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Women Entrepreneurs And Their Greatest Starting Lineups: How To Hire a Champion Team

Fri, 20 Nov 2009 00:51:05 +0000

There comes a point in the life of a successful female entrepreneur where she is ready to take the plunge. Her sales are up, her workload has increased, and she needs help. Enter the team. Hiring the right team is a process that strikes fear in the hearts of some business owners and excitement in the hearts of others. Since success and accomplishment have led to the need for a great starting lineup, why not make the hiring process a success, too?

A new study from Jane Out of the Box, an authority on women entrepreneurs, recently revealed there are five distinct types of women in business. Each of these five types has unique approach to running a business—and as a consequence, each of them has a unique combination of characteristics and factors. This article profiles two of the Jane “types” and the different ways they may handle hiring a team and all its intricacies.

Go Jane Go is passionate about her work, and has no problem marketing and selling herself, so she has plenty of clients—but she’s struggling to keep up with demand. She may be a classic overachiever, taking on volunteer opportunities as well, because she’s eager to make an impact on the world and may really struggle saying “no”. Because she wants to “say yes” to so many people, she may even be in denial about how many hours she actually works during the course of a week. As a result, she may be running herself ragged or sometimes feel guilty about the list of goals not yet achieved.

Until now, Go Jane Go has always thought she could do everything herself. And why not? She is successful, she knows what she’s doing, and she’s smart. But she’s overwhelmed, and the simple fact that she’s even considering hiring a team means she must really be ready. Throughout the hiring process, Go Jane Go will be torn between hiring people she simply likes and hiring people she knows will get the job done.

Pros and cons:

* Pro: Business is all about relationships for Go Jane Go. So when she’s putting a team together, she’ll be making a commitment to the people she hires – she’ll care about their success and they’ll be drawn to her as a result.
* Con: Go Jane Go, in her desire to create a wonderful working and growing environment for everyone, may hire people based on their “potential” rather than their true skills today. She may overlook some weaknesses or developmental areas and as a result, may find herself needing to do more training than anticipated. Because she may avoid what she perceives as confrontation, Go Jane Go might begin “cleaning up after” her own team, thereby putting more work (and frustration) on her plate.
* Pro: Go Jane Go knows ALL the intricate details of how her business runs, and she knows exactly how she wants things done in the way that best meets her business’ needs. Further, she’s intuitive in working with others.
* Con: Because she’s intuitive, has high standards, and is accustomed to doing everything herself, Go Jane Go may have a very difficult time delegating. Because she runs her business intuitively, she may also not realize that she has an underlying system she follows to do the work. As a result, she may not have documented steps for each team member to follow and may again find herself doing more training or explaining than she expected.

Accidental Jane is a successful, confident business owner who never actually set out to start a business. Instead, she may have decided to start a business due to frustration with her job or a layoff and decided to use her business and personal contacts to strike out on her own. Or, she may have started making something that served her own unmet needs and found other customers with the same need, giving birth to a business. Accidental Jane enjoys what she does and is creating a satisfactory level of income.

Some Accidental Janes got out of the corporate world because they were fed up with the politics. Others simply want to be in control of their own destiny. Because many Accidental Janes were so good at what they did when they worked full-time, it’s just a matter of time before the demand for their services grows to the point that they need to hire some help.

Pros and cons:

* Pro: Tired of political games in big corporations, Accidental Jane is determined not to create an overly structured, constraining work environment. She wants people to feel empowered.
* Con: Hiring a team can seem daunting to Accidental Jane if she feels like she escaped from the corporate world. She may feel reluctant to commit to employees because she doesn’t want to feel shackled to an office or a particular schedule – for this reason she might prolong hiring someone as long as possible.
* Pro: She’s so good at what she does, clients are clamoring for Accidental Jane’s service or product.
* Con: If she waits too long to hire someone, based on concerns of having to return to a very structured work life, Accidental Jane will miss out on the joys of working with part-time contractors who can make valuable contributions to her business. She may find herself needing to rush the hiring process by waiting too long to begin.

All in all, hiring a team can, and should, be an exciting time in the life of a business. For women entrepreneurs who are just plain tired and feel like they need the help, putting in place an excellent group of helpers can be just what the doctor ordered.

About the Author:

Michele DeKinder-Smith is the founder of Jane out of the Box, an online resource dedicated to the women entrepreneur community. Discover more incredibly useful information for running a small business by taking the FREE Jane Types Assessment at Jane out of the Box. Offering networking and marketing opportunities, key resources and mentorship from successful women in business, Jane Out of the Box is online at www.janeoutofthebox.com

Life Success in 3 Steps

Thu, 19 Nov 2009 00:46:07 +0000

We all recognize that the growth that takes place between birth and ages 18 to 21 are pretty dramatic. But physical, emotional and intellectual development continues throughout your life even if the changes are less noticeable.

One of the most exciting areas of adult development – and one that is the key to true success in life is in the area of skills and roles. In other words, what do you want to spend your time doing, both at work and at play?

Just like a 10-month-old baby learning to crawl, stand, and finally walk, success in life comes from the ability to master the skills necessary to accomplish your goals.

Successful adult development is a multi-step process:

1) Assessing your range of behavioral skills to decide how well a role or job fits your perceptual style

2) Making a conscious effort to drop those tasks and roles that don’t make use of your gifts and talents

3) Making a conscious effort to do more of the ones that do

What’s especially important in this process is distinguishing between those skills that fit you naturally versus those where you had to work hard to acquire that drag on your emotional, psychological and physical well-being.

