Yes, you CAN guarantee your service

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Yes, you CAN guarantee your service

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Yes, you CAN guarantee your service ~ Think your service does not lend itself to offering a guarantee? Everyone loves getting a guarantee, but when the shoe is on the other foot, many business owners either have trouble seeing what they offer that can be guaranteed, or are nervous about making an offer they may not be able to live up to. Here are 4 different examples of low-risk guarantees you can give. Is one an 'A-ha' for you? Let me know! A Coach can't guarantee a certain result when it's up to the client to take action. Solution? Guarantee what you KNOW will be different: A new perspective; 3 ways to focus their time; 5 sure-fire strategies for getting their life back in control. Better yet, guarantee something like this: 'if you follow my 3-strategy goal setting coaching program, I guarantee you'll get more accomplished than you thought possible!' Notice there is no mention of money returned. A Cash Flow Consultant can't guarantee a client funding. The solution? Guarantee you'll return their call or email in 24 hours. Then do it. You can also guarantee you'll find the best solution for their needs, even if it means no transaction or commission for you. A Professional Organizer can't guarantee the job will be complete in a certain amount of time. The solution? Guarantee the client will see a remarkable difference in the area to be organized, or you'll stay until they do. Or guarantee they'll feel like a 10-ton elephant was just lifted off of their shoulders. This is fun, so let's do one more... A Re-design specialist can guarantee the client will love the look of their new room or they'll put everything back! If you offer an information product, like I do with the Marketing Makeover Kit , offer a 100% refund guarantee. I offer a '100% no quibble, no guilt, no time limit guarantee.' I've sold hundreds of Kits and can count the refunds given on one hand. So take a minute right now and create a guarantee. Post it on your website. Mention it when you're talking with an almost-client. You have nothing to lose, and everything to gain. I guarantee it! Now it's your turn! Kendall PS - Bonus Tip: Add a 'PS' to the bottom of your home page with your guarantee.PS's (is that a real word?) are THE most likely words on your site to be read. Case in point - you read this PS, didn't you?! Personal Reflections ~ My Thoughts On ... ~ On of the reasons I used to loath taking time off, was facing a mountain of email, phone calls, and work when I returned. Yeesh! Made me want a vacation from my vacation. But since I've been following my own Horse Wise program, I've not only taken more tim off this year than ever (4 weeks so far, and another 4 between now and December), I've enjoyed coming back to a clean desk, a small, manageable inbox of email, a few phone calls to return, and a comfortable schedule this week. The blessing of this turn of events has hit me full force this week, as we just returned from 8 days in New York visiting my husband's family. This, on top of taking 10 days off earlier in the month. So how did I do it? First I decided that the craziness of returning from vacation was not something I was willing to tolerate any more. Instead I wanted peace, the Monday to myself to get back into the work-saddle, and minimum appointments or commitments the first few days back. Then came planning, organization, the willingness to delegate, and an even greater willingness to let go. I let go of thinking 'it all has to be done now!' That manifested itself in taking a realistic look at my calendar, and creating longer deadlines for projects. I realized that everything takes longer than I wish it did, so now I add in a generous allowance of time for a project. For the Monday I return, my only goals are to write and publish this ezine, catch up on email, and make contact with people who have called, even if all we do is schedule a time to talk. That's it. Most importantly, I recognize I'll be moving a little slower, and need more time with each task.That alone gives me a measure of acceptance and peace, instead of whipping myself for not getting more done. The sense of control, relaxation, and focus is priceless! Now on to those emails... ...Until next week, Kendall Website Wisdom Tidbits ~ Tips To Create A Client Capturing Website ~ Keep paragraphs to just 3 or 4 sentences. Reading online is a strain for our eyes and long paragraphs make it even worse. Add a blank link between your paragraphs, and by all means, don't let your sentences stretch all the way across the screen. If your site design does not already include a right or left hand column, add one to create a defined 'space' for your main content. Want to see an example? Take a look at our Website Wisdom portfolio Marketing Articles You are welcome to use one of mine. Just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client capturing marketing for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Create More Client 'Touch Points' - Part II

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Create More Client 'Touch Points' - Part II

