Often when we start thinking about raising the bar, adding more value to clients, or getting greater results, our minds instantly jump to how to make it happen.  When we are not sure how or we don’t immediately see a solution to the problem, it can be very frustrating and actually stop us from taking the first step.  We get stuck on the how when in reality it is through taking the first step, the second step, and the third step that we start to see the steps that follow.  It is not until you take the first few steps that the next steps become clear and obvious.

How do you know if you are ready to set up and play a bigger game?  If you have been feeling unsatisfied, unfulfilled, or still trying to do everything on your own, you may be ready to step up and out into something bigger.  When your actions are aligned with your mission and you combine that with a bigger vision, you will experience the exhilaration of stepping into something bigger.  As a result, you will raise the bar on the level of value and impact you have on your clients.

1. Raise the bar:  Create a bigger vision and mission for yourself and your business.  When you decide you want to make a bigger impact and you create a new vision for what that will look like, you will start to see opportunities to raise the bar in other areas of your business.
2. Surround yourself with big thinkers:  Spend time with people who are also big thinkers. They will help you stretch your mind to new possibilities and new ways of thinking that will continue to raise the bar.  They will be there to  support you with new ways of thinking and acting to step in, up, and out to a new level of engagement and impact.
3. Don’t let the ‘how’ stand in your way:  It is impossible to see every step on the path to the new level of impact and contribution.  So instead of worrying about how you are going to get there instead focus on the first few steps that you can see.  Look at where you have the opportunity to raise the bar right now and take that step.

It is easy to get distracted, off course, or overwhelmed when you are stepping up and playing a bigger game.  It can also be exhilarating, energizing, and fun!  Our inner critic and ego, that is there to keep us safe, can get over agitated and very loud.  It is important to surround yourself with support and to hire a mentor or coaching that can help you navigate the waters, stay focus on what you are creating, and cheer you on when the negative self-talk is threatening to take you out.  It can be easy, fun, and energizing to raise the bar so find the support you need and hire a mentor or coach, you deserve it!

What makes one business heat up, while another barely has enough cash flow? Better yet, what can you do to take the mystery out of YOUR money and make it consistent for a lifetime? Based on my own experience and working with other dedicated business owners, there is a precise formula that makes money flow…. and grow!  This and much more we’ll be covering in the 6-Step Signature Blueprints to Rock Your Profits Program, starting Thursday, November 10.

Join us here.

Here are some ways to take the mystery out of money:

• Plan for it: Savvy business owners know that money is not only important, it is the fuel that keeps a business going year after year. So it makes sense that having clear and consistent income goals is a crucial component. Set up monthly, quarterly and yearly goals.
• Follow it: Whatever you offer to clients or customers, there is a way to leverage your efforts for greater profit. Creating multiple paths for income paves the way for financial freedom. Start thinking in possibilities, work a plan, and turn those big ideas into cash.
• Track results: The money habits of successful entrepreneurs are largely the same. Entrepreneurs know where there money is coming from and where it is going. Start paying attention and you’ll realize just how much money is out there waiting to be made!

Have you solved the money mystery yet? Join us for the 6-Step Signature Blueprints to Rock Your Profits Program, starting Thursday, November 10.

Grab a seat here.

It is tempting at this point of the year, if you have not yet reached your goal, to give up and start planning for next year.  The reality is there are still 66 days left in the year – the year is not over until December 31st at midnight.  There is still time left to not only generate significant income, but also to build momentum for next year!

So rather than writing off the year and giving up, here are some practical tips you can implement today to not only help you keep going, but increase your income.  No matter what your year has looked like thus far, there is still time to create some amazing resulting in this last quarter!

This is the time of year to give it your all!  When you believe it’s possible and you take action daily to create what you want, then it truly is possible. In fact, is is more then just possible – it is likely – that you will make your intention a reality!