Most of us keep doing what we’ve always been doing. It’s human nature, after all. We all know how hard it can be to “break” a habit. So, having a clear plan for the specific behaviors and skills you want to develop is important. That way you give yourself something positive to replace the old, no-longer-wanted behaviors.

Pick a goal you have and ask yourself:

* Will this bring me closer to my definition of success?
* What skills does it require?
* What’s my plan for learning the required skills I may not have fully developed yet?

You have abilities for which you have innate potential that are just waiting to be used. They may require some hard work, but you will find that efforts spent on developing your talents are productive, meaningful and rewarding.

In order to master the skills necessary to accomplish your goals it’s important to consciously choose to do more of what you do best. Each of us is born with a unique set of natural skills. The challenge we all face is recognizing and developing those skills to their fullest potential. Give some serious thought to what you do well and what you truly love to do. Then look for opportunities to do those things more often.

About the Author:

Lynda-Ross Vega: A partner at Vega Behavioral Consulting, Ltd., Lynda-Ross specializes in helping entrepreneurs and coaches build dynamite teams and systems that WORK. She is co-author of Vega Role Facilities Theory, a revolutionary psychological assessment system that teaches people how to unleash their deepest potentials for success. For free information on how to succeed as an entrepreneur or coach, create a thriving business and build your bottom line doing more of what you love, visit www.VRFT.com

Improving Customer Experiences - Is It Still Important Or Is Price The Only Thing That Matters?

Wed, 18 Nov 2009 00:00:32 +0000

Has the economic downturn minimized the importance of the Customer Experience?

In Chapter 5 of my book, Strategy Activation: How to Turn Your Vision into Marketplace Success, I talk about how important it is to improve your holistic customer experience to differentiate your company from your competitors. As products and services continue down the inexorable path toward commodification, it is the ongoing customer experience that drives customers to choose one vendor over another.

However, in the past two years, as the economic downturn has forced significant changes in customer behavior, many have questioned the importance of the overarching customer experience. These naysayers claim that in tough times price is the only thing that matters. Customers, they say, are more likely to accept a bad experience as long as they are getting a good deal. This perspective, however, is not confirmed by the data.

When Money is Tight, Customers Expect an Even Greater Customer Experience…

The most recent Harris Interactive Customer Experience Impact Report surveyed consumers on how they engage with companies both online and via phone, what they find frustrating, and how negative and positive customer experiences affect them.

They discovered these facts that are startling to most business owners today…

* 87% of the surveyed consumers stopped doing business with an organization or company because of a negative customer experience. That’s up from 68% reported just two years ago.
* Even during tough economic times, the significance of customer experiences does not dwindle. More than half (58%) of consumers polled said they will pay more for a better customer experience during a down economy.
* Consumers stated that the most important thing companies could do to encourage them to spend more is to improve the overall customer experience

So, it’s clear that even when finances are tight, people still value good service.

Why This Study’s Results Are Not Surprising To Me…

When money is easy to come by customers are likely to be more forgiving. Consider this restaurant dining example…

When the economy was booming many couples found themselves dining out twice per week or more. With eight to ten dining-out occasions per month a single bad experience is easily forgotten. However, when belts tighten, monthly dining-out occasions may settle back to just two or three. With fewer opportunities to “splurge” on an evening out couples and families now demand that each experience justifies the expenditure of limited funds. Thus a bad experience like poor service, long wait times and cold food makes a bigger impression and stays with us longer.

Once you have a bad customer experience, you may wait months before you visit that restaurant again – and that’s if you ever go back. Plus, you’ll probably tell your family and friends about your experience. This will make them think twice before they visit that restaurant.

Real Proof That Bad Customer Experience News Travels Far…

A recently published Forrester Research report, “How Customer Experience Drives Word of Mouth” cites:

* Consumers tend to discuss bad experiences with more people than they discuss good ones
* Gen Xers, as a group, tend to tell the most people about a bad experience
* Gen Yers are the chattiest in general. They are more likely to tell someone about a good experience. They are also the most likely to share a bad experience.

So, don’t you think that you should find out right now exactly what your customers are saying about your organization’s performance over the past eighteen months? Have their experiences diminished in the wake of corporate austerity? As we begin to see the recession bottom out, now is the time to explore this issue; to find new ways to improve the customer experience; to ensure that your customers have only good things to say!

About the Author:

Strategy Execution Consultant Scott Glatstein, President of Imperatives LLC turns market opportunities into record breaking profits even in a recession. Now, with his new book, “Strategy Activation: How to Turn Your Vision into Marketplace Success,” Scott unveils his groundbreaking plan for improved customer experiences and higher strategic profits. Get your FREE Sneak Preview at: http://www.strategyactivation.com

Is Your Timing Keeping You From Being Successful In Your Business? Part 3

Mon, 16 Nov 2009 20:08:30 +0000

Last couple of issues I talked about how either moving too fast or too slow can sabotage your success. (You can read part 1 and 2 here: http://www.michelepw.com/blog ) Today I'm going to talk about a place where entrepreneurs typically move too fast -- launching their product.

I know. You just finished your product or program and you can't wait to start selling it. In fact, if you could, you'd start selling it yesterday!

And it's agonizing waiting to launch your product. You want to be making money NOW, not waiting for weeks or months before you actually see any income. Plus you want to get it into the hands of your ideal clients, they NEED what you're selling. So who has time to sit around waiting to promote? Just get a sales letter up and start selling it, right?

Okay here's the thing. There's a reason why product launches work and there's a reason why you reach more people (and make more money) if you control yourself and do it right.

What's that reason? Urgency.

