I know a lot about marketing, in fact it's what I do and love. But it always amazes me the lack of marketing women entrepreneurs do to take their businesses to the next level. Some people work in companies for years and then 'go out on their own' and take their clients with them. They think instant company but what happens if the client leaves? What's next?
A business is people, processes and more than one client. Marketing is about discovering your company's greatest asset and making it shine.
What's your greatest asset? If you are having trouble with this one, let us know what your business does and let us help take you to the next level.
Friday, October 17, 2008
Friday, October 10, 2008
Are You a Skilled Negotiator?
Women are notorious for not asking for what we are worth. What's your secret to achieving top dollar?
Obstacles, roadblocks, brick walls are always going to be there. But, they help you to solidify your plan, prioritize your dreams, uncover your true values, reinforce your vision and, with the creative energy of the universe, find alternative ways of reaching your goal.
When has an obstacle pointed you in the right direction?
Obstacles, roadblocks, brick walls are always going to be there. But, they help you to solidify your plan, prioritize your dreams, uncover your true values, reinforce your vision and, with the creative energy of the universe, find alternative ways of reaching your goal.
When has an obstacle pointed you in the right direction?
Friday, October 3, 2008
When Being Bitchy is Appropriate
Recently I have had to reinstate my opinion about being bitchy. I have come to the realization that there are certain circumstances where being bitchy is appropriate. For example getting my car fixed properly the first time around.
What does being bitchy mean to you? How has it served?
What does being bitchy mean to you? How has it served?
Wednesday, September 24, 2008
How to Decide Your Priorities
What comes first the chicken or the egg? What happens when you have four clients and everything on your desk is top priority, how do you decide where to start?
Step 1. Make a list of everything that needs to get done.
Step 2. Highlight every activity that is revenue generating.
Step 3. Only work on revenue generating activities. Starting with the largest payback.
This might sound serve but when it comes to the crunch, what is going to bring home the bacon.
How do you stay on top of the pile?
Step 1. Make a list of everything that needs to get done.
Step 2. Highlight every activity that is revenue generating.
Step 3. Only work on revenue generating activities. Starting with the largest payback.
This might sound serve but when it comes to the crunch, what is going to bring home the bacon.
How do you stay on top of the pile?
Wednesday, September 17, 2008
Dysfunctional Multi-Tasking
For many years multi-tasking has been considered a gift of womanhood. It is the ability to think about and do more than one thing at a time. From working with hundreds of women business owners over the last 10 years, I've come to the realization that multi-tasking is one of the key reasons women-run businesses do not do as well as they want, or could. I call this dysfunctional multi-tasking.
Regular multi-tasking is doing things such as talking on the phone while typing emails, making phone calls from the car and so on. Dysfunctional multi-tasking is trying to run multiple projects, companies and initiatives all at the same time; and doing them poorly.
When has multi-tasking gotten in your way and what did you do about it?
Regular multi-tasking is doing things such as talking on the phone while typing emails, making phone calls from the car and so on. Dysfunctional multi-tasking is trying to run multiple projects, companies and initiatives all at the same time; and doing them poorly.
When has multi-tasking gotten in your way and what did you do about it?
Friday, September 12, 2008
Leaders Know What Drives Results
I know that the concept of paying yourself first isn't new to most of us. But how many of us do it? Building a successful business, if that is your goal and I know it is, requires that you pay yourself first. As with any new skill, you may find this uncomfortable to do. I recommend opening a separate bank account, one that does not provide easy access to funds, but a place where you can skim 10% of everything you earn off the top. If that is too much right now, start with 5%. Just like you put aside the Good & Services Tax (GST) in a separate account (I hope!) you put aside 5-10% of all your revenues into this new separate account.
This money, as it accumulates is going to be where you give from and grow from. I want you to commit to paying yourself first both financially and physically.
Practice. Practice. Practice.
Once this has become a habit, which usually takes around 21 cheques (or infusions of money) you are going to want to increase the amount until you are pulling aside 20 percent. This is where the real fun starts and you will begin to see and feel the effects of your work. You will find that by taking care of yourself first, you will have more of everything. Then you can share it with others.
Share with me your tips that drive results for you.
This money, as it accumulates is going to be where you give from and grow from. I want you to commit to paying yourself first both financially and physically.
