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.”

Why Freebies Can COST You

Recently, Ning announced that they were laying off 70 staff and no longer going to provide their social networking platform as a freebie. Ning’s COO Jason Rosenthal said they would stop offering free services, forcing networks to either pay or move (http://ow.ly/1BNke). Although it is not unusual for us to hear about the need to downsize and tighten belts, it is unusual to hear about such a large social networking venue to suddenly charge you for what you become accustomed to and enjoyed having as a freebie.

Just what is the cost of providing services and products as freebies? First of all, just because you offer something for free doesn’t mean people will want it. Offering products and services at no cost can be tricky. Giving away products and services that you promote as “valuable” actually decreases in value the more you do it. Although one man’s junk is another man’s treasure, what’s the value in something that you can get anytime you want? Just how long can your business survive when you are giving away everything with everything?

How much is too much? What happens when you can no longer afford to give away your products and services? What do you do? Do you grandfather your existing clients with the freebies and only charge new clients? Do you abruptly stop providing the freebies and only provide the products and services that cost?

Providing sessions, teleclasses, products, books, etc. as freebies are all great ways to get your foot in the door but when it is done in excess and/or over time there are risks. Those risks could cost you more in the long run. The last thing you want clients and potential clients to feel is like they’ve just experienced the “bait and switch.”

3 ways to avoid the costly mistake of providing products and services for free:

1. Have a time limit. This will help let clients and potential clients know that it is only for a set period of time and that they can anticipate having to pay for those said products and services in the future. Even if you use the term “for a limited time” or “limited supply” it gives the viewer notice. They should understand that it might not be available or expect a cost at some point in the future.

2. Attach the free product or service to the purchase of a product or service. Create a win-win scenario by offering a “bonus” item to the purchase of a product or service. You get a sale, but the client gets something extra of value without you giving away the kitchen sink.

3. Use the free product or service as a platform they can upgrade from. Keep the freebie a bare bones type of thing and keep the bells and whistles as something of value that they should expect to pay for. Many technology platforms use this type of technique as seen in “basic, premium and platinum memberships” etc.

One final note, if you utilize and incorporate a product or service into your business that does not have a cost attached to it, be real clear about the risk of having to pay for that product or service later and how it will affect your business. Weigh the pros and cons carefully and know that should the bill come in the mail one day, you will gladly pay it because it is an integral part of your business functionality and success.

It will be interesting to see what the fallout is for Ning and those clients who now feel slighted and perhaps offended to have to pay for services they’ve been enjoying for an extended period of time. It will also be interesting to see how many clients can’t afford to stop using Ning because it is entwined in their business.

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, 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.”

Claim your business… and claim new clients!

One of the new small business trends for 2010 is to re-engage local business owners. Many small business owners are making a shift in their marketing and networking strategies from the online community to the local community. This can prove to be beneficial and strengthen collaborations among small business owners. Establishing joint ventures and referral programs has always been viewed as a solid marketing strategy. To enhance your local marketing efforts you should claim your business profile on Google and Bing.

There are 3 fantastic benefits to claiming your business:

1. Let’s your local community know who you are

2. Your satisfied clients can post rave reviews about your services

3. Organically increase your search engine optimization

By adding your business profile to sites like Google and Bing you make it even easier for your local community to find you. More people search locally on Google than anywhere else. Think yellow pages, but via search engine and there is NO COST. When someone does a search for your type of product or service, you increase the chances of them finding you in the results.

When you claim your Google or Bing business profile be sure to make it as complete as possible; this includes: verifying your address, phone number and hours of operation. You can also add things like: your logo/photo, brief bio, website, email address, top five categories you would like to be listed in (you can even create your own to refine your niche), payment options, videos, coupons and post real-time updates. What better way to get your basic business information in front of local potential clients?

The best part about claiming and adding your profile to Google and Bing is that you can have your satisfied clients and energetic fans post reviews directly to your profile. Just like you see reviews for restaurants, auto repair shops, stores, movies, etc. potential clients can read rave reviews about your product or services. You can request clients submit a review as part of your quality control program. Instead of sending them a survey simply ask them to submit a review to your profile. You can then add those reviews to your website.

