLIANT, GORGEOUS, TALENTED, FABULOUS?’ Actually, who are you not to be?

— Marianne Williamson, A Return To Love: Reflections on the Principles of A Course in Miracles

”

Note from Carrie Recently I’ve been thinking a lot about what stops people from reaching their goals and I’ve come to the realisation that more often than not it’s ourselves.

People get in their own way of making their dreams come true, because they don’t think they’re good enough, or they don’t think it’s possible, or because they don’t have the time or money and they let those beliefs stop them. Instead of thinking ‘what could I do with what I’ve got in order to reach my goal?’ they think, ‘I can’t do it, because of X, Y and Z.’

I have to hold my hand up and say this is something I’ve done more than once or twice in the past. I’ve stood in the way of reaching my goals.

Sometimes breaking through those mental blocks can be tough – you

want to succeed, you want to make progress, you want to reach your goals, but you just don’t know how to get out of the way!

So, in this issue you can read all about how to get out of your way and get what you want, take part in a fun goal book project and learn from the incredible Marianne Williamson – she shares how you can attract breakthroughs in work and money!

I hope you enjoy this issue.

Carrie

P.S. Once you’ve created your goal book upload a picture of it on our Facebook fanpage and help to inspire others to create theirs.

Note from Carrie

11

Be Careful What You Wish For Cause You Might Just Get It

By Dawn Marron

12

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How many of us have head that phrase before? How many of us have had that phrase quoted to us as a warning against biting off more than we can chew or against having lofty ideals? How many of us have used it against ourselves as an excuse for not pursuing our dreams?

For me though, this phrase is simply a bow-wrapped gift in disguise. It’s a paraphrase of a potent

the energy of how things get done. I used

message and the message is a powerful

wheel, nose to the grind-stone, control

tool for transformation of self. In its

it, drive it, steer it, push it through. I

entirety it reads something like this:

had such a huge energy capacity and

As a tremendously powerful, crea-

such commitment to delivering, that

tive Being, whatever you focus your

I became known as the woman who

energy into will manifest. Be mindful

‘gets things done’, regardless of how

and aware of where you place your

slippery the task.

attention, because attention becomes

intention and your intention creates

congruence, confluence, contribution,

your reality. Whatever you believe to be

ease and flow, my wrestle it to the

truth will always gather to it evidence to

ground approach is no longer effective,

substantiate that belief so, stay awake.

productive or satisfying. Now, I find

You are loaded with live ammo. Watch

that less is more. The less I try, but just

where you point that thing.

intend to make things happen, the

more they happen with ease, with joy

Now, I don’t know about you, but in

the last few years I feel a definite shift in

to operate wholly in the mindset of the old paradigm - put your shoulder to the

But, in this new paradigm of

and with speed.

Be Careful What You Wish For...

13

In these times, knowing your stuff just isn’t

and interpreted, resonant vibrations are

enough. Knowledge and reasoning is no

attracted to it. So you attract more of the

longer the champion of the day. How we

things, people and situations that match

feel is where it’s at. How we feel is where

your vibration. That’s the reason why you

the buck stops. How we feel is what we

need to be careful what you wish for, or

transmit vibrationally to the world and

more accurately, be aware of what you

beyond and as the message is received

are creating.

So, what can you do to clean up your vibration and polish up your aim?

1. Be aware of what you’re

re-call your power and re-focus your

focusing on. Really aware. Have

intention.

you noticed how if you’re driving

14

and your turn your head towards

2. What you put your focus on

something that takes your attention,

grows - so be sure you’re focused on

you veer towards it? You may even drive

what you want and not on what you

right off the road. You thought your

don’t want. It’s easy to get caught

car was heading in one direction,

up in what’s wrong. We talk about

but you actually steered it in another.

what we don’t want or don’t like

It’s that easy to get off track. Be

way more than what we do want.

aware of your focus and whatever

Flip what’s wrong to what would make

happens, take responsibility for it by

you feel better. So, “I don’t want to

declaring, “Wow! I created that!” - it will

work weekends”, becomes, “I want to

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work Monday - Friday.” Simple. Get into the habit of doing the ‘flip’.

