Last week as I was standing around wondering what I would write about, I received Jack Canfield’s newsletter – and bang! Here is Part II of the article.

Tomorrow I start presenting my two “Money and Marketing” classes at the International Window Fashions Expo -
and that always leads to some “asking.”

Have a great rest of the week!

Here’s to Designing Your Success™,

-Mary Larsen

The 5 Secrets to Successful Asking

The first stumbling block for most is knowing how to ask. There are five secrets to great asking that can guarantee you results, however big or small.

If you ever find yourself hitting brick walls and coming up short in responses, come back to these five tips:

Ask Clearly: No one likes getting a vague or fuzzy question. Be precise. Think clearly about your request. Take time to prepare. Use a note pad to pick words that have the greatest impact. Words are powerful, so choose them carefully.

For example, if you throw out the “How am I doing?” question without specifics, it may take time for the other person to understand what you’re talking about. Instead, try, “How is my attitude with customers? Do you see room for improvement? Where?”

Ask with Confidence: People who ask confidently get more than those who are hesitant and uncertain. When you’ve figured out what you want to ask for, do it with certainty, boldness and confidence. Practice in the mirror if you have to, or write out your question in advance.

Be prepared to hear the unexpected or the unwanted. Try to have an open mind and heart (it’s okay to feel intimidated by the experience, but don’t show it). Don’t get defensive if you hear something you don’t like or that makes you uncomfortable. It’s good to get a little uneasy once in a while upon the observations or insights of others. They will inspire you to stop, reflect, and take steps to make a shift for the better.

Ask Consistently: Top producers know that they can’t quit if they ask once and don’t get a good response. Keep asking until you find the answers, and try different ways of asking if one doesn’t seem to be working.

In prospecting there are usually four or five “no’s” before you get a “yes.” You may, for example, want to ask a co-worker about your performance on an important team project, but you sense reluctance from that person to offer an opinion.

You can always ask another person who is more receptive to the question, or consider how you are asking it and try again. Because people don’t normally go around asking others for opinions on how well they are doing, it’s not a question typically heard. So be prepared to ask over and over again before you hear a clear–useful–answer.

Ask Creatively: In this age of global competition, your asking may get lost in the crowd, unheard by the decision-makers you hope to reach. There is a way around this. If you want someone’s attention, don’t ask the ordinary way. Use your creativity to dream up a high-impact presentation.

Bear in mind that asking someone to stop and evaluate you can seem awkward or time-consuming. Show respect for them first and find the ideal time to ask the question. Here’s one way to engage the insights of a superior: “I highly value your opinion and honest perspective, and would love to know what you think I could be doing differently on a daily basis that would make your life easier and make our clients happier.”

Ask Sincerely: When you really need help, people will respond. Sincerity means dropping the image facade and showing a willingness to be vulnerable. Tell it the way it is, lumps and all. Don’t worry if your presentation isn’t perfect; ask from your heart. Keep it simple and people will open up to you.

Like speaking a different language, asking takes continual practice until it becomes a regular, reflexive habit. The sooner you build your “Ask Muscle”, the sooner you’ll see the results you’ve been waiting–and searching–for.

Don’t think asking only relates to work-related goals and tasks. Bring this practice home to enrich your relationships with your family members and your friends, too!

I trust you’ll be surprised and delighted at what you discover about yourself in this process.

Happy asking!

Jack Canfield, America’s #1 Success Coach, is founder of the billion-dollar book brand Chicken Soup for the Soul© and a leading authority on Peak Performance and Life Success. If you’re ready to jump-start your life, make more money, and have more fun and joy in all that you do, get your FREE success tips from Jack Canfield now at: www.FreeSuccessStrategies.com

Just as I was standing around wondering what I would write about today, I received Jack Canfield’s newsletter – and bang! You’ve got an article!!!

Today I am sharing  “Part I – 7 Ways to Boost Your Business” – and I know you will love it!

This was perfect timing because I am getting ready for my presentations at Expo (have you signed up yet?) and that always leads to some “asking.”

Have a great rest of the week!

Here’s to Designing Your Success™,

-Mary Larsen

7 Ways to Boost Your Business, or How to Ask to Get Ahead
by Jack Canfield

Ask and you shall receive.

How many times have you heard that? But how many times have you used this fundamental truth in your daily life recently?

