One Degree Can Change Your Business

As entrepreneurs we're challenged to find ways to attract new customers and clients, manage our time efficiently, use our funds wisely, promote our business and plan strategically. Many of us attend conferences, networking events and training sessions seeking some new and profound revelation that will catapult our business to the next level. Rather than being inspired, it's often blah, blah blah...we've heard it all before and we walk away disappointed that it was just a waste of time. Not because there wasn't anything of value to take away, but because we graded the experienced based upon how much of the teaching was more of the same rather than honing in on that little nugget that could dramatically improve our bottom line.

Suppose you were to take off in a ship at the equator with the intent to sail the globe. Let's say you plot out your route, but without realizing it, you're off by one degree. By the time you return to the same longitude, you would be off course by a thousand miles. This same principle can be applied to your business, but with positive results.

The key to building a long-term, thriving business does not always require a major overhaul, but it could be a matter of making a small shift in the way you're currently doing business. It all depends upon your stage of development. If you're a start-up, it's not uncommon to make a major change in the beginning. But, if you've been in business a while and you're looking to take it the next level, more than likely you may only need to make incremental shifts to position your business for long-term, sustainable growth.

About three years I had a business strategy session with the networking guru, George Fraser. I soaked up every word like a sponge. During the course of the hour, he shared many aspects of business that were not really new--I'd heard them before. I knew, however, that at his level of success, there was something he could impart to me that would be a game changer. Well, he didn't disappoint! In answering my questions, "George, what is the secret to your success?" he advised me to "Build your platform." Someone had suggested that to me two years prior but, at the time, I just didn't take it that seriously. But this time around I had a light bulb moment! Suddenly I realized that this could be the one degree shift I needed to profoundly impact my business for the long-term.

Four little words that can sabotage the success of your business are, "I already knew that." It's not what you know that determines your success, but it's what you DO WITH what you know that makes the difference. If you're hearing more of the same, it could be an indication that you're further along in your development that you realize. Enter every learning opportunity with an open mind. Don't make the mistake of overlooking the obvious in search of the spectacular. The key to unlocking the future of your business may be just one degree away.

At 211 degrees, water is hot; at 212 degrees, it boils. With boiling water comes steam; and steam can power a locomotive. One extra degree makes all the difference

--Mac Anderson, Simple Truths

Create an Illustrative Business Model

Have you ever attended a networking event and tried articulating your business objective to someone who just doesn’t seem to grasp the concept?  They may even be your ideal client.
When people ask, “What do you do?” most people answer, “I help businesses with their social media strategy,” “I coach executives” or “We build websites.” That’s what we’ve been taught, but what the person really wants to know is, “Do I need to know you?”
When we share our expertise, while we understand the full context, the person we’re speaking to may have a different interpretation and just move on to the next person, not realizing they DO need to know you.  Therefore, it’s important that, when articulating your expertise, you have a clear problem-solution statement that addresses the Who, What and Why? Take a look at the sample problem-solution statement below:
I work with [your ideal client] + [biggest problem you solve]. I help them to [transformation/outcome your clients achieve].

Here are a couple of examples I use interchangeably:

“I work with service-based entrepreneurs who are seeking to get to new levels in their businesses. I help them create high-profit businesses that give them more freedom in their work/life mix.”

“I work with service-oriented entrepreneurs who are struggling to get a breakthrough in their businesses. I help them create thriving, 6-figures business, and beyond, so that they have the means and freedom to live life on their own terms.”

The next step is to design a business model that keeps you focused and true to your vision, but also gives your prospective clients a clear illustration of the key benefits they receive from working with you, as well as the primary areas of focus to achieve the desired outcome or transformation.

My take action challenge for you this week is to >>download my illustrated business model << and use it as a guide for creating your own. Because people have short memories and attention spans, an illustration is a great re-enforcement tool.  (There are many types of business models; most often used for internal purposes. This exercise is a simple illustration for marketing purposes).

Allow prospects to download it from your website, social media or online newsletter. Make copies to share offline at networking events, on business display tables, at training sessions, and other business hotspots.

