A Year in review with Simplicity Mastered

2010 has been an extremely eventful year, full of learning, sharing and growing. The feedback, comments and traffic from the articles below have shown themselves to be the most helpful to readers. They are sources of encouragement, strength and empowerment. Use them to set the tone and foundation for a remarkable New Year!

9 Powerful Social Networking Sites for Women Entrepreneurs. Not just for women, this list of social networking sites provides women with connections and resources they need.

91 fundamental habits of highly motivated small. Use this list to keep the momentum and excitement of starting the New Year on the right foot.

31 of the best business books for solopreneurs and micro business owners. Business and personal transformation are equally important. One without the other is unsustainable. Use business books to expand your mind and hone your business skills.

35 ways to keep your clients YOURS. It’s not too late to give your clients the gift of ATTENTION. Use this list to find ways to provide your clients with an extraordinary experience.

7 Seeds to Plant That Will Grow Your Business. These simply strategies are practical and easy to implement. Water one seed at a time and watch your business flourish.

5 Ways to Erase Daily Procrastination in Your Business. Increase your business discipline with daily practice. Prepare yourself to break old habits and cultivate new ones.

10 Smart and savvy small business questions for 2011. Proper planning prevents poor performance. Review and analyze the past, present and future direction of your business.

Need more help creating a business that works for YOU? Be sure to check out Micro Business Therapy for additional information and support. Don’t forget… I want to hear from you. Share your comments and questions below! To address your specific concerns, Skype me: amichelleblakeley or email me atinfo@simplicitymastered.com Did you enjoy this article? Subscribe to Simplicity Mastered and never miss a post!

WANT TO RE-POST THIS ARTICLE ON YOUR BLOG OR USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

For over 18 years, Simplicity Mastered™ founder and CEO A. Michelle Blakeley has owned or managed small businesses and nonprofit organizations. Expert in her field, Blakeley personally guides her clients out of their Business Brain Freeze™ to streamline operations, increase return on investment, and attain quantifiable results. Forbes.com and FinancialPost.com each recommended her as one of 30 Women Entrepreneurs to Follow on Twitter, joining the experts who know that Blakeley is a master at growing small businesses … and doing it with “Simplicity.”

Couch sessions for small business owners: How do I market my app?

Q:  We recently had an issue where a vendor refused to pay an invoice.  There were no complaints about the service.  Their stated reason was a matter of the vendor’s employee who made the agreement failing to get authority.  It was frustrating because a quarter of a billion dollar company that made thousands of dollars off of our promotion refused to pay our $600 fee. We brought 400 customers into their store and watched them ring up dozens of high-end sales. We learned a lesson and will now require prepayment before executing a promotion.  But, what should we have done?  $600 is not worth suing over.  We don’t want to create bad blood.  But, they took advantage of us.  When should we write something like that off as a loss and when/how should we get more assertive? Carl Ewald, www.ODDysseyHalfMarathon.com

A: As a business owner, you need to choose your battles and determine what you will consider a “lesson.” It sounds like you have done just that. Recognizing an error that could be prevented in the future and making an immediate adjustment is key to being a wise small business owner. Determine how long you are willing to “wait for payment,” what your “cut-off” (dollar amount) is to proceed with legal action or write off, make it all policy and stick to it.

Q: As other one-man business owners know, you have to wear a lot of different hats to get the job done. One of the most painful parts for me is trying to get new clients via cold calling. I hate that “telemarketer” type approach. Do you have any tips for making it easier or getting clients another way? Also, are there any good services that do the calling for you for a fee? Matthias Hager,http://www.2helixtech.com/

A: Is “cold-calling” necessary for you to connect with potential clients? An effective and efficient way to connect with clients is social media and social networking. First, contact your sphere of influence (friends, family, associates, local vendors, group members, people you talk to on a regular basis, etc.) and see if anyone has any potential leads. We are only 6 degrees of separation from those who can take us to the next level.  Identify your specific audience, create a marketing message that clearly states the benefits of your product or service, find the social networking sites that your ideal clients use and start sharing relevant information, introduce yourself and make connections and start cultivating relationships. Social media is a very powerful and effective tool when planned and used properly. I can tell you this from personal experience. I’ve never made a cold call and I was only on Twitter for 6 months before I was mentioned in Forbes as one of 30 Women Entrepreneurs to Follow on Twitter. And yes, I have gotten clients from Twitter and other social media networks. However, again, it takes planning and time.