You see, probably the biggest reason why your ideal clients decide not to buy is lack of urgency. They may like the product, they may know they need it, they may like YOU. And I bet they even INTEND to buy -- just not right now. Right now they have a million other things going on and a bunch of other things they're spending money on but in a few months or a year they will have the time or money to "finally" invest.

Well, we all know how that works out.

The more time and energy you spend building up buzz for your product, the more you'll start creating that urgency. And the more you've built that urgency into your ideal clients' minds, the more likely they'll buy (and USE) your product, thus getting the results they want.

So it's a win-win. You win because you get your product into the world while being paid handsomely for it, and your ideal clients win because they get the help they need to solve their problem.

So how much time should you allow for a product launch? Well it depends on the launch. There are a variety of launch systems out there, and depending on what you want to accomplish (and who your ideal clients are) dictates your launch. But here are some guidelines to get you started:

If you're doing a straight teleclass launch (i.e. a preview call that sells the product or program) I would allow a minimum of a 2 weeks before the preview call. (Note, if you want to get affiliates involved you'll need to allow a lot more time to plan. The more time you give your affiliates to put in their promotional calendars, the more likely you'll get them to actually promote.)

If you're doing more of a "release a special report and/or video" which teases the product by providing information, then you'll need 4-6 weeks. Those take a little longer to get the viral aspect going. Because a preview call has a "date" when the call is, there's built-in urgency, but a special report or video doesn’t necessarily have that.

If you want to use surveys or a contest, you might be able to do it in a couple of weeks but it would help if you had a little longer (2 weeks to do the survey then 2 weeks to do something with the results of the survey).

Remember these are minimum times AND these are how much time to actually PROMOTE. No, you don't have 2 weeks to write a squeeze page, once the squeeze page if up, you need at least 2 weeks to promote. If you wanted to add a couple of weeks to do some other promotions, that's never a bad idea. (Remember, the more you promote the more urgency you build and the more your ideal clients will want to buy.)

Michele PW (Michele Pariza Wacek) is your Ka-Ching! Marketing strategist and owns Creative Concepts and Copywriting LLC, a copywriting and marketing agency. She helps entrepreneurs become more successful at attracting more clients, selling more products and services and boosting their business. To find out how she can help you take your business to the next level, visit her site at http://www.MichelePW.com Copyright 2009 Michele Pariza Wacek.

Close Too Quick and You Lose Profit

Sun, 15 Nov 2009 15:57:07 +0000

Article Contributed by Mark Hunter

It's always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have "fallen into our lap" and bought quickly. For some reason, we can't seem to forget the great rush that occurs from these new clients. I'm here to say that as good as the rush might be when we allow a sale to occur too quickly, we wind up leaving money on the table.

When beginning to talk with a new customer, the salesperson and the customer invariably have the intent of doing so with a specific product in mind. It may be any number of products you sell. The initial interest expressed by the customer always guides the discussion. Once the discussion turns to a specific product, the customer's focus becomes even more closed to any other products. The real danger comes when the customer agrees to buy. At that moment, the customer feels the process is over, and their mind moves to something else, usually something totally unrelated to your business or products.

To avoid a situation like this, the salesperson needs to ask the necessary exploratory questions early to determine the customer's other needs. By asking exploratory questions early, you are able to assess which additional products may interest the customer. If you wait to ask these types of questions until after the initial sale is complete, you will always be behind. This is the whole principle of not closing too quickly. You need and want enough time to explore and determine all of the customer's needs.

What are exploratory questions? Exploratory questions generally are open-ended questions that get the customer talking. Questions may include asking the customer about their job and the types of benefits they receive in the job. A question of this nature is non-threatening and is likely to start a conversation in which the customer shares about the dynamics of their work, particularly the level of security they do or don't have in their position. When a salesperson can get the customer talking and, more importantly, talking about items about which they do not feel secure, the greater the likelihood the salesperson can identify additional products that will alleviate some of the customer's pain.

Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, "What other products or services would you be interested in?" Asking a new customer this type of a question before a relationship has been established runs the risk of alienating the prospect. Plain and simple, they will view you as a "hard-sell salesperson."

Engage the customer in a non-threatening manner and that customer will be more likely to share information without throwing up defensive barriers. Keep your exploratory questions short and simple, so that that the customer can do most of the talking. Customers are much more willing to share key information in short segments rather than long drawn-out responses that more-complicated questions dictate.

Due to the wide number of issues the typical customer faces today, it is a privilege to be a salesperson in today's economy. When you are able to assist a customer with multiple solutions, the customer feels at ease, and you have truly done your job. Building a solid relationship instead of going for the quick close just makes good sense when you are striving to build a long-term sales career. Begin today to incorporate exploratory questions into your sales process as a way of engaging the customer.

About the Author
Mark Hunter, "The Sales Hunter," is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com.

Twables.com

Sat, 14 Nov 2009 10:26:10 +0000

One of the hallmarks of good social networking strategy is to overlap your social networks. This means that when you connect with someone through one social network, you want to try and connect with them also on the other social networks.

There are several reasons this is important. First, it enables you to leverage multiple platforms at once, so if your account on one platform (or the platform itself) goes down, you haven’t lost touch with your network. The second reason you want to overlap your social networks is psychological. The more familiar you are to people, the more they will like you. Seeing your name and profile again and again on multiple networks will automatically make you more familiar to those in your network. You can assist this process by offering good insight and relevant information.

The great thing about technology is that there are more and more services which can aid you in overlapping your social networks. If you use Facebook connect on Plaxo, for instance, your Plaxo network grows when you connect with someone on Facebook, if both you and the other person have this feature enabled.

