Archive for the ‘Business Success Tips’ Category

Women entrepreneurs often feel conflict around selling via email.  I hear this more and more when working with women; they feel sleazy and pushy sending one email after another to their list.

From a business perspective, nothing is easier than email marketing.  I mean, all you have to do is write some great emails, gather some names, hit send and you’re making sales!

Email is still one of THE best ways to market your business.  It almost always boosts sales but you do need to have the right skills that you might not be proficient at right now:

1. You need to send more emails that you probably feel comfortable sending
2. You need to write persuasively and many people don’t know how to do that very well
3. You need to NOT take the rejection personally

Once you master these skills, nothing is more exciting to see than sales roll in from a new product or program, or signing up for a new fr’ee report — it’s truly astonishing!

To help you create these kinds of phenomenal results in your business, here are three tips that really work!

Tip #1: Give People a Reason to Buy

You’re probably sitting there wondering just how this is accomplished.  Simple, really.  Start your email off with the WHY.  State why you are offering this new program, product or service.  Let your emotions come through in the email.

For example: If you’re a fitness coach, instead of trying to sell how your prospects are going to feel better, give your readers a specific reason to buy, such as how they’ll fit into their skinny jeans for the first time in years.

Tip #2:  Focus On the Subject Line

Emails don’t sell if they aren’t read and opened.  To help get a better open and read rate, I always use the person’s name in the subject line.  It’s personalized and creates a nice connection right from the start.

Another easy tip is to ask a question in the subject line. It captures the attention of the reader as the question piques their interest and they want to know the answer.

Tip #3:  For Best Results Launch More and Send More Emails

Practice makes perfect.  But if you’re only launching a new product, program or service a few times a year, it’s hard to gain mastery at emails that sell.

Increase your email marketing efforts by launching a new product, program or service regularly.  Try not to let too much time lapse between promotions.

Not all promotions have to be paid.  You can offer a free report, or audio or video tips as a way to practice writing emails that are persuasive.

Remember, the more you write, the better you will get at improving your results.

Email marketing is simple and a skill that anyone can learn.  So sharpen your pencils and get writing.  Evaluate each attempt and look for ways to improve on your next attempt.  Practice means better results!

Picture this…

You’ve just had a great meeting with a potential client and you’re ready to reveal your fee.  You smile and tell them your rate; you go cold waiting for their response.

While you are anxiously awaiting their response crazy thoughts are running through your head like a steam roller.

Will she hire me?

Will she think I priced my service too high?

You hear “Your hired!” and a wave of  other thoughts begin to flood your mind…now you begin to second guess your pricing!

Did I low ball it in order to get the job?

Should I have gone higher?

You know what I am talking about; you’ve been there and you know what’s coming next.  The project always takes more time than you realize and you end up feeling overworked, undervalued and underpaid.

So what is a phenomenal woman to do who knows that she is worth so much more but is not sure about setting her fees?  Follow these tips for better fee setting.

1.  Know What You Are Worth

When you are setting fees how do you go about landing on a price?  Do you throw darts and see where it lands?  Pick a price out of a hat?  Or worse yet do you look to your competition to see what they’re charging?

None of those methods are going to give a price point that addresses YOUR worth.

If you bill hourly remember that many factors go into determining your price point.  So many entrepreneurs fail to consider all the factors so remember the following:

• First figure out how much you want to be making a year
• What are your subcontractor expenses (if you have any)
• What are your other expenses
• How much profit do you want to make
• All these factors make up  your “required revenue”
• Divide your “required revenue” by number of billable hours and you have your rate.  Don’t forget that your total number of billable hours is never 40 hours a week.

Is this rate acceptable?  If not raise your fees.

2.  Give Them Results

Clients are paying you for results.  Technically they’re paying for a service but in reality they are buying a solution.   It’s your job to make sure that you communicate those results clearly so that people know what to expect.

Will she get more clients?  Streamline her processes?  Be more confident when having a selling conversation?  Know the benefits and communicate them effectively!