Practice. Practice. Practice.
Once this has become a habit, which usually takes around 21 cheques (or infusions of money) you are going to want to increase the amount until you are pulling aside 20 percent. This is where the real fun starts and you will begin to see and feel the effects of your work. You will find that by taking care of yourself first, you will have more of everything. Then you can share it with others.
Share with me your tips that drive results for you.
Monday, August 25, 2008
When Being Bitchy is Appropriate
The first time was with my mechanic. While I know that the automobile dealerships and mechanics industry is perfect fodder for a W5 report - actually getting my car repaired by someone I can trust is extremely difficult. What should have been a simple fix turned into a thousand dollars and my engine is still making the same noise.I don't recommend being a bitch all the time, in fact, it's a tool we should only use when all other communication strategies have been exhausted.Standing up for myself and letting the dealership know that their service and approach was completely unacceptable was necessary. And sadly - it took me becoming bitchy in order to get what I needed done.Caution needs to be applied when deciding whether to become bitchy or not. Have you tried all other communication strategies?When I was beginning the automotive repair 'project' of mine - I went directly to the top. I spoke clearly and articulated what I was looking for, when I needed it and what my understanding of the financials would be. I asked questions, showed respect and sought the dealerships perspective. I always remained calm. This is a cornerstone of effective bitchyness, never 'freak out', never shout and never cry.Just be very clear in what your expectations are and what you will and won't accept.I knew that I wasn't going to immediately find a mechanic I trust, but armed with my recent experience I now know what I have to do to get the result I want.Perhaps if enough of us demand the same level of integrity and service from our mechanics and other suppliers as we do for ourselves, we can make some positive change in the world.And we won't have to be bitchy more than necessary.
Monday, August 18, 2008
Success Aint For Sissies
You knew that when you started your business is wasn't going to be all gumdrops and butterflies. But I bet you didn't think it was going to be so challenging at times either. Seems our corporate counterparts have it easy. They don't have to do EVERYTHING, the money doesn't come out of their own bank accounts, and they rarely have to sell the work, do the work, and chase the money. But instead of bemoaning them or lower your desires for success, re-ignite your passion.
Obstacles are those things, people or situations that come up that seem to stop us from moving towards our dreams. Some big, some small, they pop up when you least expect it and when you really don’t need them. But obstacles are blessings in disguise.
I recently watched The Last Lecture by Randy Pausch found on YouTube http://www.youtube.com/watch?v=4HqdnjgkExY
Randy Pausch, a professor at Carnegie Mellon University (CMU) in Pennsylvania, was diagnosed with pancreatic cancer and given a few months to live. As a tradition at CMU, professors are often asked to present their ‘last lecture’ under the premise that if you had one last lecture to present before you die what would you talk about. Sadly, Randy’s plight was real and so as the father of 3 young children, he decided that he would leave behind a legacy and presented his last lecture, called ‘Achieving Your Childhood Dreams.” Within his lecture you will find many solid principles for living life to the fullest, but two things resonated for me.
1) Experience is what you get when you don’t get what you want
2) Brick walls are there for a reason, and the reason is so that we can prove how much we want what is on the other side
Obstacles, roadblocks, brick walls are always going to be there. But, they help you to solidify your plan, prioritize your dreams, uncover your true values, reinforce your vision and, with the creative energy of the Universe, find alternative ways of reaching your goal. Based on my experience and the hundreds of conversations I have had about them, the alternative always proved to be better than the original plan. Sometimes we don’t think big enough for ourselves or trust enough in the laws of a higher power – but if you truly believe in what you are working for, and adopt a single-minded focus that you will be successful – whatever it takes and no matter how long - then you will fulfill your dreams.
Obstacles are those things, people or situations that come up that seem to stop us from moving towards our dreams. Some big, some small, they pop up when you least expect it and when you really don’t need them. But obstacles are blessings in disguise.
I recently watched The Last Lecture by Randy Pausch found on YouTube http://www.youtube.com/watch?v=4HqdnjgkExY
Randy Pausch, a professor at Carnegie Mellon University (CMU) in Pennsylvania, was diagnosed with pancreatic cancer and given a few months to live. As a tradition at CMU, professors are often asked to present their ‘last lecture’ under the premise that if you had one last lecture to present before you die what would you talk about. Sadly, Randy’s plight was real and so as the father of 3 young children, he decided that he would leave behind a legacy and presented his last lecture, called ‘Achieving Your Childhood Dreams.” Within his lecture you will find many solid principles for living life to the fullest, but two things resonated for me.