A similar type of interconnectivity is promised by Twables.com, which is a service that connects your Facebook friends with your Twitter friends. You can access the service by going to http://www.twables.com/fb140

I didn’t find it extremely straightforward to set up, this probably could be slightly improved. However, once it was set up, I started getting @ messages on Twitter telling me which of my Facebook friends were on Twitter. I then have to login manually to my Twables account to accept or confirm the connection.

I think the idea of this service is very good, and it will be one to watch in the coming months. More and more, we will be seeing technology to help us connect in as many networks as possible, which will help us better navigate the flow of new social media connections and relationships.

Dr. Rachna Jain is Chief Social Marketer at The Mindshare Corporation. Rachna works with speakers, consultants, authors, and small business owners to develop and execute effective social media marketing strategies. Her proprietary persuasive social media process (sm) focuses on building influence, credibility and visibility online. This translates into greater recognition, increased website traffic, faster lead generation, a shorter sales cycle, and more opportunity for her expert clientele. She blogs regularly at The Mindshare Blog

Opportunity Knocks, Jane Answers: Three Women Entrepreneurs, Three Ways of Dealing With New Prospects

Sat, 14 Nov 2009 00:00:59 +0000

In every female entrepreneur’s life, opportunity will knock. Successful women must determine how they’ll answer. Will they fling the door open and shout, “Welcome!” with no more trepidation than they’d use when hosting their best friend? Or will they hook up the security chain and open the door just a crack, asking, “What do you want?” Whether it’s one of those extremes or something in between, one thing is certain: her response to opportunity likely will determine opportunity’s response to her – and her business.

A new study from Jane Out of the Box, an authority on female entrepreneurs, recently revealed there are five distinct types of women in business. Each one has a unique approach to running a business – and therefore each one has a unique combination of characteristics and factors.

This article profiles three important Jane “types” and the ways they are likely to respond when opportunity shows up on their doorstep.

Jane Dough is an entrepreneur who enjoys running her business and makes good money. She is comfortable and determined in buying and selling, which may be why she’s five times more likely than the average female business owner to hit the million dollar mark. Jane Dough is clear in her priorities and may be intentionally and actively growing an asset-based or legacy business. It is estimated that 18% of women fall in the category of Jane Dough.

Opportunity is a guest Jane Dough will carefully consider. Sure, she'll open the door, but she'll give Opportunity a good once-over before letting it in. Because she's business-minded and pragmatic, she will look at all the angles before deciding whether this particular opportunity is one she wants to be closer to.

If you're a Jane Dough, you should think about a few things while making your careful assessment:

* You're a big picture kind of girl. You might see an opportunity and know it will fit in, in the grand scheme of things. But before you give the go-ahead in your quick and business-like manner, be careful to analyze exactly how it will fit in to the rest of your system.

* Ask yourself, "Even if this opportunity will make my business even more successful, will taking it allow me to continue to focus on what I want to focus on at work?" In short, evaluate not just the opportunity, but the timing as well. Jane Dough works best in a very focused manner, so it's important not to allow a new opportunity to become a distraction for you and your team. If you're already working on a big project, it might be best to re-negotiate timing so you can maximize your effectiveness with both opportunities.

Tenacity Jane is an entrepreneur with an undeniable passion for her business, but who tends to be struggling with cash flow. As a result, she's working long hours, and making less money than she'd like. Nevertheless, Tenacity Jane is bound and determined to make her business a success. At 31% of women in business, Tenacity Janes are the largest single Jane type.

Tenacity Jane LOVES Opportunity because she is seeking the key(s) to helping her financially struggling business become more profitable so she can rest easier. That said, it's important to realize that not every gift horse should be allowed in the door. When faced with a new opportunity, Tenacity Jane can consider the following:

* Sometimes what looks like Opportunity is just trouble in disguise. Before you proceed with something new, take the time to analyze whether the opportunity has significant potential to deliver the income you're looking for, and what will be required for that to occur. Map out your plan and examine feasibility before diving in with both
feet.

* Consider your current projects and workload. How will the new opportunity fit in? Will it disrupt fledgling efforts you have underway already to improve the finances in your business? If so, it might be better to put the new opportunity on hold until the work you have currently underway begins to bear fruit.

* Finally, consider the costs of the opportunity. What will it cost you in terms of time, and importantly, money? Before pursuing any new opportunity, make sure you have sufficient resources to fully take advantage of it. If it would require an investment in building a new website, for example, and you don't have the money to do so, the opportunity will not pay out the way you hoped. Again, it might be worth postponing slightly, until you can marshal more resources to truly make the most of it.

Merry Jane. This entrepreneur tends to be "building a business on the side"-in addition to a day-job, or a focus on family or other pursuits. She doesn't have a high personal income from her business, but she also tends to be working less than 40 hours a week, and she loves the freedom her business affords her.

For Merry Jane, being a successful woman means multi-tasking well and having a smoothly running life. It also means having the freedom and flexibility to do what she wants when she wants. Merry Jane is enjoying herself and her business overall due to the freedom she enjoys so she will want to examine any new opportunity to decide whether it threatens her work/life balance or whether it will deliver sufficient profitability to allow her to make even better money while preserving her time freedom. When opportunity comes knocking, Merry Jane can as herself the following questions to ensure she chooses her course wisely:

* How much time will this opportunity take (in hours per week and overall duration)? Is this an investment of time I am willing to make? What might I be able to let go of to free up more time?

* Will this opportunity fit into my existing systems or am I going to have to invent new ways of doing things to take advantage of this? If it will take a change in the way I work, is it worth it?

* Will I enjoy this work? Overall, Merry Jane loves her work and her business and any new opportunity should be equally or more enjoyable than the work she does today to ensure her continued happiness.