Q: I launched “THAT SHOULD BE ON A PILLOW!” for the holiday season in 2008, right after the meltdown. Not the brightest move, especially selling a “non-essential,” high-priced item. I have consistently gotten rave reviews from all of my customers by over-delivering on product and service. They don’t expect the attention to detail and craftsmanship. The orders are trickling in– 58 items so far this year. Two of which were corporate orders. I think the only way to make money at this is with multiple orders of the same design (corporate gifts, weddings, special events). The individuals who find me by Googling “custom phrases on pillows” are never going to create enough volume to get me out of debt, I net 20% per order. And shipping costs are killing me. Do you think focusing on corporate gifts would be the right move? Would firms be interested in the pillow as a gift idea that could feature a corporate credo, the CEO’s mantra, an advertising slogan, a sales lesson, etc? Are event/meeting planners a good target? Many thanks for your help. Anne Marshall, http://www.thatshouldbeonapillow.com

A: You may want to start by analyzing/profiling your previous sales. Develop a short customer survey. What exactly interested them in your product, why did they purchase from you and how did they find you? You also need to look at your client demographics. In addition, some market research on novelty items and purchases will give you some insight on other potential target markets. You may want to consult with an SEO expert to see how you could incorporate keywords like “novelty” “corporate gifts” “bridal gifts” etc. into your website. The wedding industry sounds like a viable place to market your wares as well (bridal gifts). Are there any potential collaborative partners/vendors you could connect with?

Q:  I launched a new iPhone app, ✄ Fabric U ✄, a few months ago with much anticipation. This was going to be the app of all apps. The one that I could bank on, the one I could retire on…you get the idea. I haven’t had an avalanche of downloads since. What I’ve earned could pay a few bills, most of the utility variety. I’m actively promoting my app by commenting on related blogs. That’s probably the extent of my advertising. I also have a t-shirt that says, I app-solutely ♥my✄Fabric U✄ iPhone app! Anyhow, I’m working on another app, ✄Yarn U✄, which I hope will be even more popular…however, I’m haunted by the humbling lessons I’ve learned on my first app. What can I do to learn more about my audience for my first app, which I can apply to my newest product? That said, I don’t know who’s buying ✄Fabric U✄. If I knew more I could re-jigger the content even the app promotional content on iTunes. Do you have any ideas for me? Mary Beth Klatt, http://tinyurl.com/242bua9

A: I would suggest you find a way to capture nominal info (demographics) on your buyers as a starting point. Perhaps as part of the “download” or purchase process. Where are people who would benefit the most from using your application “mingling?” Are they even tech-savvy? Can you partner with another vendor who may have access to your ideal clients (i.e. Joann’s, Michael’s, local arts and crafts stores, etc.) They could add/incorporate your app into their site, marketing, etc.

Now let’s talk about YOU! Are YOU a struggling, frustrated or just inquisitive small business owner? Need help NOW? Get a quick tip here for your specific business concern. An Introduction to Micro Business Therapy session is held monthly (no cost). Register here. Be sure to subscribe and RSS this column at the top.

 

What happens when you take your own advice (Part III)

This is Part III of a four-part series on “what happens when you take your own advice.” (Part I, Part II ). In the middle of a re-brand of my existing business, my husband and had the opportunity to open a fine art gallery (see www.evolvethegallery.com). To minimize the disruption to my existing business and maintain my clients’ needs, I relied heavily on my established systems and the same tips, tools and techniques I encourage my clients to use. Including:

Collaboration with complementary businesses is a must. A great way to collaborate with other businesses is to have them contribute to and sponsor your event. They get the exposure and you get the added help, product or service. You always want to enhance the value of what you are providing your clients. Look for hidden and creative opportunities in your local communities.

