Category Archives for Business Success

3 Simple Steps To Attract More Clients

Without new prospects on your radar, business can very soon start to shrink.  I want to give you three ways you can easily implement today that will start to see you attract an abundance of clients.

1.  Think more about them than you

I think it would be fair to say that most people hate the idea of appearing to their clients as being a pushy salesperson.  Yet, you know that you have a fabulous product that would solve your client’s problem.  The key to attracting more of your ideal clients is to think more about them, than you do about yourself – it really is that easy!

When you are speaking with a prospect, rather than non-stop talking about what it is that you do, ask them questions.   What is it that they want?  What do they find most challenging right now?  Where would they like to be in the future?  Once you start to draw this kind of information out of the prospect, you can diagnose their situation to see if they are actually an ideal fit for you.  If it seems they are, really work  on extracting the feeling of pain they have by staying in their current situation.  Then you can start to close the gap from here, to the outcome of your services.

Remember that your services are not about the process or how you deliver your services, but more about the outcome or transformation for your client when they engage you.  Most people speak about the delivery method, rather than the outcome for your client.  Help them to see the pain of not moving forward and move them into a decision to take some kind of action, no matter how small.

If you follow this process, you will feel an amazing difference in how you feel when speaking with a prospective client.  You will be seen not as a salesperson, but the solution to their problem.  This is a much better space to be.

For the other two powerful steps in this process keep reading my blog

2.    Use Testimonials In Your Marketing

Strange as it may seem, people may not want to believe what you say, without some proof of whether or not it is true. One of the easiest ways to provide this is through social proof.  That is, to get others to testify to the results they have received while working with you or using your products or system.  There are many ways to obtain social proof that you can then transfer into your marketing materials.  It can be written format, by video that you upload onto a website or send via email, photographs, and one of the biggest ways these days, is to get others to speak about it on social media sites such as twitter and facebook.

3.    Create Great Relationships
Business is all about the relationships you create and nurture.  It is important that you make every client or customer you have feel like they are the most important one to you.  You might remember how all you kids want to be your favourite – well your clients are no different – they all want to be your favourite.  So make them feel special.  From the moment of first contact with a prospect, you should start to create a long term relationship with them.  Stay in touch through a personal call, newsletter or similar. Send them a card or a special note every now and then (not just at Christmas time), take the time to find out what they like and do in their spare time, or what their children are up to.  When you start to take an interest in them as a whole, they will respond by becoming your loyal follower. The natural follow on from this, is that your clients will then start to freely tell others how great you are.   If they refer someone to you, drop them a note to say thanks for their trust and respect.  You will find that all these little touches will create a lasting relationship with your clients, so that when they are ready to buy – there is no one else they would even consider doing business with.  Great relationships is the key to a continual supply of referrals, without you having to spend massive marketing dollars.

It is important to have a structured plan in place for client attraction into your business.  Perhaps this is something you can work on this week?

Up Sell, Cross Sells – Marketing

One of the attractions of Phuket for our holiday is the exchange rate.  Our dollar is very strong in comparison, with approximately $1 per 30baht.

Although Murray and I have visited Phuket before, there are some things that were once again on our ‘must do’ list during our trip to this lovely area; swimming, elephant rides, white water rafting and of course, daily massage and shopping is a must.

As we enjoy each day that includes some or many of these activities it intrigues me to watch the locals doing business.  To the inexperienced eye, it would appear that the economy here seems to still operate at one of the most basic levels of business; however, to a trained marketer I smile and watch with great interest, as these folk, with such a basic standard of living, are masters of marketing.   As you stop at a market stall and browse through the handbags, very quickly is the up sell “Mam, you like watch to go with handbag too?”, or “Price is better for three”.  Out of necessity and need, these people have learned to up sell and cross sell like mad.  And guess what, the percentage of uptake appears to be about the same as any internet marketer’s figures.

Everywhere is the same.  The elephant ride and white water rafting has the up sell of DVS’s and photos, the tailor has the value add of some ties to seal the sale of a new suit for my husband.  I initially ordered one dress from my tailor and ended up adding another shirt to the order at the last minute.
These folk know that they have hot, ready prospects with their wallets already out and so they are going to get as much out of you as they can.

Whilst many detest the persistence of the Thai people, as someone in business myself – the system looks great and it works like a charm.  I have no idea how much money visitors spend in Phuket, but I know for sure, it is much more due to the up sell and cross sell process that is operating so smoothly!

Getting More Done

Well I have to admit that some days it is easy to get to the end of the day and wonder where all that time went.  This would have to be the quickest way to stay right where you are now, with your business goals.  One of the biggest reasons why so many don’t achieve what they set out to do is that they spend so much time on all the little admin kind of stuff, without any real focus on what the important steps are that you need to do, in order to reach your goals.