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Create More Client 'Touch Points' - Part II~ Last week you had the 'Uh-oh' realization that maybe your clients don't hear from you as often as you think. Then we created a list of ways to remedy the situation without being a pest. Now the trick is how to find time in your already over-packed schedule. The solution? Create a framework. A framework is simply a mini-system you execute each week to support your keep in touch marketing approach. For example: My framework includes sending thank you notes out once each week. All I have to do is jot down each person's name on my 'thank you notes due' list, then on Thursday I take 15 - 30 minutes to write and send each note. It's the perfect recipe for high-touch that takes little time. My coaching request to you is this: Take a look at the list of touch points from last week, decide what supplies you need to create your high touch marketing strategy. Buy and prepare what you need - thank you cards, stamps, articles chosen and formatted for printing. Lastly, schedule a brief time each week to take action. Then DO IT! Remember, the goal is to stay 'in front of' your prospective, current, and past clients often. After 30 days, take the same quick quiz from last week, and add up how often your clients are hearing from you. This time, I bet you'll be delighted at how much the number has increased! Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ Last Wednesday marked the third month of the Horse Wise business makeover coaching program. After leading the teleclass and hearing each participant talk about the changes they are making in how they design and deliver their business, I hung up the phone filled with gratitude and awe at in their progress. What struck me is how deeply committed each person is, to the program and to creating a different model for running a business than the one of 'work your tail off and maybe you'll get ahead' that is predominate in our culture. Sure, the program's goal is to 'Work less. Make more. Enjoy the ride! but it takes courage to buck the status quo and create a business that truly rewards you with the profound freedom and financial rewards that are possible as an entrepreneur. Am I proud of each of them? You bet! And humbled at the same time. Humbled at their trust in themselves, the program, and in me. What a powerful reminder to follow our heart! ...Until next week, Kendall Website Wisdom Tidbits ~ Tips To Create A Client Capturing Website ~ Lead off your home page with a snappy question or a bold statement. The best questions address the symptoms your choice client is experiencing, yet still get a 'yes' answer. Example: for an professional organizer, we created the headline, 'Does the 'O' in organize stand for overwhelm?' Want more examples? Take a look at our Website Wisdom portfolio Marketing Articles You are welcome to use one of mine - no cost - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Create More Client 'Touch Points' - Part I

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Create More Client 'Touch Points' - Part I

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Create More Client 'Touch Points' - Part I~ Here's a quick quiz: Add up how many times your prospective and current clients hear from you. I bet how small the number is will surprise you! Maybe it's one of those weird time warp anomalies (like the Bermuda Triangle) but while your clients may be on your mind nearly 100% of your working - and waking for that matter - hours, that often doesn't translate into the kind of keep in touch marketing that builds your business. Think caring and curious, not pestering and pushy. Here are key times to stay in contact with your clients, along with inexpensive ways to stay in touch: Immediately after you are first contacted Send a hand written thank you note with your business card. Include an article or tips list as a bonus. Send a note to your referral source at the same time. Immediately after you are hired Send a hand written thank you note expressing your delight in working with them. Mid way into your project Call with the single purpose of asking if there is anything they would like to see more or less of, if the project is progressing as they expected, and if they are pleased with the communication between the two of you. Immediately when your work together is completed Send a hand written thank you note expressing your appreciation for their business. Include two of your business cards or printed material. In the note, let them know one copy is for them to keep, and the other is to give to someone they know who would appreciate the same type of excellent service you've provided. You can also send a separate brief survey with a self addressed, stamped envelope. As a bonus, include a special gift. It could be tickets to a ball game or a play, a gift basket delivered to their office, a book you know they would like, a gift certificate to an online store (Amazon.com is always a good choice), or a gift certificate for future service with you! Birthdays or anniversaries Send a card and tuck something inexpensive like a pair of lottery tickets in it. There are many anniversaries to celebrate - their first year in business, the 30 day marker of making an important decision, or the launch of a website are just a few to get you started. Every 30 days for current and past clients Send an article or ezine, even if they are no longer an active client. After one year, if you haven't worked with a past client then move direct mail pieces to a two or three month keep in touch schedule. Just for the heck of it I like to clip articles from business magazines that I know a past client will be interested in. It's a surprise treat for them to know I'm thinking of them. Does this list seem like too much to squeeze into your already over crowded schedule? Realistically, it doesn't have to take more than a couple of hours a week. In next week's issue, I'll share tips on how to make staying in touch automatic and easy to accomplish. Now it's your turn!   Kendall Personal Reflections ~ My Thoughts On ... ~ Today is my first day back from an 11-day vacation. While the time off was relaxing - days spent puttering around the house, cleaning out closets, riding, dancing, and reading - what is worth reflecting on is that I took the time off in the first place. Last year, except for the business trips we took, I treated myself to about a week off total. Okay, that wasn't true just for last year; it's been true for nearly every year going as far back as I can remember. So what changed? I decided that if I was ever going to meet my financial and business goals, I would have to work less. Maybe that sounds counter-intuitive, but the way it works is this: to take significant time off (10 weeks total this year) means organizing my business differently. Organizing my business differently means I have to set up systems, and enlist the assistance of others. And gaining that assistance from others means re-thinking where I spend my time, and where I don't. I like to think of working backwards this way as the 'Reverse Domino' strategy. The Reverse Domino strategy continues to challenge me with creating new ways of working less and making more. Has it been easy? Nope. But the rewards of having a business AND a life are worth it! ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - no cost - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Re: selling or creating is just guessing

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selling or creating is just guessing

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Aanbevelen Bericht 2 in discussie