1) Experience is what you get when you don’t get what you want
2) Brick walls are there for a reason, and the reason is so that we can prove how much we want what is on the other side
Obstacles, roadblocks, brick walls are always going to be there. But, they help you to solidify your plan, prioritize your dreams, uncover your true values, reinforce your vision and, with the creative energy of the Universe, find alternative ways of reaching your goal. Based on my experience and the hundreds of conversations I have had about them, the alternative always proved to be better than the original plan. Sometimes we don’t think big enough for ourselves or trust enough in the laws of a higher power – but if you truly believe in what you are working for, and adopt a single-minded focus that you will be successful – whatever it takes and no matter how long - then you will fulfill your dreams.
Monday, August 11, 2008
Standing Up For You
In 2008 women still earn less than men do for performing the same work. Approximately twenty cents less per dollar according to a Chatelaine magazine report, March 2008. While I'm not disagreeing that there are still many gender based discriminations that exist for working women today, I do believe that it has more to do with our own internal beliefs and very little to do with men, human resource managers or some archaic conspiracy.Self worth is a sensitive topic for many women. Those that do reach beyond typical limitations and find success for themselves and their businesses are often viewed by others at having 'no self-worth issues.' And indeed, many successful business women don't have issues with their own self worth. And yet women collectively become jealous and resentful towards the successful ones, instead of embracing her success and learning from her.Some women, and all truly successful women entrepreneurs, know that the fact that they woke up this morning, breathing, grants them deserving of existence.I believe every person should have this core belief, and that by saying it clearly perhaps something will ignite in your own mind as you read this. You deserve to exist. You are worthy of existence. If you woke up this morning, consider it a miracle and be thankful for the day you have been given. For this simple act, this tiny miracle grants you permission to live, to experience life, joy and love.Take a stand for you and your life!
Monday, July 28, 2008
Are you a Bitch?
Over the last 16 months my team and I have been interviewing hundreds of women executives and entrepreneurs about the term “BITCH” and what they think of it.
The results were surprising to say the least.
While many women entrepreneurs and business owners don’t appreciate or advocate being called a bitch, anytime, most women felt that if they were being called a bitch; it meant that they were doing their jobs.
How sad.
Turns out women in business today believe that in order to be successful, they have to become or be ok with being a bitch.
Why then, I asked, are less than 5% if North America’s 4 million women business owners reaching top levels of success? In fact, in Canada alone only 25,000 women led companies will break the $1,000,000 revenue mark. Compared to the number of male run companies, those numbers are depressing.
The truth is that women need to reframe what the word BITCH means, for themselves and their business.
Are you ready to go Beyond?
Then become a BEYOND BITCH.
B – Bold & Brave
I – Intuitive
T – Tenacious
C – Charismatic
H – Honorable
Be Bold.
Successful, inspired company leaders are bold and dynamic. They know what they want and they make clear plans for achieving their goals.
Bold about ideas, bold about their dreams, and bold in the level of confidence they have.
Be Intuitive.
Women have been given a direct connection to their Higher Power, and that connection is their sixth sense and intuition.
Beyond Bitch leaders know themselves deeply and trust the information their intuition gives them. They seek out gut responses and feelings in addition to making ‘min’ decisions.
Be Tenacious.
Beyond Bitch leaders take action and remain steadfast in the achievement of their goals through tenacity. They are persistent in delivering excellence – in their own lives and through their businesses.
They are not easily swayed from decisions but are also aware of new ideas and opportunities that can advance their position or cause.
Be Charismatic.
Beyond Bitch leaders go past the Oxford dictionary definition of charismatic which is, ‘a rare personal quality attributed to those who arouse fervent popular devotion and enthusiasm.’
They are high energy, positive thinkers, and action takers that inspire others to reach their personal best.
Be Honorable.
Beyond Bitch leaders live their lives with impeccable integrity.
While driven to succeed, Beyond Bitch leaders are always aware of the people that support and surround her.