Let me put it this way: when was the last time you asked for a written endorsement from a client or colleague?

How about feedback from your customers? Or the opportunity to renegotiate something that just doesn’t work for you?

I can’t tell you how often I watch business professionals–especially those in sales and marketing positions–falter because they simply stop practicing the art of asking.

If you were to ask successful top executives how they got to where they are, I bet most would admit they “asked to get to the top.” In other words, they knew when and how to ask the right questions so they could gather the right information, build their reputation, seek useful referrals, generate new business, and expand their audience or customer base.

If the simple act of asking is so critical, then why don’t more people do it?

Because for some reason, people falsely think asking implies weakness and sets one up for potential rejection. It’s easy to come up with all sorts of excuses to avoid asking questions that can return unexpected or critical answers. Yet the world responds to those who ask.
If you are not moving closer to what you want, you probably aren’t doing enough asking.

Here are seven asking strategies you can implement in your business (and in life) to boost your results:

1.) Ask for Information
You can never have too much information; in fact, the higher up you go, the more you need to know. To win potential new clients, you first need to have an understanding about their current challenges, what they want to accomplish and how they plan to do it. Only then can you proceed to demonstrate the advantages of your unique product or service.
Ask questions starting with the words who, why, what, where, when and how to obtain the information you need. Only when you truly understand and appreciate a prospect’s needs can you offer a solution.

2.) Ask for Business
Would you believe that more than 60 percent of the time salespeople never ask for the order after giving a complete presentation about the benefits of their product or service?!
It’s true, and a painful statistic that could put anyone out of business quickly if it’s not changed. Always ask a closing question to secure the business. Don’t waffle or talk around it–or worse, wait for your prospect to ask you. No doubt you have heard of many good ways to ask the question, “Would you like to give it a try?” The point is, ask.

3.) Ask for Written Endorsements
These can be difficult to ask for if you don’t like tooting your own horn, but well-written, results-oriented testimonials from highly respected people are powerful for future sales. They solidify the quality of your product or service and leverage you as a person who has integrity, is trustworthy and gets the job done on time.

When is the best time to ask? Right after you have provided excellent service, gone the extra mile, or made your customer really happy. Simply ask if your customer would be willing to give you a testimonial about the value of your product or service, plus any other helpful comments.

4.) Ask for Top-Quality Referrals
Just about everyone in business knows the importance of referrals. It’s the easiest, least expensive way of ensuring your growth and success in the marketplace. Your core clients will gladly give you referrals because you treat them so well. So why not ask all of them for referrals? It’s a habit that will dramatically increase your income. Like any other habit, the more you ask the easier it becomes.

5.) Ask for More Business
Look for other products or services you can provide your customers. Devise a system that tells you when your clients will require more of your products. The simplest way is to ask your customers when you should contact them to reorder. It’s easier to sell your existing clients more than to go looking for new ones.

6.) Ask for Feedback
This is an important component of asking that is often overlooked. How do you really know if your product or service is meeting your customers’ needs? Ask them, “How are we doing? What can we do to improve our service to you? Please share what you like or don’t like about our products.” Set up regular customer surveys that ask good questions and tough questions. It’s a powerful way to fine-tune your business.

7.) Ask to Renegotiate
The negotiating room should never be locked up for good. Regular business activities include negotiation and often re-negotiation. Many networkers get stuck because they lack skills in negotiation, yet this is simply another form of asking that can save a lot of time and money. All sorts of contracts can be renegotiated in your personal life, too, such as changing your credit card terms and rates. As long as you negotiate ethically and in the spirit of a win-win, you can enjoy a lot of flexibility. Nothing is ever cast in stone. It’s only in stone if you don’t speak up!

Jack Canfield, America’s #1 Success Coach, is founder of the billion-dollar book brand Chicken Soup for the Soul© and a leading authority on Peak Performance and Life Success. If you’re ready to jump-start your life, make more money, and have more fun and joy in all that you do, get your FREE success tips from Jack Canfield now at: www.FreeSuccessStrategies.com

She went on to write a great article that I have adapted here.

The word “but” is simply a great big road block in your business as you try to move forward. An acquaintance described it as a “verbal eraser.”  When you make a point and follow it with “but” – nothing that you said before matters.  Basically, you just erased the first thought you had.