See the results yourself. On Google, you can see how many times people have viewed your listing, what actions they took, and where they came from in your local area. Google and Bing improve your chances of showing up in local search results using information about your business from all over the web. Your reviews will improve those search results as well.

With all that being said, there are a couple of caveats. In our world of instant technology, a bad testimonial or review can spread like wild fire, particularly in a local area. Please be mindful of your clients’ experience. You should always focus on client service first and not the sale. Client service speaks volumes over a poor product. If and when you receive a bad review, take action immediately. Contact the reviewer directly, inquire about the source of their dissatisfaction and attempt to make amends. Also, be wary of scrupulous business owners who attempt to claim your business. They will add a profile with your business name, but their business address in attempt to get your potential clients to their location or call. Ensure your business information is updated and accurate on a regular basis.

Claim your business profile AND claim new clients.

p.s. Yelp has also been mentioned as a search engine to post and claim your business profile. However, there have been some recent concerns about their business practices. You can read one of the stories 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:

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 and the host of Simple Truths for Women Entrepreneurs on BlogTalkRadio.com.

5 Critical Elements to an Effective Collaboration

Successful businesses are built on collaborations; functional collaborations. No business can survive without establishing and developing powerful relationships with like-minded business owners. Even the most marketable products and services need outside forces and influences to reach their target market and achieve optimum sales results.

However, there is a method to developing effective collaborations. You simply cannot connect, partner and venture into business with any business. Whether you are a solopreneur or have a small staff, your ability to effectively create collaborations is crucial to your business success. You need to know who to connect with, what value you each bring to the table, what are the terms and how will you keep the communication lines open.

Here are 5 ways to ensure your collaborations are effective and meaningful:

1.     Power partner: Select business owners who have products or services that compliment yours and have the client base you are looking for. Their mindset, motivations, visions and business practices should also be compatible with yours. Don’t be afraid to approach someone who is already at your next level. If your product or service is strong enough, it could be an opportunity for you to expand.

2.     Determine the value and incentives: Know what you can and can’t bring to the table. Know what is expected of you and what you expect of your partner(s). Determine the benefits of the collaboration and are they aligned with your values. Never sacrifice the integrity of your business for a sale.

3.     Spell it out in black and white: Collaborations really should be in writing. Having your terms and agreement in writing will help eliminate any misunderstandings or miscommunications. Knowing who is responsible for what will set the boundaries of your relationship.

4.     Client sharing and management (follow-up): You want to expand your client base while maintaining your identity. Remain separate, but equal. How are referrals handled? What is the process for contacting referrals? Is there a referral fee involved? It’s okay to share client databases; but be sure you have an established follow-up system for handling each other’s clients. Your clients should receive and expect the same quality and level of service from your partner.

5.     Communication: Be sure to schedule regular meetings to review your collaborative relationships, make necessary adjustments and outline growth strategies.

It’s important to remember that in collaborations, your partner’s success depends on your success and vice versa. Having a formal collaborative partnership could make all the difference for your business. No business owner is an island. Savvy business owners and entrepreneurs know when to ask for help and know how to leverage their product or services.

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 and the host of Simple Truths for Women Entrepreneurs on BlogTalkRadio.com.

30 Women Entrepreneurs to Follow On Twitter

I am humbly honored to have been included on the Forbes.com list of 30 Women Entrepreneurs to Follow on Twitter written by Natalie MacNeil of She Takes On the World. It was a fantastic Thanksgiving surprise! Each of the women listed provide quality content and contribute useful information on their Twitter stream. I’m sure you will find these women and their resources extremely valuable.

Natalie states, “… Twitter has been an incredible tool for connecting with like-minded people from around the world….”.  As small business owners, we can’t discard the effectiveness and efficiency of using Twitter as a viable tool to share information and connect with potential clients, other business owners and needed resources. Give. Take. Share.