Very often, when you have “all the time in the world” to get something done, you take “all the time in the world” to get it done.  In contrast, when you are under pressure with time constraints, the same activity can take you just a fraction of time to achieve the same result.  The key here is FOCUS.   I am sure you have heard the saying “If you want something done, ask a busy person.”

Take today for instance.  We head off on a holiday break tomorrow, and there is still a stack of things that I want to get done before I leave.  So that I  make sure everything everything gets ticked off, here’s what I have done, and what you can do too.  The more you apply this to your everyday life whether it is in business or at home, the more you will achieve.

Made a  list of what needs to be done.  Write down every little thing that needs doing, as it pops into your mind.  This will mean less ‘stuff’ bottled up in your head, and leave you clear thinking.  This will also give you a feeling of accomplishment and satisfaction when you are able to cross things off your list as you get them done.

Prioritise your list.  Work through your list in order of importance.   Which things are going to move you forward in your business planning, which things are going to keep you where you are at and what might not actually need doing at all.

Delegate anything that can be done by someone else.  So often you think you have to do everything ourselves.  You need to learn to lean on others in order to move forward quickly.  Sometimes if you simply ask, others are more than happy to help you out.  A great team is so important to success.  Right now, your team may be your family, it may be your co-workers, your partner or husband.  But whoever it is, get them on board to help you achieve your outcomes quickly.

Set a time frame for each of the items on your list to be achieved.  When the clock is ticking, you will work a little faster and achieve more.  I set my timer for how ever long I think the task will take, and go like a bull at a gate, till the task is completed.

Eliminate distractions is a major key in getting more done in less time.  Turn off the phone, let your team know you are unavailable except for pre-arranged apppointments and leave your email.  Email is a biggie, and one of the major distractions that will prevent you from achieving all you can in  a day.  More about how to handle email another day, suffice to say, you need to limit using it when you want to stay focused on a task.

Well, to post a blog was one of my priorities.  So, job completed and now to move on to the next on my list.  Leave me a comment on what your best tips are to getting more done in less time so I can keep improving.

Do You Think Like A Leader In Your Business?

I wanted to talk to you about how you see yourself within your business.  It is certainly something you need to decided before you go ahead and make your New Year’s Goals if you want to make more money.  What do you see your role as in your business?  Are you the self-employed worker or are you a CEO and leader of your company?

I have already said that what you expect, you get.  So unless you want to be stuck working long hours, constantly being rushed off your feet, and possibly seeing very little return then you want to start thinking like a CEO of the company you want to create.
So often we get easily caught up in the day to day running of business and lose sight of what it is we really want, and that matter.  This starts by allowing yourself to get sucked in by many of the ‘timewasting’ evils, but this time I am talking about taking things to yet another level.

The top 3 things you should focus on, on a daily basis to truly take on the leadership role of a CEO:

1.      Know Your Statistics
Looking after the numbers is a strategic focus that is often neglected by small or solo business owners.  They will often see it as something that only big companies need to look at.  Let me tell you though that Key Performance Indicators are important for you too. I was guilty of this, my excuse was “There’s money in the bank, she’ll be right!” – Sorry, but this is not how it works.  When you start to have an accurate record of your Profit and Loss Statement, Balance Sheet, Weekly Sales, Subscriber numbers, Site ranking etc, you will make more money.  Know your numbers and then set your goals with a big stretch.  Your focus in this area will ensure that that ‘gap’ between where you are at now, and where you want to be, will be filled.  It is so motivating to actually see the return of your efforts reflected in black and white on paper.  This will also allow your decisions to be more informed and will reduce much of the stress that can occur when you don’t know what is happening in your business.

2.       Focus on Strategic Relationshipspartnership
Rather thank focusing on the next client, focus on getting your message out to as many potential clients as possible. In other words, look to build relationships with Joint Venture Partners. Spend your time networking with them, see how you can benefit them and build win -win agreements. Developing such relationships takes time, so start early and regularly do something to maintain these relationships. This will grow your business exponentially faster than focusing simply on getting one client at a time.

Practical tip: Research 5 potential JV partners and start building a relationship with them eg. by commenting on their blog posts or retweeting their work.

3.      Focus on Systemising Your Business
In order to grow your business successfully you need to build leverage. You can only leverage your own effort by systemizing everything you do. Ideally you will find a piece of technology that replaces your manual effort. For everything else you want to start hiring team once you start to grow. In fact the time to start hiring team is when you know you could be doing income producing tasks but you don’t’ get to it because you are stuck doing something someone else could do.