Getting Unstuck: The Freedom to Choose

On this day 237 years ago, the Declaration of Independence was adopted, declaring independence of the existing thirteen American colonies from Great Britain. For that reason the United States of America looks forward to celebrating July 4, also known as “Independence Day.”

Whether you’re in America or another country, now is a good time for all of us to explore an important aspect of freedom----the freedom to choose. More specifically, you might consider the necessity to get unstuck by doing something different.

Each of us gets stuck in bad habits, in business and life, which set off a chain reaction of responses that only make matters worse, thereby escalating our discomfort and frustration. How we respond to these situations will in large part determine how much peace and freedom we experience.   

With a bit of practice and careful scrutiny we can catch ourselves in those times of being “Stuck.” Once we learn to recognize when we’re stuck, and how we tend to get stuck, we then have the opportunity to choose a different alternative.

Entrepreneurs get stuck for various reasons, not the least of which is we lose our focus. This is huge because without focus things will not go well with for you. There of lots of underlying causes such as being distracted by personal issues, losing your business confidence or, out of desperation, you find yourself seeking a quick fix or a miracle. No matter the cause, you know you’re stuck when you feel helpless, with no clear direction for how to get ahead. 

The next time you find yourself grinding to a halt, try one of these 4 “un-sticking” tactic:

Don’t fight the feeling. Allow yourself to take note of what it feels like to be stuck. Use this opportunity to ask yourself some revealing questions: “What’s causing me to feel stuck?” “Have I gotten off-track?” “Am I afraid or intimidated?” “Am I anxious?” “Have I lost clarity?” Answering these questions will give you some footing to move forward.

Don’t worry about making mistakes. The problem with most of us is that we fear getting it wrong. We spend too much time trying to make sure our strategy is flawless and end up missing out on a great opportunity. Have you been procrastinating at following up on a lead? Go ahead and pick up the phone.  Is there an idea brewing in your head that sounds outlandish, but just won’t go away? Do your research and then give it a try. What have you to lose? You never know what’s possible if you don’t give it a shot.

Get Help. Far too many entrepreneurs try to do it all their own, and that’s simply too much stress for today’s business pace. Not to mention the fact that it’s truly unrealistic. Two heads are better than one and a group of supportive relationships is even better. We all need an inner circle of people to support, challenge and encourage our ideas. In addition, partnering with a business coach is a great investment for helping you see your potential in areas where you feel stuck.

Recognize it as Part of the Process. Understand that being stuck is not unique to you, but that it is part of the growth process we all experience.  Quite frequently, it’s when the intensity is at its strongest, that we’re on the verge of a breakthrough in business or life.  It’s always darkest right before the dawn. That’s why it’s important to not try distancing yourself from the feeling of being stuck, but rather recognize that it is there for a reason. Work through it and remind yourself that it is only temporary.

However you celebrate this Independence Day, I’m pretty sure that your vision of freedom does not include being stuck in a rut, either in business or life.  When these situation arise just remember that you have the freedom to choose a fresh alternative.

Enjoy your Independence Day!

Does "Selling" Make You Uncomfortable?

I was inspired to write this short message after being on a conference call and hearing the leader talk about his discomfort with making a sales pitch to an audience. It reminded me of myself from not too long ago.

If you're anything like me, you don't consider yourself a "salesman" although you have to sell your products and services if you expect to make a profit. 

It took a while for me to stand before an audience and promote my products and services in detail. In the beginning I would quickly mention that I had products at the back table if someone was interested in making a purchase. I glossed over my coaching services, assuming people would understand what I do and seek me out. I didn't want to come across as pushy or sales-y for fear of turning prospective buyers off. Needless to say, I didn't make a high percentage of sales.

Many of us, including me, have had enough bad experiences being sold to or being manipulated to buy something we really didn't want or need thatour ability to trust hasbeen shattered. This anti-sales attitude causes us to go out of our way to not come across as pushy or sales-y to the point that our ability to turn prospects to paying clients is undermined. This fear of selling can be the very thing that is stopping you from growing your business to its fullest potential.