Try it out for yourself. Say you want to go to the next conference so you can learn the next best thing for your business.  Then add “but.”

“I want to go to the next conference cause it will really help my business grow, but….”  Nothing you said before that “but” matters anymore, because you have just erased it with your big but!

Following are a couple of situations you may find familiar  – with some tips on how you might get rid of your “big ole but” for good!

1.  Holding Your Business Back. As the owner of your business, you are constantly being faced with new opportunities that have both positive and negative outcomes.  Consider the conference example used above.  When you consider attending the event very often you state the positives – such as I will learn new business techniques and meet more people I can share ideas with” and then you throw in a “But it will be costly, and I am not sure I will put what I learn to use.”

Suddenly – the reasons why you SHOULD go to the conference are completely erased by the ‘but.”

Consider trying this instead “Going to the conference will allow me to learn new business techniques as well as meet more peers.  It will require an investment and I may need to deal with change within my business. “

No “but” allows you to weigh BOTH the pros and cons of the situation, so you can make the logical choice for your business.

2.  Stopping Growth Cold. You’ve just been presented a great opportunity to speak at a large event that is directly in front of your ideal client – finally a great way to get in front of the perfect people!  And what does your brain say? “But!  I’ve never done that before.  I could fail.”

Immediately you start thinking of all of the reasons why you can’t, shouldn’t, and won’t take the speaking gig.

Get rid of your but!  Replace it with AND.  Now you say “I have a great chance to speak to my ideal  market for great new clients AND I have never done this before.”  All of a sudden this speaking gig kind of looks like a challenge.

Here’s the one way to use BUT to erase a negative – “I’ve never done it before – BUT – I CAN do it!”  Now accept that challenge and do it.

3. Creating unnecessary guilt. You likely have a computer if you’re reading this. And if you have a computer, you’re among the world’s population that has an enormous amount to be grateful for. You might even think to yourself sometimes, “I am so blessed with so many things, BUT, I would really like to have more.”

Look what that ‘but’ did: it erased the thought where you recognized you’re blessed and concentrated on that SELFISHNESS of wanting more. BAM! You feel guilty and bad about wanting more.

Try this: “I am so blessed with so many things, AND I would really like to have more.” That sounds pretty good. And hey, it’s actually right. No guilt. No bad feelings. You are grateful for what you do have AND you’re eager to pursue getting more: More knowledge, more relaxation, more job responsibility, more productivity, and yes, even more money.

Work on eliminating ‘but’ in your conversations. See how much more powerful your ideas will be, and how much more positive your own thinking will be.  I’d love to hear how powerful it is for you.

Here’s to Designing Your Success,

-Mary Larsen

A couple of years ago – 3 to be exact – she launched a daily calendar for woman by woman – daily biz tips to help inspire and encourage.  And I am very proud to say for the 3rd straight year one of my business tips has been featured in the calendar!

You can check it out today at www.womenentrepreneur.com

and learn more about Mary and her work at www.WomansAdvantage.biz/calendar

Hope you enjoy!

Here’s to Designing Your Success,

-Mary Larsen

March 25th – I’ll be giving a live seminar in Atlanta -  and it’s F*r*e*e* – Turn Your Marketing into Money – if you think you’d like to attend, shoot me an email for more information

March 29th – I am one of ten experts hosting a 10 part teleseminar – Marketing that Works for the design field.  You can find out about it and register for it at www.businessofdesigntelesummit.com and again, it’s F*r*e*e*

May 3rd – 7th – 4 day hands on training to learn how to become a redesigner or stager – in Raleigh – shoot me an email for more information

May 12th – 13th – I’ll be teaching at the Window Fashions Expo and teaching 2 classes – one on Money – one on Marketing.  You can learn more about and register for it here.

Let me know if you’ll be able to attend any of these events – I would love to meet up!

Here’s to Designing Your Success,

-Mary Larsen

I actually learned about The Tipping Point in a class I attended at the Expo several years ago [I'm speaking at the next one in May - hope you can be there!] and it was so good that I made it a point to continue to look out for his new books.

For Christmas this year I asked for his new book - Outliers – The Story of Success. And not surprisingly – I loved it!  The man is an incredible story teller, and he looks at things differently which makes you think about things differently – and I truly found the book fascinating.  So I decided to tell him.

