Looking for Leads? Ask your neighbor.

Who doesn't need more leads? We all need to look at lead generation as our #1 priority.  In a down economy, generating sales leads is the key to survival.  The future of our business depends on it and all it takes is a walk around the block!  What I mean is we all have a virtual gold mine of opportunities right in our own communities.   Recently one of my client, a small business owner,  told me he was having difficulty generating new leads for his company.   When I asked him how he was looking for those leads, he explained that he had purchased a list of phone numbers for homeowners in his county, and had given it to his assistant to call when she was not busy with other tasks.

Now I could have spent the rest of our coaching session on writing and practicing a script for his assistant to use - I knew she was basically going to say something like, "We are XYZ company, this is what we do....  Do you need us?"  But my real objective was to help my client understand the power of true lead generation and networking by personally reaching out to your own neighbors right in your own community.  It was time to be more direct.  And I know these suggestions work because I have seen the results.  I am not in favor of buying leads.  Those leads are anonymous.  We do not know each other.  They are ice cold.  And I know from experience that people will do business with people they like, people they have come to know, people they trust to bring value.  How can you possibly convey all of that in a 3 or 4 minute phone call to a group of people you have no relationship with?

This is why networking within your own community can be so powerful.   These are people you know; people you have some common interests with.  People, like you who want to keep business local.

So here are just a few of the ideas I shared with my client recently:

• Get out and walk!  (or hire someone else to do it!)Walk your neighborhood(s) or hire someone to blanket your area with postcards or brochures in mailboxes.  Or use door hangers — those die-cut flyers that hang on doorknobs — instead. They are one of my favorite promotional items, because homeowners can’t miss them.   Think about a special offer to promote.  If you offer something irresistible, like a free yard clean up or a free Pilates class, people are far more likely to respond.
• Network locally. Community organizations like the Rotary or Lions club  and business networking organizations like your local Chamber of Commerce, offer excellent platforms for finding sales leads.  So can community activities like fairs and expos as well as religious institutions and your children’s schools and athletic teams.
• Put your name on the back of shirts. In other words, sponsor local sports teams, events, charities and causes.   These traditional strategies still provide good lead-generating returns.   Even in this age of electronic marketing, they have not outlived their usefulness.
• Ask non-competing companies in your area to exchange their customers’ contact information with you. If you specialize in wood floor re-finishing, meet with a General Contractor for a cup of coffee to brainstorm ideas on helping each other through referrals.
• Teach a class at a local adult school or community college. This is a great way to get out and meet people in the community and share your knowledge.  Demonstrating your expertise makes you more valuable.  Just be sure to make it an educational experience full of value added content not a sales pitch!
• Ask your vendors and suppliers to recommend potential customers. The wider you spread your net and ask for sales leads, the greater your chance of identifying likely prospects and making sales.

Looking for Leads? Ask your neighbor.

Who doesn't need more leads? We all need to look at lead generation as our #1 priority.  In a down economy, generating sales leads is the key to survival.  The future of our business depends on it and all it takes is a walk around the block!  What I mean is we all have a virtual gold mine of opportunities right in our own communities.   Recently one of my client, a small business owner,  told me he was having difficulty generating new leads for his company.   When I asked him how he was looking for those leads, he explained that he had purchased a list of phone numbers for homeowners in his county, and had given it to his assistant to call when she was not busy with other tasks.

Now I could have spent the rest of our coaching session on writing and practicing a script for his assistant to use - I knew she was basically going to say something like, "We are XYZ company, this is what we do....  Do you need us?"  But my real objective was to help my client understand the power of true lead generation and networking by personally reaching out to your own neighbors right in your own community.  It was time to be more direct.  And I know these suggestions work because I have seen the results.  I am not in favor of buying leads.  Those leads are anonymous.  We do not know each other.  They are ice cold.  And I know from experience that people will do business with people they like, people they have come to know, people they trust to bring value.  How can you possibly convey all of that in a 3 or 4 minute phone call to a group of people you have no relationship with?

This is why networking within your own community can be so powerful.   These are people you know; people you have some common interests with.  People, like you who want to keep business local.