There is a small movie theater (The Guild Theater) across the street from our gallery. As part of our inaugural opening, we wanted to show movies that went with the theme of our show. The movie theater was looking for new ways to draw traffic and increase their presence in the community and we needed a cost-effective way to provide film-screenings. We invited the manager over for a tour of the galley and discussed the benefits of collaborating. It was a win-win. So much so, they offered to do the film screenings every Friday for a month at no cost to us and we did the same by offering the screenings to our guests at no cost. Yes, free double-feature film screenings for a whole month (and access to the theater for two complimentary panel discussions on Saturdays to boot! How’s that for collaborating and keeping it local!)

Never underestimate the power of 6 degrees of separation. Connections can put a business on the map quicker and faster than “word of mouth.” Everybody knows somebody who can help somebody. Through six degrees of separation, we were honored to have philanthropists, museum curators, the Mayor and a Senator either attend our private preview reception or come by for a private tour. In addition, when we attended a book signing and discussion at the Thelma Harris Gallery, we met fine art Master, Richard Mayhew, and Bernard and Shirley Kinsey (whose personal art collection is now on exhibit at the Smithsonian). During our due diligence, we visited many galleries to see how other owners operated, looked for ways to distinguish ourselves, ways to collaborate, yielded wisdom from the experts, acknowledged their mistakes and made some good friends along the way. Thelma was kind enough to welcome us into the industry with open arms; which included introductions to art legends. The Kinsey’s are the ones who advised us to contact Senator Price’s office (see Part II).

On the day after one of our panel discussion we received a beautiful book reflecting 38 phenomenal years ofBen F. Jones creative works. There was no note, just the autographed book and a business card. When we called Ben to thank him and find out how he had heard about us, he simply said he read about our opening in a blog (The Black Art Project). After a delightful conversation, needless to say, we were humbly honored and floored. The Internet has made it a small world and you never know who knows who.

Always capture your leads, follow-up and keep in touch. Every business should have a platform for engaging and capturing leads. This could be a sign-up for newsletter box, link to a landing page, CRM system or even a link to your Facebook fanpage. For live events, it could be a registration sheet, sign-in sheet or guest book. Don’t pass up the opportunity to introduce potential clients to your product or services, share upcoming events, specials, etc. via newsletter, e-blasts and online updates. Staying top of mind is crucial. People want to know “what’s next?” and “what’s new?” CAVEAT: Do not overburden new clients and your connections with unnecessary emails and updates. It is a major turn-off and you will soon see your numbers decrease instead of increase. Be relevant, informative and resourceful.

To date, the gallery has been extremely well received in the community and we continue to be amazed at how fast the word is spreading and the wonderful people we are meeting. However, now that the “fanfare” of the grand opening has worn off, it’s time for the real work to begin; the work of maintaining and sustaining a business. There is no way I could have opened a second business without having functional systems in place with my existing business; Simplicity Mastered. The chaos and confusion would have been insurmountable and I would risk losing my clients.

Never underestimate the power of Simplicity. When your operations are organized and streamlined, it makes it easier to introduce new products/services and test new ideas. It helps you manage information and stay focused on your priorities and objectives. It also makes stepping away, less disruptive.

There’s a reason why my business is called Simplicity Mastered. There is a reason why I specialize in simplifying business processes. Owning a business doesn’t have to be hard. But it does need to be functional and productive. And it needs to be effective, efficient and done smart. There is a reason why overwhelmed and frustrated business owners call me to help them be mentally and intellectually organized to grow. I keep things practical, realistic and utilize existing resources. At some point, you have to put knowledge to work and startdoing. You are responsible for your business; the good, the bad and the ugly. It will grow or fail by your action or inaction. Make a commitment to make better business decisions today. That includes asking for help. We could not have accomplished all that we have without asking for help.

Next week, I will share with you some of my “silly mistakes,” “brain freezes” and “forget me NOTs.” NOTE: I never said the opening of a second business went off without a hitch. ☺

If you need help NOW! Get help here

WANT TO RE-POST THIS ARTICLE ON YOUR BLOG OR USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

For over 18 years, Simplicity Mastered™ founder and CEO A. Michelle Blakeley has owned or managed small businesses and nonprofit organizations. Expert in her field, Blakeley personally guides her clients out of their Business Brain Freeze™ to streamline operations, increase return on investment, and attain quantifiable results. Forbes.com and FinancialPost.com each recommended her as one of 30 Women Entrepreneurs to Follow on Twitter, joining the experts who know that Blakeley is a master at growing small businesses … and doing it with “Simplicity.”