1. Decide.  Decide how much business you want to attract, and how much money you would like to make between now and the end of the year.  You can look at your original goal or intention for the year and see what you still need to make that intention a reality.  Or if that feels too overwhelming, choose a number that feels a bit like a stretch but that you could do to make the year feel like a success.  You can pick any number you want … anything is possible and the last quarter can be a great time to make lots of money.
2. Plan. Plan your work and work your plan.  Map out your plan of action for the rest of the year.  Break down your number and determine how many new clients your number represents and what products or services they would need to purchase to reach that number.  Create a marketing plan for the next 30 days and focus daily on the actions that will move you towards your goal.
3. Support.  Surround yourself with support.  Let the people in your life know what you are going for and ask them to be a part of the solution. There may be times that you feel like giving up and you will need other people to cheer you on.  If you have a mentor or a coach, let them know when you feel like you have hit the wall – or if it feels impossible – so he/she can support you and brainstorm new possibilities with you.  Ask the other people in your life to do the same.

You can create some amazing results in this last quarter.  The year is not over yet and there is still plenty of time to make you intention for the year a reality.  Don’t give up!  When we hit a bump in the road, it is our willingness to keep going that makes all the difference.  When you believe it’s possible, and you take the actions each day that will move you forward, then before you know it, you will have made your intention a reality!

One of the many questions clients ask me is, “How do I hire the right people the first time?”  Many business owners find hiring to be a challenge and one of their biggest struggles.  They struggle not only to find the right candidates but then get overwhelmed when it comes to making a decision about who to hire.  From my years as a corporate recruiter, I have found that there is never any guarantee that the person you hire is going to work out forever, but there are a few key strategies that will help you increase your odds of hiring the right person the first time.

1. Write a job description.  One of the reasons business owners struggle with the hiring process is that they don’t take the time to think about what they really need from the person they are hiring.  For example, if you are looking for an administrative assistant, or virtual assistant, to help you with office work, you want to first clearly define what you want that person to do for you.  Each administrative assistant position is different for each company.  Ask yourself, “What are the tasks I need this person to perform?  What are the soft skills or personality traits that are necessary for this person to be successful in the position and in my company?”  After you have identified all the tasks and the soft skills, then write the job description.  You need to first know what you are looking for before interviewing candidates for the position.
2. Interview multiple candidates.  Don’t just hire the first person you interview or offer the job to the first person you talk to.  Be sure to interview multiple candidates so you hire the right person.  Don’t just look for someone to fill the job; instead look for the RIGHT person to fill the job.  You will save yourself a lot of heartache and headaches if you wait for Ms. or Mr. Right rather than hiring the first person you interview.
3. Ask the right questions.  Rather than asking yes or no questions, remember that the person you are interviewing wants to impress you and wants the job. Instead ask open-ended questions so you can get a feel for this person.  Also try some behavioral interviewing questions related to the position you are hiring for.  For example, if the position you are hiring for calls for a person who must interact well with clients, ask a question like, “Can you describe a time that you interacted with a difficult customer and tell me how you resolved the problem?”  These types of questions will give you a feel for how they are likely to handle a similar situation in the future with your customers.

With a little bit of thought and planning, you will be able to build your team with people who aren’t just a good fit but a great fit!  Interviewing and hiring are skills and with a little practice you will be able to tell quickly if someone is a good fit for the position or not.  If they are not a good fit, move on … there are lots of fish in the sea!

Rachel Johnsen is the CEO and Founder of SpringAhead and the International Association of Women Business Owners (IAWSBO.org). For more tips like these, visit www.SpringAheadToday.com to find our more about our programs.

The problem for many small business owners, entrepreneurs and solo-preneurs is that they quickly max out their personal time and with that their earning potential.  There are only so many hours in the day.  To continue to grow your income, you need to add capacity that will continue to allow you to add value to more and more people.

Many entrepreneurs I work with have been resistant to adding team members to their business.  They are resistant to have additional expenses and the hassle of managing people, as well as fearful about hiring the wrong person.  Adding team does not always mean hiring a full-time employee.  Team members can be strategic partners that you use on an as-needed bases to help you grow your business, taking things off your plate so you can focus on adding value to your business. It could mean adding an employee on a full-time or part-time basis or it could mean hiring a virtual assistant to help you from time to time.

When you expand your view of ‘team’ to include strategic partners, virtual assistants and part-time help, it means you can get started adding team no matter what stage of business you are in.  So you can free up your valuable time and energy, allowing your business to grow and prosper!  When you have your dream team in place, you will have the space and freedom to focus on what you do best and they will do all the rest!