Van: Factuurexpress ~ Put The Shoe On The Other Foot ~ It amazes me how illuminating it is to actually be a buyer, especially when the purchase is expensive. All of a sudden, you know first hand what it feels like to assess and make a decision - will the product or service live up to it's promise? Can I trust the company? Is it the right choice for me? Is it what I really need? I am going through this process, as I evaluate hiring a consultant to help me make a critical business decision. The proposed service is just expensive enough to make me ask all of those same questions. What do you need to hear to say 'Yes' to a purchase? I don't know about you, but I don't want to hear a pitch. I don't want to hear more features. I don't want to hear a note of insistence in the seller's voice. What I do want to hear are questions, or at the very least, information that answers the questions humming privately in my head. For example, when we purchased our wonderful new Miele vacuum last week (before you think I'm bonkers for being so gung-ho about, of all things, a vacuum, please read last week's Personal Reflections section. You'll understand.) the salesman was, I kid you not, a mind reader. I'm thinking, 'I'll wait and see if the Internet has a better price' and he, unprompted, informed us, 'Miele pricing is the same throughout the U.S.' I thought, 'What if it doesn't even put a dent in the cat hair that clings to the area rugs like it's glued on?' and he said, again unprompted, 'Let me show you how it works with lint and hair.' Not to be outdone, I thought, 'Who cares about vacuuming anyway?!' and, yes, again unprompted, he said, 'Try it for yourself and see what you think' as he generously offered me the handle. I tried it. Suddenly, I cared about vacuuming. I left, happily toting my new found household best friend and singing the praises of such an astute, savvy, salesperson. The moral of the story is folks, figure out what you need to know when making a sizable purchase decision. Then quit trying to sell and start asking questions, both the ones you hear, and the ones that are also present, just not spoken. Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ Our owls are back! Every morning at precisely 4:30am (yes, that is A.M., as in the morning), we have between one and four cactus pygmy owls resting and talking to each other on our upstairs balcony railing, just outside our bedroom. I have to wonder if they're meeting to compare hunting notes before going off to sleep for the day, or are they congregating to share coffee klatch wisdom? Regardless of their motivation, their semi-nocturnal visits have changed my sleeping, and waking habits dramatically. Suddenly, lunch at 10:30am sounds like a great idea. By 4:00 in the afternoon, I'm ready to call it quits for the day, and by 8:00pm (just after sunset) I'm ready to roll back into bed. The chance to observe this teeny tiny (just 6" tall) endangered species, by doing no more than sitting up in bed and looking out the floor-to-ceiling windows onto the balcony, feels like a privilege. So rather than complain about my own missed nocturnal habits, I take this as a sign at how quickly and easily we, or I should say I, can change. It's as simple as that. ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - no cost - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Ga naar E-mailinstellingen om de ontvangst van deze e-mail te verhinderen of om te wijzigen hoe vaak je deze ontvangt. Hulp nodig? Als je je wachtwoord bent vergeten, ga dan naar Passport-ledenservices. Voor andere vragen of feedback ga je naar de pagina Neem contact op met ons. Als je in de toekomst geen e-mail van deze MSN-groep wilt ontvangen, of als je dit bericht per abuis hebt ontvangen, klik je hieronder op de koppeling Verwijderen. In het e-mailbericht dat wordt geopend staat al een adres. Je hoeft alleen nog maar op Verzenden te klikken. Je e-mailadres wordt dan verwijderd uit de verzendlijst. Mijn e-mailadres verwijderen uit Factuurexpress.

Ultra Simple Website Marketing

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Ultra Simple Website Marketing

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Ultra Simple Website Marketing ~ In last week's issue, I wrote about creating simple marketing follow up strategies. But what about following up with your online contacts? Does 'meeting' a prospective client online demand different follow up techniques? Yes, and no. Last week's tips to ask permission, know what you are going to do, use a reliable reminder system, and let your prospective client know what to expect all still apply. The only difference is in the 'how.' Here's a simple plan any website must follow (and yes, I do mean must) along with equally simple how-to's: 1. Ask permission to create a conversation How? Ask for your site visitor's name and email address. Give them something in exchange. Make it enticing. Promise not to bombard their inbox with unwanted emails. Then live up to your promise. 2. Thank them for the gift of their trust How? Send a short email saying thank you, and re-iterating your promise. Create a 'thank you' web page that not only gives appreciation, but suggests an action they can take that is of interest to them. It could be reading a report you have online, asking for a consultation aimed at answering their toughest challenge in your area of expertise, or simply asking for their opinion. 3. Know what your next step is How? Create a regular electronic conversation. It could be a monthly quick tip, a quote of the week, an interesting story about someone doing something remarkable. Keep it short. Make it personal and relevant to your reader. 4. Repeat step number three I know...you're asking, 'Is that it?!' Yes, and no. Sure, there are lots more ideas you can create implement, but I did promise simple, didn't I? If you insist on adding more, consider these quick ideas: Send a postcard to all your subscribers, asking them to email you with their toughest challenge. Or create a monthly contest where you give away something really unusual (unrelated to your business) to the person with the best answer to an interesting question. Or create a 'client of the month' section of your electronic newsletter. Or post pictures of clients with their dogs (cats, horses, fish, you get the idea). The idea is to do something worth talking about. Now it's your turn! Kendall PS - Have an idea? Send it to me! Personal Reflections ~ My Thoughts On ... ~ Saturday afternoon, we walked into a vacuum store with my bathroom mat - cat hair stuck to it and all - rolled up and tucked under my arm. Forty-five minutes later, we walked out with a new Miele vacuum and a receipt for nearly 100% more than I anticipated spending, completely thrilled with my purchase. What sold me? I never thought a vacuum could be beautiful, colorful, lightweight, elegant to use, easy to roll around on wonderfully designed gyroscoping wheels that refuse to get stuck, and heavenly quiet. Come to think about it, I never thought I would be talking so excitedly about vacuuming! Vacuum shopping came right on the heals of finishing Seth Godin's newest book, 'Free Prize Inside' (an absolute must-read!). In it, he chides us for looking at marketing as separate from our product (often making it a tacked on, or nearly forgotten, activity). As he perceives the world, our product is our marketing. Case in point - before Saturday I had no idea a Miele vacuum existed, nor did I care. I only knew I wanted something I could easily lift, that would magically disengaged cat hair from our beautiful area rugs, and hopefully wasn't too ugly. I also had a budget. I confess I had low expectations of getting what I wanted. When faced on one hand with the Miele, and on the other a vacuum in my budget, that was small (sort of), heavy, ugly, and every bit as clunky as a vacuum can be, there suddenly became no other choice to make. Ironically, it was only when I got home, hooked up my new darling little wonder machine (which by the way, took all of two minutes) did I notice the tag line on their brochure: 'Anything else is a compromise' Absolutely right. ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - no cost - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Follow Up Made Simple