Couch sessions: micro business therapy for the small business owner

Are you a struggling, frustrated or just inquisitive small business owner? Got a question you just can’t seem to find the answer for? Please submit your small business questions here.Get a new perspective and quick tip to help point you in the right direction. Be sure to bookmark and check this page every Wednesday, your question and the reply may appear right here in Couch Sessions for the Small Business Owner. This week, readers want to know:
Q: There are so many good responses, yet slow sales on a product that we do not have competition with. Our frustration is how do we get more people to know of our product, and what does it take for people to make the decision to buy? T. Demme, www.skaterscoach.com
A: Your story is a prime example of “if you build it, they may NOT come.” Clearly you have what is perceived to be a great product, but slow sales. You may want to re-examine your price point, your marketing plan and target market. Not all marketing venues are appropriate for all markets. For example, are you simply selling via a website or doing live demonstrations? Which method does your target market prefer? Is there room to decrease the price or provide something of additional “perceived” value?

Q: What is the cost difference to my business between a 1099 contractor and employee? J. Asti
A: It depends on the position, but more importantly there are a lot of legal and tax implications for hiring employees and independent contractors. You want to consult with a tax and/or legal professional to answer your questions. Also check out this link for quick tips.

Q: Do you have any suggestions for effectively marketing an online service (transcription) without using paid advertising such as expensive PPC campaigns, banner ads etc. www.writeaudio.com
A: How are you currently connected to and connecting with attorneys, paralegals, process servers, legal associations and legal-aid services? When you are marketing to your ideal client and target market don’t forget to connect with those on the peripheral who can put you in direct contact with your ideal clients. Also, professional social networking sites like LinkedIn are a great way to connect and communicate with small law firms (check out and join the legal subgroups as well). Be careful not to jump into your “pitch.” Ask questions about the needs of small firms and go from there.

Q: Is it better to increase prices slowly and steadily or raise them markedly once and keep them stable? S.Silbeberg www.fitpacking.com
A: People should naturally anticipate price changes. Many times it is out of the business owners hands (cost of living, cost of goods, taxes, etc.). When determining prices changes, consider the reason why, can the difference be made up somewhere else, can value be added, can you combine or change packages/services, etc. If you have an annual or standard nominal increase each year or every other year to cover cost of living type expense, clients will generally understand. However, “price creeping” can be hard to swallow. Just think about the gas prices. People are forced to pay out of necessity and will look for the cheapest price. Are your services a necessity? Are your prices competitive?

Q: I have become a local subject matter expert in my field and am a regular guest on the FOX, ABC and NBC networks talking about my field. Apart from hiring an expensive PR firm, which is out of budget right now, how can I make the leap to being a national, or even regional, expert? C. Rocha,www.pocketyourdollars.com
A: Where are your marketing efforts currently focused? Are your clients regional or national? Are you connections regional or national? Tap into your 6 degrees of separation and see who you are already connected with on a national level. Inquire about collaborations and speaking opportunities in their areas.

Q: I have been in the small business financing industry for over 10-years as a broker and would like to expand by leveraging my industry knowledge to consult with small business owners on how to obtain financing. How do I bring consulting/speaking into my present business model? S. Stock
A: You may want to start by developing a signature presentation (approx. 15-20 min.) This presentation is basically an introduction to some the ways you address pain points experienced by small business owners who are seeking financing. For example: 5 Mistakes Small Business Owners Make When Obtaining Financing and How to Avoid Them. Use that presentation to get on the agenda at local business meeting groups, associations, etc. Start with the ones you are affiliated with first and work your way around any associations or meetings where your friends and colleagues work. If your presentation is helpful and energized enough, it will provide you with a good start.

Are you a struggling, frustrated or just inquisitive small business owner? Don’t forget to submit your questions. Get new tips, tools and techniques every Wednesday. Be sure to subscribe and RSS this column at the top.