Practical tip: Make a list of 5 things you want to let go of doing in the next 4-6 weeks, decide how to systemize them and start to action this immediately. Document your processes as you develop them and start creating a procedures manual or even better – hire a virtual assistant to do that.
I know it’s a big step for many small business owners to shift their focus to these things above, and it really makes a big difference to your productivity and your time and ultimately your income when you do. Don’t thing your business is different! These focus areas can be applied to any business model.

Being successful in business often means getting delayed gratification for our efforts. The 3 things above take some time to pay off and I promise you when they do, they do so in multiples. So lift yourself up and do the things the small number of successful entrepreneurs do who are making solid 6 figures and more.

What is your experience with implementing these things? Which of these things will you focus on?  Leave me a comment , I love to hear from you!

Are Your Beliefs Holding You Back In Business

You have thousands of beliefs, both positive and negative, that cause you to perceive and act a certain way.  What you cannot-and must not-do is think positively but believe negatively.   That is a recipe for disaster because the effects of your beliefs are extremely powerful. Your beliefs determine what you do on a day to day basis.  Your beliefs about your self worth will determine your business plan and ultimate wealth, just as your beliefs about your health and nutrition determine your appearance.

Many people come to realize at some point in time, that they do not have to do what their parents did before them, or carry on a long held business plan that is no longer effective.  Making these new choices requires you to truly listen to yourself, consult your own wisdom.  When you decide to go ‘another’ way, there comes a sense of maturity and responsibility in your choice.

As you take hold of new information on ways to do business, ways that challenge your old beliefs or traditions, embrace the opportunity to learn something new.  Some may decide to go back to tradition, however, if you challenge yourself in your comfort zone you will find amazing opportunities to create avenues of new income streams that you never knew were possible.

Here are the three main beliefs that hold most small business owners back from achieving their long term business plans of more money and personal freedom:

  1. You have to chase around and spend heaps of money to attract new clients. Many people in business still spend a fortune on advertising, particularly in newspaper and other print material.  This can often stretch into the thousands of dollars, and what is worse, is that the business often has no system in place at all for tracking the effectiveness of their advertising.It is much more effective, both from client attraction and cost, to be seen to attract your clients rather than chase them.  Effective print advertising relies heavily on the copyrighting to be done from the perspective of what the client wants as a benefit of your product or service, rather than what it is you have to sell to them.  How to write effective copy is another subject all of its own that I will cover another time.
  2. You work on an hourly rate or set price.  This is something that goes out the window as you develop a uniqueness about your product or service.  I help my clients to find a uniqueness about their business or service and we work together to put together packages and products that cannot possibly be compared to a competitor in their market on price alone.  If price is the only comparison that you give your clients, that is what they will use to make their decision.  However, if you ‘package’ your services in a unique way, you will soon start to stand out from the crowd and be the obvious solution to a clients’ problem.  This makes an hourly rate become a thing of the past and you can start to charge what you are really worth for your services.
  3. Your ‘work for time’ is the only income stream. While you continue to work hours for dollars, you will find that as your business increases, you will be at risk of burn out  very quickly and have no time to enjoy all the fabulous things you would really like to be doing.  Often our beliefs mean that we see no other way of earning income than hour by hour.  Almost every business entrepreneur has the opportunity to turn either their knowledge or products and services into leveraged products that can then earn them income over and over again, having created them just the once.

I wonder what are the beliefs that are holding you back?  I bet that together we can find a new belief that will serve you better!  Leave a comment and let me know.

Lie Down With Dogs and You May Wake Up With Fleas

It is commonly said that you are a reflection of the 5 people that you most commonly associate with.
Take a look around you and you will most likely see what I mean.
When you are wanting to be make change in your personal or business life, it is critical that you immerse yourself in an environment that will support you new intentions.

You see, who you allow into your space governs the levels of success you’ll receive. I was reminded of the importance of association last weekend when we had the pleasure of a friend stay with us.  She is a motivated, forward thinking, take no rubbish, kinda girl.  While she was in our immediate space, everyone lifted their game.  No excuses were allowed, attitude heightened, intentions were set and achieved.  The more you associate with incredible people like this, the better you will play your own game of life.

Be careful not to let yourself slip into spending more time that you need with people who have little else to do than complain about how bad the economy is, or how sorry they are feeling for themselves.  Don’t get me wrong, being able to listen and being a good friend is important too; just be aware of your own needs and strive to be amongst those who support you in those and lift you up, rather than those who are keen to drag  you down, because for sure, you fill find plenty of them about.

Association is a two-sided coin; it can make or break you, lift you up or throw you down – it’s your decision.

POST SCRIPT: Don’t forget, if you want something covered here on this blog, send me your suggestions thru my
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