How do you know when it is time to add team?

1. Things are sitting on your ‘to-do’ list for more than 2 weeks.

If projects that will help you grow your business are sitting on your ‘to-do’ list for more than two weeks, then it may be time to hire your first or next team member.  Take a look at all your projects and see if there is a strategic partner you can hire to take the project off your plate.

2. If you don’t have time to share with people what you do.  

If you find that you are continually pushing marketing and networking to the bottom of your list, then it is time to give some things away so you have the time to get the word out about what you do.  When you use the time for income-producing activities, then the cost of your team will turn into income with the new business you generate.

3. If you feel like you don’t have the time to manage the business you have.

If you feel like you barely have the time to manage the business that you have, then consciously—or subconsciously—you will prevent new business from flowing to you.  If you regularly feel overwhelmed, then it is time to bring in some people to help you.  Start by making a list of all the things you spend time on that not aligned with your strengths.  Watch for things that feel like they are draining your energy; more than likely, those are tasks in your business that are not aligned with your strengths and they are the things to focus on giving away first.

When you build a team and surround yourself with talented people, you will have the space and energy to focus on the things that will grow your business and your income.  The investment in team will enable you to spend your time on the things that align with your strengths so you can fall in love with your business again and gain back the time to spend on the things that are most important to you in your life!

For more information on how to hire your own dream team check out the Women In Business Bootcamp Program and Niche Breakthrough Secrets two for one special offer available through midnight Tuesday, October 11, 2011.

What I typically see with the clients when they don’t see the cash flowing into their business at the levels they want then they start to immediately feel overwhelmed, anxious, and they can even start to panic.  They then get very focused on what they don’t have – rather then creating what they want, more money.  Instead focus on all the different ways you can create what you want – more money.

You can choose to focus on creating abundance with these three simple steps.  You will confidently know that no how much money you have flowing into your business you have the ability, at any point, to create more.  With that comes the piece of mind, knowing that the power to generating income for your business and life is within your control.

Step #1:  Find the shortest path to the cash.

First set an intention of the income you would like to generate and set a a due date. Next find the shortest path to the cash.  For example if you want to increase your income by $10,000 in the next 30 days you could add one $10,000 client, or two $5,000 clients, or ten $1000, or one hundred $100 clients.  Which is going to be the shortest and fastest way to the cash, based on your business? It often takes the same amount or even less work to get one high paying client as it does to get ten.

Step #2:  Put a plan in place.

Then map out your 30 day marketing plan to attract that number of new clients, or up-sell to your existing clients. One of the things I always advise clients to have to reach their money goals in their business and life is to brainstorm plans A thru Z, that way if plan A isn’t working out then move onto plan B, if that isn’t working the way you want it to then move to plan C, etc., etc., etc.  When you have contingency plans and contingency plans for the contingency plan then you will be able to reach your financial goals and objectives.

Step #3:  Don’t give up!

Keep going until the very end, it’s not over until midnight the last day.  If it does not seem to be working keep going and adjust your strategy with your plan B, but keep going.  It is not over until it’s over.  I often have clients ask me on the 25th day of the month, ‘Well it doesn’t look like it is going to work out, should I just wait until next month?”  The answer to that is NO . . . by the way those are the very same clients that finish the month with record breaking numbers because they pulled out all the stops and kept going!

Act with urgency not panic!  You do want to act with urgency and focus each day, hour, and minute only on the actions that are going to help you generate income.  Pick up the phone and call those prospects you haven’t followed up with.  Reach out to your customers and share your exciting offer.  Send one more email. Focus on going that extra mile.  The extra 10% effort will make all the difference.  That is the mindset that will create financial abundance this month and every month.

The problem is, many entrepreneurs make the process of getting new clients harder than it needs to be. It’s actually really quite simple, once you know which basics to put into place.

The thing to keep in mind is this: people are happy to invest in you and your services IF you clearly communicate about how you can help them. That means getting focused on your niche, making sure you can clearly talk about the results you deliver and making certain you have a step-by-step program that delivers results.