Small business owners shouldn’t fear failure

Failing can bring you closer to success when you learn to embrace it. No business achieved real success without failing first. Embracing failure can be difficult, but it can also be empowering. What is it that is causing you fear? Is it real or imagined? Sometimes we create our own “monster in the closet.” What’s the worst-case scenario if you fail? Failure forces you to face your errors, shortcomings and fears, which are required for growth.

Make no mistake, if your business is going to be a success, you will certainly face some failures along the way. If and when you do fail, could you start again? What could you do differently? Take precautionary measures and limit your liability to help mitigate losses. Consider the following:

• Analyze your previous mistakes: Be clear about what works and what doesn’t work. Know what went wrong and why and correct it. The worst thing you could do is to make the same mistake twice. Also, learn to use your weaknesses as strengths.

• Ask for help before you need it: No business owner is an island. Use your sphere of influence, advisory board, mentors, coach, colleagues, associates, etc. (or micro business therapist) to help you determine your best plan of action, identify gaps and address needs. If you go it alone, you will certainly increase the odds of you missing something important or relevant.

• Proper planning prevents poor performance: Never proceed without a plan. Give careful thought to goal setting, campaigns, communications, organization, etc. Do your homework and research. Due diligence will reveal the pros and cons of any venture or concept. Always proceed with both eyes open to the possibilities and opportunities.

There are valuable lessons in failure. When you acknowledge that failure is possible and identify the source of your fear, you can work through it. If you learn from your failures and mistakes, you empower yourself with wisdom, confidence and the courage to face your next one.

WANT TO RE-POST THIS ARTICLE ON YOUR BLOG OR USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

A.Michelle Blakeley is in the listening business. As a Micro Business Therapist, she provides an open-minded and non-judgmental ear to listen to the real issues and concerns that start-up, emerging and women entrepreneurs experience and negotiate solutions through comprehensive discussions and practical micro business plans. She is featured in Forbes.com and the Financial Post as one of 30 Women Entrepreneurs to Follow on Twitter, contributor for the San Francisco Examiner and Fearless Woman Magazine; the host of Simple Truths for Women Entrepreneurs on BlogTalkRadio.com and author of the NEW e-book: “Get it Right and Move Along… a collection of practical tips, tools and techniques for small business owners.”

7 Seeds to Plant That Will Grow Your Business

Small business management is a delicate balance of planning, action and intrinsic perspective. With minimal resources, time and money must be spent wisely. Business fundamentals must be incorporated at all times. Below are 7 “best practice” seeds to plant. When watered (acted upon), they will help your business grow.

1. Be clear about what need your business fulfills – Just because you have business cards and your sign says “open,” doesn’t’ mean you have a sale. Be clear about how your product or service helps or benefits someone. We have so many choices these days and people are savvier than ever about how and where they spend their money. Make sure you have something of real value and use and be ready to explain why and how it makes life easier or better.
2. Know where to find your ideal clients and how to communicate with them. It doesn’t make much sense to have the perfect product or service for pilots who fly charter planes if you are spending your time connecting and marketing to them on Facebook or Myspace. You have to know where to find your ideal clients and how to communicate with them. Too many small business owners are still marketing to “everyone” or the “general public.” It can quickly kill a business.  Refine your target market and define your ideal client.
3. Have a clear, concise and consistent marketing message – Do potential clients know what you do based on the information on your business card, website, social network profile? What is your elevator pitch? Do you have one? Can you clearly define your business AND its benefit in 30 seconds? You never know when an opportunity will arise or when you will spontaneously be in the presence of your biggest client. Always be prepared to explain what you do, how you do it, why you do it and what’s the benefit.
4. Take inventory of your existing resources – Small business owners are in constant “I need” and “If only I had” mode. The truth is, often times what you need is already in your bag of resources. You had a life before you started your business and you have colleagues, friends and family. Always be sure you check your sphere of influence for your needs first before looking outside. The people that already know you are your greatest asset. If you need clients, tell them first. If you have a sale or promotion, tell them first. If you need help, tell them first.
5. Have a functional system in place – As a small business owner, you probably can’t afford to get sick or take long vacations. Which is why it is vital that you have functional systems in place that will minimize unexpected absences and the need for damage control. You should document your processes. When your business is streamlined and you have systems in place, it reduces chaos and stress on bad days, missed days and sick days. It also makes it easier for someone to come in and “follow along” when help is needed.
6. Communicate with your clients… often – Many small business owners spend an inappropriate amount of time generating new clients. This time and energy is better spent if you focus on cultivating relationships with your existing clients. How many of your existing clients are “repeat customers?” If your “new clients” outweigh your “repeat clients,” you have a problem. Repeat clients are the ones who are singing your praises to their friends and family. Word of mouth advertising is priceless. Repeat clients are the ones who will continue to patronize you out of loyalty through price changes, varied economic climates, and a bad day. Yes, you need to engage new clients, but your existing clients are your foundation.
7. Stay ahead of the curve – The best way to stay ahead of the curve is to continue to educate yourself in all areas of your business and industry. You also want to keep your finger on the pulse of your clients’ needs. Clients’ needs change with the wind and the quicker you can adapt to the changes (while maintaining the integrity and purpose of your business) the better your business will be for it. Anticipate change and adapt.

