Posts Tagged ‘clients’

Whether you’re selling a product or service, the 5 tips below are your keys to writing great copy that communicates and persuades… to get results! These guidelines can apply to Web copy, e-mail, sales letters, brochures, direct mail, and more. As long as your goal is to elicit a reaction from your reader, you’ve come to the right place.

Tip 1. Tune into that well known radio station WIIFM.

Many entrepreneurs talk endlessly on and on about how great their business is and what great their products they have. Hello? Client, anyone? What’s your prospect or client thinking, “So, what? What’s in it for me?” Start being client centered. If you can, talk with some of your current clients and ask them:
1) why they chose you, and
2) what they get out of your product or service.

Tip 2. Put your focus on the benefits.

Way too many small biz owners get so into the fact that their product or service offers a lot of neat features is great, but what do they DO for your customer? Do they cover the BIG 4? 1) Do make her money? Save her money? Save time? Avoid effort? Think about what your clients are REALLY looking for.

Now, what does a life insurance agent sell? Policies?

Nope — peace of mind. (You’ve got it NOW.)

Tip 3. Draw them in with interest.

The first thing your prospect or client hears can mean the difference between success and failure. have an interest (your clients interest) based conversation. Forget the jargon because most offend those conversations aren’t effective. There are many ways to have an attention holding conversation. REMEMBER to make it the conversation client centered — no one gives a hoot about your company. So if you are a financial adviser don’t talk with a prospect about what a new amazing financial program you have. Instead talk with them about turning their finances around in 30 days! Make sense?

Tip 4. Nix the buzzwords.

Avoid industry jargon and buzzwords — stick to the benefits. An easy way to weed out buzzwords is to think of dear old Grandma listening to your conversation. Would she get it? If not, clarify and simplify. (Unless your target audience is a business audience then you’d want to upscale your conversational style and upscale your words.)

Tip 5. Use client’s stories as OFTEN as you can.

Let your prospects know they won’t be the first to try you. Give results-oriented stories from your clients who have benefited from your product or service. Give your clients names (as long as you have permission to use their name). Your prospects and clients want to know they’re not the only one. HINT: Use this magical sentence. “I have a client just like you” and go on and tell the story).

© 2008-2010 Ileana Kane All Rights Reserved.

**If you would like personalized coaching to assist you in overcoming your obstacles, email Ileana at ileana@ileanakane.com for further details. © 2010 Ileana Kane   All Rights Reserved

 Do you want to use this article? Of course, you can. Just use the following blurb along with the reprint of the article:

 Ileana Kane, CEO of Ileana Intl, teaches Enterprising Entrepreneurs how to express their true value and get paid what they are worth. Her products and services show you how to make more money, save more time while enjoying the freedom in your business. 

Get your FREE audio: www.ileanakane.com

Pam had been excited when she first started her small business she had her marketing planned out and working her marketing plan.  Somehow her passion wained and her motivation was at an all time low.  She was losing sleep at night.

When I asked her what was wrong, she said she was doing so much marketing to promote her business and there wasn’t enough time in the day to get it all done.  By the end of  the day she was tired and her phone wasn’t ringing like it used to.  I found Pam committing the forbidden 6 marketing sins.

For many entrepreneurs, we have difficulty doing a lot of marketing without getting the return on investment with our time.  Listed below are the seven sins of marketing.  They’re so simple I’m afraid that you might dismiss it at a first glance. So give it a read. I’m sure you will get ideas how to tune-up your own marketing system.

MARKETING SIN  #1- No marketing plan.

Let me ask would you go on vacation with out  a plan?  It’s no different in marketing. Small business owners and entrepreneurs are “doers.” There is nothing wrong with that – that is why they work for themselves and get things done! But often they get so busy they lose sight of where they are going and how they want to get there.

Just by giving the name of marketing plan sounds UGH and boring just the thought of those two words are less than motivating. The fact is creating a simple marketing plan can be so easy.  Hung up on the naming your  marketing plan still?  Call it your money map!

Let me give you the first three steps of creating your money map:

MARKETING SIN #2 – You’re like everyone else.