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Follow Up Made Simple

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Follow Up Made Simple ~ Does creating something new sound a lot more exciting than following up? Do you find yourself wondering - or worrying - that you're 'bugging' your prospective client by calling every few weeks? Most entrepreneurs lose business because they don't have a simple, respectful, follow up plan. Here are 5 simple tips to spark your creativity and soothe your conscious. Tip #1 Ask Permission Why worry if you're bugging someone when it's so simple to just ask? 'Is it okay with you if I follow up in a month?' works. Tip #2 Know What You Are Going To Do This isn't rocket science by any stretch so creating a simple follow up plan will be easy. For example: a plan could be to send a business card tucked into a hand-written thank you note. Add a short tips list or brief article and you have a nice initial follow up package. A month later, send another article, or a magazine clipping you think your prospective client will find interesting. Another good idea is to send a brief case study, outlining a problem, the solution, and the results, of a client. Personal touch always makes an impression. Tip #3 Use A Reliable Reminder System Relying on memory for follow up is more work than you need. Instead, use a contact management program like ACT! to remind you of what to do, when. Tight budget? You can use 3x5 index cards. The point is consistency pays off. Tip #4 Let Your Prospective Client Know What To Expect When you send your initial follow up package, include a note on your article that says something like this, 'I thought you might find this article interesting. If you do, I'll send another one next month.' Do you risk bugging someone when you send them interesting articles? Certainly not! People appreciate information. Tip #5 Decide How Long To Continue Your Follow Up Strategy Please don't send something out, then get disappointed when you don't immediately hear back from your prospective client. Decide now how long you want to follow up. Six months? A year? Two years? The longer the better. Don't short change yourself by giving up early. Keep in touch marketing takes time but I guarantee it pays off! My request to you? Create a simple follow up plan right now. Your prospective clients are waiting. Now it's your turn! Kendall PS - Next week I'll write about Internet marketing follow up strategies for your website. Personal Reflections ~ My Thoughts On ... ~ If sticking to my Free Time has been pretty easy the last few months, then why am I dragging my feet and bleary eyed by Thursday? I've had no problem honoring my three day weekends, and am looking forward to a longer stretch of time off coming up soon to pursue personal projects. In all, I have ten weeks off this year. Not bad! And, not enough. Riding my horse a couple of week's ago, I realized how ingrained my work ethic is. For twenty+ years, I figure, 'you work hard, and you make money.' So far, so true. It is, after all, the common myth spread about in our culture. Yet somewhere inside me, I have a different truth blossoming. Yes, I've been working less days and making more. But the days are too full to yield the kind of peace and simplicity I love. Or the creativity that makes my business unique, as well as grow and thrive. So what next? Nothing short of a complete overhaul of my interior work ethic. And another phase of refinement in my quest to organize my business so I am not the 'technician' in it, but the Chief Creative person. New ideas are already popping, and I'm scheduling quiet time in the upcoming weeks to design what this looks like. From the outside, the changes may not be dramatic, but from my interior vantage point, they promise to be revolutionary! ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're now looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Ga naar E-mailinstellingen om de ontvangst van deze e-mail te verhinderen of om te wijzigen hoe vaak je deze ontvangt. Hulp nodig? Als je je wachtwoord bent vergeten, ga dan naar Passport-ledenservices. Voor andere vragen of feedback ga je naar de pagina Neem contact op met ons. Als je in de toekomst geen e-mail van deze MSN-groep wilt ontvangen, of als je dit bericht per abuis hebt ontvangen, klik je hieronder op de koppeling Verwijderen. In het e-mailbericht dat wordt geopend staat al een adres. Je hoeft alleen nog maar op Verzenden te klikken. Je e-mailadres wordt dan verwijderd uit de verzendlijst. Mijn e-mailadres verwijderen uit Factuurexpress.