Even redwood trees started out as seeds!

WANT TO RE-POST THIS ARTICLE ON YOUR BLOG OR USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

A.Michelle Blakeley is the Founder and CEO of Simplicity, Inc.; a progressive small business development firm. She manages her clients’ business expectations and prevents information overload via Micro Business Therapy™ and Micro Business Action Plans. She is featured in Forbes.com and the Financial Post as one of 30 Women Entrepreneurs to Follow on Twitter, contributor for the San Francisco Examiner and Fearless Woman Magazine; the host of Simple Truths for Women Entrepreneurson BlogTalkRadio.com and author of the NEW e-book: “Get it Right and Move Along… a collection of practical tips, tools and techniques for small business owners.”

Are you a statistic?

When is the last time you really thought about just how much time you are wasting with menial work, misguided business practices, misdirected energy and money? Are you a statistic?

• 43% of Americans categorize themselves as disorganized, and 21% have missed vital work deadlines. Nearly half say disorganization causes them to work late at least 2 or times each week.
Jane Von Bergen, “So many reasons to neaten up…”, Boston Globe Esselte survey, David Lewis
• Most people actually use 60% or less of available work time. When more than 38,000 people in 200 countries were queried about individual productivity, it showed that even though they were physically at work five days a week, they were only productively using three days. 
Microsoft Survey
• Unnecessary meetings cost U.S. businesses approximately $37 billion each year. 
U.S. Bureau of Labor Statistics, 2005
• 48% of us feel our lives have become more stressful in the past five years. 
American Psychological Association (APA), 2007
• 71% of white-collar workers feel stressed about the amount of information they must process and act on while doing business; 60% feel overwhelmed. 
Institute of the Future, Menlo Park, CA
• Spending 15 minutes every weekday morning mapping out your day can save you an average of six hours of wasted time during your workweek. That’s a 480% return on your investment of time.

The end of the year is fast approaching. Are you going to continue to do what you’ve been doing? How’s that working for you so far? If it’s not and you are tired of spinning your wheels or are bogged down in disorganization and frustration, STOP. Stop with the poor business practices. Stop with the poor planning. Stop with the lack of accountability.

START the New Year in a better and stronger position than ever! Now is the opportune time to analyze your business operations, identify areas for improvement, cut the fat, hone your niche and drive your business forward. When it comes to proper planning, what gets measured gets done.

With the end of the year fast approaching, you would be wise to plan well for the new one. If you are still trying to figure out how to adapt to the changes in the economy, as the old adage states, “Out with the old and in with the new.” New perspectives, new ideas and a new agenda.

Before you make your long list of New Year’s resolutions (or NOT), start with a clear understanding of where you’ve been, what you’ve been doing, what’s working, what’s not working and where you ultimately want to be and where you want to go. Get help and a fresh set of eyes. More often than not, small business owners are too close to their business to be objective. You need someone from the outside to look deep within your business and ask you the right questions. Don’t be a statistic. Be progressive. Be pro-active. Be prepared. Be purposeful. Take complete control of your business.