4. The worse you feel, the

3. Learn to feel your feelings.

further away you are from Who You Really Are and from what you really want. Feeling bad is

Many of us have become so distanced

supposed to feel bad, so that you don’t

from our feelings that we’ve become

stay in that lower end of the spectrum

numb. Your feelings are your instrument

very long. Focus on feeling better one

panel; they feed back vital information

step at a time. For example, frustration

to you about where your world is at.

feels better than guilt, blame or fear and

Don’t avoid them in favour of something

relief is always a sure sign that you’re on

more palatable or less painful. Don’t get

your way up the vibrational scale.

caught up in the why, how, who, when,or what that your mind will throw at you.

5. Drop the story.

Don’t focus on

what happened to you to make you feel

It is your feelings that determine your vibration not your thoughts.

the way you do. Who said or did what, whose fault it is, how justified you are, how long it’s been going on, does not matter. All of that stuff keeps you trapped in your story, trapped in the same old vibration recreating the same scenarios in your life over and over again. If you

That’s why merely thinking positively isn’t

want something different to happen, if

effective. Be with your feelings without

you want change, drop the story and

making them wrong. Appreciate the gift

just focus on how you feel. Notice how

you’ve being given and you’ll feel relief.

your feelings transform and how you

Get back in touch with your feelings.

feel better. Congratulate yourself.

Be Careful What You Wish For...

15

“By fully accrediting all your emotions, you reclaim your power and clean up your vibration.”

6. In this world of duality, good,

you reclaim your power and clean up

bad, right, wrong, the parameters for what’s acceptable have become very defined. We often feel

that what we feel is bad or wrong, but

wanted. What turns up for you is an

in truth, it’s never bad or wrong. It just

accurate indicator of what you’ve really

is. You’re not broken. You don’t need

asked for. Interesting huh?

your vibration.

So, now you know the basics, go

ahead and wish for all that you’ve ever

to work on yourself or get someone else to fix or heal you. Allow yourself to feel the full spectrum of Who You Be, not skipping over or rubbing out what others deem unacceptable.

By fully accrediting all your emotions,

16

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Happy wishing!

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Little-Known Fact: Optimum Nutrition Makes Success Easier – Sshhh!

Angela Steel, The Nutrition Mentor

Imagine what you could achieve...

Click here and we’ll show you how.

“Something happened and I felt a shift in energy, an outstanding and amazing shift. I felt alive. I started getting up early, looking forward to the day ahead. I felt back in the game.” - Tricia Jones, Business Owner

Creating Your Goal Book

Even though goal setting is vitally important, most of us fail to do it regularly. It’s something we know

be honest, writing out your goals as if

we should do, but seem to put off. For

some, the idea of confronting yourself

The more you can visualise what you

about what you want to achieve and

really want, the more likely it is that

writing it down is scary, because what

you’ll get it. So, clear your weekend,

if you don’t achieve it? Others see goal

because I have the perfect project for you...

setting as more of a boring chore, let’s

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you’re writing out your shopping list is hardly fun.

However, it’s a must-do exercise.

// PROJECT: CREATE YOUR GOAL BOOK

WHAT YOU WILL NEED: A scrapbook. Preferably something really nice, with

/ Magazines – so you can go through and cut out things you want. / A computer with an blank pages.

internet connection, so you can browse the internet looking for images of things you want, places you want

/ A printer… to print off the images. / Scissors / Glue / Friends, if you would prefer. / Wine (if you want to make it really fun) to go, people you want to meet.

Creating Your Goal Book

19

Getting Started How you want your goal book to be is really up to you. You could create separate sections to cover different areas of your life or you could just stick it all in! There are some core topics that I would suggest you cover though:

(TIP: You don’t have to just use pictures, you can write in your goal book too.)

B us ine s s Get really clear on the things you want to achieve with your business over the next 12 months. Here are some questions to consider:

balance so that it says, on a date in

 What do you want to achieve?

 Are there any amazing people who



How many new clients would

you like? 

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Are there any new products or

the future I will have £X in my bank account.  Who would you love to work with?

you’d like to meet?  Are there any dream places you’d

like to have a meeting at?

services you want to have launched?

 Do you want to be featured in the

 How many people would you like

media? If so where would you like to

to reach through your website, social

be featured? Print out logos or radio

media or offline?

stations you want to go on, magazines

 How much money would you like

you want to be featured in, newspapers

to make? I always get a business bank

you want to appear in. Really think

statement and edit the date and the

hard about what you want.