3. Create A Haggle Free Mindset

Don’t haggle with clients about money.  You’re not selling junk at a yard sale  you’re selling yourself and you have allot of value!  When you engage in haggling it immediately lowers your perceived worth and once that happens you are sunk!  When you haggle you set yourself up for a continuous relationship by which your clients will nit pick you to death over everything…and NO ONE wants that kind of client interaction.

4.  Not Everyone Is Your Client

There will be times when you will have to walk away; when a potential client will not be willing to pay your fee.  That’s OK; they were meant to be your client.  The right client who IS willing to pay your rate is just around the corner.

Pricing your services is one of the most difficult  tasks a business owner will ever undertake.  Be a smart and savvy businesswoman and be prepared by reviewing the project and price.  It will save you a ton of heartache in the long run.

Right now there are people all over this great land are talking about setting goals and making the most of 2011!  But don’t let all the talk of goal setting throw you off track from what is really important about this process.  It’s about making sure that you are doing the right things at the right time and in the right order.

It’s about being as productive as you can be with your time, talent and energy!  Here are seven “must implement right away strategies” so you can move your business forward!

Throw Away The Old To Do List

Get rid of the old to do list because it’s missing a critical element – an end time.  Simple fix isn’t it?  The problem and the solution are simple.  Most entrepreneur to-do-lists have the start time but no end time built into them.  By scheduling in the due date or end time it helps you get focused and completing the project by that specified date.  Without it, it can stay on that list and never get crossed off .

Create A Schedule and Stick to It

I keep a schedule and I rarely let anything bump the time that I have allocated in my schedule for things that MUST happen like writing, creating new programs and services and marketing tasks.  So here is what you must do:  create a schedule and purposefully plan out your top priorities for the day and then don’t allow anything to come between you and your schedule.

This schedule should include things  you must do each day until you have established a routine and even then I wouldn’t take it off your schedule.  I schedule everything this way I don’t miss anything important.  My schedule is tied to my 90 day goals that I have established and these two systems allow me to accomplish a great deal each day, month, quarter and year.

Whatever system you develop make sure that it works for you!

Time:  Once It’s Gone, It’s Gone

Time is something that once it’s gone you can’t get it back.  That’s why it is so important to always be conscientious with your time and how you spend it.  For those moments when you have not scheduled your time according to your plan ask yourself this question:  What is the most effective use of my time right now? Think about it and then use your time wisely knowing that you are using your time effectively, efficiently and on the tasks that are guaranteed to reach your goals.

Post Your Goals

I have my three year plan posted right in front of my desk where I can always refer to it!  It is a constant reminder to me of why I am doing what I am doing!  Additionally, I have my vision board where I can see all the things that I am working towards…the new car, the beach front property, etc.  Seeing the reason behind doing what you’re doing is a great subconscious motivator for you to get the job done so you can proudly say, “I reached my goal.”

How Much Are You Worth?

Do you know the answer to that question?  If not I suggest you do the following exercise.  If you want to make $50,000 next year and assuming you will work 8 hours each day, then you know that each hour you work has a value of $25.61 and every minute is worth $0.427. Double it if you want to make $100,000 next year.  The reverse if that for every hour that you waste and let’s say you waste one hour a day each week you are losing $6,658.60 on a $50,000 income and double that on a $100,000 income.  My point:  wasted, unfocused time is a loss of revenue…and a big one at that.

Delegate and Follow Up

There are some tasks that I really hate doing and then there are tasks that I like to do but understand is not a good use of my time.  Whether its tasks you hate or ones you love, remember that delegating is an effective tool and strategy when trying to make the most of the time that YOU have.

But along with effective delegation is also the responsibility to follow up and not leave issues hanging out there with no resolution.  Make sure you check in to make sure things stay on track and according to schedule.

Celebrate Your Success

Each time I reach a goal and complete a project I do a little celebration dance!  I know it sounds corny and who knows what I look like when I do my “dance of joy”, but I love to celebrate my wins and success and you should too.  Find a system that feels right for you even if it simply jotting down on paper in a journal.