You simply cannot move forward until you know where you have been and what needs to change. Change can be small. Change can be big. Change can be empowering.

Submitted by A.Michelle Blakeley

Simplicity, Inc. |Because you don’t have time to waste.™ |866.927.5888 x1

Ask about our PROVEN Coaching and Mentoring Services.

Copyright Notice: Visitors to the Simplicity Mastered™ website may not reproduce, republish or redistribute material found on the website in any form without the express written consent of Simplicity, Inc.. For all requests for use of copyrighted material from the Simplicity Mastered™ website, please contact amichelleblakeley@yahoo.com

Recognize your business traffic signals

Are you constantly “looking” for ways to get clients or grow your business? Are you constantly “talking” about what you’d like to do?  Heaven forbid you are “waiting” for the economy to turn around before you… Recognize your business traffic signals and take the appropriate action.

Go. Consistent and focused marketing is essential to each and every business. Do you know where the majority of your business comes from? Is it referrals? Is it advertising? Is cross-promoting? If it referrals from other people, who are they and where can you get more of them? Expand or increase the incentive for them to make the referral and show your appreciation. If it advertising, what is the ad and where else can you place it? What market can you expand to? If it is cross promoting, whom else can you collaborate with?

Stop. Eliminate your time wasters. They will, no doubt, consistently drain you. If you are attending networking events and find yourself talk to the same people, you have 3 choices: change events, stop going or host your own event. It’s okay to be social and meet up with colleagues, but be mindful that you are a business owner. Recognize the purpose of your actions. Yes, your actions should have a purpose. Networking events are for connecting with new people. It’s the follow-up where you continue your conversations and develop relationships. If you are constantly talking to the same people at your networking events, change venues. Unless your business is extremely local (you lack the capacity to service clients outside a set geographical parameter), check out other regional events or try virtual events (great way to save gas and travel time). Expand your horizons. Cast your rod further, into deeper water.

Go. Keep your pipeline full by consistently adding to it. If you get tunnel vision on 1 or 2 potential clients, you are loosing valuable time. Nothing is guaranteed leads and clients are known to “change their minds.” Understand what it takes to meet your sales goals. How many leads to generate how many sales? How many sales to make how much money? No doubt, you will need a lot more leads to generate a minimal amount of sales. This requires you maintain a “pipeline.” Keeping your pipeline full allows you to make more accurate sales projections and increases the opportunity for you to meet your sales goals.

Stop. Eliminate time wasters. They will, no doubt, consistently drain you. If you are spending hours on the Internet surfing, updating your Facebook status or anything else that steals your valuable time, STOP. Notice what’s not working and change your actions until you figure out what works. Then do that as often as you possibly can. Social networking can be an essential and valuable tool to a small business owner. However, it can easily be mismanaged. Are you using the right social networking sites for your business? Are you consistently adding value, sharing information and participating in discussions? Are you reaching out to new connections? Have you taken any connections offline and had a verbal conversation?

Go. Get excited about your business. Why did you start your business? What got you excited about your business? Where is your passion? What is your mission? Your purpose? Imagine your business at its peak. What does it look like? How are you going to get there? What’s your plan? If you don’t have a plan, get one! You have to believe there is business to be had, if not, you might as well close the doors now. If you have a product or service that is valuable to a defined market,

To achieve business success, you must take the right actions. There’s no such thing as a “rut.” Either you are taking action to move your business in a forward direction or you are taking action to close your business by not taking any action at all.

Submitted by A.Michelle Blakeley

Simplicity, Inc. |Because you don’t have time to waste.™ |866.927.5888 x1

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You should listen more than you sell

A sales conversation or call shouldn’t start with your pitch. You should never offer your products or services without first getting a clear understanding of the potential client’s needs and desired outcome.

Sales professional will always listen twice, maybe even three times more than they speak. As a small business owner, you need to be sales professional. You are the face of your business. You are not only selling your product or service, you are selling yourself. There are some basic sales skills that you should not only practice; but also perfect. Getting a handle on these skills and making them a habit will help your product or service sell themselves.