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Rew ard s This is an important section, because this is the ‘why’ part; you want to build your business because of these things. These are the things which drive you to keep going.

Possible things you might include:



 Do you want to be a well-known

see in your personal bank account?

expert in your industry? If you were,

 What holidays would you like to go

would you be invited to certain events?

on? Get pictures and stick them in.

Would you be winning awards? If so,

 Is there a bag you would love? Or

get pictures and stick them in and

maybe a car? Or maybe you’d like to

write underneath, “I won this award

treat someone else to something?

How many people will you be

helping

through

providing

your

product or service? How will it make you feel to know that you’ve helped those people?  How much money do you want to

on the [date].”

Happ iness

Fulfillment

Making a Difference Creating Your Goal Book

21

Aff ir mat i o ns You can include affirmations in your book, which you can say as you’re looking through your goals. You can scatter them throughout your book.

Here are some affirmations I use:

 “I release all blocks and trust that I

will reach my goals”  “I am open to receiving abundance”  “I can and I will. Watch me”  “My goals are a done deal”

I m p o r ta nt N o t e Don’t just create your goal book and then never look in it again! The purpose of your goal book is to help you create a better vision of what you really want. You need to spend time looking through it – if you want to meet Oprah Winfrey then stick a picture of her in there and write, “I met Oprah Winfrey on the [date]” then when you look at the picture take a few minutes (or longer) to imagine meeting her, talking with her – what would you say? What would you be wearing? How would you feel? You have to put yourself in the moment, like it’s already happened. You have to believe with conviction that it will happen.

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Summary 1. Create your goal book – put in it

want. Picture it happening, feel it

all you want to achieve over the next

happening, know that it will happen.

12 months.

2. Spend time every single day to look through it. You’ve got to take

Do not limit yourself to what you think you can and can’t achieve.

the time to mentally practice achieving

You

these things.

disregard for what you think is

3. When you look through your book you have to take the time to imagine achieving what you

impossible. Expand your reality;

have

to

develop

total

set your sights high and go for it.

I hope you have fun doing this!

Creating Your Goal Book

23

words of advice from

Female Entrepreneurs “The world moves out the way for people who know where they are going. KNOW where you are going. Have tunnel vision and never take advice from someone who is not already where you want to be. But above all work hard - You have to eat the Walnut to get to the Whip.”

— Laura Cairns, Arbonne International, Scotland

“The thing that you are passionate about is what you should be doing. When things go wrong, you’re rejected, not paid…you’ll continue to do it. Seize every opportunity to become an expert on what you love. Despite how it turns out, you’ll continue to do what you love.” — Cherry Smalls, C Smalls Designs, USA

DO YOU HAVE ANY ADVICE YOU’D LIKE TO SHARE? 24

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“For the first forty-four years of my life I was a “rules girl.”

I traveled from high school classroom to college lecture hall to workplace/government cubicle. How did this all change four years ago? I bought a pair of fuzzy bunny slippers and jumped WAY out of my comfort zone.” — Kim Dalferes, USA

“Don’t think of your business as “something to do on the side” or a “hustle”. If you’re working diligently to build your business& impact your industry, then your efforts shouldn’t be discounted or minimized. Take your work seriously & others will, as well.” — Sheryl Landry, The Infinity Initiative, USA

“Do something you wholeheartedly believe in. Having built up a number of years experience in a corporate setting, I now run my own consultancy service focusing predominantly on sport. I chose this route because I am passionate about and inspired by the many ways in which sport can change lives.”

— Gemma Williams Fox, Communications Consultant, UK

Click here to submit your advice for our next issue!

Advice from Female Entrepreneurs

25

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How She Did It

By C arrie G reen

Name:

“

I started Uptown Soap Co.

Silvia Dontcheva

in October 2008. I was working in the

Company:

and the economy at the time forced

Uptown Soap Co. - since 2008 Location:

United States

real estate industry in New York City me to look for another profession.

Instead of sending out my resume to various companies and hoping that other people would see my potential, I decided to start my own company. At the time, I had no idea what I wanted

From real estate to making soap – this is the story of how Silvia Dontcheva left her job to set up her own company making and selling soap… she now sells to over 300 stores, including Urban Outfitters and the Four Seasons Hotels. Here’s how she did it…

to do, other than it had to be a product because I assumed it would be easier to sell to people if they can touch it/ see it and therefore I would become a millionaire in no time (or so I thought).