It doesn’t matter whether you’re brand new, have been in business for many years or are preparing to launch your next income stream of your dynasty, these business essentials never change.

To help you get your next three clients — fast — here are three simple tips taken from the same system I used, and have taught to dozens and dozens of entrepreneurs, to leap from frustrating 5-figures to million dollar businesses. Truth is, I STILL use this same system, so you know these work!

Tip #1 How Clear Is Your Niche?

Undoubtedly, this is THE single biggest reason most entrepreneurs stay stuck in low 5-figures or even the low six figures. Let’s get clear about something right now: your niche does not include the words anyone or everyone and isn’t any warm body that will pay for your services.  Think of your niche this way:

It’s the combination of…

• The specific PEOPLE you serve.
• The specific situational PROBLEM you help them solve.
• Your special branded SIGNATURE SYSTEM for solving that problem

Your niche must clearly name WHO you work with, WHAT the problem is that they’re experiencing and WHAT solution it is that they’re seeking. The more specific you can be, the more clients you will attract and the more money you will make.  Be sure to include very practical descriptions of the situation they find themselves in as it relates to the problems you solve.

Remember, your description of your niche needs to be so crystal clear that when anyone hears it, they’ll know exactly who to refer to you.

Tip #2 Are The Results You Deliver Tangible, Specific And Measurable?

This may be a new way of thinking about your service, but the more you focus on the practical, tangible and measurable results clients get from working with you, the more clients you’ll have to work with.

Even if you offer a “softer” service that provides lots of intangible or emotional results, you can still focus on the tangible results that occur for your clients. All it takes is a commitment on your part to look at the impact your service has on every aspect of your clients’ lives.

One of the exercises I take my coaching clients through helps them uncover both the tangible and intangible results they help their clients achieve.  When you are able to confidently talk about both, you will powerfully connect with both the hearts and minds of your prospective clients.  This powerful combination makes what you have to offer a ‘no brainer’ for people to invest with you.

Tip #3 What Is Your Signature System?

People love to invest in step-by-step systems, which is why this is the third critical piece to defining your niche.  People want to know that you have a proven system to help them solve their problems and get the results that they are looking for.

People crave and are attracted to systems that make it easy for them to get their needs met and their problems solved. It gives them the confidence to invest with you and your business to solve their problem for them.  I recommend transforming how you work with clients into a compelling, simple system. You’ll be surprised at how easily this helps your potential clients understand how you can help them and will give you more confidence in talking about what you do.

Here’s How To Put It All Together…

When you are effectively positioning what you do with people who are your ideal clients you are only three or four conversations away from your next three clients! All you need to do is put together your clear, specific description of your ideal client, with a few of the results you help clients achieve and finish up by saying with how you have a simple ‘x-step system’ that helps your clients achieve these results.

So, what are you waiting for? You have nothing to lose and 3 new clients to gain!

If when you share with people what you do you and they get a glazed look in their eyes then your message may not be clear, or you may not be clear talking to your niche audience.  When you message aligns with your audience you will stand out from the crowd and your ideal client will see you, hear how you can help them, and hire you!

Here are three ways you stand out from the crowd so your ideal client will hire you:

1. Determine Your Niche:  A niche is simply the specific community of people you work with and the specific problems you help them solve.  The key to defining a niche is to be specific.  Although this sounds easy, for many women it extremely difficult for us to decide who we work with.  As women we want to include everyone, we don’t like to exclude people.  However, if we are not specific on who we work with, and the problems that we help them solve, then our ideal clients can’t find us.  When you are specific with who you work with you have the opportunity to become an expert in your field and people will pay top dollar to work with you!
2. Clearly Describe The Problems You Solve and the Results You Achieve:  People are willing to invest money in solving their problems. When you are clear on the problems you help people solve and the results that you help them achieve then people will be willing to invest top dollar with you for you to solve their problems for them. Remember, if you were to follow them around for a day what problems would they say they have, not the problems you think they need to solve.
3. Speak Your Ideal Client’s Language:  Use the language your ideal client would use to describe their problem.  What words or phrases do they use to describe their problems?  What would they have if the problem was eliminated?  Use their words and language to describe the problem and results.  It is easy to get caught up in our own industry jargon, pay close attention to how your ideal client describes their problem and use their language. You will immediately connect with them and they will see that you are someone that understands them and can help them.