First, listen, listen and listen some more. Before you offer any professional opinion or advice, really listen to your potential client’s concerns, needs and desired results. Let them speak without interrupting and have them elaborate when you are unclear or don’t understand. This requires dialogue not a monologue. Engage your customer in problem solving dialogue by asking intelligent and open-ended questions to draw out the real issues. Never guess what their needs are, let them tell you. There will be plenty of opportunity for you to discuss things from your perspective.

Acknowledge that you have not only heard their concerns but clearly understand them. Be sure you speak to them in a clear straightforward manner without jargon or rhetoric. Reflect back on what you have heard by summarizing your client’s points. Follow-up with questions of your own to clarify your understanding; seeking first to understand and then to be understood.

Ask what their desired outcome looks like. Don’t be afraid to encourage and endorse your client’s good ideas; but offer them a new perspective. Explain what it will be like working with you and using your product or services. Give them examples of how you have assisted other clients and achieved their desired outcomes. Let them know what they can expect and what will happen. Do you offer a guarantee? Be specific. What are the terms of service? Be clear about your business process. And now is not the time to shy about your expertise and capacity.

It’s time to close the deal. Ask for the sale. Be confident in your product or service and your ability to meet your client’s needs. Be assertive and give them solid reasons why they should work with you and INVITE them to take action now and get started. Do not say, “what do you think?” Encourage them to take advantage of this opportunity to buy from you or work with you.

Prepare yourself for your next sales conversation. Refrain from verbally assaulting your clients and spend more time listening. Have some open-ended questions already prepared. Know what aspects of your business you are going to highlight that will benefit the client. Speak with assurance. No one likes to be “sold to.” Everyone wants to be heard and listened to. This is especially true in sales.

Are you selling sand in the desert?

The economy has us all making changes and adjustments to our lifestyles. Our priorities have changed. Our values have changed. Our interests have changed. Our buying habits have changed. Even as a business owner, you are the client of other business owners, personally and professionally. Why not take a closer look at the changes you’ve made and see how they correlate to the changes your clients are making and have made?

What do you want right now? Not want did you want, but what do you want? Think of the services and products you currently use and think about what changes and/or adjustments you would like to see. Are you looking for changes in price? Changes in service? More value? Specialty services? Think of these changes from the perspective of being a client.

What are you doing differently in your personal life as a result of the current economic condition and why? Your response could be generic, but try to go deeper. Get a real understanding of why you are making the choices and changes you are and what drives to you to use one product or service over another.

What are you willing to sacrifice or sacrifice for? Are there products or services you continue to purchase regardless of the cost because you see real value in them? Where are you compromising? What have you stopped doing? What do you no longer have a need for? Is it all about price? Have you foregone quality?

Now think about your own clients. Some of your responses will be their responses. This thought process could provide valuable insight to changes and adjustments you need to make in your own business. Think of your client profile. What do they want right now – not what have they been buying from you, but what are their needs now? What are they doing differently? What buying changes have they made? How can you meet those needs? Buying habits and trends change all the time. This economy is certainly grounds to reflect on our wants vs. our needs. Why wouldn’t our clients being having the some conversation with themselves?

Stop trying to sell your clients things they no longer need or value. As a small business owner, you have the capacity to make adjustments that large corporations can’t. Take extreme advantage of that. You can respond to changing client needs more rapidly if you are in tune to your business. This is not to say that you should toss your mission statement and vision out the window. DON’T throw the baby out with the bath water. DO change from cloth diapers to disposables or change from disposables to cloth. Disposables are more convenient and cost-effective. This is not meant to have you change your entire product line; although some small business and corporations have done just that (after careful analysis and study). However, it is meant to get you to seriously evaluate your clients past and current needs. Bottom-line, find a way to meet their changing needs. Heck, take the guess work and send them a short survey.

Submitted by A.Michelle Blakeley

Simplicity, Inc. |Because you don’t have time to waste.™ |866.927.5888 x1

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Copyright Notice: Visitors to the Simplicity Mastered™ website may not reproduce, republish or redistribute material found on the website in any form without the express written consent of Simplicity, Inc.. For all requests for use of copyrighted material from the Simplicity Mastered™ website, please contact amichelleblakeley@yahoo.com