So here are just a few of the ideas I shared with my client recently:

• Get out and walk!  (or hire someone else to do it!) Walk your neighborhood(s) or hire someone to blanket your area with postcards or brochures in mailboxes.  Or use door hangers — those die-cut flyers that hang on doorknobs — instead. They are one of my favorite promotional items, because homeowners can’t miss them.   Think about a special offer to promote.  If you offer something irresistible, like a free yard clean up or a free Pilates class, people are far more likely to respond.
• Network locally. Community organizations like the Rotary or Lions club  and business networking organizations like your local Chamber of Commerce, offer excellent platforms for finding sales leads.  So can community activities like fairs and expos as well as religious institutions and your children’s schools and athletic teams.
• Put your name on the back of shirts. In other words, sponsor local sports teams, events, charities and causes.   These traditional strategies still provide good lead-generating returns.   Even in this age of electronic marketing, they have not outlived their usefulness.
• Ask non-competing companies in your area to exchange their customers’ contact information with you. If you specialize in wood floor re-finishing, meet with a General Contractor for a cup of coffee to brainstorm ideas on helping each other through referrals.
• Teach a class at a local adult school or community college. This is a great way to get out and meet people in the community and share your knowledge.  Demonstrating your expertise makes you more valuable.  Just be sure to make it an educational experience full of value added content not a sales pitch!
• Ask your vendors and suppliers to recommend potential customers. The wider you spread your net and ask for sales leads, the greater your chance of identifying likely prospects and making sales.

Personal Growth on Purpose

When you think in terms of your personal growth are you intentionally seeking opportunities or are you waiting for life to just unfold and somewhere in the process you expect to grow?  Are you creating a life for yourself by design or default?

Stop Surviving and Start Thriving

Are you just surviving right now?  Or are you focused on thriving?  Thrivers are constantly focused on ways to reinvent themselves and be successful regardless of adversity or negativity that might be around them.

Yes times are tough.  For some of you it has never been so tough.  There are a lot of things that are out of your control.  The market, the economy, the national debt and even the weather.  But what IS in your control is how you choose to think and act and respond to these outside elements every day.

Here is what I know ... I live to thrive, not just survive.  I believe in the power of positive thinking and that does not mean that I am not realistic or just sitting on the side lines thinking my way to prosperity.  Thinking is only the first step.  Then comes action.  I work to understand the world I live in with all of its challenges and then I take what I learn and form my strategy to live and work at my best so that I can thrive. 

Thrivers are extraordinary people with great expectations for themselves and they believe in positive outcomes.  Thrivers do not make excuses, they make waves.  They don't hide out, they stand out!  Thrivers love life and welcome change, because they know change is the only way to grow.

Here are some of my tips to help you stop surviving and start thriving:

1.  Refuse to participate in the negativity.  Regardless of what it is.  The recession, the gossip, the nay saying.  Remain clear of your own personal goals and vision for yourself and your business.  Stop watching the news.  Believe that you can be successful right now despite the state of the economy.  Stay positive, work hard and focus on taking actions to grow your business.  Focus on business as usual and while others allow fear to paralyze them you will charge forward and move ahead of your competition.

2. Stop letting someone else judge the possibilities of your own life.  One of the biggest Why's I have for being a Coach is the desire to help as many people as I possibly can embrace and believe in their own potential.  We are capable of doing great things if we just give ourselves the chance and stop making excuses for why we can't.

3.  Come from a place of contribution.   Your success in life depends on it.  Look to make a positive impact on someone else's life every day.  Take yourself out of the equation more often and focus on what you can do for someone else.  Raise people up and help them get where they want, you will move forward automatically.

4.  Be accountable.  I will say it again, stop making excuses and you will start living.   Be accountable to who you are and what you want to be.  Take 100% responsibility for your thoughts and your actions.  Rather than pointing the finger else where when something goes wrong, take an introspective look at how you might have been able to change the outcome if you had changed the way you handled it.  Now of course we can be accountable to the things that we have within our power to change. 

5.  Become a magnet  Specifically become a magnet for the things you want more of in your life.  Such as opportunity, clients, business, money, positivity, peace, love, etc.  Focus on what you want.  Do not spend time thinking about the things you don't want.  Your thoughts give power to those circumstances so thinking about your debt or lack of business right now only gives that situation more power because you are focused on it.  Instead focus your thoughts on ways to have or gain more business or income.  That will start a positive flow of creative ideas to help you have what you want and that energy is what will attract those opportunities to you.

6.  Know and understand your BIG why.  Why do you get up everyday and do what you do?  Thrivers know why and that knowing is their fuel.  I encourage you to take at least 30 minutes today and get in a quiet place with a pen and some paper and really think about your Why.  Why do you do what you do?  Why is it important to you?  Why do you want it and more of it?  Discovering your Why is how you stay on track towards your goals.  Every goal has a deep why behind it.  Taking the time to understand it and write it down will give new meaning and purpose to what you want to accomplish.