I found his website online, went to the contact us page and sent him an email.  Told him I loved his book(s) and if he was ever in town I’d be happy to host him for dinner.  (My sister pointed out that Holden Caulfield from Catcher in the Rye said something to the effect of  “you know you’ve read a good book when you want to have dinner with the author.” I do love J.D. Salinger so I decided I keep good company.)

And not too long afterwards – he wrote back.  He hit reply – he wrote back.  He said thanks for taking the time to write – I appreciate it.   That was it.  And it knocked my socks off.

I immediately forwarded it to all of my family and told them that I want Malcolm to be my new best friend.

So that’s it.  Simple but Powerful.  All the man did was reply graciously to an email.

Think about what’s going on in your life.  Who has been in touch with you that you haven’t gotten back in touch with?  What potential client called and you didn’t return the call?  Who sent an email – maybe even a potential client- and somehow you let it slip through the cracks?

I talk to a lot of designers and when I ask them about this – getting back in touch with people who they have let slip through the cracks – they often say it is too late, too much time has gone by and they missed the chance.

Personally, I don’t believe there is any such thing as  “only having one chance to do something right.” I think there are lots and lots and lots of chances, new ones every day, and no matter how long ago the contact was made - you can STILL get back in touch. As always- simply be truthful.  Try “I don’t know how this slipped through the cracks.  Are you still in need of some help with your design project?  If so – I’d love to speak with you.  If not, good luck with your project and hope it turns out great.”

It is these simple yet powerful things that really make a difference for people – it is why they remember you later.

What simple thing have you done lately?  Tell me about it below – I’d love to know. I’d also love to know if any of you now take the opportunity to get in touch with someone you let fall through the cracks – leave your comment below!

Here’s to Designing Your Success,

-Mary Larsen

PS – If you read last week’s blog you know I am a fan of Art Sobczak – well, he and I are on the same wavelength again!  Check out is story about “doing the little things” - Low-Tech, high touch for Big impact.

When these moments happen, it reassures me that I am where I am supposed to be, doing the things I am supposed to be doing.

This week my moment was about – of all things – making phone calls! And yes, it can apply to you too.  It all started with a phone call of my own.

1. Last Thursday I called a past client and was very happy when she was ready to start another series of consulting calls with me.

2. The next day my handyman called to tell me he didn’t have any work, and what should he do.  I often coach him on business practices, and I often tell him he needs to reach out to past happy clients – those clients are your best source for new work or new referrals.  I asked him how many past clients he had reached out to (this is an ongoing discussion with us, so I knew the answer) and yep, not one.  I told him I wasn’t going to talk to him anymore until he called 3 past happy clients. I also told him this call was easy to do – ask about their past work, and ask if they have any new work.

3. Jokingly he says to me – So Mrs. Larsen, I know you love your backsplash, do you have any other work around the house, cabinetry, handyman, painting that you might want to have done?

4.  And I DID – I had been meaning to call him for several weeks about some cracks in my ceiling – and had totally forgotten so I lined up some work for him that weekend.

5. About 30 minutes later he called me back and said - it worked, it worked! The very first client he called said she didn’t know he did all those things, and she had a whole list for him to do.

6. Then one of my consulting clients called for her weekly call.  I asked her what she had done since our last call to try to get some work and she said – you mean besides pull my hair out? So we talked about the fact that she has never not once in her 6 years of business – beyond initial follow up right after a project – called a client to see how they were doing and was there anything she could do for them or was there someone “just like them” that they would introduce her to by facebook or email to see if she could help them.  I told her the handyman story for encouragement.

7. All of these things took place between Thursday and Tuesday.

8. And Tuesday morning I received a marketing newsletter from one of my favorite marketers - Art Sobczak – titled “Here’s the Best Time to Call a Prospect.” I swear I burst out laughing. A list of the BEST TIME to call someone.    Talk about reassurance that I am in the right place, doing the thing I am supposed to do!  Here is a link to his newsletter – you might want to check it out for even more ideas. And here’s a little secret – the real answer for calling a past great client is any time – because you need to take action to make action happen in your business.

9. My favorite tip from his list – A buyer wishes they could find a vendor (replace designer for the word vendor) who “gets it right the first time”. Ah, I love that!!!