Keeping on track and focused can be a daunting task if you don’t have a system.  Follow these simple tips here to make it simple and easy.   And remember, time cannot be replaced.  Once it’s gone, it’s gone so use it wisely.

I would like to share this story by Dr. Alan Morinis about Itzhak Perlman. The story highlights how gratitude can be found in any situation; it all depends on how you look at things.

There is a story — maybe an urban legend, but full of truth nonetheless — concerning the famous violinist Itzhak Perlman. One evening, Perlman was in New York to give a concert. As a child he had been stricken with polio and getting on stage is no small feat for him. He wears braces on both legs and walks with two crutches. Perlman crossed the stage painfully slowly, until he reached the chair in which he seated himself to play.

As soon as he appeared on stage that night, the audience applauded and then waited respectfully as he made his way slowly across the stage. He took his seat, signaled to the conductor, and began to play.

No sooner had he finished the first few bars than one of the strings on his violin snapped with a report like gunshot. At that point Perlman was close enough to the beginning of the piece that it would have been reasonable to bring the concert to a halt while he replaced the string to begin again. But that’s not what he did. He waited a moment and then signaled the conductor to pick up just where they had left off.

Here’s what I think…

When you are open to gratitude you see clearly and perfectly how much good there is in your life. Gratitude affirms that very fact.

We will always be faced with challenges in our lives. Life provides the ebb and the flow no matter how much we try to resist it. There is no limit to what we don’t have and if we focus on the lack in our lives, we will inevitably be filled with an abundant amount of pain and dissatisfaction. But when we can look at our lives, businesses, and family situations with a focus on what is right, we experience gratitude.

Like other attitudes, gratitude can be cultivated. We don’t have to wait for our fairy godmother to shower us with presents to feel thankful. We can develop gratitude by reflecting on the gifts that we already have. Gratitude is the memory of our own heart I once heard someone say. It is therefore an expression of love and abiding friendship which transforms itself into deed.

I try to cultivate gratitude every day and when I feel it – when I am grateful for my body and mind, for the world in which I live, for my family and friends, for my business – I know that my spiritual path is in order. When I don’t feel it, I understand that I am off and I try to right myself.

Gratitude is profound – it takes us to the edge and beyond.

Wishing you a phenomenal Thanksgiving,

MPG isn’t an acronym for miles per gallon.  No, not this time.

It stands for My Phenomenal Goals!

My Phenomenal Goals are displayed in my office where I can see them, reflect on them and check them off in celebratory fashion when I’ve reached them.

The end of the year is fast approaching and now is the time to start thinking about what your 2011 goals are going to be.

Here’s some tips to help formulate your best goals for 2011:

1.  Sit down and revisit the goals you had for 2010. Review the questions below.  Your answers will help you create your goals for 2011.

• What goals did I reach in 2010?
• What stood in the way of me reaching any of my goals?
• What do I need to put in place this year to make sure I reach my goals in 2011?

2.  Sit down and formulate your goals for 2011. Haven’t developed any?  Well get cracking on that task.  Think about these questions to get you started:

• What’s working in my business?
• What’s not?
• What action(s) would take me closer to my commitments in the next 90 days?
• What opportunities exist right now?
• What new strategy(ies) could I implement so I can reach these goals?

3.  Determine if your goals are realistic given where you are currently and your action steps. For example, consider how you plan on bringing in revenue for the year, what program, services, or products are you launching in 2011 and what marketing strategies are you planning on implementing in the year?

3.  Next revise your goals or the plan to achieve them or maybe both so that they are in total alignment with your vision…oh, and make sure they are doable. I like to tell my clients that when developing goals you need to feel the friction between too hard and too easy…that place in between.  When you find it, that is where your goal should be.

You must take the RIGHT action in the RIGHT way at the RIGHT time while keeping a clear and positive mindset about what you want to achieve.  This combination will catapult you forward to your goals and nothing else!

