Years ago, I learned something from my mentor that
has proven to be more valuable than most other things.
I’ve used this specific thought process to ‘fix’ many
businesses and get the cash flowing again rapidly.
Here’s this nugget of wisdom in it’s simplest form:
The amount of money you make is in direct proportion
to the number of offers you make.
That’s it, simple, yet profound.
In every instance, in every situation when I start working
with a client that isn’t hitting their revenue goals, all I
need to do is evaluate the number of ‘offers’ they are
making on a daily, weekly, monthly basis and right there
I find the problem.
So if you’re finding that you’re not hitting the revenue
numbers you’d like, ask yourself (and be brutally honest)
‘how many times a day am I making an offer to someone?’
Are you on the phone asking people for their business?
Are you running webinars to promote and sell your services?
Are you doing live presentations?
Are you emailing people asking for their business?
What are you doing to make an offer?
See, when you make an offer there’s only 2 things that can
happen, 2 and ONLY 2.
1. They can say YES, I’ll take it.
2. They can say No.
But even the ‘No’ will often times turn into a ‘yes’ later on
IF YOU’VE MADE THE OFFER IN THE FIRST PLACE!
Of course NONE of this can happen if you don’t make the
So today’s lesson: Make a SHITLOAD of offers, and you’ll
make a ton of money.
Being a man that practices what he preaches, I’ve got an
offer for you. Right now I’m offering to do no charge
strategy sessions for REAL business owners who are doing
more than 100k a year in sales and want to get to the 100k
a month level and beyond.
If you think you’re ready for some no nonsense, clear thinking
go ahead and sign up for a strategy session with me by clicking this link.
I look forward to talking with you.
Yours in profit,
P.S. Clear thinking is responsible for more business success than
everything else combined. If you’ve become clouded or ‘stuck’ in
your business, then a strategy session with me might be the
exact thing you need to get ‘unstuck’ and moving again. Click here to schedule yours now.
For a million reasons, a website is a good idea. It gives your business, your brand, and your marketing a starting point. How does yours rank?
A website is more than a couple of pages with pictures. Unless your business is website development (and in most cases, you still need a LOT of help understanding what makes a website CONVERT visitors into buyers), getting help with your website is a good idea. My business is helping entrepreneurs structure their business and align marketing and business practices to make good money. I have not yet met a client who was not interested in making better money—and a good website is a smart place to start.
You have a website—now what?
The chances are good you already have a website. An employee, consultant, or maybe even a friend helped you get it together. Until you have time to optimize the site—it will do. So what does “optimize” mean?
Optimizing a website means different things to different people. Basically, it means making the most of your digital real estate. That is everything from the look and feel of your site, to the tools you use to analyze visits and conversions. Here are some steps to re-approaching your website as a marketing tool, and a placeholder in the digital world:
Whether it is website construction, content, or social media maintenance, many small business owners make the mistake of trying to do it themselves. As I have said before—do not spend time learning something you do not want to do every day. If designing or writing high-end websites is your business—learn the ropes. Otherwise, do not spend every day trying to figure out how to keep your Facebook feed fresh—pay someone good to do it for you.
Talk to friends, get references, and find consultants or freelancers in the business of website design, social media, or blog maintenance. Use your resources, instead of taking your own time from the business tasks that only you can—or want—to do.
Effective marketing means more than a well-built and maintained website—but it is a good place to start.
When you are interested in making better money doing what you love—call me at 585-633-7563.
Yours in profit,
Marketing is all about generating solid client leads and conversions. We’re in this to build business, right? Sometimes marketing is also about knowing when to let a client go.
If you are a small business owner, you probably have—or have had—clients that just did not work out. For their reason, or yours, it was not a good relationship. My business is helping entrepreneurs craft a business that makes them real money.
Good reasons to let a client go
Client issues are different depending on your position in the business lifecycle. If you are a start-up, stretching services, straining your finances, and delivering the impossible may be your idea of landing a client. Established entrepreneurs may have clients on board that are not returning profit, compared to time needed to maintain their account. How do you know when to cut a client loose?
I have been where you are. Struggling with several businesses, it took me a lot of effort until I hit on a business strategy that worked—no matter what business I took on.
Today, I help clients with strategies for value, pricing, marketing, and production to create strong—profit-producing—small business enterprises. An important part of running your business is learning to recognize the clients that support your bottom-line. Consider these tips for identifying problem issues with clients—or potential clients:
Many small business owners recognize these clients, but fear turning them away, or letting them go, for financial reasons. Give yourself permission to choose the clients who really need your services, and who support your steady success—like you support theirs.