After playing with a couple of

ridiculous business ideas like talking pillows and savory ice cream (I still have the machine to prove it), I decided to focus all my attention on

How She Did It

27

something that I’ve had an interest

Pearl Paint Shop on Canal Street and

in all my life, which was fragranced

walked out with bags full of fragrance

goods. I decided to start with soaps,

oils, colors and everything I needed to

simply because they were the most

make my first batch.

affordable to produce. Since I didn’t

know how to make soaps, I found a

though any kindergarten student

couple of manufacturers through a

can create the perfect bar of soap

simple Google search and gave them

in minutes (yes, it is that easy). Once

a call. I can still hear the laughter…

I had my final samples (4 to be

no one took me seriously when I

exact), I walked from store to store

mentioned that I had a budget of $100.

in the New York City area and showed

I felt like such a scientist,even

buyers what I was selling. I didn’t even

“Obviously I am a bit of a naïve person, which by the way I think is a great quality to have as an entrepreneur.”

know how to price my products at the time, so I just looked at what everyone else’s soap were selling for and cut the price in half, which was my new wholesale price (thankfully we don’t do that anymore).

I’ll never forget walking into

Exit 9 Gift Shop in Brooklyn with their first order. They had purchased quite a few soaps and I couldn’t carry them

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Thankfully one of them took pity on

all by hand so I placed them in a huge

me and told me that I could make

suitcase and proceeded to walk the

my own soap in the microwave with

entire way to there (cobblestones,

just a few ingredients that I could

potholes and all). I’m sure the buyer

buy at the local craft shop. As soon

thought that I was insane, because I

as I hung up the phone, I went to

could have just used UPS.

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Four years later, our products are now sold in over 300 stores nationwide. Our client

list has included Beauty.com, Urban Outfitters and Four Seasons Hotels just to name a few. We’ve been featured in Vogue, O Magazine, Vanity Fair and so many others.

I knew absolutely nothing about

the industry, about selling to stores, about manufacturing when I started.

I learned everything along the way

and I continue to learn every day. Not knowing something shouldn’t be an excuse for not chasing your dreams!

“Not knowing something shouldn’t be an excuse for not chasing your dreams!”

How She Did It

29

Silvia’s Top Tips // TIP #1: To get editorials into some of the best magazines, you have to stand out. Editors receive hundreds of samples per day (literally!) so you want to be remembered. I know this will sound crazy, but start with what the box/package looks like on the outside first. Decorate it in photographs of your products or put glitter all over it... this will get them excited about what’s inside and they’ll definitely not wait to open it.

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This Girl Means Business

// TIP #2: Use YouTube to learn how

know how many kids they have, where

to do pretty much anything! Instead

they like to go on vacation, the names

of taking expensive classes, see what

of their pets. Nothing is better than

others can teach you through online

that personal touch and that’s the

videos first. Whether you want to

best way of competing with the larger

learn how to make jewelry, write

companies

movie scripts or create bath and body products, I can guarantee that almost every topic is covered on there to some extent.

// TIP #3: Do not invest in equipment or hire others in the beginning.

When we started out, I had to create packaging for my soaps and I was contemplating hiring a designer to make them. Instead I used my iPhone

“Nothing is better than that personal touch and that’s the best way of competing with the larger companies.”

to take photographs of all the famous sights in NYC (Brooklyn Bridge, Empire State Building, etc). The colors were

// TIP #5: Don’t get discouraged

horrible, so I just made them all black

by the “No’s”. Being an entrepreneur

and white and voila, the packaging

simply means that you think differently

was done. To this day, that Collection

than most people and others might

outsells all of our other ones.

not see your vision. The trick to being successful is trying out things... some

// TIP #4: Know your clients better

will work, some will not. If you don’t

than anyone! My clients have become

try out your ideas, you can’t improve

almost like a second family to me... I

them and make them a success. 