Most small business owners just name their selves by the profession.  For an example: I’m a mortgage broker, I’m a therapist, I make jewelry.  YAWN.  It’s like looking at a herd of zebras.  There is absolutely nothing to differentiate you from the herd. But if you were the color-striped zebra; you would stand out in everyone’s mind.

Take a long look and ask yourself these top two questions.  What makes your business different?  What makes you, your services or products unique? With the explosion of  new businesses, it should be your top concern – to set yourself apart from the pack.

If you are providing an ordinary product or service it may be hard to set yourself apart based on what or how you do it. But there is one thing in your business that no one else can duplicate – YOU!

MARKETING SIN #3 – No Visibility

If no one knows who you are or what you do you will always struggle to get enough business. Networking, public speaking, publishing articles are just a few no cost ways of getting the word out.

One BIG caution.  Do NOT do what one of my clients did before they came to me. They had a meeting with a television advertising salesperson who promised them everything and of course the delivery was way less than promised.  In fact this small business owner did not receive one lead from all his efforts and money spent. (If you
do approach the radio and television advertising arena, make SURE you are working with someone who KNOWS the business.)

 If you’re marketing yourself and want to sign up MORE new clients or even re-signup existing clients, packages are easier for others to understand and easier to buy. People don’t like being sold to, but they love choices and love to buy. Packages are the easiest way to accomplish that.

When I first started my entrepreneurial journey, the economy was sluggish
and other entrepreneurs in my industry were slashing their prices.  Well, I
was just starting out and just did not want to go that route.  The mindset I
took was the value I gave was worth what I was offering.

At that point, it was time to test my theory by packaging my services and
offering different packages to prospects who were interested in my services.
People loved having choices and they remarked that no one else was offering packages.

What I found was most prospects purchased the middle package and a few
purchased the higher end packages and some purchased the lowest priced
package. My time was well spent and I had more sales than others in my industry.

Some more benefits of offering packages:    

• you have a system that you use with your clients    
• your clients have a better experience; are more apt to create lasting results     
• you spend less time and effort into getting new high paying clients 
• you are able to forecast your revenues for the year

    Your clients benefit, their clients benefit and you benefit.  What could be better than
    a triple WIN?

• © 2009 Ileana Kane All Rights Reserved

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete tag with it:
 
Ileana Kane, The Million Dollar Muse, helps coaches, consultants, entrepreneurs and helping professionals put their business on the fast track to getting new clients, making more money, having more freedom to enjoy it all. Find out how to uncover hidden profits in your business. For your FREE Audio and FREE Money, Marketing and Mindset tips go now to http://MillionDollarMuse.com

 What every solopreneur and small business owner needs to know about attracting all the clients they’d ever want. Here’s how to do it with EASE while having FUN and being AUTHENTIC (how good can it get).  

I was taught work hard, take one step at a time and I’d get to my goal.  For awhile that did serve me and it’s only one way.  What I’m talking about is day to day, striving and struggling to make incremental gains in business. It’s the path of conventional growth.  What I call ladder climbing instead of leap forging.  What I’m asking of you is to be open to stop accepting present circumstances and being content with incremental growth in your business.  

Take a risk on going for unconventional success by going the route of unconventional approaches.

Go for a breakthrough!  A quantum leap! 

Focus On The End Result

Start first with a crystal clear vision (dream) of the outcome you want.  Create a strong focal point for yourself and your business.  Go a head and visualize your arrival – just as if you were a runner reading yourself for a race.  Forget the how!  The answers will come to you like simple and streamlined solutions.  No forcing necessary – stay out of your own way and let it occur.  Now for you perfectionists, forget making the perfect plan, forget getting everything neatly organized and eliminating the risks.  Be willing to be with ambiguity, confusion or chaos.  All that you’re doing is what Columbus did. He sailed into uncharted territory.  Just keep your focal point of where you’re going to land. 

Light The Fire In Your Heart

Passion is the single element that will energize the soul, fill the spirit and put fire in your heart.  Go with your burning desire, the fire in your heart, and you will never be let down. In order to allow this to happen shift the limits on your thinking and give you the permission to carry you past the point of wishful thinking and halfhearted effort. 