They are honest, fair and open and they understand that their reputation is the most valuable ‘thing’ they own. Because at the end of the day, that is all you have.
So go ahead, call me a Bitch. I happen to agree.
The results were surprising to say the least.
While many women entrepreneurs and business owners don’t appreciate or advocate being called a bitch, anytime, most women felt that if they were being called a bitch; it meant that they were doing their jobs.
How sad.
Turns out women in business today believe that in order to be successful, they have to become or be ok with being a bitch.
Why then, I asked, are less than 5% if North America’s 4 million women business owners reaching top levels of success? In fact, in Canada alone only 25,000 women led companies will break the $1,000,000 revenue mark. Compared to the number of male run companies, those numbers are depressing.
The truth is that women need to reframe what the word BITCH means, for themselves and their business.
Are you ready to go Beyond?
Then become a BEYOND BITCH.
B – Bold & Brave
I – Intuitive
T – Tenacious
C – Charismatic
H – Honorable
Be Bold.
Successful, inspired company leaders are bold and dynamic. They know what they want and they make clear plans for achieving their goals.
Bold about ideas, bold about their dreams, and bold in the level of confidence they have.
Be Intuitive.
Women have been given a direct connection to their Higher Power, and that connection is their sixth sense and intuition.
Beyond Bitch leaders know themselves deeply and trust the information their intuition gives them. They seek out gut responses and feelings in addition to making ‘min’ decisions.
Be Tenacious.
Beyond Bitch leaders take action and remain steadfast in the achievement of their goals through tenacity. They are persistent in delivering excellence – in their own lives and through their businesses.
They are not easily swayed from decisions but are also aware of new ideas and opportunities that can advance their position or cause.
Be Charismatic.
Beyond Bitch leaders go past the Oxford dictionary definition of charismatic which is, ‘a rare personal quality attributed to those who arouse fervent popular devotion and enthusiasm.’
They are high energy, positive thinkers, and action takers that inspire others to reach their personal best.
Be Honorable.
Beyond Bitch leaders live their lives with impeccable integrity.
While driven to succeed, Beyond Bitch leaders are always aware of the people that support and surround her.
They are honest, fair and open and they understand that their reputation is the most valuable ‘thing’ they own. Because at the end of the day, that is all you have.
So go ahead, call me a Bitch. I happen to agree.
Monday, July 21, 2008
Making Your Clients Your Top Priority
When I was younger I learned how to prioritize by working for two different Vice Presidents at a small financial services company. Equal as peers, both my 'bosses' always needed their work to be done first. Each had their own goals and objectives, and they weren't overly happy about having to share one assistant.
In retrospect, it was a great learning experience for me. I made it my mission to understand each Vice President at the deepest level possible. I figured that by understanding what motivated and drove each person, I could become what they needed me to become. I learned that both had very different styles to their work, and different approaches to their clients. One Vice President was very much about looking good, always being prepared and letting his superiors know about his accomplishments. He laminated client testimonials and bound them in a portfolio, which was placed in the reception area.
Reports had to be correct, but gathering statements from happy clients was the most important thing.
The other Vice President, while also wanting to look good for the bosses, was much more interested in hard, technical data. That meant that reports and presentations had to be done in advance of meetings so that last minute changes could be made. Everything was meticulous and packaged so that client meetings were efficient and factual. Less emphasis was put on relationship building and more into knowing what the markets were doing at any given time of the day.
By taking the time to understand what each Vice President was motivated by and what they measured success by, I was able to manage my time, which made everyone happy. I found a lot of satisfaction in doing great work by everyone’s standards. Many years ago while having coffee with the president of the firm, I discovered that I was the topic of any conversations that year, with everyone trying to figure out how I managed to keep both Vice Presidents – as divergent as their styles were – happy.
Now that I have my own clients, it’s important for me that each client feels that they are my ‘most important client.’ I spend time upfront to learn about them, what their expectations are and what we need to deliver for them to consistently feel important and well looked after. Thankfully each client is different and we have been able to successfully prioritize all our projects to deliver success.
Learning how to prioritize is the key, lack of this skill will cost you hundreds of thousands of dollars and take the fulfillment out of your work.