How She Did It

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Cover Story

an inter v iew w ith

Marianne Williamson

By Carrie Green Marianne Williamson is an internationally acclaimed author; six of her ten published books have been New York Times Best Sellers. She’s an absolute inspiration to millions of people all over the world, helping them to live a miraculous life filled with happiness

In her latest book, The Law of Divine Compensation: On Work, Money and Miracles, she writes about how are thoughts both attract and deflect miraculous breakthroughs in the areas of work and money. So we interviewed Marianne

to find out more about it…

and love. One of my favourite quotes of all time comes from her book A Return

we are inadequate. Our deepest fear is

What is the Law of Divine Compensation?

that we are powerful beyond measure.

It is our light, not our darkness that

way a self-organizing universe oper-

most frightens us. We ask ourselves,

ates. When there is a diminishment

‘Who am I to be brilliant, gorgeous,

within the material world, spiritual

talented, and fabulous?’ Actually, who

substance will compensate for any

are you not to be?”

material lack.

to Love, “Our deepest fear is not that

It’s the description of a particular

How can people align themselves with love?

It begins with the will to do so.

It’s one thing to align ourselves with love when people have acted in ways that make them easy to love. But it takes emotional discipline to love when people have not behaved in lovable ways. Meditation, prayer and forgiveness hone the attitudinal muscles that make us strong in our capacity to love.

Can the Law of Divine Compensation help people to become more successful? If so, how?

The Law of Divine Compensation

helps people become more successful

Firstly, you write about miracles, but what is a miracle?

human beings, in that it reminds us that no matter what the mortal circumstances we are supported by

A miracle is a shift in perception

immortal forces. The problem most

from fear to love. Since thought is the

people have is that they meet limited

causal level of experience, changing

circumstances with limited thoughts:

our thoughts changes everything.

you lose your job, the economy is slow or whatever, and your mind goes, “The

How can people make miracles happen in their lives?

economy isn’t going to pick up for

hiring, and even if they’re hiring they’re

Through changing all thoughts of

fear to thoughts of love.

years. I’m totally done in here. No one is not hiring anyone my age.” That’s when

we spiral down; we took a limited

dominion over you. If you identify with

condition and then conspired with it!

the spiritual plane, you gain dominion

Our power lies in meeting limited

over the forces of scarcity and lack.

circumstances with unlimited thoughts.

“Our power lies in meeting limited circumstances with unlimited thoughts.”

A lot of entrepreneurs feel like they have financial blocks they can’t seem to make money.

How can the Law of Divine Compensation help people to overcome this?

The Law of Divine Compensation

cannot work for you without your willingness; every thought is a missile delivering either love or fear. Miracles occur

“The economy is slow, but Spirit is never slow. My material world lacks, but in Spirit there is no lack. I lost a

naturally

wherever

love

is

present, and in any moment when we’re withholding love we are deflecting the miracle.

job, but I cannot lose my calling as a conduit of Love for that is my true and lasting job. Any lack is temporary, for Spirit will compensate.” That kind of shift — from body-identification to spirit-identification — lifts you into another realm of experience, because

“every thought is a missle delivering either love or fear.”

we’re at the effect of the laws that rule the world we identify with. If you only identify with the material plane, then the realities of scarcity and lack have

So the question to ask yourself is, “Who am I not forgiving? Have I sent love and

peace, or prayed for the happiness of my

in alignment with the natural order of

employer and/or employees today? Do

things, and in the natural order of things

I judge all wealthy people as greedy and

you’re lifted to the level of abundance

unethical?” That last one is particularly

that supports you in living your most

significant, because a lot of people send

joyful, creative life.

ambivalent messages to the universe regarding money. They say they want it but they actually feel guilty about it; the truth is, if you judge people who create wealth then you will subconsciously sabotage it when it’s on it’s way to you.

In the book you talk about not waiting for the circumstance to change outside, but instead to make the shift inside in order to attract it - can you tell us a little bit about this concept and how people can apply it?

If the Law of Divine Compensation can help people to manifest what they want, what’s the difference between that and the Law of Attraction?

The Law of Attraction is mental

power; you’re telling the universe what you want from it. The Law of Divine Compensation is spiritual power; you’re asking the universe what it wants from you.

your talents and resources be used in a

You say that our problems are only illusions - sometimes they can seem very real though. Can you tell us more about this idea?

way that serves all living things. Move

from ambition to inspiration, from

a theological level doesn’t mean it’s not

sales to service, and competition to

happening within three-dimensional

collaboration. The last thing you want

reality. It’s just that three-dimensional

to do is make money the bottom line;

reality is more malleable than we think,

money is important, but love is the

because when our thoughts change, so

bottom line. Knowing that puts you

in time does the material world.

