Author: Ethan Theo

Abe WalkingBear Sanchez is an International Speaker / Trainer / Consultant on the subject of cash flow / sales enhancement and business knowledge organization and use. Founder and President of www.armg-usa.com, WalkingBear has authored hundreds of business articles, has worked with numerous companies in a wide range of industries since 1982 and has spoken at many venues including the Shakespeare Globe Theater in London.

Categories
Sales & Marketing

Attract Your Ideal Clients and Charge What You’re Worth

Article Contributed by Lisa Cherney

Every entrepreneur starts her business wanting to make lots of money doing something she loves. We dream about it. We plan out what our life will look like, and where we will take vacations. But then something happens. We start getting nervous about not making money fast enough, and think maybe we’re charging too much. We spread a wide net and take on clients that are more of a drain on resources than a boon to our cash flow.

Think about your business. Does your income reflect the value of your services? If what you do is worth more than what you’re making, this is a sign that you are selling yourself short. You need to take yourself out of the equation and get an honest assessment of your business strategy. There’s no slick cookie-cutter formula to use for every business, but here are some points that helped me create a successful business model:

1. The main reason you’re not charging enough for your product or service could be that you don’t believe in yourself. Ouch! But it’s true. When was the last time you raised your rates? Don’t be afraid to ask for what you’re worth. The clients who get what you do, and appreciate what you can do for them, will pay it.

2. You need the right words to describe what you do: on your website, blogs, advertising copy – anything that your ideal client might read. An unintended wrong message could be what’s standing in your way. Write as though you are having a conversation with the person you are presenting to. Don’t worry about the economy, and what you think people can and cannot afford. Just put the right message out there, and let them decide.

3. Invest in your #1 asset – yourself! This is where a mentor and/or mastermind group is key, to give you the support to command the level that you are worth. Friends and family, though well-meaning, don’t always get what you do. And seminars are worthless if you just put another notebook on your shelf. The Mastermind group I joined in 2009 was the next big step for me. At the time, I didn’t know how I was going to pay for it; I just knew I had to do it for myself. Have that faith in yourself and let it take you to the next level. I had my best year ever the year after I made that investment. And it’s no accident that now I have my own Divine Juice Inner Circle Mentorship program!

4. Last but not least, take time for yourself as well. Acknowledge what you need to do to maintain the mindset, energy level and positive space to live a life you love. As an entrepreneur, you get to do that! And it looks different for everyone. It’s all about what’s important to you. Create time for yourself to not work. To rejuvenate. What can you do today because of the freedom that you have, no matter how small? Like taking a walk or going to work-out, or to a movie. What little thing can you do to create that space now? Start a practice that keeps you grounded and centered at the beginning of each day. Maybe get up earlier to lengthen the time you have to prepare mentally and spiritually for what lies ahead.

Create an opportunity for yourself to get support for your business.  One of the tools my team and I offer is a Juicy Business Assessment.  Someone on the outside can see your position more clearly than you, and help you get clarity on the changes you need to make.  There are people out there who need your services, and you need to get the fulfillment from your business that you deserve.  Don’t give up before the miracle happens!

About the Author:

Lisa Cherney, a.k.a. the Juicy Marketing Expert, founded Conscious Marketing 12 years ago to help small business owners find their authentic marketing voice, attract their ideal clients and increase their sales. Following her own Stand Out & Be Juicy program, which centers on owning your unique self and laser-focus marketing, Lisa has tripled her income while working
part-time.

Prior to Conscious Marketing, Lisa worked with many Fortune 500 companies, including AT&T, Lipton, Nissan, Blue Cross and Equal. She is a highly sought after speaker and often shares the stage with experts such as Jack Assaraf (The Secret), Jack Canfield and Jill Lublin. Learn more about Lisa at www.consciousmarketing.com or call 887-771-0156.

Categories
Branding

Must-Have Signage for Starting Your Own Business

Article Contributed by Brandon Serna

When starting a new business, you’re going to find yourself working closely with advisors and consultants of all types.  There’s a lot of ground to cover, after all, and it’s important that you get things right the first time.  In the business world – particularly today – there’s seldom such a thing as a second chance.

For this reason – and others, as we’ll see below – it’s important to work directly with a good signage company as well.  A sign company can quickly become one of your most valuable allies as a small business owner, as they can guide you through the process of selecting not only the signs that you might want, but also the signs that you will need.

For example, do you know offhand what signage the Americans with Disabilities Act requires your business to have?  If not, make sure you work with somebody who does!  Regulations will vary according to the nature of your business, but you may need signs that warn of specific dangers, direct traffic, indicate parking areas, identify exits, identify handicap accessibility, include words in Braille and carry out various other tasks.  Do you really want to be responsible for that yourself?

Whatever kind of business you may be starting, signage of all kinds should be a prime concern.  It can attract customers, direct them to where they need to go, inform them of valuable selling points, help them to compare various products or services, keep them safe, keep them knowledgeable, and even keep them entertained, and those are just the most general applications.  What you decide to do specifically with your signage can help you to create and reinforce a “personality” for your business, and that’s going to be very important as you grow your brand.