Don't Let 'New' Hold You Back

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Don't Let 'New' Hold You Back

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Don't Let 'New' Hold You Back ~ It doesn't seem to matter how long (or how short) you've been in business, it can often seem like you're starting over. Whether it's a new program you're developing, a new client base you're going after, or just plain being new in your industry, gaining the experience you need can sometimes be frustrating, and certainly humbling. For example, one of my Horse Wise Business Makeover Coaching clients is turning her 1-on-1 service into a program. All of a sudden, she's faced with many unknowns. Who to market to? What is the best model for the program? How to design the specific course material...you name it. No matter the years of experience she has in her field; in an instant, she's turned into a beginner. Almost. You see, I believe experience begets experience. Meaning, the sooner my client puts her foot in the water, the sooner she'll see that all her past experience is going to be a huge resource for her. But what if you're venturing into uncharted territory, where your past experience doesn't relate to your new venture? The fastest way to gain confidence and expertise is to take action. Don't know what to say? Ask questions. Not sure who to talk to? Start with someone you know and are comfortable talking with, then ask them who they suggest you contact to find out more. Launching a new program or industry? Set up a dozen informational interviews - no selling, just fact gathering. The point is, no matter how long you've been in business, if you're growing, then you're likely facing the need to gain experience -fast. My coaching advice? Go get it as fast as you possibly can. Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ Seems that lately I have been both appreciating how valuable experience is, and being humbled as I move in new directions. My husband Richard and I recently spoke at a large convention (4,000+ people) for his industry. We've spoken together before, and both thoroughly enjoy the experience of being at the front of the room together, sharing the stage. During the convention (we gave 4 workshops) I noticed how at ease I could be with the attendees, giving them my full attention as I listened to their questions and comments. 'Wow!' I thought. 'Isn't experience grand?!' The highlight came during the Saturday night banquet. Richard was presented with the Contributing Writer of the Year award. We did not know he was going to win - made evident by my hooping and hollering as everyone applauded. Richard took my hand to accompany him onstage, where he gave the most romantic acceptance speech imaginable. His generous, thoughtful attribution to me in front of thousands of people is an experience I will always remember. ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're now looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Shortcut To More Clients

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Shortcut To More Clients

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Shortcut To More Clients ~ Let me shortcut to the heart of this article: what if you were to stop marketing to individual clients and focus exclusively in creating affinity relationships? An affinity relationship is a source of referrals, only bigger. And better. An affinity relationship is where another person or company refers clients to you on a regular basis. Your affinity partner has an active interest in promoting your business. It may be to earn a referral fee (or not), or to have you refer them in exchange, or simply to add substantial value to their own service offering. Which would you rather do, market to 100 individuals or market to 10 affinity partners? If every one of those affinity partners represents a 100 people, then your initial 10 relationships can give you instant, credible exposure to 1,000. The key is to stretch your thinking into a bigger frame than you may have had in the past. For example, if a CPA is a good source of referrals to you, then what about creating an affinity relationship with the top CPA firm in your city? Another option is to look at the vendors you use. A vendor may have a lot bigger marketing budge than you do, and a wider reach. What about partnering with them for an ezine, newsletter, or special letter direct mail campaign? When you think affinity relationship, think special and think exclusive. The results are easily exponential. Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ Late Friday night, just as we were crawling into bed, I heard an unusual animal sound coming from outside. It sounded like a cross between a bird, and a coyote pup yipping. Curious, I followed it upstairs to our bedroom, and out the door onto the balcony. I looked out to the trees, trying to see what it was in the dark. When I quit trying, my eyes landed on the source of the unusual calling. There on the balcony railing sat the tiniest owl I've ever imagined. It looked at me for several minutes before I crept back inside and went to bed. What I had seen was a Cactus Pygmy Owl. They are on the endangered species list, and have caused no end of controversy here in the South West, when developers have to change their greedy plans to replace every living thing in the desert with houses, to make way for their habitat. A little Internet research yielded a site that had recordings of both the male and the female Pygmy Owl. Ours is definitely a female. Saturday night, I had a repeat performance. This time, I followed her funny 'toot-toot' out our front door. Once again, my eyes strained in the nearly moonless night to spot our rare visitor, thinking she was in the mesquite trees. Once again, it was only when I stopped trying to find her that I noticed she was less than 4 feet from me, perched on a chime hanging from our porch rafter. She stayed put while I went quietly inside to get my camera, and back out again. I managed to take two pictures before she decided to venture off for her evening meal. Richard and I realized that we've heard the Pygmy Owl calling for quite some time, but had not realized it. Something about the sound in the past had not caught our attention or curiosity. What made this weekend different? I don't know. The lesson for me in this experience is that I often have exactly what I need without recognizing it. Last week, I was stewing over a marketing dilemma, wondering how I was going to figure out a solution. Then, just by chance, I had an 'A-ha' moment and found an outstanding solution that was right there all along. This week, I am going to practice noticing what is so obvious that it may not be seen. I can't wait to see what I find! ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're now looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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It It's Urgent, Ignore It