Whether you are in retail sales or professional services, you want to seize, not avoid, every opportunity to offer your products and services. Remember that you're in business to meet a need and change lives. This revelation, and approach, should eliminate any fear you have of coming across as another "sleazy salesman" and allow you to freely operate in authenticity. Offering your products and services is about inspiring others to bless themselves and be open to new possibilities. Doing business with you is a natural expression of that. More to come ...

 

7 Tips to Raise Your Credibility Quotient (CQ)

7 Tips to Raise Your Credibility Quotient (CQ)

As business owners we all strive to increase our sales and profits. Yet often in our quest to get ahead, we can end up sabotaging our own success. We can lose our credibility in any number of ways through negative behavior--the stroke of a pen or key, a loose tongue or bad attitude. We can further damage our credibility due to a lack of credentials.

A case in point: after the presidential inauguration on January 20, 2009, an African American fashion designer took to the internet and blasted Michelle Obama for not wearing an African American designer's outfit on inauguration day. I can only imagine the number of potential clients she lost as a result of that fiery criticism. It would have served her well to have approached the matter with an open mind. A better approach would have been to draft some designs suited to the style of the First Lady and sought out an opportunity to present them to her. Upon careful reflection, she probably regretted making the statement. After all, you can catch more flies with honey than with vinegar!

It doesn't matter how great a product or service you have, if you're unprofessional in the manner in which you conduct your affairs, your business will suffer. Even if you are able to somehow make amends, your professionalism CQ still takes a hit because you only get one chance to make a first impression.

Here are seven surefire ways of lowering your CQ and what you can do to raise it:

1. Bad networking habits. No doubt you've had the annoying experience of talking to someone at a networking event whose attention spanned all across the room. Or you were handed a business card that looked as though it had been through a wringer. Networking etiquette is essential for establishing credibility. Never leave home without a fresh supply of business cards! Place them in a nice case so that you're not rummaging through your purse in search of one. Give people your undivided attention when conversing. They are well aware when you are not engaged, but quite responsive when they know you're listening and exchanging cohesively.

2. Dismissive attitude. I sat next a lady recently at a business meeting who owned a children's clothing line. I asked for one of her business cards. She said something to me to this affect: "I didn't bring many business cards so I have to be selective about whom I give them to." Granted I don't have small children, but I know MANY people who do. Don't ever take anyone for granted! When an opportunity presents itself promote your products and services to as many people as will listen. You never know who holds the key to unlock your breakthrough.

3. Not returning phone calls and emails. Professionals expect to be treated in like-kind. Not returning phone calls or replying to emails can definitely ostracize you from the "quality" players. Your lack of professionalism signals that you are not a serious entrepreneur. Make every effort to return phone calls and reply to emails within 24 to 48 hours. If you're going to be on vacation or out of your office for an extended period of time, be sure your voice mail and email auto-responder relay a message as to when they can expect a reply.

4. Lack of education or credentials. It sets your mind at ease to walk into a dentist’s office and there are credentials hanging on the wall. You feel that they're qualified to do the job. Be leery of business people who don't have the credentials essential to their expertise or cannot produce clients that can vouch for their work. Degrees, accomplishments and/or subject matter expertise add to your credibility. Previous experience and a professional reputation add to your credibility.

5. Unattractive appearance. A dermatologist with a severe case of acne isn't likely to build a thriving practice. Your clothing, hairstyle, weight, smile, etc. should reflect excellence. You are a walking business card, brochure, letterhead or website. When people see you, they should see evidence in your life that reflects well with the product or service you're selling.

6. Lack of tact or disrespect. This is where the African American fashion designer failed. When you have a grievance or you are in a position where you must point out a client's shortcomings or leave feedback, do it in a tactful manner.

7. Ineffective Communication. Some people are good at what they do and are capable of looking and dressing the part, but do not communicate very effectively. Take steps to improve your communication skills. Attend seminars, join Toastmaster or read articles that will help you become a better communicator.