Using Twitter is like telling someone a secret and seeing how you can get that secret to travel. However, there are a wide variety of other ways to make the most of Twitter.

• Ask a question, promote a sale, announce a seminar, share a tip, highlight an article, stay up to date, share your expertise, solve someone’s problem or join a discussion.  Although Twitter is free, it does cost you time. Be sure to use your time on Twitter wisely and take advantage of Twitter applications that allow you to schedule tweets, tweet from your phone or connect your Twitter updates to other social media sites like LinkedIN and Facebook.
• Inexpensive (free) research can be conducted via Twitter. You can search for keywords, schedule tweets in advance, automatically follow and organize your followers. Use Twitter to access quick information on almost anything: current events, charities, business tips, travel, software, etc. Pose a question and you can see responses in minutes, often seconds.
• Twitter is borderless. It has no boundaries. You can connect with people from around the world. Use it as an opportunity to open doors and make warm introductions. All relationships must start with an introduction. Don’t be afraid to ask people for help or their thoughts. You will certainly get a wide variety of them.

There is a caveat to using Twitter, time passes by at the speed of light. Be sure to use your time wisely. Set aside a set amount of time to update your tweets or use Twitter. Otherwise, you may find yourself on there for hours with minimal productivity.

Twitter is your friend when used properly and with a purpose. 140 characters can change your business.

Here’s a link to Natalie’s article on Forbes.com and the complete list of 30 women entrepreneurs to follow,  http://www.forbes.com/2009/11/24/twitter-forbeswoman-views-forbes-woman-entrepreneurs-natalie-macneil.html Be sure to check out the 30 women, their blogs and websites. Don’t forget to add them to your Twitter stream, especially Natalie (@nataliemacneil ).

Marketing on your terms

How serious are you with marketing and growing your business? Let’s find out right here and now. First of all, when is the last time that you sent out an email to your current database? Do you have a blog or newsletter that you can send to new leads and potential clients? Neither of these cost a lot money, but will cost you a time and effort.

You don’t have to be a marketing guru to implement solid marketing techniques with a little bit of effort. Nor do you have to spend a lot of money on engaging marketing professionals. We all have to start somewhere. If your budget is limited or non-existent, try implementing some of the following techniques.

NOTE: Be sure to measure your progress by checking your stats and tracking your inquiries.

Before you begin, ensure your marketing message is clear and consistent. Know who your audience (client profile) is. And have a way of tracking and following-up with leads and inquiries. For examples of free contact management resources that allow you make notes about your leads or clients, track emails, etc. try freecrm.com and highrisehq.com

• Establish new connections: How many social networking sites are you actively participating on? Try to do a minimum of 5. With each one, make it a point to respond to postings, add your own postings (for efficiency, it’s okay to use the same article for each site), and establish new connections. Go one step further and make referrals to your connections. As you are able to manage the minimum of 5, add a new site per month or every 90 days or whatever time frame is comfortable for you.

• Blog your way to new leads: Write articles on topics that your clients and prospects want to hear and learn about. If you are not a writer, provide 3 to 5 tips on how to do something. Be consistent with your postings. It can be daily, weekly, monthly or quarterly. Select whatever time frame frequency you can realistically post something. The most important thing is to do it consistently. Don’t think you have enough tips to post? Try sharing articles, discussions or other blogs about current events that relate to your clients.

• Take your show on the road: Present a teleclass or webinar on something that you are knowledgeable or an expert about. You can host free informational sessions, where prospective clients can get a sneak preview of your products/services and existing clients can hear about new products/services. You can host a signature session (same session monthly, quarterly, etc.) or a series of sessions. Find something unique to you and your business.

The objective is to find a marketing technique that you are comfortable with and master it, be consistent with it and own it. Start learning how to turn your processes into products and services. Start learning how to share your expertise so that others know how and where to find you when they need you. Start learning how to give your services away without giving away the kitchen sink (… stay tuned for that article). Whatever the state or condition of your business, learn how to market your products and services on your own terms, in your own way. Continue to do what works and stop doing what doesn’t.

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

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

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

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.