So.  How long has it been since you CALLED a past client? How long has it been since you reached out rather than waited for someone to call you?  Don’t overthink it -just pick up the phone and call. Really. That simple.  And comment below and let me and everyone else know how it goes – I’m confident it will be great.

Here’s to Designing Your Success,

-Mary Larsen

Last week I gave out some great tips on making m*oney in your business, one of which was - for one week accept all the f*ree money that comes your way – such as a friend offering to buy dinner.  (For the whole article and to see that suggestion in context, click here. )

On that note, I have some great news for you if you are a workroom to the design field fabricating window treatments, bedding, etc.

My very good friend Susan Kostelecky, the host of the Custom Sewing Institute, has teamed up with the Helser Brothers, the great purveyors of awesome window hardware, finials, and poles, and the Helser Brothers are GIVING AWAY the last available seat to this year’s Custom Sewing Institute Creative Camp! All you have to do is say why you should go to camp in 50 words or less (and pay for your travel) and YOU could be the lucky winner.  (You’ll want to check out the rest of their blog too – they are funny guys!)

The online application needs to be filled out before the 15th, so you do need to get right on it.  Click here to enter.  And talk about f*ree m*oney – this is worth $1250.00!

Pictured here are a couple of projects from last year’s event – this is good stuff!  Be sure to contact www.csisews.com directly to get on their waiting and newsletter list.

On a related but different note, I mentioned last week that Verizon has revamped all of its pricing, but you have to call and find out if the new pricing will benefit you. And one of our readers – thanks Michelle! – posted that AT and T is doing the same.  So if you use either of those cell providers, be sure to get in touch with them.

Be sure to apply for Helser Brother’s great give-away – if you are a workroom, nothing should be holding you back.  Let me know how it goes!

Here’s to Designing Your Success,

-Mary Larsen

Not surprisingly, the topic that I am most asked to help other designers with is … big drumroll here - “How Can I Make More Money Doing What I Love?” And not surprisingly there are a myriad of ways to answer and address that question.

One of the exercises that I use with a lot of my clients centers around a personal mindset change – and believing that what you are looking for – more profits – is out there for you.  This simple exercise can help you come to believe just that.

This is important because the way you think about things is the way you provide solutions to things.  So getting a new perspective – saying the money you want is there – allows your mind to come up with solutions to getting that money – as opposed to the “solutions” that show up when you don’t believe the money is there.

As “they” say – it’s all in your perspective.

So your challenge:  For just one week – anytime *f.r.e.e.* money shows up in your life – take it. If you see change on the ground, lean down and pick it up.  If a vendor says we are shipping for free this week and you know you need to order someting – do it now.  If a friend says, hey, let me pick up lunch – let them.  For one solid week.

The idea behind this is that you will begin to see that yes, the money is out there.  It is there for you. And that perspective might just be the thing you need to start coming up with new ways to answer the age old question – How Can I Make More Money.

My tiny little present to you this week is for those of you who use Verizon. Maybe you have heard or seen over the past couple of weeks that Verizon has revamped all of their programs and pricing schemes.  After hearing several of their ads, most of which sounded to me like they were for new customers, I got curious enough to call.  And good golly – just for the asking – my service INCREASED AND my monthly cell phone bill DROPPED by a full $30 a month. Because I called looking for that free money.

I am under the impression that Verizon is NOT changing their pricing for people who may already be paying a higher price for the same program – I believe you have to contact them.  So – on your week’s worth of free money - make contacting Verizon a priority – you’ll be glad you did.

I’d love to hear what your week’s worth of free money does for you and your mindset – leave a comment.

Here’s to Designing Your Success,

-Mary Larsen

I am very pleased to say that I was recently featured in the latest issue of Window Fashion Vision magazine.  It was on my favorite topic – helping women in the design field make more money – and not just give all of their talents away.

This was one of those great articles where I was asked to submit the article, went to bed that night, and woke up with a whole LIST of things that can be done.  I love it when that happens.

In fact, that was one of the reasons I went into consulting with people in the design field.  I started having ideas about how to make my business better and more profitable show up  in the middle of the night - and -those ideas worked. It’s very cool.

Just click HERE to enjoy the article in full – I know you’ll like it.  And please leave me a comment and share what you think!

Here’s to Designing Your Success,

-Mary Larsen