When you need to develop clients who appreciate what you have to offer—you need a marketing plan that delivers. Call me at 585-633-7563 to kick-start the right kind of client development for your company.
Yours in profit,
Thinking about starting or relaunching your business? Both require serious consideration and a long-term plan.
Every year small business owners start, relaunch, and sell businesses. There are a million reasons why. I work with entrepreneurs to start and grow their businesses with the aim of turning a profit. A big profit. When you make more money, you can offer the service you want—at the price that sustains your lifestyle choices and family.
Starting up—five things to know
When considering starting your own business, there is a lot of work to be done. There are resources that can help you with the basics, and you need to give careful thought to questions like:
These are just a few types of value that make you different from the also-rans. Your value proposition can make or break your business—make sure you know the reason people would want to spend their money on what you have to offer.
These are the types of questions I work over with entrepreneurs. Make sure you know these metrics inside and out before you invest your money, time, and a good chunk of your life in a new business.
Do you need to reboot?
Relaunch, pivot, and rebrand are all words used to discuss actions needed when you hit a wall—or a profit plateau—with your business.
Let’s say you have a moderately successful business—or you are just getting by. The numbers still look decent, and you want to stay with the business you built—but you are not making enough money. A lot has changed since you started your business and you have no idea how to make the most of the financial, marketing and social media tools now available to you.
Consider these points when you need a fresh start:
Whether starting new—or starting over—think about the reasons to be in the business you are in. Ensure your own personal and financial interests are strong enough before making commitments to move your ideas forward.
When you need help with a start-up, or refining your business plan for a relaunch, call me at 585-633-7563.
Yours in profit,
Whether your business is a start-up or long-established, you need the most from your traveling time.
Like you, I am an experienced traveler. For business, and for our Marketing Automation Group Live Events, I travel routinely all over the United States. I enjoy travel, especially when I can build in value—wherever I am.
On the road: Tips for busy entrepreneurs
At the end of summer, and as the back-to-business vibe kicks in, it is worth revisiting whether you can get a little more time for you—or your business—on days you are traveling. Consider these ideas when you want to get where you are going, a little easier:
Expedited screening: When traveling by air, you spend a lot of time waiting. Reduce the delay by registering for programs like TSA PreCheck, Global Entry, and other fast-lane programs. Choose the service that suits your travel habits or geographical location.
No expedited screening service guarantees that you may not occasionally be asked to step out of line and move through the usual security process. That said, you can save real time by taking advantage of programs that move you through security lines faster. Otherwise, try to wear shoes without laces.
Loyalty or not: Frequent flyer and other rewards cards just ain’t what they used to be. Because small business owners depend on affordable air travel, paying attention to these shifting, and sometimes shifty, programs is essential.
Delta Airlines recently changed the base of its popular SkyMiles reward system from miles traveled to dollars spent on airfare. Obviously, if you get a less expensive seat, correspondingly, your benefit goes down.
For any airline rewards, check the fine print. Because reward programs are changing, consider redeeming miles, and know the credit card cash-back benefits tied into airline points before applying. Remember that loyalty programs have nothing to do with loyalty. Manage frequent flyer miles with AwardWallet, TripIt, or other apps.
The devices: Make sure you charge all devices before you go, keep chargers with you, and carry small back-up charging devices. That said, the big risk for entrepreneurs traveling abroad is compatibility and security. If you travel often, you already know what your carrier provides. If you don’t already know—it is time to find out.
Information security, when traveling, is paramount. Some clients I know take temporary or blank devices when they travel. Many companies issue travel devices that are secure and wiped clean of proprietary and sensitive information. When traveling, consider these tips for devices that carry highly-sensitive business and personal data:
Quality work time while traveling: When flying, pay attention to layovers. Sometimes less is not more. Airlines are boarding 45 minutes before flights now, making it a tighter squeeze if you face a one-hour layover. Layovers offer focused work time if you packed what you need, and prioritized the work you can do ahead of time.
Best for last—traveling can get you business: While you already have a business agenda, and a client to meet on your trip, consider business opportunities along the way. In coach, or business class, be friendly, engage seatmates, inquire about their business, and talk about yours—if they are interested. While waiting in line at restaurants, events, or conferences, any time is a good time to strike up a conversation with another business traveler. Endless stories are told of serendipitous meetings on planes, during delays, and in long lines that result in ongoing business, and even partnerships.
Most small business owners travel at one time or another. Plan ahead to make your trip as easy—and productive—as possible. The goal is enjoy the road, and achieve your business goals.