* If the answer to all of the above results in a continued desire to pursue the opportunity, Merry Jane can then ask herself ... What can I do to make this new opportunity even more profitable? A key opportunity for Merry Jane is to increase her personal income through
her business, so this is always a great question when embarking on a new project.

Whether you're a Jane Dough, a Tenacity Jane or a Merry Jane, deciding whether to invite a new opportunity in requires quite a bit of consideration. Each type of female entrepreneur should identify the myriad ways the opportunity may affect her, and then make the decision about whether to accept it. One of the greatest joys of owning your own business is the freedom to choose - so choose what's right for you!

About the Author:

Successful Business Marketing: What Does Your Marketing Archetype Say About You?

Fri, 13 Nov 2009 15:53:52 +0000

Article Contributed by Kendall SummerHawk

No matter how much a Soul-Preneur loves what she does, if she can't figure out how to TALK about her services she'll never attract better, higher paying clients.

When it comes to business marketing, most people brainstorm a billion different tag lines then wonder why none of them sound or feel like "the one."

The problem is all that brainstorming isn't every effective because it's relying on the wrong information to start with. Crafting a tag line—or any of your marketing copy such as sales letters, email promos, flyers and titles—first starts with understanding your unique style and personality.

Okay, sounds good. But, how exactly do you do that?

The best way is to know your "Marketing Archetype." Think of an archetype as a universally-accepted personality that appears in our stories, myths and in the most compelling current marketing campaigns.

A great example is the Hero archetype, put forward so richly and powerfully by the Race for the Cure campaign. Another example is the Teacher archetype of seeking wisdom, beautifully modeled by Oprah.

Every Marketing Archetype has key words and phrases associated with it. Once you know your Marketing Archetype you can quickly and easily create a compelling tag line, Web site and more.

Here are three easy tips on how to use the power of Marketing Archetypes to attract better, higher paying clients. What this means for you is quickly being able to write and talk about what you do in a powerful and authentic way!

Tip #1: What is Your Powerful Story?

No matter which Marketing Archetype you use, your marketing must consistently put forward an emotionally rich story. Do this and you'll authentically draw people into caring about you, what you do and the people you help.

For example, the story theme that is woven throughout all of my marketing is that you can love who you are and what you do, and make great money doing it. My Marketing Archetypes are the Explorer and the Romantic. All of my marketing powerfully speaks to the idea that you must be unique and authentic (that's key for us Explorers) and that you can love what you do and make great money doing it (that's the richness of the Romantic).

Tip #2: Remember That It's Better to Stand Out Than to be Ignored

No matter what your Marketing Archetype, it's vital that you speak powerfully about the gift you're here to share with your clients. Don't let fear or that voice that says, "Who do you think you are?" stop you from being heard in a powerful way.

Tip #3: Reveal Your Clients' Archetypes so You Can Speak Their Language

Once you understand your own Marketing Archetype, you can then easily figure out that of your client, giving you an insight into exactly how receptive they are to certain marketing.

Here's an example: I attract a lot of coaches and I know that coaches are often Alchemist and Artist archetypes. I know exactly what type of language resonates with them best. Words such as "transform, magic, instant, idea and create" really speak to Alchemists and Artists, so I make sure to weave those words into my writing. This way, I'm speaking my truth in a way that goes straight into their hearts.

Your marketing archetype is a window to a new language you can quickly use, and a window into creating powerful affinity with your clients.

Success in business is all about relationships, trust and a deep connection with your clients. Marketing Archetypes is a powerful way to build those relationships quickly and authentically, and in any form of media. The sooner you discover what yours is the quicker you'll be enjoying the gift of attracting the better, higher-paying clients you love.

And, if you want to get personal training from me on what your Marketing Archetype is and how to use this powerful system with your clients, watch your inbox for details about my upcoming new certification program! I'll share how you can learn more in just a few days.

About the Author
Kendall SummerHawk, the Million Dollar Marketing Coach, is an expert at helping women entrepreneurs at all levels design a business they love and charge what they're worth and get it. Kendall delivers simple ways entrepreneurs can design and price their services to quickly move away from 'dollars-for-hours work' and create more money, time, and freedom in their business. For free articles, free resources and to sign up for a free subscription to Kendall's Money, Marketing and Soul weekly articles visit www.kendallsummerhawk.com.

Tips for Increasing Online Sales - The Questions You Need to Answer to Get More Customers Now

Wed, 11 Nov 2009 15:49:45 +0000

Article Contributed by Eric Gruber

I’m going to let you in on a very dirty secret:

There is one question that is being dodged by experts in EVERY market. Answer that question and you’ll corner the market, be worshipped forever and get more customers and sales.

If it was that easy, why aren’t other experts answering these questions?

It’s because they fear an informed audience. That’s outright silly! But, we’re not going to tell them that. While your competitors run scared, you’ll be getting more sales since you’re going to follow the steps I outline in the article below. You will educate your targeted audiences, get more website traffic, teach people how to buy from you and increase your sales.

Now, are you ready?

Step 1: Find the questions that are being dodged by other experts in your industry.

I can’t tell you what these questions are. It will vary from industry to industry. . So, how do you find these golden questions to answer?

· Go to Yahoo Answers and type in your keyword. Examine the questions carefully and see which ones keep popping up. If people are asking the same questions, that means that people have the same questions. There’s a need that’s NOT being fulfilled.