Dedicate your work to the task

of uplifting the universe. Pray that

To say something is an illusion on

“The Law of Attraction is mental power; you’re telling the universe what you want from it. The Law of Divine Compensation is spiritual power; you’re asking the universe what it wants from you.”

“changing our thoughts changes

everything.”

One of my favorite quotes of all time is from your book A Return to Love - “Our deepest fear is not that we are inadequate.

Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us. We ask ourselves, ‘Who am I to be brilliant, gorgeous, talented, and fabulous?’ Actually, who are you not to be?” What do people need to do in order to start removing the limitations they place in

their way, which hold them back and stop them from living the life they truly want to live?

Forgive yourself and others. Whenever and wherever you can.

What do you think is the single most important thing people can start to do today that will help them to live the best life possible?

Forgive. Love. Serve. Pray. Meditation.

That’s five, will they do...? :) 

>> You can buy Marianne’s latest book, The Law of Divine Compensation: On Work, Money and Miracles, here.

Programme Your Mind for Success

Would you like to attract more success into your life?

This 20 minute programme takes you into a deep, relaxed state and then provides suggestions for becoming more successful and allows you to really visualise feeling and being more successful.

- CLICK HERE TO DOWNLOAD How She Did It

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This Girl Loves...

by Samantha Green

2 1 3

4

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This Girl Means Business

5 6 7 8

1. Dress from Ted

Baker / 2. Sunglasses from Ray-Ban / 3.

Bracelet from Tory

Burch / 4. Heels from Carvela / 5. iPhone Case from Kate Spade

/ 6. Willow Tote from Mulberry / 7. Lip Glow from Dior Addict / 7. “Incognito” Nail Lacquer from Dior

This Girl Loves...

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Sales Series

Simple Steps to Making Your Sales Pitch Rock

By Lara Morgan, Founder of Company Shortcuts I talked in Step One about the importance of perfecting your introduction pitch used when you make a cold call to introduce yourself, your service and your company to a new potential client (READ HERE). It is often the same pitch you use in the space of a lift-ride – called the elevator pitch.

The

significant

difference

at

and perhaps their business and service

this point is that you are now with the

frustrations with their current supplier.

customer and have the opportunity to

You may have even discussed their own

fine-tune your suggestions for which

requirements in terms of what it is they

products best fit them, based on what

need to get their own job done. All this

you have learnt from them. Information

information will allow you to make a

you have found out from a fact finding

better and more appropriate presentation

mission, where I hope you have allowed

of why your products will work to solve

your customer to talk about their

these challenges.

interests, objectives, business needs

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This Girl Means Business

The first important thing to bear in mind before we explore the presentation itself is…

Factually though we also know

one often has to present a product more than once to get to a decision maker. As you refine your presentation, each time

the key person of influence

understanding more about the company

In sales there is ultimately one

and why it is considering your product, the

person who leads the buying decision at

better and more suitable and fitting your

the company where you wish to provide

proposition should be. Never promise

your service and sell your product. You

something you cannot deliver. What I am

might call this person the decision maker

saying here is that each time you make

(often company founder, CEO, finance

a recommendation you are highlighting

manager or a senior role) that is the

the most salient and valuable parts of

person you really want to be speaking

your service to fit the client’s needs and

to. You should spend as much time as

to deliver solutions. Each time you open

possible networking to meet, face to

your mouth you should be highlighting a

face, the person that makes the ultimate

feature, the advantage of this feature and

decision on whether the buying company

the overall benefit of the point that you

will spend its hard earned profits on your

are making to drill home the suitability

product over another.

of your service.

In the same way, every time you

open your mouth in a recommendation phase you should relate your product to the needs of the company to whom you are selling – you should be using, where possible, other ways of demonstrating the product – some have the luck of having a

Sales Series

43

physical product to present with, others

and succinct. Most people only need

simply use graphical examples and

three killer reasons to buy.

numbers, yet others may choose video

 Start with what you are wishing to

and technology to show off their wares.

say - a clear objective. 