I hope this short article has started a thought process for you.  Ask yourself at least one question:  Who have I been lately?  A survivor or a thriver?  

Survivors are cautios, and tend to think in a narrow way.  Survivors think the world is an unfavorable place and their future is very uncertain. 

A thriver, however  is someone who thinks in big and positive ways, striving to solve problems and be courageous.  Thrivers think out of the box and believe that any goal worth having has to start with a dream.  Thrivers take action and work at it every day.  Thrivers look to support and empower the people around them.  Thrivers are blazing trails and only looking forward with a sense of anticipation and excitement for what the future holds.

And thrivers never give up.

Thinking of starting a business?

Do you have a great idea for a business, but not sure how to turn that dream into a profitable business?  The first step to all things great, is certainly a dream however, starting a business takes more than that.  You need to have some money to get started, a creative and comprehensive business plan, perhaps employees and it might be necessary to contact an attorney and/or accountant.

Sounds scary?  It doesn't have to be, as long as you plan well.  Here are a few things to consider:

1.  Are you "in it to win it".  Starting your own business requires deep commitment, dedication and a lot of patience!  Make sure you have really thought this through.  Are you ready to get to work and perhaps make some sacrifices?  Do you realize the amount of time it will take to establish the business and really get it to a profitable state?  Do you have another source of income in the meantime?  These are some of the most important questions to ask yourself before you take the plunge.

2. What is your plan? A good business plan will detail the current structure of your business, the plan for its growth and a way to develop further opportunities.   While business plans will vary from business to business, a well-formed business plan will serve as a guide to help get your business up and running.   Your plan should continually evolve and be influenced by factors such as the economy and sales growth.  Most business plans consist of an executive summary, a description of the business, a marketing and distribution plan and financial and sales projections.

3.  Don't go it alone.  Don't start your business without the proper help.  Seek the advice of qualified professionals like successful entrepreneurs, coaches and mentors.  These people can give you insight and important information that can save you a lot of time, money and even heartache down the road.

4.  Location!  Location!  Location!Where do you want to establish your business?  If you service walk in customers, what kind of building is suitable?  What town or county do you want to be in?  What kind of money do you need for rent, expenses, etc?   What is most convenient for your clients?  Where will your office be?  How will it be set up?

5.  Finances What are your start up costs?  Many new business owners underestimate the amount of money needed to get their business off the ground.  It is really impossible to start a business with no cash investment.  There will always be things you need and you will always need a way to fund them.  First step is to make a list of all projected expenses from business cards to computer systems.  Once you have an idea of what you need and how much it will cost, the next step is to figure out a way to fund it.  Some ideas for funding include your own personal money, investors, a loan from the bank or perhaps a grant.  There are a lot of grant opportunities available from the state as well as private sources.

6.  Legal Matters What is the legal structure of your business?   Will you operate as a sole proprietor or will you be forming a corporation?   Should you be a LLC or an S corp?  An attorney can help you sort out the details in order to make the right decision.

7.  Pick a Name Unless you plan to operate as an independent contractor the name of your business is extremely important.  It is the first step in establishing your brand, so pick a name that suits you and your product or service well.  Once you have a name, protect it; so the next step is to legally register it.  Your registered name must appear on all government forms and applications, including licenses and permits.

8.  Get a tax ID number All businesses must pay federal, state, and sometimes local taxes. Most businesses will need to register with the IRS as well as state and local revenue agencies to request a tax ID number or permit to determine what taxes you owe.  Consult with an CPA if you have any questions regarding your taxes.

9.  Licenses and Permits Depending on the type of business you plan to operate, you might need a license or permit on a federal, state or local level.

10.  Know your BIG Why Operate your business with passion, clear intention and a deep understanding of your BIG why or purpose.  Your purpose is what will keep you going everyday.  Your passion for what you do will help you leap out of bed every morning to embrace what comes.  It will give you the fuel you need so that you are not living to work but rather working to live.

5 Tips for Greater Focus

While the things you need to do in any one day gets bigger, realize you only have so many hours in a day to do it all.  The other thing to consider is how well you can focus on what truly needs to get done.  The ability to focus on the priorities will make all the difference.