Employ New Behavior

If you want unconventional success, be willing for the unconventional approaches. Accelerate your achievement rapidly employ the new behaviors.  Otherwise, more of the same gives more of the same. So, if you lean on the dependable behaviors from the past they turn into major obstacles to your future success. To have a business without boundaries your must think without boundaries. Trying harder will take you down the path to burnout.  Hint more effort isn’t the answer. Get uncomfortable and go for it!

 Ditch the Doubt!

Imagine a new definition of rational thinking.  What if rational thinking is the same as skepticism.  The truth is doubts are the product of habitual thinking not accurate thinking. Put the old inhibiting ideas aside (just incase you may want to pick them up again at so other time.  Try on accurate thinking.  Imagine for a moment you could double your income or even triple your income in less than a year.  Suspend your disbelief from what’s probable to believing in what’s possible.  

Ready Fire Aim

In the ready, fire, aim strategy getting ready is the con game you’re playing with yourself. If you wait to get all prepared, organized and perfect – you’ll never get there.  Taking action is an act of faith.  Once you take a step the next step will appear. Your dreams will begin to crystallize into your reality when pursued-how cool is that? 

Breakthroughs In Action

Ready to take a shortcut?  Have you ever felt resistance to something that you want to take action on?  Then you don’t take action and you resist the resistance.  Ready to change?  Make a list of all that you are resisting.  The next thing to do is to take action on each one.  Go ahead try it…you’ll be pleased. 

© 2009 Ileana Kane  All Rights Reserved

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete tag with it:
 
Ileana Kane, The Million Dollar Muse, helps coaches, consultants, entrepreneurs and helping professionals put their business on the fast track to getting new clients, making more money, having more freedom to enjoy it all. Find out how to uncover hidden profits in your business. For your FREE Audio and FREE Money, Marketing and Mindset tips go now to http://MillionDollarMuse.com

Getting new clients and gaining momentum in your business is probably one of the easiest things to do and you just need to think in a different way. You need to be willing to do what 99% of your competition is unwilling to do.  Here are 5 ways to to get more clients  and gain momentum in your business.  

1.  Referral Systems are a Gold Vein of Opportunity 

Are you missing out on this gold vein of opportunity?  Let’s take a look at the 4 reasons you want at least one referral system into place:  1) this one marketing strategy will give you a client that will buy more often;  2)  will buy for a longer period of time;  3) they will also buy a higher quality of product or service;  4) and buy a higher quantity of product or service. Once your system is in place you spend less time on getting clients.  Here are two real world examples and the impact referrals can have on your business growth.  

I had been brought into a company that was experiencing a slump in their sales. And what did I find?  No referral system.  We introduced one system and brought sales up.  Then we introduced two more referral systems for a total of three systems and brought sales up again.  What’s the bottom line?  This company experienced a sales increase over $19,000,000 (a 42% increase in business) in a very short 10 months!  

This referral strategy works no matter the size of you business. By tracking where my sales came from, I found one of my workshops had a 37% referral rate.  

2.  Front Load Your Sales. 

It is amazing! I am finding what has worked in one industry works in many other industries. I found this little secret out when I was in charge of marketing for a small new homebuilder. Let me share the secret with you . . . 

When we were getting ready to release a new home community for sale, we would have the construction of the product well underway, set a sales date, put up a sign, have the doors open for giving out information and start gathering names and loan applications. On the day we had the first sale, we would offer a limited number of homes for sale at an irresistible price (this is before they’re even ready for occupancy). You are able to do this, too! 

When you are offering a teleclass or launching a new product or service, start early and build interest and momentum in your product or service, create urgency and offer it at an irresistible price. 

3.  Align With Your Congruency Factor and Dance to the Beat of Your Own Drum. 

In one of my workshops, I told a story about Paddy Lund. Paddy is a dentist and when he went into practice he looked around to see how other dentists marketed their practice and he followed suit. In a moment you will see why this is a bad idea. Paddy ended up with $65,000 annual revenues, working long hours and feeling dog-tired at the end of the day. The day came when Paddy remolded his office into a more spacious, warm and friendly surrounding which reflected the essence of tranquility where he could serve tea to his patients while he sat and visited with his patients. Paddy reopened the office and worked only by referral. He soon transformed his $65,000 practice to a $400,000 practice. 