· Go to forums and watch what your audience is discussing

· Survey your clients, customers and list of prospects

Step 2: Answer the questions in as many formats as possible

For each question create a blog post. Do NOT date these blog posts – you will see why later on. Once you create your blog post, expand it into an article. Then, turn your article into a video, special report, podcast and audio interview. You should also create online press releases. If you need help with writing your articles and blog postings, I have templates that will help you write your articles in 30 minutes or less. Just go to http://www.StartWritingArticlesFaster.com

Step 3: Answer the Questions in As Many Places As Possible

· You should submit your blog posts to as many RSS feeds as possible

· You should bookmark your blog posts using Digg, Technorati and De.li.cious

· You should submit your articles to the top websites, ezines and article directories that accept article submissions. We can do this for you at http://www.IWantMoreProspects.com

· You should submit your videos to YouTube and Viddler. You may even want to think about investing in the TrafficGeyser.com video submission service

· You should post links to your blog, articles and videos on Twitter, Facebook, Myspace and Linked In.

· You should post your articles on social marketing websites sites like Scribd and Squidoo

· You should submit your press releases through PR Web or Webwire. If you use Webwire.com, all you have to pay is $20. But, I do suggest comparing the two services and see which one matches your needs.

· Videos teaching people how to buy from you or how to use your product should be on your website.

· When people opt-in for your special reports, ebooks or other free offering, you should have an auto-responder series that gets people to go back to your blog or website. If you have lots of blog postings that answers your prospects’ top questions – all you have to do is create a summary for each blog posting and send people back to your blog every day. This way each blog posting will get the visibility it deserves. And, by not showing the date, these postings become evergreen.

Follow these steps and you will increase website traffic and get more sales, because you’ll be educating your prospects, answering their questions and teaching them how to buy from you.

About the Author
Article Marketing Expert Eric Gruber uses the power of articles to create online opportunities for Internet marketers, small business owners, authors, entrepreneurs and speakers who want more publicity, prospects and profits. Now, you can get his instant article writing templates that will help you write your articles in 30 minutes or less. Get 3 of his favorite article writing templates for free at: http://www.TryMyFreeArticleTemplates.com

Is Your Timing Keeping You From Being Successful In Your Business? Part 2

Tue, 10 Nov 2009 19:04:58 +0000

Last week I talked about how either moving too fast or too slow can sabotage your success. (You can read part 1 by visiting my blog… my website address is listed below.) Today I'm going to talk
about a place where entrepreneurs typically move too slow -- creating products or programs.

Does this sound familiar? You've been working on your book or your program or product for several months or maybe even years. You're close to finishing -- you just have one or two more things to do. Of course, every time you finish those one or two things, one or two more things crop up. It's never ending.

If this does sound familiar, you're not alone. I know many, many entrepreneurs (including myself) who have taken longer than necessary to complete their products. The reasons vary but many fall into the "perfectionist" camp. You take pride in your work. You want your product to be perfect. You want
your customers to love your product and get a lot out of it. There's nothing wrong with that, right?

Well, there is when it prevents you from actually bringing your product to market. Think about it -- if the conclusion isn't quite right or there are a few missed typos, is that going to REALLY take away from the experience of your product? Or the results your customers will get?

Of course not. But we're so fixated on it being perfect we can't get past that.

Now the advice many successful business owners share when you're in this situation is something along the lines of "good enough is good enough" (meaning your product doesn't have to be perfect, just get it to a good product and then get it to market) or "taking imperfect action" (which also basically means get the darn thing out the door even if it is imperfect). I agree with both of these statements, but the problem is what happens when you know this and you STILL need to get that "one more thing done?"

I think there are a couple of deeper issues around perfectionism. (And depending on how deep the issues are depends on how quickly you can push through them.) Let me explain.

When we create a product it's easy to fall into the trap of thinking the product is an extension of ourselves. So any flaws or mistakes or criticism of the product suddenly takes on way more importance than it ought to be. Because any problems with the product, anything that is lacking in the product, is actually a problem or a lack with us personally.

In addition to that (if that wasn't hard enough to get past) there's also a little question of value. If you don't value yourself, your gifts, your brilliance, what you bring to the world, then how are you going to value a product you created? And if you don't value your product, when will it ever be "good enough" to sell?

So what happens if you find yourself relating to one or both of these issues? Well, you need to take a step back and do some deeper work on yourself. Hiring a coach or taking a program that gets at the core of what you're struggling with-- whether it's valuing yourself, valuing your brilliance or accepting yourself (warts and all) is crucial to helping you push through your blocks and getting your products finished and selling.

If you want to do something right now, try journaling about it. See what comes up for you and what your next steps should be.

Next week we're going to look at the next step – racing through your product launch now that you've finally gotten your product done.

Michele PW (Michele Pariza Wacek) is your Ka-Ching! marketing strategist and owns Creative Concepts and Copywriting LLC, a copywriting and marketing agency. She helps entrepreneurs become more successful at attracting more clients, selling more products and services and boosting their business. To find out how she can help you take your business to the next level, visit her site at http://www.MichelePW.com. Copyright 2009 Michele Pariza Wacek.

Business and Marketing: Breakthroughs for Writer's Block

Tue, 10 Nov 2009 00:00:45 +0000

Whether you love to write or not, the written word is still one of the most influential marketing techniques to help you reach your audience, get your message out to the world and give people an opportunity to resonate with you.

Thing is, even the best of writers can get stuck trying to figure out what to write about. Since my marketing strategy includes writing a weekly newsletter, posting on Twitter and writing blog posts in addition to composing sales letters, answering emails and more, I've had to learn how to stay in the flow with writing. I am constantly challenged to stay true to my "voice" while still creating a compelling marketing message.

What I've discovered is there's actually a secret to creating soul-rich writing that naturally springs from your true source and (this is the really cool part) gets the marketing job done.