Here are 5 ways to increase your focus:

1.  First comes clarity then comes focus.In order to have greater focus you must be crystal clear on what needs to be done and what is important to your current plan for life and work.  Making clear decisions on what your goals need to be will help you develop a better process on how to get there.

2.  Simplify your environment.  Your environment is crucial and it should support you and your goals.  From the comfort of your chair to the clutter on your desk.   In order to be more productive recognize the impact your environment has on you.  Your environment consists of those physical things like space and lightening and it also includes external elements such as people, piles of paper on your desk, phone calls, emails and other stimuli that can distract you from what should be your focus.

3. Stop Multi-Tasking Chronic multitaskers may have weakened their ability to focus.  The truth is that multi-tasking is a myth!  We really can't do more than one thing at a time and do it well.  Set aside a block of time to handle each item on your to-do list and focus on only that task until it is done, then move on to the rest.

4. Don't Make it Too Easy Sometimes we give up on difficult tasks or avoid them all together in order to escape to something easier.  Instead realize that a project or task that  takes mental energy, critical thinking and creativity or effort is not only going to be somewhat "painful" but it will also more than likely have a positive and maximum impact on you and your goals which means it will allow you to grow both personally & professionally.

5. Take breaks!  Yes, sometimes the key to getting more done is to take a short break in between tasks.  Most of us can only work and concentrate for chunks of time and then we need a little time to rest.  Some ideas for "break time" might include taking a walk around the block, or reading something inspirational or eve just to step away from your desk for a few minutes.

10 Quick Tips to Be Successful with Facebook Marketing

1.  Create a business page to promote your business. Profiles are meant for individuals, pages are meant for businesses. These pages have different features to them that make them incredibly more valuable for a business.  A business page is public, no one needs to ask to be your "friend" the page can be "liked" by anyone allowing more exposure for you.  The things you post on your business page can be shared by your "fans".  Also, business pages come with analytics on engagement so you can understand your reach and marketing effectiveness on Facebook.  A business page allows easy access, participation and visibility.

2. Be Social - Social media, especially Facebook is a natural match for sales people who want to reach more people to do business with.  Businesses can thrive on word of mouth advertising, relationship building and active participation.  Facebook allows you an opportunity to share your excitement about your business.

3. Be Engaged - Be there and be there often.  Participate in conversations because Facebook allows you to network, prospect, build relationships and market your services to new customer opportunities as well.  Engagement is regular interaction with the people you are connected to on Facebook.  The biggest draw to Facebook is the fact that it is interactive and information is constantly changing through the news feed; so be a part of it.  Don't just focus on what you can say through your status updates but spend some time to "work the room"; peruse the news feed and see who you can interact with.

4. Provide good content - Once you create your business page; go beyond the social aspects and provide good, valuable content.  Share articles on topics that relate and support what you do for a living.  The articles can be blogs you have written or you can share articles from others.

5. Use video - Video is a hot way to add a new dimension to the content you share on your Facebook page.  You can create powerful, relevant content with video such as a short 3 or 4 minute video blog (people love to watch what you have to say rather than read it sometimes) you can also record video testimonials or "how to" videos to highlight your product or service. 

6.  Update often- They say 98% of all interaction on Facebook happens in the news feed.  Which means most people are not going to visit your page directly unless you catch their attention by posting often so they see your update in the news feed.

7.  Make it interesting - Share a variety of information so that your audience is looking forward to your next post.  If you update your business page with interesting content, your users are more likely to engage with your page, and remember their interactions can be seen by their networks, which allows you more exposure!

8.  Don't turn off your wall - Facebook is SOCIAL media marketing!  It should allow for interaction and you want that if you are looking to cast a bigger net and gain more clients.  Turning off wall posts or comments on your page is like saying to your customers, I don't want to hear what you have to say.  Should someone say something negative on your wall you can choose to respond or even delete the comment.

9.  Don't Sell on Your Page - I know I sound like I am contradicting myself right now, but what I mean is use the power of Facebook to engage and make connections to build relationships that will lead to sales opportunities.  But to sound like a commercial everyday; "buy what I sell" or "use my service" will lead to eye rolling and avoidance.  Instead show me who you are and why you are someone I might like to do business with.

10. Stay Focused - Facebook can be a powerful tool in your marketing plan but it can also be a time stealer if you let it!  Time block 15 minutes in the morning, 15 minutes in the afternoon to network and post on your page.  Save nights and weekends to chat with friends and look at the pictures of your niece's dance recital.