A participant in one of my workshops took this story to heart. She made some changes to her dance business and went from charging $65 per hour to charging $200 per hour. How’s that for profit?

4.  Move from Marketing Tactically to Marketing Strategically 

Strategic vs. tactic marketing. Do you know the difference? If you are doing a lot of things and not seeming to get anything done, putting out a lot of energy feeling like you are chasing clients and chasing down business, you probably are experiencing tactical marketing. You are in a vicious cycle of working long hours and bringing in mediocre returns. 

Let me give you an example of strategy.

If  you were a General and your job was to overtake a hill. Overtaking the hill would be the strategy. That’s the over arching goal. The way you decide to overtake the hill would be the tactic portion of the job you are setting out to do. 

If you have done your job and positioned your company in the marketplace, what you will experience is the joy of having your prospects and customers come to you. They seek you out as the obvious choice to serve their needs. 

 5.  Use Your Competitors. 

And you say, “Why would my competitor want to help me?” 

Well, who you think your competition is may in fact not really be your competition. Let’s take the field of professional organizers. An organizer is an organizer is an organizer. Not necessarily so. I met with an organizer the other day that helps new car dealerships get organized, so they can be more productive and make more sales. Wouldn’t it be to her benefit to talk with other organizers and let them know her specialty?  

Another real world example. A friend of mine who is a realtor was talking with one of her competitors and he is planning on retiring the business after 30 years. I had her make an appointment with him to negotiate an introduction and endorsement to his client base, and in exchange, she would give him the referral every time one of his clients sells or purchases a home through her. She gets the benefit of his 30 years of work without having to do any upfront marketing, saving her time and money, and he gets the benefit of knowing his clients will be well taken care of by a very capable and ethical real estate professional. He continues to make money without the work and headache after he retires.

 © 2009 Ileana Kane  All Rights Reserved

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete tag with it:
 
Ileana Kane, The Million Dollar Muse, helps coaches, consultants, entrepreneurs and helping professionals put their business on the fast track to getting new clients, making more money, having more freedom to enjoy it all. Find out how to uncover hidden profits in your business. For your FREE Audio and FREE Money, Marketing and Mindset tips go now to http://MillionDollarMuse.com

 One of the biggest challenges to a marketing strategy, can be the impact of a change in the fee structure that clients are charged. In general customers are not too happy with price increases – every increase does affect their household budget after all. There are ways, however, that you can raise fees without creating too much dissatisfaction in your customer base. The key lies in creating a long-term approach to your fee schedule and in making any increases incrementally so that your customers can absorb and adapt to the new prices without stress.

 There are two things you will want to consider when planning for a long-range fee schedule. The first is the general rate of inflation over a long period – you will want to automatically program in prices rises that keep pace with this anticipated inflation. There may of course be times when inflation rises more than the anticipated amount, but price rises that come in line with general inflation are generally well accepted by clients. The second type of price rise is the one that you choose to enact to raise company profits. These can be more problematic for your customers and will need careful marketing strategy.

 The image of corporate greed is thoroughly engrained in the American consciousness. Any price rise that is too sudden, or for too large an amount, will be met with suspicion and discontent. In this case, you will want to make regular incremental price rises a part on your long-range marketing strategy. One easy way is to calculate how often your typical clients will return to buy product and try not to raise prices any more often than once every 3 to 6 purchases. Another way is to advertise your current price as a ‘limited time only’ price that will be rising at a set date. In this way your customers can be prepared for the rise and will feel an increased trust because you alerted them in advance.

 If you treat your clients with respect and understanding the generally they will accommodate price rises with little or no discontent. The key lies in having a marketing strategy that has planned for the future, that matches the current rate of inflation, and that informs customers in advance of impending changes. Any change in your price will effect your customer’s budgets what you want to avoid is making a change that is so large they decide they can live without your product and cease being your customers.

