If your business growth seems stuck and you’re looking for a way to get things moving, the best way to start could be at the end. Sometimes people get so involved in trying to solve specific problems, they forget about the desired end result, says consultant Jean Oursler.
Oursler will share her formula for achieving your goals in her presentation at the Sixth Annual Women’s Leadership Summit: “Building a Life and Career that is Brand YOU.”
Sponsored by the Hunterdon County Chamber of Commerce, the event takes place Thursday, May 7, 8 a.m. to 2 p.m. at the Ryland Inn in Whitehouse Station. $90; members, $75. Other speakers include Connie Merchant on emotional intelligence, Cindy Wok-Weiss on mindfulness, and Mary Lou Quinlan on branding. Register at web.hunterdon-chamber.org/events or call 908-782-7115.
While Quinlan’s presentation on branding and the breakout sessions focus on various aspects of running a business, they all recognize that growing a successful company starts with you.
“You have to be involved and make a commitment,” says Oursler, who coaches her clients to recognize what beliefs and habits could be holding them back and how they can be overcome.
In her presentation, titled “The Results Formula: Forever Flow of Continuous Revenue,” Oursler will share actions an individual can take to improve growth and increase sales. Her results formula involves asking yourself if you are ready for change, defining your desired end results, making a commitment, taking the needed steps, and always being ready to learn more. When you have achieved the level of success you were seeking, you can now move on to the next level. This allows you to produce a continuous flow of revenue.
Oursler will also cover the topic of sales versus marketing. She observes that people are often unaware of how much their discomfort with sales negatively impacts their business.
“People like marketing because it is fun, creative, and cool. Marketing makes people aware of you and brings people to you. But marketing doesn’t close the sale. You’ve got to do that,” she says.
“I teach people how to sell the way they want to sell, so you feel good about it,” she says, adding that selling can be a form of service.
For example, one of her clients is a financial planner who wasn’t enthusiastic about the idea of selling and hated small talk. However, she enjoyed asking people about their hobbies. With Oursler’s help, she learned how to show individuals that financial planning can help them retire so they can enjoy their hobbies. “Sales is about making friends,” Oursler says. Like marketing, sales can be fun and cool if you look at it from a different mindset, that you are helping people learn, and you are adding value to their lives.
Another issue that hinders business owners from achieving results is focusing on problems. Oursler shows clients how to change a problem into a challenge. “A challenge is something you can overcome,” she says. “Your brain knows what you tell it. I call it the ‘cave man brain.’” It is there to protect us, she says, but it isn’t great at thinking and coming up with solutions.
A blogger and author, Oursler is the author of “Results: Impactful Solutions to Drive Business,” which will be released May 15 but can be ordered on Amazon now. Coming from a family of writers and educators, Oursler laughs as she comments that she finally joined the family tradition.
Her great grandfather, Fulton Oursler, wrote “The Greatest Story Ever Told,” headed the weekly Liberty Magazine, and was a Hollywood screenwriter. Her grandfather, William Charles, was a war correspondent during World War II and wrote several mystery novels and books on religion including “The Healing Power of Faith” and “Father Flanagan of Boys Town.” Bill Oursler, her father, is a sports car enthusiast and has written two books on Porsche racing cars.
Oursler’s mother, Janice, is a Rutgers professor and the master of science in rehabilitation counseling program director. Her mother stressed the importance of education while Oursler was growing up. “She taught me that learning is the pathway to success. If you aren’t learning, you’re not growing,” Oursler says.
Oursler owns two companies, Alden Management Consulting Group, focused on organizations, and the Business Growth Company, focused on entrepreneurs and coaches. As a facilitator for Women President’s Organization (WPO), she promotes and supports women leaders. She holds a bachelor’s degree in theater arts management from Ithaca College and a master’s in instructional training from New York Institute of Technology-Old Westbury. Oursler, who grew up in New York, now lives in Livingston with her family.
“When I work with a business, I work for the whole company and the owner,” Oursler says, adding that you have to work on yourself because if your company grows faster than you, it creates a dilemma.
Many of the women Oursler coaches launched their businesses from their kitchens. They start small to keep expenses down or to be with their children or parents. Over time, their businesses grow and reach a certain level of success. But there comes a point when the business owner feels uncomfortable about taking her company to the next level.
Women will often ask, “Who am I to be successful?” And Oursler responds, “Who are you not to be successful?”