When you are clear on the specific group of people you work with, the problems you help them solve, and you are using their language to describe the problem then your ideal clients will instantly be able to hear how you can help them and will be willing to invest top dollar in working with you for the solutions you provide!

Most of us started our businesses because we want to help people doing that thing we do.  When we don’t have a steady stream of top dollar clients not only are we not making the income we want, we also are not making the difference we want to make.

When we don’t have enough clients to work with, we end up working with anyone that will hire us, or anyone who will ‘fog a mirror’ which leads to additional frustration because often these are not our ideal clients.  When you are working with less than ideal clients then you don’t have the desire or energy to find more client because the prospect of working with more people that are a drag is not very appealing.

You can have a steady stream of clients that you love to work with and that love working with you and are willing to pay you top-dollar when you are clear about who you work with, you clearly communicate your message, and your business brand is consistent with the difference you want to make with others.

1. Lack of a Niche:  When you are unclear on your niche then your ideal client can’t find you.  Your niche is simply the tribe of people that you serve and the specific problem you help them solve.  When you are unclear on your niche you may be spinning your wheels trying to be everything to everyone which saps your energy.  You are missing out on working with the people that you what to wok with.  Here’s a tip – anyone or everyone is not a niche!
2. Confusing Marketing Message:  Creating a clear marketing message that quickly answers the question, ‘Who do you work with and what problems do you help them solve.’  When you have a clear niche then it is easy to create a succinct marketing message so your ideal client will be able to quickly pick you out of the crowd.
3. No Clear Brand: Your business brand is not just your logo, or website, or business cards.  Your brand is what sets you apart, it is what is unique, special, and different about your business.  At the core of your brand is what you promise to deliver to your clients – no matter what.  It is the core essence of you, your values, and your unique way of doing business.  Your logo, website, and other collateral material should all be designed to reflect your core brand promise.

When you have a specific niche, a clear marketing message, and a consistent brand identity then you ideal clients will be able to instantly see that you are the person to solve their specific problem.  When they know the results that you will help them achieve and the unique way that you will help them solve their problem then they will gladly pay you top-dollar for the solutions you provide.

The problem I see with many small business owners is they do not have a system to keep clients and prospects around or to turn their prospects into paying clients.  They are often frustrated because they constantly have to go find more people to work with and they are not converting people into paying clients.

Most of the entrepreneurs I’ve met are in business because they want to make an impact on others, doing what they love to do, and want to get paid to do it.  Without paying clients they are not able to make the difference they want to make.  It is frustrating to feel like you are not making the impact you want to make when you have a lot to share and no one to share it with.

It is possible to create a steady stream of clients that love you, that love what you do for them, become your raving fans, and refer new business to you.  Here are three steps to support you in in turning your business from Teflon to Velcro.

1. Make Providing Value Your Mission

When your mission is to provide value to your network, in all that you do, then you become a valuable resource to others.  Show people that your contributions and emails are worth paying attention to. If all you’re doing is promoting yourself, you’re not providing value.  Ask yourself, “What is it that my ideal clients want? How can I give them what they want?”

2. Focus On Problems You’re Solving

When you share with people what you do speak their language. What are they listening for?  They are listening for one thing.  Can this person help me solve my problem?  Understanding the problems that your ideal clients are faced with give you the opportunity to add value by providing solutions to those problems. When you share what you do     answer the question, ‘What problems do I solve and what results do I help people achieve?”

3. Build Creditability With Social Proof

People want to know if you are someone that they can trust.  Build your creditability and social proof by sharing client testimonials and success stories of the people that you have worked with.  I love sharing client success stories because they add value to others by giving real examples of what’s possible when they solve their problem.

When you make it your mission to add value to others, in all that you do, people will be attracted to you and they will stick around to hear what you have to say.  You will become a creditable and sought after resource in your industry, profession, and community.  The more value you add to others the more your income will grow.  Money is just an exchange of value…when you provide value to others they provide value back to you in the form of money.  If you want to make more money, add more value.

Passions and Profits to YOU!

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