Convince your clients to stop sitting on their wallets

With limited budgets, resources and diminishing motivation, going the extra mile can be difficult. However, if you are like most small businesses in this economy; you have a little extra time on your hands to make accommodations you otherwise would not have time for; like how to get prospects and clients to loosen up their purse strings.

• Focus on proving to your prospects and existing clients that choosing you represents the most prudent decision they could make. You can do this by clearly showing them how you would be saving them money, saving them time and providing real value. Don’t just use these terms and phrases, as they are clichés; but specifically show prospects and clients where and how. Both prospects and existing clients will appreciate your efforts and increased attention.

• Know how to motivate and persuade them to take action and make buying decisions. There should always be a sense of urgency around your sales presentation or sales offer. People need to understand they will continue to get what they are getting if they continue to do what they are doing. Why should they buy from you now? What will happen if they wait? How will that cause them harm or damage, if any? What will suffer? For example, clients who continue to operate their business without a plan, in a disorganized fashion, and without clear realistic goals will continue to experience lack of growth and unachieved aspirations with no accountability and frustration.

• Increase your revenue and sales by marketing to new clients or get your existing clients to buy more. It costs you more time and money generating new clients than it does serving the existing ones. However, there is a purpose and need for generating new clients as well as a purpose and need for marketing to existing clients. Generating new clients helps you gain market share and new perspectives on industry changes. With that being said, a business cannot survive on existing clients alone. For whatever reason, there will always be a percentage of existing clients that will be disengaged or lost at any given time; they move, their needs change, etc. You have to be able to maintain a balance of marketing to new and existing clients. Your marketing strategies should address both; and sometimes separately.

You’d be surprised how many people are willing to part with their hard earned dollars for things they value, save them time or save them money. It’s up to you to figure out what your clients needs are, ensure you can meet those needs, clearly explain to them “how” you are meeting those needs, as well as go a step beyond. Many consumers have been forced to make hard choices and changes to adapt to the current economic climate. They make their purchases based on one of the following: value, time or money. Know where you can fit in that decision and be specific when you tell them how.

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

A recipe for quality referrals

Who is your ideal client? What do you do? Answering those two questions could easily provide you with a recipe for referrals and an instant increase in revenue.

First, when was the last time you examined your client profile? Do you know what your client profile is? For a quick start, go through your database and find all the common denominators for your clients. Find all of the common demographic and geographic details, if any. Find all the common sources of how they found out about your services. You want to know what the majority of your clients have in common. This will provide you with a basic client profile. You can refine and define the client profile more clearly from there.

Once you have established your client profile, you have a better idea of how to find your ideal and real clients. Real clients are the ones who naturally compile your database and naturally seek your services/products. They have the most common denominators. Ask yourself, are they in a specific geographic area? Are they male or female? What is the age group? What are their interests? How do they find out about your product or services? Knowing this information allows you to focus your marketing efforts with better accuracy; saving you time, energy and a lot of money.

Speaking of accuracy, you can’t be everything to everybody. Knowing exactly what you do and exactly who would benefit the most from what you do is extremely valuable. You increase your credibility, establish your expertise and formulate a natural niche.   As people come to understand what it is you do and what your expertise is, they feel more comfortable referring others to you. Once you’ve established your client profile, you can confidently share with existing clients (especially the ones that sing your praises) and others, the type of clients you are looking for. Having a client profile coupled with a clear marketing message, allows others to pre-screen potential leads for you. They clearly know who you are looking for, what you can and cannot do; and how you can and cannot help others. Which increases the chances that those they do refer to you are better suited to be your clients. The more specific your client profile, the better.

Armed with a client profile and clear marketing message you should:

• Connect and add value on a regular basis. Identify your raving fans (clients who think you walk on water) and ask if they know of anyone (that fits your client profile) who could use your services.

• Mix-in a personal touch. For example, each time you meet with a new, existing and potential clients, try sending them a handwritten note. It not only adds a personal touch to your service, but it establishes the fact that you value them enough to make the effort. Your act of kindness and thoughtfulness will go a long way. In addition, clients will remember that “personal touch” when they make referrals.

• Reconnect with past leads. Refresh the connections you made with potential clients. Ask about their current business needs and concerns. Provide them with free resources and/or tips and tell them what’s new about your products and services.

• Respect the referrals you receive by providing each one with exceptional service. As your referrals increase, continue to review your database for changes in your client profile. Send a short client survey to each client after service or purchase of a product. This is also a great way to learn about new needs or outdated practices. Ask them for a testimonial and post it on your website, blog or brochure.

Understanding who your real clients are and clearly conveying what your specialty is is a recipe for quality referrals.

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

Really, What’s your excuse?

Are business plans really needed when you are a small business owner; especially when you are not looking for funding, an investor or partner? The majority of small business owners don’t even have business plans. Why should they? Do you have a business plan? For every reason a business owner gives for not having a plan, there are two solid reasons why you should.

But first, let’s quickly define what a business plan is in its most simplest terms. Although the format and outlines may vary, a business plan will generally cover the same components. Every business plan has the same basic elements: Who, what, when, why, how. The process and time it takes to answer these questions will always prove to be invaluable to all small business owners. Let’s look a few of the reasons for not having a business plan and a few why you should:

Too much work. You don’t have the time or energy to research and put together a business plan.

• Keep things simple. Start by performing a SWOT analysis. Even if you clearly identify your Strengths, Weaknesses, Opportunities and Threats; you’ll be in a better position than if you attempt to operate your business with no plan at all.

• For an in-depth analysis of your business, engage a business mentor or consultant. These third party individuals can bring a fresh set of eyes, expertise and experience to help you see what you may be too close to.

Too long and boring. Who has time to draft and flip through 30-50 pages?

• Keep your plan limited to one to three pages. It need not be any longer than that. Keeping your plan to one-page forces you to think about what is most important and relevant.

• Why not put the essential information (SWOT, who, what, when, where, why, etc.) on one page? Better yet, as bulleted items for better reading.

• Grow your business organically. Create plan that provides you with energy and clarity. A good plan will show you how to get through today and next year.

It’s not useful. It is a document that pretty much sits in a file cabinet or stashed in a box in a closet.

• Having your plan allows you to gauge new ideas and opportunities against it. Do they align with your mission and objectives? Use it to maintain your business consistency and stay focused. It keeps you energized because you know what you need to be working on and spend less time feeling unproductive.

• Keep it visible and accessible. By keeping your plan visible and accessible, it is a constant reminder of your purpose, what you should be working on and what direction you should be moving in.

• Flexibility. Do enough planning to understand how, where, when, what, etc. is needed to move forward in an efficient sequence with room to quickly revise as necessary. It is much more effective and efficient to update 1 to 3 pages as opposed to 30-50 pages.

There are two types of business plans. One that is written for banks or investors; and the plan that you create for yourself and for the growth and direction of your business. Without your plan, how do you know where to focus your time, energy and resources? How do you measure progress? Let’s be clear, thinking a business plan is an enormous document intended for obtaining funding only, is the problem. Business planning is not. Plan your business accordingly.

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

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