You should have business signs that identify the name of your company and its purpose, services or products. If your company has its own building, those signs should be mounted outside, on the building itself or as near the building as possible. If your company shares a building with others, interior signs can identify your business location, and they should be used effectively in order to keep your customers from getting lost or, worse, finding one of your competitors instead!  Even in this case, an additional sign outside the building will attract more attention and may help gain new customers or clients, so be sure to take advantage of this if possible.

As far as the actual design of your signage goes, this is where a reputable signage company will be worth its weight in gold.  Colors and font sizes are important when designing signs, so you want to make sure you maximize their effectiveness and choose the most vivid, readable and exciting combinations available.   Certain colors go together better than others and have different effects, and some fonts on signs are easier to read than others. It is difficult to get all of this correct without a great deal of trial and experimentation, so hiring a professional sign company is nearly always the most cost-effective way to go.

Whatever you decide to do, it’s ultimately your responsibility to have the signs that you need, so take signage seriously.  Do your research on local rules and regulations, as well as federal ones.  Work with a professional to maximize the effectiveness of your signage, and start projecting the image you desire.  There are customers out there who want to shop with you, so help them find you!

About the Author:

This article was written by Brandon Serna on behalf of FASTSIGNS, a company that specializes in business signs and other visual communications services.

Categories
How-To Guides

How To Make Best Use of An Interim Manager?

If you have decided to hire an interim manager to help you deliver a major project, manage organisational change or plug a gap while you recruit to a senior role, then what steps should you take to get the most out of them?

Firstly you should be very clear about what you expect them to deliver. By clearly setting out your expectations you can ensure that you recruit the right person for the job. Think about how long do you expect to hire the interim for and is that realistic to deliver the task? Ask your global interim management services  agency for reliable advice, after all it’s what you pay them for, or the candidates themselves. Remember if someone promises you a lot of work in a short period of time, and it looks too good to be true, it probably is.

Be clear about the budget you have for the assignment. You should expect to pay more per day for an interim manager than you would a permanent employee but you will benefit from not having to pay the long-term costs of recruiting a full-time member of staff. Make sure you have some form of contingency plan should the assignment over run.

When choosing an interim manager look for someone who has a proven track record in your industry and can supply references. Always make sure you take these up personally. Check that the candidate has the qualifications and any industry accreditation that you specified in your original brief. Review the work they have done for other organisations and ask around to find out more about them. They may have a profile on LinkedIn which will give you an insight into their personality and experience.

Ensure the person you choose will fit in well with your company and knows what is expected of them. Ask yourself do you want someone to take command and lead a team? Or someone to shake things up a bit and introduce a new point of view? Or would you prefer a hands-on team player who will slip into the company culture seamlessly?

Once you have hired your interim manager, keep in constant communication with them. This doesn’t mean micro-managing but make sure the manager is given the support they need and the resources to do the job properly. Ensure they know who they can come to for advice or decision making and what is expected of them in terms of reporting their progress. Sometimes introducing an interim manager can be difficult for existing team members so take time to introduce them personally to their new colleagues to help them fit in.

Set clear milestones to help you monitor the interim’s progress. Accept that problems may occur so encourage your interim to discuss any areas of concern at the earliest opportunity. Be clear about how often they should report to you.

In interim management, track record and performance really count. Interim managers know they will be judged by their results of their last assignment so they will be very focussed on meeting your expectations.

Once the interim has completed their contract, review the results. Ask the interim manager for objective feedback on the assignment. One of the advantages of interim managers is that they are not constrained by office politics or climbing the ladder so they are more likely to give you an honest opinion and helpful advice about the direction of the company. Value their experience. If you are pleased with their work, make sure you give them a reference and keep in touch. You never know when you might need them again.

Categories
Communication Skills

Big Marketing Power in a Little Word

Article Contributed by Jeff Beals

Your English teacher isn’t going to like this.

Don’t get me wrong; the grammar and composition you learned in high school English class are critically important, but those rules don’t necessarily apply all the time.

Allow me to explain.

Your old English teacher would have preferred you write, “By carefully employing certain words, a professional gains a powerful advantage when selling his or her products or when trying to persuade others to accept his or her ideas.”

Here’s a slightly different version: “By carefully employing certain words, you gain a powerful advantage when selling your products or when trying to persuade others to accept your ideas.”

What’s the difference?

These two statements essentially say the same thing, but the first one is written in “third person,” while the second one is written in “second person.”  English teachers would prefer the first statement.  In formal writing, it is generally frowned upon to use the words, “I” or “you.”  Scholarly journals, text books and respected periodicals are normally written in third person.

Proper English is a beautiful thing, but when it comes to succeeding in today’s loud and crowded marketplace, you benefit by catching people’s attention.  You are more likely to accomplish your goals if you relate to people.  Using the word “you” (and “your”) helps you do that.

No matter what your profession, there are times when your success depends on your ability to sell, pitch, market, convince, persuade, trade, suggest, coach, counsel, explain, and/or motivate another person. That all becomes easier if you address your reader or listener directly in the second person.