Want to make sure that you are formulating the RIGHT goals, at the RIGHT time, in the RIGHT order?  Call me at 978-794-4991 or email me at maureen@daretobephenomenal.com for a strategy session to see if I can help you formulate the right plan!  It’s a simple, easy and cost effective way to make sure you are on the right track!

We have all been asked to barter.  And many of us have agreed.  Maybe you traded a massage for an hour of wellness consulting, or did the books for the guy who cuts the grass around your home.

At first glance, bartering seems like a smart idea: no cash required, and Uncle Sam is none the wiser.  But, here are the reasons it can be a bad idea.

1.    You’re Blocking the Flow of Money

I bet if I asked you if you wanted more money coming into your life you would answer with an enthusiastic “YES”.  So the obvious question is why are you bartering?

Money needs to flow.  So when you barter, you stop the flow of money coming to you and back out from you and this is exactly what you don’t want to happen.

2.    People Value What They Pay For

I remember the first bartering arrangement I agreed to.  At the time, I thought it was going to be a great arrangement.  What I realized was my services were not valued and they weren’t valued because the person didn’t pay for them.

They would often not show up for appointments and they didn’t take the work we did together seriously.  All in all it was a terrible experience, albeit a great learning opportunity.

There have been countless studies showing that people will often be more apt to buy a product or service if the price is higher than an identical product or service at a lower price.  The point is, if you don’t pay for something you won’t value it as much and if you pay a higher price for it you will value it even more.

3.    Charge What You’re Worth

Engaging in long-term, habitual bartering is an admission that you don’t really know what you’re worth and don’t have enough confidence in the value of your work to charge for it.

And, I hate to say it, but you’re really hiding out — hiding from having to evaluate your work and the results you give your clients and then attaching a figure to it so that you are accurately charging what you’re worth.

4.    You’re at a Serious Disadvantage

It’s hard to hold someone’s feet to the fire on the quality or timeliness of work if you’re not writing them a check.  Worse yet, bartering sets up an uncomfortable and unbalanced situation between the parties creating feelings of resentment.  Believe me, despite the fact you go into the bartering arrangement thinking everything  is equal, it never works out that way.

Next time someone asks you to barter, resist the urge to say yes.  Instead, suggest that you both pay for each other’s services and watch how this one simple act opens the doors to great abundance in your life.

Once upon a time you dreamed of a carefree life as an entrepreneur. You saw the vision of a business where you would satisfy all your clients’ needs, make tons of money and live the lifestyle of freedom and joy…..wait a second, stop the presses…the reality is hauntingly different.

Now don’t get mad. I know that you are working your tail off — sometimes 12-14 hours per day — to turn that dream into a reality. You eat, sleep (when you do) and think about your business 7 days a week with little return on the investment, and a ton of anger to show for it. But let’s take a step back and really look at what it takes to turn that hobby into a business so you CAN have the business you always dreamed of.

Today Is That Day

Today, you have a wonderful opportunity to closely examine what it takes to have a successful business. Here are five action items that you can implement right now so that you can make the transition from a hobby to a business:

1.  Develop a Business and Marketing Plan

When starting a new hobby there’s nothing much to plan; you just go out and get your supplies, set up a card table in the basement or spare room and start. Is this how you started your business? If so, let me tell you why this was a BIG mistake.

You want to be successful don’t you? How will you know if you are? Writing a business plan ensures you’re taking the necessary steps to plan out a course of action and to identify the goals that indicate you are on the right track. Without the plan, you’ll never know if you’re making the gains you desire.

Here’s a quick way to get started. Pick two or three marketing activities and make the commitment to do them consistently. These activities can range from attending at least one networking event each week to writing a newsletter. No matter what the activity, do them consistently to see results.

2.  Act Like You’re In Business

There are a couple of really important issues that fall under this heading of “acting like you’re in business”. First: Have a business email that is tied to your website or domain name. For example, maureen@daretobephenomenal.com instead of using a generic email address such as yourname@gmail.com. See the difference? In the first example, you know I have a legitimate business; the other, well you’re not quite sure.