In retrospect, it was a great learning experience for me. I made it my mission to understand each Vice President at the deepest level possible. I figured that by understanding what motivated and drove each person, I could become what they needed me to become. I learned that both had very different styles to their work, and different approaches to their clients. One Vice President was very much about looking good, always being prepared and letting his superiors know about his accomplishments. He laminated client testimonials and bound them in a portfolio, which was placed in the reception area.
Reports had to be correct, but gathering statements from happy clients was the most important thing.
The other Vice President, while also wanting to look good for the bosses, was much more interested in hard, technical data. That meant that reports and presentations had to be done in advance of meetings so that last minute changes could be made. Everything was meticulous and packaged so that client meetings were efficient and factual. Less emphasis was put on relationship building and more into knowing what the markets were doing at any given time of the day.
By taking the time to understand what each Vice President was motivated by and what they measured success by, I was able to manage my time, which made everyone happy. I found a lot of satisfaction in doing great work by everyone’s standards. Many years ago while having coffee with the president of the firm, I discovered that I was the topic of any conversations that year, with everyone trying to figure out how I managed to keep both Vice Presidents – as divergent as their styles were – happy.
Now that I have my own clients, it’s important for me that each client feels that they are my ‘most important client.’ I spend time upfront to learn about them, what their expectations are and what we need to deliver for them to consistently feel important and well looked after. Thankfully each client is different and we have been able to successfully prioritize all our projects to deliver success.
Learning how to prioritize is the key, lack of this skill will cost you hundreds of thousands of dollars and take the fulfillment out of your work.
Monday, July 14, 2008
Asking For What You Are Worth
Asking for what you are worth does not mean that you have to become a pushy saleswoman.I know that many women in business today are frightened or repelled by the idea of sales. Some have even told me they think of SELL as the worst of the four letter words. But sales to me, isn't about obnoxiously 'selling' anyone anything. In over 15 years in business I have 'closed' over $20 million in business for a variety of clients, projects and companies, but I don't tell you this to brag. I have never used aggressive or pushy tactics, I have never twisted someone's arm, and I have never sacrificed my integrity or the integrity of the person I was working with. Because sales to me, is about understanding what the other person wants and needs, and helping them find a solution. If you think about it, I'll bet that most of you love to HELP people. Or if I asked you why you do what you do, you would tell me that it's because you want to HELP people. It doesn't matter if you are a coach, consultant, cosmetics distributor, speaker, fitness trainer, nutritionist or dog groomer - if you love to help people and you are not making the money you want, or living the lifestyle you want, then you are going to have to get better at helping people buy your solution.All my clients love to help people, and through our programs they are able to help more people buy without sacrificing their integrity, their self worth or their morals.But how do you ASK?By becoming a skilled negotiator!Donald Trump is one of my favorite negotiators. In his book, How to Get Rich Trump has an entire section dedicated to mastering the secrets of negotiation. Following are his highlights:1) It's all about persuasion, not power2) Study persuasion and learn how to listen3) Get on the same level with the other person4) Think beyond the traditional boundaries (it's not always about money)5) Be reasonable and flexible6) Trust your instincts7) Know exactly what you want8) Make sure both sides come out winningWhile I go through these in detail with my clients, I have added a few additional elements based on my experience over the years. And the first of those additional principles is preparation. You must prepare, prepare, prepare. Know and understand the other side as much as you can.My father, who was a master negotiator used to tell me, that the first person to talk money loses. But how do you get the other side to bring it up? I can teach you 3-5 questions to ask that are guaranteed to get the other side talking first.The second principle is; knowing when to SHUT UP! Thankfully we teach this too, but it's not as easy as it sounds. Remember my public relations consultant that I told you about in the overview of The 5 Fatal Flaws?I had brought her to meet another client of mine because my client needed some specific PR help. I had already done the preparation work and essentially believed that if these two ladies felt a personal connection, then my consultant friend would get the business. We discussed my client's needs and then turned to my PR friend and asked her what her rates were. $125/hour she confidently stated, and then without taking a breath, added "but I can do it for less."Because I know both of these ladies personally, I called her on it. My client hired her at her regular hourly rate and my PR consultant friend signed up for the Beyond Bitch program. No matter how much you know and how uncomfortable 30 seconds of silence can be, you must learn how to stop talking.
Subscribe to:
Posts (Atom)
Posts