So, if you’re explaining something in an email, try to use the word “you.”  If you’re giving a speech to prospective clients, paint a picture with “you.”  If you want to empower and motivate your colleagues, use “you” to make your message resonate with them.

The word, “you” personalizes a conversation.  It brings down barriers and erodes the formalities that may exist between you and the other person.

“You” can help prospective clients picture themselves using your products and services. For instance, if you are selling a time-share condo overlooking the ocean, your would-be buyer might be receptive to this marketing message:

“Picture yourself spending two weeks here every year. You can sleep in each morning in this king-sized bed, windows open with the sea breeze gently waking you up before you head over to your ultra-modern kitchen for your morning coffee.  You step out onto your deck overlooking the massive resort pool. Your only problem here in paradise will be deciding what to do.  Will you relax by the pool or will you take one of the hundreds of day adventures waiting for you in the surrounding area?”

Where do I sign up?

When I’m writing books or delivering speeches, I try to put “you” into the text even if the story I’m telling is about somebody else. When I use a highly successful person’s life or accomplishments to illustrate a point, I occasionally like to slip in “you” and “your” when I’m really talking about “him/his” or “her/hers.”  Audience members are more likely to remember the point, if they feel like they are part of the story.

YOU will be a much more effective seller, marketer and persuader if YOU simply remember to transpose YOUR audience into YOUR stories.

One last thing – I have one important disclaimer for you.

There is a particular use of the word “you” that may backfire on you.  Careful communicators avoid saying, “you must,” “you should,” “you better” or “you have to.”  That’s bossy.  It turns people off.  Such language reminds you of when you were in trouble as a kid, like when your mother demanded:

“You have to clean your room!”

“You better finish your homework before you go outside!”

About the Author:

Jeff Beals is an award-winning author, who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. As a professional speaker, he delivers energetic and humorous keynote speeches and workshops to audiences worldwide. You can learn more and follow his “Business Motivation Blog” at JeffBeals.com.

Categories
Networking

Don’t Have a Facebook Business Page? Why You Must Suck It Up & Create Your Facebook Business Page Today

Article Contributed By Suzen Pettit

If kids, soon-to-be-adults and millions of not-so-young adults are your future audience, then you need to have a Facebook Business Page as you need to be where your audience is. And, today, our children, teens, young adults and even older adults like my former room mates and my ex (who deny they are addicted to Facebook) can be found updating their profile, commenting and changing their status updates regularly.

The New York Times even wrote an article recently that showed kids are finding crafty ways to get around the increasing number of Facebook bans their schools are implementing. One eighth grader, who preferred not to be named, said he coached a school administrator on avoiding the ban last year. “She hated not being able to get on Facebook at work and asked for my help one day in the office,” the boy explained, more than a little sympathetic to her plight. “What could I do?”

It came as no surprise to me, and it’s speaking volumes of the need for small businesses, as much as they want to continue down that stream of FB Denial, to get on board and create a Facebook business page. It is time
for them to put themselves in front of this next generation of Facebook addicts.

Need more proof?

5 Reasons Why You Must Setup a Facebook Fan Page Fast!

1)  Kids, soon adults, and millions of young and not-so-young adults are your future audience and they are all there, “friending” Justin Bieber under their covers (like my daughter last night) when they should be asleep.

2)  With over 600 million users and almost 50% of them on Facebook daily…. stop…. think about it….., AND over 40% of existing businesses already up and running on it, you want your business to be where your customers and potential customers are going, right? If you knew that your customers were passing by one of the huge billboards in Times
Square every day and those billboards didn’t cost millions per month to be advertising there, you would want to be up there…wouldn’t you?

3)  Your Facebook business page is like the huge billboard in Times Square  except for the fact that it’s free. Your customers are there, their friends are there. And you can say a heck of a lot more on a FB page than you can on a billboard.

4)  The search engines love a Facebook Business Page. Because a business page is a public URL and not a private one, your site will have a much easier time making it to the top of a Google search than your website. That’s unless you’ve invested a lot of $ into SEO (not that there’s anything wrong with that).

5)  As mentioned earlier, your competition already has a Facebook business page, and not because they want to share about their favorite rice and beans recipe. The “like” button has become the new “link.” Many online marketers, myself included now believe that the Facebook “like” button is becoming just as significant as backlinks to a website. In other words, the more “likes” your page has, the greater the chance of it ranking high in the search engines for your specific field and keywords. So think of it as a link and encourage your customers to press it. Every time you update something on your page these customers will now see it as they have been “linked” to it.

There are so many good reasons to create one of these Facebook business pages I could blather on and on about them forever. For now, think about the math. The average Facebook page has 140 friends. When you post to Facebook, your “friends” and all their “friends” will view your post. Can you spell V-I-R-A-L? As insane as it might sound, there’s a reason why Shop Rite wants you to “like” them on Facebook.

About the Author:

Suzen Pettit specializes in designing, building, marketing and maintaining optimized websites and social media profiles for busy small business owners. By using her strategic internet marketing techniques you will ensure your business is being found and that clients are seeing what YOU want them to see on the internet about you. For even more free tips, tools, strategies and resources, read her free articles at: http://www.omaginarium.com/blog/