Second issue: Brand yourself. You must have a distinct look and feel. When you brand yourself with colors, taglines and logos you begin to stand out in the crowd. All of your marketing material must have a cohesive look and feel to it. If it doesn’t, work towards branding yourself.

Finally, are you treating your personal and business financial accounts as separate? If you’re not doing this, please go and seek the help of a Quickbooks expert or bookkeeper who can help you separate your accounts so that you clearly know what you are spending and taking in on your business.

3.  Show Me The Money

Here is the plain hard truth: if you are not making money then you have a hobby, not a business. The business needs to be making money or at least be on its way to profitability. You can’t live on your savings account forever and racking up credit card debt to run a business is extremely risky, particularly if you own your own home. Your business won’t survive for very long if you can’t bring in clients and turn a profit.

4.  You Have A Support Team

Part of the trap many business owners fall into is they spend hours a week working IN their business instead of ON their business. They do too many tasks that would be better done by someone else. You have special talents and skills that bring in the revenue for your business. If you’re spending your time cleaning the house, managing the books, or managing your database then you have less time to go out and market and procure clients. Find a VA, housecleaner or personal assistant to help you. Learn to delegate!

5.  Learn, Learn, Learn

I have two coaches, am currently enrolled in a certification program and belong to a mastermind group. I made a commitment to myself that if I wanted to make my business successful, I knew I would have to make the time and monetary sacrifice to make it happen.

If you are struggling with your business or know deep in your soul that all you have is a hobby, I encourage you to consider hiring a coach, mentor or joining a mastermind so that you can turn that hobby into a thriving business.

My challenge to you this week is to take a good, hard look at your business and pick one area to work and improve on. Make a goal and outline the steps that are necessary for you to achieve success.

“I can’t get my website done”, “My marketing plan is half done”, “I was supposed to finish this newsletter but the time flew by!”  Sound like you?

When speaking with women business owners ( and men too) I often hear a multitude of excuses for why their marketing efforts are stalled.  Whether you are the cause of it or you’re waiting for someone else  to finish the job, procrastination is the cause.

Procrastination is an emotionally charged issue that has you locked into a way of thinking.  But the reality is procrastination is really just resistance and once you bust through that resistance you can take action.

Here are three simple tips to help you rid yourself of the evil grip of resistance and procrastination.

1.  Stop the Excuses

If you are waiting for your web developer or virtual assistant to get that sales page, web site or newsletter finished it’s time to stop accepting these excuses and time to start having a conversation.

What you’re really resistant to is the fact you have to have this conversation so you procrastinate about it.  Nobody wants to be tough on someone, but it has to happen.   My advice is stop letting them tell you when the project will be done and instead tell them when you need it.   If they can’t meet the deadlines let them know you will find someone who can.

Rough?  Yes, but as soon as you are crystal clear on what you need the faster your business will get back on track.

2.  Why Are You Marketing In The First Place?

What’s your bigger reason for being in business?  You probably love the fact that you’re helping others, or maybe you are thrilled to be offering these gorgeous photographs.

No matter what you do for a living your bigger why will inspire you more than the marketing tasks themselves.  So focus on the why instead.

3.  Make the Commitment

When you commit to something out load and tell the world about it you are more likely to follow through and the really cool part is you will find yourself finding all the inspiration and motivation to get it done.

So, The Next Time You Find You’re Procrastinating…

Remember, procrastination is just a cover up for resistance.  Use one of these simple tips and start moving your business forward with ease.

If you are a manager, leader or someone in a position to direct, motivate, inspire and support others then listen up.  There are certain behaviors, attitudes and personal attributes that you must possess if you want to be a successful leader.  I’ve listed ten questions to ask yourself to see where you stand as a leader.