Allow me to share with you what the secret is so that your writing projects will be simple, soulful and productive in helping you grow your business.

Tip #1: Check Your Mood Before You Write

Writing is a form of energy. That means if you're cranky, stressed or distracted chances are good those feelings will make your writing project tougher to complete. I love to play beautiful music while I write. Music is so uplifting and, for me, helps my brain click into that place of possibility and magic to become the source of all great writing.

I know this sounds a little wooo-wooo, but I believe on an energetic level your mood plays a huge roll. This is an even better reason to stay positive and in the spirit of gratitude when writing your articles and other marketing communications.

Tip #2: There is No Perfect Time to Write… So Don't Wait

Waiting until you're "in the mood to write" means you'll likely wait forever. Writing is like strengthening a muscle. The more you do it, the easier it gets. So when you have a writing assignment due (like your newsletter, for example) schedule it into your calendar for the same day and time each week. You'll quickly "train" yourself to think creatively during that time block, so you'll never get writer's block when faced with these types of tasks.

Tip #3: Connect to the Soul of Your Reader

Before you start to write, take a moment to connect to the spirit of your reader. In my imagination, I picture and feel a golden light from my heart to theirs. I ask, "What are her struggles, questions or needs on this topic?" Then, I just focus my article on information that will help my reader solve that problem. Simple, fast and easy.

Tip #4: Let Your Personality Shine Through

When I first switched from writing purely about marketing and began to include soul and spirit into my articles, I was scared. "Will people think I'm weird?" I wondered. But I knew that if I held back, I wouldn't be giving my best to you, my reader. So I boldly began to combine spirit with marketing and, as a result, my business has taken off into the seven-figure mark.

Stay connected to the spirit of your message and you'll never struggle with writer's block again. It doesn't matter if you're offering a coaching program, workshop or teleseminar. When you stay focused on the energy of your writing, your writing will flow from your spirit and contain a crisp, clear marketing message that will leave people wanting to hear more.

About the Author:

Kendall SummerHawk, the Million Dollar Marketing Coach, is an expert at helping women entrepreneurs at all levels design a business they love and charge what they're worth and get it. Kendall delivers simple ways entrepreneurs can design and price their services to quickly move away from 'dollars-for-hours work' and create more money, time and freedom in their businesses. For free articles, free resources and to sign up for a free subscription to Kendall's Money, Marketing and Soul weekly articles visit www.kendallsummerhawk.com.

BIZNESS! Newsletter Issue 93

Sun, 08 Nov 2009 17:43:16 +0000

Free 28-pages PDF report (worth $38) - "Cool Business Ideas in 2009" - included with your subscription. Learn more here.

Three Simple Steps to Wean Off One-On-One Clients and Create Leveraged Income

Yes, you love your clients but honestly, too much one-on-one work can leave you feeling exhausted and strapped for time, plus it can limit how much you can make. You end up not only feeling burnt out but feeling broke, even though you're working plenty hard. When it comes to money and marketing.....

Continued in BIZNESS! Newsletter Issue 93 >>>

- Wearable Rock Guitar
- Bake and Tweet
- 99% DuoFertility
- Electric Urban Bike
- Step on It – The Foot Flush
- Olympics Medals from Circuit Boards
- SmartSponge

Continue reading these top stories in the BIZNESS! Newsletter >>>

- Close Too Quick and You Lose Profit
- Top 5 Twitter Pet Peeves
- Is Your Timing Keeping You From Being Successful In Your Business?
- Career Planning: How to Discover Your Dream Job
- Ways to Effectively Utilize Outlook to Increase Productivity and Save Time
- Enjoying Life: How Discovering Your Natural Skills Can Keep Things Looking Up
- Two Women Entrepreneurs, Two Ways To Deal

Continue reading these top stories in the BIZNESS! Newsletter >>>

Can't stand your demanding boss anymore? Start your own business! Before that, be sure to subscribe to our free informative newsletter. BIZNESS! is jointly published by CoolBusinessIdeas.com and GetEntrepreneurial.com What you get in BIZNESS! - the latest new business ideas, small business advice, business tips and info and entrepreneur resources. Everything you need for your brand new business!

Free 28-pages PDF report (worth $38) - "Cool Business Ideas in 2009" - included with your subscription. Learn more here.

Close Too Quick and You Lose Profit

Sun, 08 Nov 2009 00:00:36 +0000

It’s always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have “fallen into our lap” and bought quickly. For some reason, we can’t seem to forget the great rush that occurs from these new clients. I’m here to say that as good as the rush might be when we allow a sale to occur too quickly, we wind up leaving money on the table.

When beginning to talk with a new customer, the salesperson and the customer invariably have the intent of doing so with a specific product in mind. It may be any number of products you sell. The initial interest expressed by the customer always guides the discussion. Once the discussion turns to a specific product, the customer’s focus becomes even more closed to any other products. The real danger comes when the customer agrees to buy. At that moment, the customer feels the process is over, and their mind moves to something else, usually something totally unrelated to your business or products.

To avoid a situation like this, the salesperson needs to ask the necessary exploratory questions early to determine the customer’s other needs. By asking exploratory questions early, you are able to assess which additional products may interest the customer. If you wait to ask these types of questions until after the initial sale is complete, you will always be behind. This is the whole principle of not closing too quickly. You need and want enough time to explore and determine all of the customer’s needs.