Talk about what the features and

advantages of the product are, making sure you and your product are easy to understand - physically, with samples, pictures and stories.

There are some

useful pointers to be taken from things like Nero Linguistic Programming – (NLP). My simplistic way of looking

Perfecting Your Pitch

Sales can be made over complex - I

at this is there are three types of people.

Numbers people like finance

do think it is a skill you can learn for life,

and accountants, who like to be sold to

but I also think that you can distil useful,

with the use of demonstrable attractive

but perhaps over detailed analysis for

numbers.

how you should present things.

pictures, jazzy videos, slogans and the

Marketing types who like

more flowery approach of conversation,

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 Be the customer as you write and

and thirdly there are those who like

speak…put yourself in their shoes -

to touch and feel the product – they

what do they need to hear? The more

are kinaesthetic individuals. If you are

simplistic and repeatable your core

presenting to a group remember that you

message, the more likely you are to

may have all kinds of people to appeal

have success, therefore prioritise your

to in a room and your presentation must

proposition to make yourself memorable

cater to all types.

This Girl Means Business

Top Things to Remember WHEN YOU ARE INTRODUCING YOUR COMPANY...

 Don’t sell on lowest price, be

the least risk or the best value.

 Meaningless words hurt your

during your presentation you should TALK ABOUT...

 Your credibility, your market

intelligence,

and

your

established

company position – if you can.

call – don’t waste buyers’ time…yatter

does nothing for the sale. Value your

untrue, you will be found out.

customer’s time; be efficient, professional

and productive.

note down what the client likes and what

 Forget about benefit lists,

 Never say something that is  Make notes as you go along –

the key points of value are for them.

unless enhanced with advantages and a passionate belief – always present with an idea of the order you want in mind.

A recommendation verbally is not

are providing with, of course, the price.

worth much unless you can get to the

close of order right there and then. This

mean you need a solid template. You also

will depend on what type of product

need to cover the points of service and

you are selling, but in small to medium

your standard Terms and Conditions for

sized companies often the formalisation

providing your service.

of your quotation document is required to provide recommendation details and the terms of the service you

Quoting

with

confidence

will

download a free template here

Sales Series

45

Pricing to give wiggle room is

comes from providing a good product at

something many people give too much

a fair price, well delivered and supported

consideration to. I really believe you

by good customer service. Some refer to

should quote a price that is right and fair

the win-win, I simply feel the price you

for you to make your margin, allowing

quote is that which gives all parties what

you to truly provide the full service you

they need. The better your fact-finding

have promised and is not a rip off. Never

and your competitive research (keep

rip someone off – the repeat business will

recording competitor pricing), the more

not come and this is not a longer-term

consistently you will quote right. It is

view on your growth. Client retention

important to have a consistent price list.

TRICK OF THE TRADE FOR QUOTING:

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I learnt years ago the power of

well made, backed up by solid examples

Good, Better and Best. Good is what

and reasoning, perhaps testimonials

you understand the customer wants,

and other information to convince the

it solves their problem basically and

client of your excellence and a service

meets their needs. If your product can

they need, you may convince them to

be sold in greater volume, repeated, on-

commit for longer, spend more or to

going contract or any other permutation

use your product across a bigger part

then you can always provide a Better

of their business. It comes down to the

offer. A Best proposition, which is the

work you do in understanding as many

ultimate purchase, is to sell the best

of their needs as possible and outlining

proposition for the client. Better is

a clear incentive for them to commit to

usually where most clients make their

you for longer...often through some kind

decisions, but if your recommendation is

of discount.

This Girl Means Business

your product is right and why it is right – remember to highlight these feature in the presentation.

3.

Set out your understanding of the

client’s interest to them before launching into your assumed understanding. Get them to agree you have understood their interest.

Ending Your Pitch

4.

When making your recommendation

End your pitch with an irresistible

start with what you think is the right

summary of why someone should buy

product and why, highlighting that it’s

your product from your company, how

fit for the buyer’s needs. Explain why as

your products meets the objective,

simply as possible and gain feedback as

clarifying you understand the clients

you talk. You have to create a want and a

challenges and needs… AND always look

timescale for buying, so you know where

for a close, an order - ask for the order.

you stand. Remember to summarise with

why once again.

simple steps to making your presentation rock...

1.