You're credibility can greatly impact your business and the quality of clientele you attract. Analyze where you are in regards to these seven CQ risks. The key to lasting credibility is to keep building on it and showcasing the attributes that raise your credibility.

5 Ways to Restore or Maintain Your Business Passion

When you are having fun and doing what you do best, the results will show. But as time passes and responsibilities mount, that passion and fervor can start to dissipate.
It’s not uncommon to reach a point in your business where you lose the passion that you had at the beginning. There are two scenarios that typically cause our passion to wane. We reach a level of success and become content or the struggle to grow our business is overwhelming and seems insurmountable.

Mundane nuts-and-bolts of the business tend to wear out certain types of entrepreneurs. If you’re an innovator, having to deal with accountants, lawyers, vendors, employees, banks, AP/AR, etc. tend to suck the energy out of you.

Trying to grow a fledgling business, while encountering one roadblock after another, can become mentally and physically draining. Here are 5 ways to get your passion back or to maintain your focus and stay organized:
 

Take a break.
Take periodic vacations as often as your budget permits. Set aside regular leisure time away from the demands of work… i.e. attend a comedy matinee’ and
laugh until you side hurts! Keep other hobbies and have friends that are not work-related. The key is to unwind and return mentally and physically refreshed.
 

Remind yourself why you’re in business. Look at your goals and the ideals you had for going into business in the first place. Figure out what changed in your circumstances.  Perhaps you have to care for an elderly parent, you now have a spouse or you’re just older now.
 

Stop multi-tasking. Some entrepreneurs tend to take on additional responsibilities such as starting another business, which only make matters
worst. Although you may be good at multi-tasking, when it comes to major undertakings, stay focused on one thing at a time.
 

Arrange your priorities. Establishing priorities will help you to stay focused and organized. Deal with the more difficult tasks first and take on the ones you really enjoy last. Tackle your daily (and future) to-do list in order of importance.
 

Get the help you need. As the founder and visionary of the business, your primary focus is to get clients. If you’re trying to wear too many hats, you’re not likely to be effective at any. Hiring someone to handle administrative work, collecting receivables, etc. will help you to stay focused on the big picture.

There are certain circumstances in which the answer to our lost passion is to sell or dissolve the business, but that should not be our first resource. Before throwing in the towel be sure to seek advice, understand the consequences and weigh all your options.

Make Your Mess Your Message

Oh the pressure of trying to appear as though we have it all together. Look perfect, show no fear and keep your struggles a secret! Let people believe that you've always had the "Midas Touch" and that everything you've put your hands to has turned into gold.

Such pretense is a sure way to derail your opportunity to achieve great success. Why? Your compelling story, with its many struggles, is what connects you to the heart of your ideal client.

The reason Oprah's show was a huge success for 25 years, when similar shows fell by the wayside, is because Oprah pulled back the veil and allowed the world to see her warts. She openly talked about the sexual abuse, promiscuity, teenage abortion, bad relationships, insecurities, and oh the battle of the bulge! Millions of women from around the world connect with her because of her vulnerability and the fact that she overcame in spite of it all.

As crazy as it sounds, all the things you're trying to keep quiet about are critical to having the business you've always wanted. You need to harness the hidden power of your disasters and turn them into dollars.

In all reality, it's not even about you. Your compelling story is the key to your prospects' breakthrough. Cute quotes on Facebook and Twitter are inspiring, but sharing the brutal truth about your challenges helps move people to take action in their own lives and businesses.

When new subscribers join my mailing list, within the first 7 days they receive an email message sharing my story ... the ups, downs and ultimate breakthrough----not about my degrees and certifications. My story qualifies me to help take their businesses to the next level and motivates their decision to hire me.

You might be wondering why people would want to know about your struggles, failures and mess ups? The reality is, that's exactly what they DO want to know about, because it meets them where they are. When you are forthright about how you overcame your struggles, your prospects will see how you can help overcome their challenges.

Take Action Challenge:

Write your story in 500 words. Share it with your prospects and clients. Post it on your website. Allow it to become the cornerstone of your message because when you unleash the power of your compelling story, your business will not be the same.