1. Do I understand the personal goals of the people on my team?
   We all have our own way of doing things but understanding what motivates each employee will help you to help them meet and surpass the overall expectations of the company.
2. Am I able to recognize the difference among team members in order to work effectively with each person?
   The biggest mistake I see new managers and leaders make is assuming that all people can be supervised the same.  We are all different and the way in which we respond, work, accept feedback as well as how much recognition we need varies from person to person.  Being able to see these differences and respond accordingly, allows a great leader to motivate on a personal and individual level for outstanding results.
3. Do I encourage team members to make suggestions and provide input?
   In order for people to feel they have a stake in a proposed change, they have to have some ownership in the process and believe their contributions matter and are important.  Getting team members committed and working towards a proposed change starts with encouraging suggestions and input from anyone with a stake in the outcome.
4. Do I provide consistent feedback and recognition?
   From my experience most people appreciate feedback and to be recognized for their efforts.  Failing to let your team members know how they’re doing is a recipe for disaster.   Your feedback and praise is what fuels their motivation to continue doing a good job, so make sure you are timely and sincere.
5. Am I able to identify the slackers and take the action necessary to bring them on board or find another alternative for them?
   You need everyone’s participation to reach goals.  Identifying those individuals and counseling them appropriately will ensure your team continues to move forward.  Failing to address this situation will bring the entire group down.  Make sure you act sooner rather than later.
6. Do I allow team members to solve problems?
   I worked for a woman once who stated to a subordinate (not me thankfully), “I don’t pay you to think!  Just do what I tell you to do!”  Sorry folks but in this day and age people want to do something valuable with their time at work.  Allowing team members to use their skills and talents to solve problems will pay off hugely in the end.  Respect goes a long way.
7. Do I find ways for team members to grow, learn and develop their skills?
   Most people innately want to grow, learn and develop their abilities.  The more people learn, the more they are inspired to learn and apply that learning to solving problems and reaching goals.
8. Am I available to the people on my team?
   As a supervisor and leader it is imperative to be visible and accessible to team members.  The more approachable you are the more comfortable employees will be in asking questions and making suggestions for improvement.
9. Am I effective in motivating my team and recognizing individual efforts and contributions?
   Teams must learn to work together effectively for the good of the company.  But this doesn’t always happen naturally.   A good leader motivates his employees and coaches them towards team cohesiveness while recognizing the contributions of individuals.
10. Do I practice what I preach?
    Remember the boss who proclaimed, “I don’t pay you to think!”  Communication, understanding, respect and support are essential elements to be an effective leader.  It’s hard to respect someone who shows such disregard to their employees by making disparaging remarks.

If you want to be a great leader, make sure you practice these skills.  If you are weak in any of the above areas, hire a coach who can help you to become a better communicator.

The old adage, “You get more with honey than with vinegar” is true.  Showing your team respect and a willingness to support them in their positions are essential in getting the best out of people and are key elements in being a great leader.

We all understand that in order to stay in business you must market yourself.  But when does your marketing effort become too much that it becomes annoying?  So annoying you realize you crossed the line?

That line is different for each client and for every business owner even if you are in the same industry.

So what do you do and how do you know when you’re getting close to the line?

1. Are you seeing more and more people unsubscribe from your list?
2. Are you staying in integrity with your marketing efforts?
3. Are you seeing more and more people unresponsive to your marketing efforts?

These are all signs that you are either close to that line or have crossed over it.

Remember, it comes down to this:

• Provide valuable content to your readers in your ezine, blog and promotions, tips, strategies and programs.  Even if your latest promotion isn’t for them, they’ll stay on because what you offer is of value to them.
• Keep in mind what seems reasonable to you. Do you get annoyed when you are constantly bombarded with emails and promotions?  Well, more than likely your followers will be as well.
• Decide what is appropriate and stick to it. Just because some big name guru tells you to hammer your list doesn’t mean it’s right for you or your readers.

Finally, mix it up!  Sometimes readers get bored.  Using other media methods to get your message out helps you stand out from all the other marketing that’s out there. Try using:

• Email promotions
• Video and audio clips
• Direct marketing pieces
• Fax (make sure you’re in compliance with the law)
• Blog posts

The goal here is to market yourself effectively so that your clients choose to work or buy from you.  Evaluate your marketing tactics and see where you are in relation to that “line.”

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