When at home, or while traveling, time means money. When you want to get more value for your time and more money in your pocket, I hope you will call me at 585-633-7563.
Yours in profit,
Do you have a great idea? Do you think it will sell? How do you produce, market and manage your product or service? And how can technology help you? These are all basic questions that challenge every small business owner.
I got my start in small business with an auto repair shop. Plus, I have always been a computer geek. Along the way, I put the two together, and with a lot of hard work, I built businesses with revenue in the millions—by combining traditional business concepts and technology.
Small business owners and tech
A lot of small business owners are dedicated to delivering old-fashioned value and service to their customers. I work with a diverse group of clients who come to me when they have tried everything to get ahead, and are either falling behind, or just not achieving the success they want. I know—I’ve been there.
For me, a turning point arrived when I began to deeply understand the customer lifecycle, not just the single sale. By adding technological solutions to my traditional understanding of business concepts, I achieved success. And now I work hard to offer that opportunity for financial success to each small business owner I work with.
Technology, when used correctly, can help you allocate your time better, offer greater value, save money—and make you money. I use appropriate tech to create personalized, high-touch marketing campaigns and back-office tools that build my brand and extend my reach.
Trends in marketing tech
For me, a high quality customer relationship is a key differentiator. I want my clients to know they matter, and that I value their business. A lot of the time, my go-to method for personalized, old-fashioned client care is technology.
In 2014, Salesforce, a cloud computing company, sponsored a Forrester report on one-to-one, or personalized marketing. The survey queried more than 150 marketing decision makers in a variety of businesses, including leisure, retail, healthcare, financial services, and others. Trends identified in the report include the following:
Together, old fashioned customer service, and meaningfully deployed marketing automation are critical to the future success of small business entrepreneurs.
Trends in IT for entrepreneurs
In the back-office, there are IT trends that business owners cannot ignore. Consider these points about small businesses and technology from the Harvard Business Review:
The model of traditional business has changed, but not traditional values. Do you have an unbeatable offer? Do you have the right technology and workforce in place? How about your business plan? When you know you can succeed, but you do not know what to try next—call me, I can help. My business goal is to make you a millionaire. You can reach me at 585-633-7563.
Yours in profit.
Along with the opportunity to create and expand your brand, the Internet also offers dissatisfied customers plenty of opportunity if they decide to take their beef online. Search engine reputation management (SERM) and online reputation management (ORM) are two names for the same type of important service—consultants and businesses that keep tabs on your online reputation.
What is it all about?
The importance of reputation management for entrepreneurs
In a recent blog, I talked about the importance of going the extra mile with customer service—especially if your client is unhappy. A negative Internet comment or review can catch fire under the wrong circumstances.
While large companies take Internet hits with some frequency, a smaller, local business can really struggle in the face of negative online backlash.
Good Internet reviews, comments, and information are influential to customers, potential employees, business partners—even lending institutions. While some people believe that any publicity is good publicity, a negative reputation is hard to overcome on the Internet.
The annual 2014 BrightLocal survey of approximately 5,000 consumers made some interesting points about customer use of Internet reviews, including:
These statistics leave no question that positive online buzz is helpful—and that negative comments can damage sales, and your brand.
Damage control—what can you do?
The best way to deal with a negative online comment is not get a bad review in the first place. Train staff, provide exemplary customer service, and be ready to offer coupons, perks, and waive costs if a mistake happens. Preventing bad Internet press is far easier—and less expensive—than controlling the damage caused by an unhappy customer.
But let’s say a customer is unhappy with a product, and does not get the satisfaction they want when they reach out to your company. They post a negative review on a social media channel. What do you do?
Sometimes a fast response to a complaint earns you good will on the web. At other times, a complaint may not have any weight. Your best option is to make it right. The decision, and the investment needed to respond to the issue, is yours.
Reputation management—do you need it? You bet. If you have questions about online branding, your marketing reach, or problem solving customer complaints—call me at 585-633-7563.
Yours in profit.
Many small business owners spend good time and money parsing analytics and pursing strategic marketing angles. All good ideas. But once your customer walks in the door, that point of contact makes all the difference.
The good, the bad, and the ugly
When I work with small business owners, we build a strong business plan, and plot smart marketing moves to deliver an unbeatable offer. Despite the best laid plans, though, when it comes to closing the deal, the point of sale can sometimes go very wrong.
