Take The 2-Second Why-You’re-Not-Rich Test

richI have to admit, I’ve been reading T.Harv Eker again. Yup, I’m forcing my hubby to listen to it, I’m talking to friends about it over coffee and I’m incorporating it into my sales conversations and it’s powerful. You think you’re spared from this as my blog reader? Not a chance.

In his famous talk (based on his book, which spawned an empire of training companies) titled Secrets of The Millionaire Mind dear Harv had even my eyebrows up when he made the audience (and me, listening in my car) take a test to determine what is holding us back from becoming rich.

Why Be Rich?

Being rich was never an ambition until recently. Until I learned that ‘I just want to be comfortable’ is the surest way to be UNCOMFORTABLE. That to claim to want nothing more than to cover my few luxuries is the fastest way to continual stress, strife and worry about money. I now know that if I were aiming at being rich, then I could probably get to comfortable but without even entertaining the thought of aiming higher, I was shooting myself in the foot.

If you’ve ever thought ‘money’s not important to me’, chances are you were in the same position as me. As Harv asks, if you said to your husband ‘you’re not that important’ how long would he be around? Same goes for money! Harv baby makes some compelling reasons to be rich. To live nicer and to provide better for your family is a big motivator. Another one is to give in a bigger way. Sure, we do what we can but imagine how much more you could do if you were truly rich.

Why You’re Not Rich?

If you’re already a millionaire and have 0 stress around money, I’ll excuse you and you can stop reading right here. If you’re not, then you can probably learn something from this.  The decisions I see being made by my clients every day are testament to why some are significantly more successful than others. As soon as you were born, you started filling your mental filing system with information to base your future adult decisions on. This info you stored away is the source of your decisions around money and your business.

I can see when clients will continue to make bad decisions for their business based on files that were downloaded to them by people who themselves had no money or no success around money. This is the single biggest reason why they are perpetually in the same miserable cycle of never having enough money.

The Test

So if you’re ready for it, here’s the test: Write down what you think  you’ll be making at the end of the year, say $300 000. Now put a 0 next to it and say to yourself “I’m going to make $3 000 000″. What is the first thought that pops into your head? For me, it was “I’ll have to work too hard”, for another friend it was “That’s impossible”, for another it was “I don’t need all that money”. Whatever thought first popped out for you, that’s the belief that’s in your filing system and every decision is made by that thought. Isn’t that scary?

So re-consider your files that cause your relationship to money and no matter what kind or level of business you’re in, you will benefit from accessing mental money files of more successful people than you.

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk


How a Multi Level Marketer Sold Me in 1 Minute

greatsaleswomanAdmit it, most people (who don’t sell multilevel marketing-MLM products themselves) shudder in dread when they meet an MLM peddler. Even though I have had clients who WERE multilevel marketers, I have to admit to being one of the shudderers.

Until I met Janet from Arbonne. Then everything changed. During her 2 minute networking self-introduction, Janet started talking about her bout with breast cancer a few years ago. She talked about how she linked it to a cream she was herself marketing as a pharma rep and the chemicals that were in it. Then she talked about how she found another cream under the Arbonne brand and how she credited it with saving her life.

A room full of mostly men and I, the world’s most jaded marketer were riveted to Janet and her story. Janet then went on to talk about what made her an expert in all matters chemical and skin and that’s when she SOLD me. My darling 4 year old’s hands looked like dishwasher hands because of the cold. Every cream I tried was burning him so I thought, who better to have the solution to my pain that a skin care ‘expert’ with a product line of pure and natural creams at her arsenal?

This is what I learned from Janet and I hope you will use it in your own marketing.

You Are Selling Your ‘Why’

When Janet talked about why she sold Arbonne and how she came to know the brand, it was completely compelling and believable. Why do you do what you do? Talk about it all day and everyday. Everywhere.

Stories Capture Better Than Facts

Janet’s deeply personal and agonizing story was immediately more captivating than any facts or figures she could’ve thrown at me. It was very compelling and left a big impression. What stories should you be telling?

Focus On One Area

The biggest downfall of most MLM reps is that they are literally trying to sell the entire line of products, from weight loss to anti aging to athletic performance to baby skin. Janet was focused on skin. That’s all she talked about and that’s the product that she showed us. Are you focused or are you a generalist like EVERYONE else?

Position Yourself As An Expert

Janet’s story made me believe that her background and experience in the pharma world made her something of an expert in that topic. So I ran upto her and asked for her advice. What are you an expert in that people run upto you to consult with?

When I’ve resisted buying a product for years from hundreds of people I have known who sold it and a person I don’t know from Adam is able to sell it to me in 1 minute, I know that she’s got something special going on. Get your groove on, follow this game plan and get out there. I’m going to do the same!

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk

Rather Have Your Nose Hairs Pulled Out Than Do This?

nosehairsPaints a graphic and painful picture, doesn’t it? Well if you feel this way about doing research to fine tune your marketing, then you know exactly what I’m talking about.

If you don’t even know what I’m talking about because you’ve never once done market research to grow your business, then you’re in worse shape than I thought and need to laminate this article.

Why Research?

Research is the only way even big companies like Pepsi and Pizza Hut and Playtex (where I worked at as a young gal) know of to figure out what they can sell people, who can be their ideal client, where they can find them and what strategy they should adopt to reach them. One of the first things I do with a new small business client who is trying to grow their business is market research. If you’re running your business on assumptions and wondering why it’s growing too slowly for your taste, I suggest market researching some of those assumptions and seeing where you get with your insights.

What’s So Hard About It?