 © 2009 Ileana Kane  All Rights Reserved

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete tag with it:
 
Ileana Kane, The Million Dollar Muse, helps coaches, consultants, entrepreneurs and helping professionals put their business on the fast track to getting new clients, making more money, having more freedom to enjoy it all. Find out how to uncover hidden profits in your business. For your FREE Audio and FREE Money, Marketing and Mindset tips go now to http://MillionDollarMuse.com

Part 1

When I first started my own small business, I made a huge mistake when it came to marketing. I didn’t have a good mentor helping me out, so I just decided to use the same techniques that others were using for marketing. I was full of excitement, the business was brand new, and I was ready and determined to help others and make my business grow.

Over time, I began to start feeling very tired each night, yet I barely had anything to show for my hard work. It seemed the more I worked on my small business, the more it was declining instead of growing. This began to make me feel unmotivated and disillusioned with my new small business. I thought I’d have freedom as an entrepreneur – but I didn’t have it. I had to come up with something different. Business networking had become a drudge and I wasn’t accomplishing much at all.

If I was going to succeed at business networking, I decided that I was going to need a plan that was both specific and clear. I came to the conclusion that I would no longer make myself go to events without doing proper preparation. Things had to be done differently.

I took some time out and decided to try and figure out what I needed to change. At this same time, I was introduced to the sport of fishing by my boyfriend. I suddenly thought that what I was dealing with had a lot in common with fishing. Before I was going to catch anything, I would need to know what type of fish I was fishing for, the equipment needed to catch them, the bait I’d need, and the best places to go to catch that type of fish.

After this realization, I wrote up a new plan. The reason I wrote down a plan is so I would be sure what I should be doing before a business networking event, as well as during and after that event. With my plan, I then made a system. Using the system made me feel more confident and I was starting to network with the right people. So, here are my nine steps that I came up with that you can follow for business networking that works.

Step #1 – Figure out who to meet. I needed to figure out what type of clients I was looking for. Then, I had to figure out who knew those clients. When I knew what type of fish I was fishing for, I could then spend time focusing on where the best place to fish was. Essentially I was able to find the best places for business networking. Understanding that there were various types of categories, including non profit groups, networking groups, associations with professionals, and lead exchange groups, I made up a list and picked the options that complimented my personality best.

Step #2 – Work on the introduction. The first impression is important, and in just a few seconds it’s over. So, the introduction should show who you are interested in working with, the problems they have, and why they can benefit from what you have to offer. In essence, you become a vocal business card. Come up with several different introductions. Then work on practicing them. Try practicing on your friends and family members. Then they can help you improve. Just make sure you introduction is natural so that you are comfortable while giving a statement that is compelling.

Step #3 – Position yourself and get an invite. Instead of you seeking out the prospects, put yourself in position to get the invite. Find a group you are interested in and get in touch with the contact person of the group. Figure out if the group is going to be a good match. Then, allow the contact person to sell you. Put yourself in the position where they will come get you. Also, remember, it’s not the group size that is so important, but the people in the group should be quality people.

© 2008 Ileana Kane.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? Of course you can, as long as you include the following with it: Ileana Kane founder of “Turn Your Passion to Profit Marketing Breakthrough System” publishes a weekly Ezine ‘Opportunities on Marketing & Success for Your Small Business’. If you’re ready to take your business to new heights with ease and your ready make more money, have more profits and more time off. Get your FREE Audio ‘Turn Your Passion To Profit” in 5 Proven Simple Steps. Go now to: www.milliondollarmuse.com.

The holiday season and the end of this year is quickly coming. During this time, you may be feeling like you just won’t get everything done you need to in the amount of time you have left. Well, you’re not the only one. Just Saturday I made up a “to-do” list and tried to get organized. I just wasn’t able to get it all done. It just seemed that there weren’t enough hours in the day to complete it all.Have you begun to notice that your levels of stress are on the rise around this time of year? You have the responsibility of making sure your small business is running well, but during the holidays you are supposed to purchase gifts for your family, your friends, and even your clients. Sometimes we tend to put a lot on our plate. We try to do it all, and to do it well. Well, think for a moment that you get everything done that you have to. You are controlling your time and enjoying the holiday season.

Starting out the holiday season this way will allow you to do all the things you really enjoy and love. Here are some excellent tips that will help you have more time so you can get the most important tasks done.

Tip #1 – Take Time for YOU!