What are exploratory questions? Exploratory questions generally are open-ended questions that get the customer talking. Questions may include asking the customer about their job and the types of benefits they receive in the job. A question of this nature is non-threatening and is likely to start a conversation in which the customer shares about the dynamics of their work, particularly the level of security they do or don’t have in their position. When a salesperson can get the customer talking and, more importantly, talking about items about which they do not feel secure, the greater the likelihood the salesperson can identify additional products that will alleviate some of the customer’s pain.

Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, “What other products or services would you be interested in?” Asking a new customer this type of a question before a relationship has been established runs the risk of alienating the prospect. Plain and simple, they will view you as a “hard-sell salesperson.”

Engage the customer in a non-threatening manner and that customer will be more likely to share information without throwing up defensive barriers. Keep your exploratory questions short and simple, so that that the customer can do most of the talking. Customers are much more willing to share key information in short segments rather than long drawn-out responses that more-complicated questions dictate.

Due to the wide number of issues the typical customer faces today, it is a privilege to be a salesperson in today’s economy. When you are able to assist a customer with multiple solutions, the customer feels at ease, and you have truly done your job. Building a solid relationship instead of going for the quick close just makes good sense when you are striving to build a long-term sales career. Begin today to incorporate exploratory questions into your sales process as a way of engaging the customer.

About the Author:

Mark Hunter, “The Sales Hunter,” is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on www.Twitter.com (TheSalesHunter) and on www.LinkedIn.com (Mark Hunter).

Top 5 Twitter Pet Peeves

Fri, 06 Nov 2009 11:36:04 +0000

I was speaking with a consulting client yesterday about using the social networks. This client is somewhat new(er) to social media, and is getting a fast-tracked education. :)

We got on to the subject of Twitter, and started talking about Twitter do’s and don’ts. While I know what my personal pet peeves are, I was curious as to what other tweeters thought. So, in a highly unscientific survey, I asked.

Here are the responses I got:

1) Lack of engagement

Several people cited this as a major pet peeve, where people follow them without trying to connect with them or find out more about them. This came up most often. It does seem that people really do want to use the social networks to connect.

2) Automated messages after following

This was the second most cited pet peeve. People feel like these messages are clutter and kind of clog up the works. From my perspective, if I follow you, you don’t need to welcome me. Just give me some good information (i.e. be a good tweeter) and I’m happy. Likewise, I am certainly thumbs down on all the direct messages about making money with Twitter, joining your Mafia family, and the like.

3) Spam and porn

This was the third most commonly cited Twitter pet peeve. People, in general, say they are blocking and reporting people who spam or send out pornographic links or tweets. There are some things which should be left to the imagination.

4) Too much tweet repetition

This pet peeve relates to people repeating their tweets. There are various services which let you set up recurring tweets, but the latest news is that Twitter is cracking down on accounts which make notable use of repeated tweets. This means that you can’t really “set and forget” your Twitter account without running a higher risk of suspension. I imagine that occasional repetition is fine, but just keep in mind that people want new information. Every tweet you send out has the potential to build your brand, so be original.

5) Too many hashtags or @ names

This means that people don’t want to read tweets that have too many labels or tags. They also don’t want to read ones which seem blanketed with user names. I, too, notice that I tend to glaze over when I read a tweet that references multiple users. Maybe the balance is to use names, but maybe 3 or less per tweet.

If you want to get attention, gain followers, and be more effective with using Twitter, keep these pet peeves in mind- and don’t do them.

Special thanks to my Twitter connections who contributed to this post:

@paganmomblog, @adamsherk, @Agotthelf

@jodhikavespa, @driveindustries, @mollyzmommie

@SchereLLC, @GAStroz, @AdaMarcom

(If you’re looking to connect on Twitter with people who add value and like to engage, follow them!)

Is Your Timing Keeping You From Being Successful In Your Business? Part 1

Fri, 06 Nov 2009 07:30:54 +0000

After being in business for as long as I have, there's one thing that never fails to amaze me -- the capacity entrepreneurs have to sabotage their own success. (Not to mention how creative those ways can be.) While there's about a million ways this manifests itself, here's one way I see popping up over and over again.

Is Your Timing Keeping You From Being Successful In Your Business? (Part 1)

And that's timing.

What do I mean by timing? I mean either entrepreneurs are moving too slow, and thus miss opportunities to make money, or they move too fast and are reckless and miss out on opportunities that way.

What's interesting about timing is it's not as clear cut as "one person moves too slow and one person moves too fast." What I actually see is entrepreneurs move BOTH too fast AND too slow. They just do it at the wrong times.

And where do I see this happen the most? When they're planning to launch a new product or program.

Here's what typically happens -- people will move WAY too slowly creating the product or program and will move WAY too fast to launch it. With the end result being they miss out on opportunities on both sides -- it takes them forever to actually get thing done (so they've missed out on money selling the product or program) and then they rush through the launch like they have a bunch of hungry vampires chasing them and they don't make nearly the sales they could have.

What REALLY should be happening is they should move quickly creating the product then slow down while launching it. That way, they get the best of both worlds -- they get the product or program to market faster and can start profiting from it sooner, and they take their time to work through ALL the launch steps so they wring as many sales as possible during the launch.

Now, there are variations of this. I have met people who are slow during the product creation AND launch, just like I've met people who whip through both as well. (And then there's another group of people who either never get their product done or they finish products and never actually get around to launching them.) All of these are sabotaging techniques, which is part of the reason why this is far more complex problem then would initially appear on the surface.

So if you suspect you might struggle with one or several of the above, what can you do? How can you stop it? And how much time do you REALLY need to launch? Well, I'm going to answer all those questions over the next 2 articles. Next week we'll look at why it takes some entrepreneurs so darn long to finish their product and how they can speed up the process, and the week after we'll cover racing through the launch process.