Preparation is important BUT…

5.

Try to cover off and present in a way

to appeal to the particular individual to whom you are speaking – do not hold on to a sample when the customer is clearly

2. The

listening during fact finding

looking to touch, feel, smell…you can do

often gives you all the gems of

a lot of damage not concentrating on the

information you need to ascertain if

client’s style and interests.

Sales Series

47

So, would you be interested in making a purchase with us today?

6. During

Absolutely!

Where do I sign?

speak

9. Do not leave a meeting without asking

in terms of features, advantages and

your potential customer to take make

benefits and gain confirmation that

a decision, to agree a process going

these make sense to the client.

forward to a decision or to take action. If

your

presentation

the customer can’t proceed, find out why.

7.

If the client interrupts, it is always

their floor and the interest they are

Get a diary date for when it is convenient for you to follow up.

showing will most times give you extra reasons to underline the fit of your

10. Potential

product – take notes as you proceed, so

know what you want unless you tell them

you highlight the really important things.

what to do next. Some people literally

8.

Watch and look at your client’s posit-

ion physically – leaning forward – arms open = engaged. Learn to look for the right body signals…if you are not getting these it is sometimes wise to re-engage a client to establish what is not working or not of interest.

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This Girl Means Business

customers don’t always

only need to be asked for the order in order to proceed – factually most women are brilliant at all the steps of the sale except the close…the man who does a weak job, but yet asks for the order will win many times over.

Masterclass Learn how to get more leads, more traffic and more sales from LinkedIn in this LinkedIn training session with Lewis Howes

Watch it here for FREE

g n i d a e R e ’r e W t a Wh The Icarus Deception: How High Will You Fly?

By Seth Godin Book Review by Lucy Gower, Founder of Lucy Innovation

In Greek mythology, Icarus wasthe son of the master craftsman Daedalus.

Banished to prison for sabotaging the work of King Minos, Daedalus devised a plan for him and his son to escape.

He constructed wings from feathers and wax to enable them to fly to safety. Daedalus instructed Icarus to follow his path and most importantly not fly too close to the sun. Icarus ignored these instructions. He flew too close to the sun. The wax melted, the wings fell apart and Icarus fell into the sea and drowned. The lesson that this myth teaches us is ‘obey the rules and don’t fly too close to the sun’.

“The biggest failure is the thing that we didn’t have the guts to do.”

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This Girl Means Business

The Icarus Deception is about disobeying the rules and flying closer to the sun.

In an interview about his book Seth said, “It’s about not settling – for 100 years we lived in an industrial economy, where people who ran the factories, made shoes and cars and life insurance policies, and amusement parks, they wanted us to fit in,” he says. “They wanted us to be compliant, they wanted us to do what we were told, and that’s why they invented school. To teach us to sit still, and listen and regurgitate.

But that industrial age is dying, right before our eyes.”

The Icarus Deception highlights how the world has changed. How

we now live in a connected and networked economy that enables individuals to drive change faster and more effectively than ever before.

Seth describes change makers as artists and their work as their ‘art’.

However, we can’t truly make art unless we are willing to fail. So we have to relearn what we are taught in school and take more risks.

In order to truly achieve your potential you must stop waiting for opportunities. You have to make opportunities happen. You have to be prepared to fail and you have to fly closer to the sun.

The biggest failure is the thing that we didn’t have the guts to do.

// GE T YOUR COPY HERE.

Read any excellent books lately? Tell us about it here and your book review could appear in a future issue.

What We’re Reading

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{this month’s}

TOP

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10 TIPS This Girl Means Business

Ten Things to Remember ON YOUR JOURNEY

1.

Where focus goes, energy flows: focus on what you want, not on what you don’t want.

2.

6.

Do what you love.

You can be anything if you just decided: who do you want to be? What kind of life do you want to live? You choose.

7.

Running a business is not easy - it’s a full time commitment.

Don’t stop believing.

8.

Every day you waste is a day you’ll never be able to get back.

4.

If people laugh at your ideas, work harder than ever to succeed and then see who’s laughing!

9.

Engage in consistent action - take a step towards your goal every single day.

5.

Don’t quit on yourself - the ones that make it are the ones who keep going, not matter how hard it gets.

10.

3.

You must have patience - success won’t happen overnight.

Top 10 Tips

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