I talked in an earlier blog about an experience I had with a marketing vendor. I had to delay initiating a campaign, but got back to them a week or so down the line to restart my account. Nothing could convince their service rep to open my account and move forward. When I delayed, they cancelled. Needless to say, my business—and good opinion—went elsewhere.
I am sure you, and people you know, have a hundred unbelievable stories about poor customer service. Like they say, a happy customer tells one person, an unhappy customer…posts it on the Internet and tells everyone.
So we all know what poor customer service is, and the real and intangible damage it does to your business and reputation. Now let’s talk about the extra mile.
Customer service—your chance to add real value
Small business owners who attend our live events hear me talk about value all the time. When you provide premium service, you can charge premium prices. When you are charging more for your services—and providing higher value—you get the loyal clients you want and the higher income you need.
So let’s talk about that extra mile and how you get there.
Everyone knows what the extra mile feels like. It is when a business, or a teacher—or someone on the street—takes a minute to make your life a little easier. Anonymous good will is a great thing. In a business setting, good will not only builds your brand and reputation, it makes you money.
Here are my top tips for providing more value through the extra mile:
Everyone likes to read stories about businesses that do right by their customers. It starts at the top. As a small business owner, add value and build success by going the extra mile for your clients.
When you have questions about personalized client development and marketing automation, call me at 585-633-7563.
To your success.
Do you need to get your message out there but lack the budget for a full-blown marketing campaign? Influencer marketing can help you stretch your budget, spread the word about your brand—and increase your success.
Influencer marketing uses a source, or information, to target potential customers already interested in a product or service. Although very similar to word of mouth marketing, influencer marketing is not the same. Both word of mouth and influencer marketing are peer-to-peer marketing methods, but influencer marketing relies on some form of knowledgeable authority—someone, or something, already viewed by potential leads as trustworthy.
What, or who, are influencers?
As the name implies, influencers are people, institutions, and resource bases with a lot of credibility. What they say, do—and even eat—may influence the people who follow their moves on social media.
The rise of social media created opportunity for well-networked individuals and companies to build followers—people who are interested in what influencers have to say. Influencer marketing, when it works, gives you access to followers who can get to know your brand, service, or other product through the eyes of their influencer. For small business owners, followers of influencers could become leads.
Celebrity endorsements were the original influencer marketing. Celebrities were paid to pitch a product on television and became associated with the brand. Brands built buzz through placing a famous face next to their rental car, coffee maker, financial service, or jeans. Paid to speak the message of their sponsor, celebrity endorsements are still used today.
Forms of influencer marketing include:
In one influence marketing campaign, you can utilize all three of these resources. You can cultivate a relationship with an influencer, build your own influence base—and link to influential institutions that maintain a body of authoritative knowledge.
Points to understand about influencer marketing
Influencer marketing is different, and trickier from the standpoint of message. You are not paying money for a static advertisement that you hope reaches your target audience. With some work, you are connecting with a person who has a previously established, trusted, relationship with thousands of potential leads.
As any small business owner knows, referrals from satisfied customers are the most effective, least expensive means of growing your client base. Consider these tips about influencer marketing:
These are some key ideas around using influencer marketing to build your brand—and your business profit. When you have questions about influencers, or your marketing message, call me at 585-633-7563.
To your success.
and crushing your productivity. What can you do?
Don’t should on yourself. When faced with tasks you do not have the time, or skill set, to pursue, give yourself a pass. Here’s why.
As an entrepreneur, you are the captain of your ship. At the helm, you have overall responsibility for the business and your strategic plan. This means you are not at the oars, the galley, or rigging. When you lose your focus, your business goes off course—or possibly sinks like a stone.
If you cannot do everything, who can?
Delegation and the small business owner
Trying to handle business goals outside your expertise and interest is exhausting and time consuming. As we discussed earlier, entrepreneurs must undertake the responsibilities only they can handle—without feeling guilty about not doing everything else.
If it worries you to hand off some of your business function to others, consider the real benefits of diversifying your workload:
What types of tasks can you delegate?
Consider these tips when you think about what you could delegate:
Delegation looks different for each company. I work with entrepreneurs to create business plans and technological solutions. To coach small business owners from making in the low six, up to seven figures, I provide focus and create solutions that save them time and money.
Some modes of delegation for a small business owner can include:
Think about delegating tasks and services before you become overwhelmed, and your services suffer. Keep the following pitfalls in mind:
When you have a lot of things to do—and you know you are not going to do them—stop shoulding on yourself. Spend time thinking about your business, and move forward.
When you want to make more money doing the things you love to do, and you need focus—call me at 585-633-7563.
To your success.