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It It's Urgent, Ignore It

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ It It's Urgent, Ignore It ~ I just had a call on Thursday from an organization, asking about the comparability of my speaking fees and topics for an upcoming event. The date? The end of this week. Did I mention the event is 1,000 miles away in another state?! I have no idea how they will find a quality speaker on such short notice, but I do know that their urgent situation did not become mine. Are you obsessed with urgent? Urgent issues get our attention fast, and hold it with the drama of the moment. Responding to urgent issues gives a feeling of doing what's important. You know what urgent really is? It's a sure sign that the important stuff - like making decisions and planning - was put off until it blossoms out of control. Take business development for example: do you have at least three prospective clients calling or emailing you every week? If not, then your business development is headed down the path of becoming urgent (your bank account will ring the bell when urgent has officially arrived). What about that presentation you're scheduled to give in a few weeks? Are your handouts, outline, and materials prepared and ready to go, or are you waiting until the night before and running out to Kinko's? Smart business owners ignore the urgent and focus ahead on what is important. My advice? If it's urgent, ignore it. Or as business guru, Peter Drucker says, 'First things first, second things not at all.' Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ I've been thinking a lot about what keeps most business owners from moving to the next level. People would say it's fear, or self imposed limitations. I noticed that thinking from that perspective feels like a downer. It's kind of like, 'Okay great. I know I'm afraid, now what?!' What I think is that it's a matter of identity. How we see ourselves, how we see our role in our business, partnered with what we believe we are capable of. When I 'tried on' this thinking I felt a sense of possibility, excitement, and freedom. For the last couple of weeks, I keep asking myself, 'What is my role in my business?' and 'Who is the person that runs this level of a successful enterprise?' All of a sudden, I see the real possibility of building not just the next level of my business, but the level beyond that. What is exciting is that there is no fear about, 'how will I handle it?' because I already know how to create the resources and systems that take care of what I don't. Day-to-day operations are outside of my role, leaving me clear on exactly what I do each day, and the kind of people who do everything else. It's no wonder my website tag line is, 'Welcome to a brand new perspective!' ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're now looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Up The Ante With Your Business

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Up The Ante With Your Business

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Up The Ante With Your Business ~ Uping the ante with your business means setting a 'bigger frame.' It means giving yourself permission to create what you really want. For example, Leading From The Soul by the team at Inspired Mastery offers a program to executives and leaders who want to create mastery and a more personal, powerful form of leadership. Here are three ways they have 'uped the ante': Up The Ante #1 The Commitment Rather than offer a single weekend experience, the program is a year-long commitment for leaders who are ready to be inspired will apply. Dabblers need not apply. Up The Ante #2 The Investment At $25,000, the program fee isn't cheap. But would anything less be taken serously by an executive audience? Probably not. The folks at Inspired Mastery instantly created value and legitimacy by setting a fee their audience understands. So what value are you placing on your service? Up The Ante #2 The Incentive The Inspired Mastery team created a whopping $1,000 referral fee for the person recommending someone to the program. Did it catch your attention? It ought to! Since everything in the frame is bigger, it only makes sense to include a generous, attention getting referral incentive. From the program length, to the investment amount, even to the expectation of learning and value the participants will get in this program, there is a clear message sent that says, 'We - and you - are here to set a bigger frame.' Now it's your turn! Kendall P.S. If the $1,000 referral fee sounds tantalizing, simply visit Inspired Mastery and pass the word on to a leader you know who is ripe for inspiration and wants to make a difference. Personal Reflections ~ My Thoughts On ... ~ This week's topic rocked my thinking about setting a bigger frame into a whole new level. For the past six months, I've focused on organizing the Website Wisdom package so our client projects are not reliant on just little 'ol me. So far so good. Actually, so far so great! Debi is a gem, the clients love working with her, and the projects keep coming in a steady stream. I was just about to settle into the role of 'Prospective Client Liasion,' where I would be responsible primarily for sales. While a lot of people do not like the selling process, I do. It is an opportunity to listen to people (which I love) and connect them to what they want and help them decide whether we are the best solution or not. Then I did the math. When my marketing plans are in full gear, there would not be nearly enough time for me to comfortably handle the number of prospective client conversations I anticipate. So to set a bigger frame means I have to rethink my role in my company. At the moment that is a bit unsettling, but I trust that in the long run, I will be able to step into that new role, and know that the perfect Prospective Client person will be there to fill my shoes in just the right perfect way. ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're now looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Preparation Or Procrastination?

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Preparation Or Procrastination?

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Preparation Or Procrastination? ~ Do you have a list of leads you are 'waiting to find the right time to call?' Or a new service you are 'waiting to announce as soon as...is done?' As busy business owners, most of us have at least one project we are preparing for...and something else we are procrastinating on. The key to being prepared - and not wasting time - is to know the difference. So when does preparation turn from valuable time spent to just plan 'ol procrastination? It's tricky, but here are two quick tips to keep you on course and moving forward. Tip #1 Are you waiting on someone, or something, else? If you are, then you may not realize it, but your project is probably stalled. While you can't control when someone will call you back, or when they will make a decision, you have absolute control over what you do in the meantime. While waiting for a prospective client to return your call, make another call to someone else. Or send a note with an article attached. Whatever you do, keep taking action! Tip #2 Are you clear on exactly what you need to know? If you find yourself in the, 'As soon as I know...<fill in the blank> then I will...' then it's time to decide. Is more information really going to make a difference, or is it masking an unspoken fear or 'gremlin' about moving forward? If you're branching out into a new area of your business, it's common to think more information will turn you into an expert, or minimize embarrassment or risk. While I am certainly a fan of research, investigation, and learning, I also know that experience is the fastest, wisest teacher we have. If you know you've fallen into the 'As soon as/then I will' trap (common with us perfectionist types), then ask yourself, 'How can I combine learning what I need to know, with taking action?' Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ Writing this section each week gives me the opportunity to reflect on what stands out as meaningful. Each time I think back on the last couple of weeks, I keep coming to the same word. Gratitude. Which for me means deep appreciation. Everywhere I look, I see something to appreciate. Even in some not-to-pleasant events, like having a difficult discussion with a neighbor about fixing something he had broken on my property nearly a year ago. In that situation, I appreciated my ability to stand my ground while not being angry. I appreciated using my coaching skills, instead of trying to convince him to honor his prior commitment (one he was now back peddling fast and furiously to get out of). Low and behold, at the end of the exchange, he agreed to fix the problem within 24 hours. And he did. Even in the heat, dust, and wind that has wrapped Tucson in a haze for days, I am appreciating the brilliant waxy beauty of the cactus flowers proliferating everywhere. And the lush profusion of yellow blossoms that cover the palo verde trees like a mantle of sunshine, vividly outlined against the clear blue sky. So, my coaching request for you this week is to just ... simply ... appreciate - starting with who you are. Go ahead...I'll wait. ...Until next week, Kendall Marketing Tools ~ Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're now looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Purple Cows