During the holiday season, there is a lot of emphasis put on taking time to spend with your friends and family, as well as clients. You may be feeling guilty for taking time out for you. Well, you need to take this time. Have a plan to have some time to yourself. It will help you feel more balanced. Give yourself a gift – a gift of time. Set boundaries, saying “no” to parties you really don’t want to attend.

Tip #2 – Anticipate the Bumps.

Alter your expectations. Have realistic expectations. Don’t have the idea that everything is going to be perfect. Even though it is the holiday season, remember that situations with your family and with your clients may not always be so wonderful. There’s a variety of emotions that can occur during the holidays. So, anticipate the bumps along the way.

Tip #3 – Make a List…Check it Twice

Come up with a list of all the people you need to purchase gifts for. This way you can purchase gifts for more than one person while you are in one store. If you target hobbies or interests, then it is a lot easier to shop for someone. You may even want to do your shopping for the holidays from home. I love using the internet for holiday shopping and enjoy the great catalogues full of holiday gifts. I do most of my shopping all from home. In some cases I take someone out to lunch as a gift. In some cases it can be more important to take the time to give a phone call to a client to wish them a wonderful holiday season and to let them know how much you appreciate having their business.

Using these three important tips, you’ll be able to relax and actually enjoy the holiday season this year.

© 2008 Ileana Kane.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? Of course you can, as long as you include the following with it: Ileana Kane founder of “Turn Your Passion to Profit Marketing Breakthrough System” publishes a weekly Ezine ‘Opportunities on Marketing & Success for Your Small Business’. If you’re ready to take your business to new heights with ease and your ready make more money, have more profits and more time off. Get your FREE Audio ‘Turn Your Passion To Profit” in 5 Proven Simple Steps. Go now to: www.milliondollarmuse.com.

MARKETING SIN #4 – There is no or very little internet presence

Did you know over 95% of small business web sites are just a brochure site. This type

of site is a pure waste of time and money. You’ll never make a dime from these sites.

A strong online presence can become a serious marketing tool. But if you just do not know how to make your web site generate leads and sales – you are not alone.

Amazingly, with a few simple and inexpensive tweaks you can turn your web brochure

into a profitable, lead generating machine.

MARKETING SIN #5 – Telling how great you are.

Most small business owners and entrepreneurs feel you have to boast what a great job you do. This just leaves you feeling slippery and unprofessional. No wonder you avoid marketing.

The truth be known most potential clients don’t have a clue about all the ways you can help them. Your job? You are to educate them. In all of your marketing efforts, find out

about their problem and tell a story about a client who had a similar problem. Also include educating strategies in your articles, talks and books.

MARKETING SIN #6 – No effective follow-up worse yet no follow up at all.

Did you know that more than 80% of sales made take five prospect follow-up contacts.

Did you know most people never follow-up or give up after 2 contacts? They just don’t know how to consistently stay in touch with their prospects, referral sources and existing clients.
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Develop a follow-up system that gets results. I publish a ezine, send out a one page friendly letter and I use Send Out Cards. I’ll soon be adding an informational CD to send out. Here are some other options for you to consider. A full-blown newsletter, send out postcards with a tip, when you see an article that would be of benefit to your prospect or client sent that to them with a personal note.

Get started and take action NOW!

MARKETING SIN #7 – There is no WOW in you marketing.

AT the beginning, I told you there were six marketing sins. You counted right this is number 7. The last very simple way to WOW your clients is to -under-promise and over- deliver!

Simple and OFTEN overlooked. What you need to do is to ‘pamper’ your clients and be generous with your prospects and clients.

Sit back and contemplate what you’ve read. Make a list of what you need to implement.

and then assign a date by when you’ll complete the items. My client Pam was amazed how quickly her business turned around and you’ll be amazed too!

© 2008 Ileana Kane.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? Of course you can, as long as you include the following with it: Ileana Kane founder of “Turn Your Passion to Profit Marketing Breakthrough System” publishes a weekly Ezine ‘Opportunities on Marketing & Success for Your Small Business’. If you’re ready to take your business to new heights with ease and your ready make more money, have more profits and more time off. Get your FREE Audio ‘Turn Your Passion To Profit” in 5 Proven Simple Steps. Go now to: www.milliondollarmuse.com.