In small business, research equals talking to people. Horrors, it might even mean talking to people you don’t know. This kills some entrepreneurs because they’ve become accustomed to speaking only to people they know or who are referred to them. If you are one of those who would rather have your nose (or any) hairs pulled out rather than call strangers to find out more info, then you should maybe think about showing up at an event where you’ll have a chance to chat with a target group that you’re researching and engage in an information exchange at the bathroom or at the buffet lineup.

Cold Calling Brrrr

If you can get your head around cold calling though, there are tried and true methods to asking questions that will get you better results than others. Cold calling is much better when you warm it up by telling the person how you came to know of them and by offering something of value in return for their info such as sponsoring their charity or doing a free lunch and learn etc. The main point is that without the information you’re trying to get, you have no real plan. So you can either man (or woman) up and wear a fur coat while you’re dialing for info or ask your own networks if they know anyone in your target group to hit with a few questions.

Death By Survey

Another beloved yet overused set of tools to use for researching your market and determining your strategy is doing electronic surveys through surveymonkey.com or constantcontact.com .  One downside to this is the difficulty there is to reach the exact target that you’re trying to get answers from. Another is if you don’t have a large database of people to send this survey to, you’re not going to get enough answers to make a meaningful conclusion. However, heed my words that any research is better than none and sometimes electronic surveys hurt less than having your nose hairs pulled out.

At the end of the day, if you are not researching your customer’s needs, your competitors’ strengths and the market trends, you are a caveperson sitting silently, waiting for customers to line up outside your cave and it’s just not going to happen.

Get out there, get researching and grit your teeth against the pain of having to do it because it is well worth it.

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk

Is This Going To Be A Waste Of My Time?

wasteoftimeNo, I wasn’t thinking this before a date or anything.

However, it is THE question that I ask myself every time I think about signing up for an event, a networking group or a seminar to grow my business. As a marketing coach for small business development, it’s also a question I hear from a lot of my clients.

So here are some signs that YES, it will be a waste of time to invest yourself in an event:

Every attendee has a free email address

I once called the organizer of a networking group and asked what kind of businesses were going to be present. He couldn’t really even tell me because much to his frustration, most of the emails on his list were Gmail’s. I hung up promptly after thanking him because in my experience, a business that still uses a free email address isn’t really professional or big enough to be my target. No matter what your target, I might argue the same for you.

The group is being run by a person who doesn’t fit your target client profile

When a networking group is being run by an individual or if an event is being put on by an organizer, I always check out who that person is. An example is a recent group I looked into where I saw that the founder and organizer of the group was a big player in the industry of real estate. When I looked further into the list of other members, I saw that mostly mortgage brokers and insurance agents were present. This didn’t fit my target client who is a 6 figure service based consultant or coach so I moved on.

The venue wouldn’t normally be frequented by your target client

In my Public Speaking seminar, I talk about the hilarious story of how I presented management skills to a group of mostly retired members of a management association at a pub. It turned out that that particular chapter of the association had morphed into a social club. I learned from then on that the kind of venues that my target client goes to is more in the vein of expensive boardrooms, private members clubs and high end meeting rooms. Not a pub or a bar or a restaurant. That’s what MY target client does. What about yours?

The fee for the event isn’t typical of what your target client would expect to pay

Since my target client is an established business owner, I am very leery of events that are free or almost free. I now find that my potential clients frequent high priced ticket events such as industry awards, galas or annual general meetings of their association. Conversely if your business targets are startups or a lower economic bracket of the population, you would WANT to frequent the free or almost free events.

So if you don’t have an answer to this question of ‘is this going to be a waste of my time?’ first make sure that you’re crystal clear on who your ideal target client its, then consider the above factors in making your decision. The last thing I want you to be doing is wasting your precious small business marketing resources.

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk

My 2014 Un-Resolutions

unresolutionsAs a small business owner, 2014 is my year to be different. It’s my year to be bolder and better. With one big difference: I’m not going to stress about it.

Here’s what I think about New Year’s Resolutions: they stress people (me) out. After all, resolutions are stakes in the ground and vows to yourself right at the beginning of a fresh new year.

I’m going to do it differently this year, instead of this once a year promise to myself, I’m going to make an every day promise. Here is what I promise to do every day of the next year:

Be Myself More

If ever I am afraid to offend, look stupid or unprofessional by saying what I think and doing what I want in my business, I’m going to push myself to be kind and be myself. I will not take on clients who don’t want fast growth. I will not allow complainers and finger pointers in my life.

Laugh More

If I have learned anything in business and in life, laughing connects, it cures and it sells. It is integral to keeping my sanity and my edge in business. Laughing with, at or in any capacity is going to be a huge part of my new year, every day.

Zag Where Others Zig

I’ve already talked about the importance of being different for any business. Well this year, every day I’m going to add something different to my coaching programs. A twist of something I’ve never seen to my keynotes. Tell a new story. Change my website so it doesn’t look like any other coach’s. Stay tuned folks, it’s going to be so much fun.

Give More Value

This year, every day I will think of new ways to take the stress off small business owners’ backs and come up with ways they can improve their marketing tenfold on a shoe string. I’m going to keep on inventing crazy things like the Clientometer to help them go out and get more clients.

Be More Visible

If 2013 was the year I was going to be on TV (which thankfully it was), 2014 is going to involve even more visibility! I am going to be talking non stop to anyone who’ll listen in person at a networking meeting, on video, in print or on TV about how to niche and how to market their small business. Oprah, here I come!

I would dearly love to find out what you’re going to do every single day in 2014. Drop me a line and let me know, maybe I’ll copy you.

Need more chicken soup for your biz? Follow me on Twitter, friend me on Facebook, watch me on YouTube or connect with me on LinkedIn –and let’s talk