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Purple Cows

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Purple Cow Marketing ~ Everyone needs mentors, and one of mine is author and marketing maverick Seth Godin. Seth's irreverent and sometimes wacky way of looking at marketing is like the fresh spring air blowing in these days. Every concept I've embraced has turned out to make major changes in my business growth and profitability. Plus they put a smile on my face. Take the concept of the Purple Cow for instance. Seth tells about driving in the gorgeous French countryside with his family, admiring the idyllic setting and the beauty of the brown cows pastured along the roadside. After a few hours, no one could care less about the cows. No longer uncommon or unique, the cows failed to garner any additional attention. Sounds a lot like most businesses, which begs the question, "What is the only way to stand out in a field of brown cows?" Be a Purple Cow. Your Purple Cow may be the way you deliver your service, your unique approach to solving your clients' problem, or a program you put together. Beware of making price or speed your Purple Cow - eventually someone will beat you at your own game and your cow will go back to being brown. Would an example help? One of the areas we coach our Website Wisdom clients in is creating their Purple Cow. Take the website we just completed for Doug Morrison, www.CareerPowerResume.com for example. Doug is a resume writer. Definitely NOT purple. However, what is purple about Doug is his tenacious, no-nonsense, 'Lt. Columbo' approach and style. We capitalized on his Purple Cow in a variety of ways - the direct writing style, use of the boot graphic (go to his site - you'll see what I mean), even our use of a magnifying glass image on the "About Us" page. Is there any doubt in the mind of Doug's website visitor who Doug works with and what they get as a result? I doubt it. And isn't that what having a Purple Cow is all about? You bet! Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ Exercising has never been something I naturally gravitate to. Sweating? No, don't think so. Using gym equipment? Not a prayer. Trying to keep up in an aerobics class, with my heart pounding wildly in my chest? Sounds dreadful. Walking into a gym feels about as foreign to me as going to the moon. But with my birthday approaching in May, I made a decision. No longer content to be weak armed, out of shape, and of low endurance, I decided to design a gentle, consistent exercise program that would be fun and fit comfortably into my lifestyle. I am proud to celebrate that I have been relishing the glorious spring weather on morning walks, doing a modified 'strength training circuit' at home twice a week (modified to fit the fact that right now I can only do one circuit, instead of the three demonstrated in the workout book), and adding in a bit of yoga, which I love. Last weekend, when we went out country dancing, my legs didn't feel like jelly by the time we'd had enough bar smoke and headed home. And rather than being so winded that I have to stop and rest walking the hills in my neighborhood, this morning I sailed up them without needing anything more than a sip of water. I can't claim that exercise is now a habit, but I can now look ahead to the day when if I skip it, I'll notice. I bet it will be soon! ...Until next week, Kendall Marketing Tools ~ More on Purple Cow Marketing ~ What's the Purple Cow of our Website Wisdom package? For starters, imagine having a gorgeous website that not only captures the spirit of you and your business, but captures clients as well. Add in the fact that you don't have to write a word, decipher tech-talk with a programmer, or lift a finger to organize the project and you're now looking straight into the eyes of our Purple Cow. That's why we say it's a 'spa-like experience that pampers you into a client capturing web presence.' Simply put, We do the work - You reap the rewards! Let us discover your business's Purple Cow! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Ga naar E-mailinstellingen om de ontvangst van deze e-mail te verhinderen of om te wijzigen hoe vaak je deze ontvangt. Hulp nodig? Als je je wachtwoord bent vergeten, ga dan naar Passport-ledenservices. Voor andere vragen of feedback ga je naar de pagina Neem contact op met ons. Als je in de toekomst geen e-mail van deze MSN-groep wilt ontvangen, of als je dit bericht per abuis hebt ontvangen, klik je hieronder op de koppeling Verwijderen. In het e-mailbericht dat wordt geopend staat al een adres. Je hoeft alleen nog maar op Verzenden te klikken. Je e-mailadres wordt dan verwijderd uit de verzendlijst. Mijn e-mailadres verwijderen uit Factuurexpress.

Re: de seminars

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de seminars

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Aanbevelen Bericht 2 in discussie

Van: Factuurexpress ~ Selling Benefits Case Study ~ Last week I was browsing through one of those magazines that promises to get you in shape fast. Despite the tanned, toned, too-thin model on the cover, the magazine is oriented towards women. So what does this have to do with a Selling Benefits Case Study? Plenty. As I flipped through the pages, I spotted an add for an athletic store selling a particular brand of running shoes. Now we all know that the athletic shoe market is fiercely competitive. But this store's ad was clever. In one page, and with a minimum of text, they convinced me that they understand their customer - me. How? By translating every feature of the shoe into a benefit I could understand and more importantly, care about. Image this: a picture of the shoe filling the center of the page. Now picture an arrow pointing to the toe of the shoe, accompanied by a neat line of text (in one of those engineering style fonts) extolling the technical virtues of the lightweight mesh and moisture management blah blah blah... Now picture a colorful line crossing out that very same text, and in a "hand written" style font the phrase, "breathes more than a yoga class." Likewise with the arrow pointing to the back and side of the shoe. This time, next to the crossed out techie-talk was the friendly, colorful, handwritten style font guarantying the shoe was "even more supportive than your 'best friends.' Proof positive that if you can think, talk, and write like your choice client, you'll have more of 'em. Now it's your turn! Kendall Personal Reflections ~ My Thoughts On ... ~ With the Horse Wise Business Makeover Program about to start May 5th, and a steady stream of new Website Wisdom clients coming in, I was reminded this past week of the power in stepping back, and seeing that what is demanding my attention isn't necessarily where I want to focus my time and energy. One of the tricks I used this week was to literally stand up, step back, or walk outside. I found that by moving my body away from my desk, it created a sense of space, and the new perspective I was looking for kicked in (along with fresh solutions and ideas). As a keen observer of what is working in my life, I noticed that along with the fresh perspective that distance created, I also felt renewed and recharged. Even though it sometimes feels like a Herculean effort to break the magnetic spell certain projects or tasks seem to have over me, when I do, I know I'm running my business instead of it running me! ...Until next week, Kendall PS - If you're considering using Horse Wise Business Makeover Program to give your business a makeover, then be sure and take advantage of the special discount when you join by April 23rd. Details are available here. Marketing Tools ~ We do the work - You reap the rewards! ~ Are you ready to say "goodbye" to amateur sites, techie programmers that speak jargon, and trying to unravel the complexity of creating a website? With Website Wisdom, we pamper you with a spa-like experience, and a web presence to be proud of! Our innovative Website Wisdom package is a miracle worker when it comes to creating a client-capturing marketing message and uniquely positioning you as THE person to hire! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Your Unique Position

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Your Unique Position

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Your Unique Position ~ Not too long ago, a Marketing Makeover Kit owner wrote asking why her marketing materials weren't producing any leads. Curious, I asked her to email me her brochure and monthly newsletter. The problem was obvious. Her materials were polite, friendly, well intentioned...and deadly boring. At first glance, her business - a bridal consultant and wedding planner - may seem quite different than yours. It really isn't. Every business, yours included, needs to have a unique marketing position to make it stand out from the crowd. Here is the straight-to-the-point coaching I gave our wedding planner. I invite you to apply the same wisdom to your own business, and see what you create! 'I would strongly encourage you to think about how to uniquely position your service. What do brides care about most? I am guessing a) making the day perfect, and b) avoiding problems and screw-ups. Brides also care about having something unique and memorable. Here are some of my thoughts on how you could focus your service: • Bride again 2nd time (and even more) brides are a growing population. Second brides don't want all the same stuff new and younger brides want. This is a market that is savvy and ready to spend some money. •  Unique theme weddings • Weddings above or below a certain number of people. • Weddings above or below a certain dollar amount I bet you can think of more! The idea here is to focus ALL of your marketing - your site, brochures, newsletter, etc. around one of these themes. Now you stand out from the crowd. I realize this may sound like starting over, but it won't be that hard because you already have everything in place, it just needs to be "refitted." There is no doubt you are outstanding at what you do (your quality of service shines through) it just needs a very specific theme or focus to make it stand out. Like the perfect flower center piece.' I realize you are not in the wedding planner business, but what ideas does this spark for you? My unique position is the Horse Wise business makeover program. What's yours?! Now it's your turn! Kendall   Personal Reflections ~ My Thoughts On ... ~ I've been grousing for nearly a year that I never had time to work on my own website. It had become a source of some embarrassment since I launched the Website Wisdom package. I found myself apologizing to potential clients, for not having time to attend to my own website. My own site was failing to live up to even the most basic website wisdom I so happily give to clients. Then I created - and started following - my Time Wisdom tool (part of the Horse Wise business makeover program). After all, I am my own best Guinea pig. Since the beginning of the year, the tool has allowed me to dramatically change how I spend my time. As the pile of projects magically cleared away, I was left with the one project I thought I would never get to - my own website makeover. No more grousing! I have "overhauled" my home page, along with several other pages on my site. Everything from changing the font, to completely re-writing and re-focusing the home page content. Am I done? Not yet. But the progress I've made feels great and looks even better. You can see the changes for yourself by visiting my home page - just be sure to click the 'refresh' or 'reload' button at the top of your browser window so your computer views the new page, not the old one. I also invite you to give me your feedback! What appeals to you about the new look and content? What emotions does it evoke in you? What action does it encourage you to take? Let me know - I am all ears! ...Until next week, Kendall Marketing Tools ~ We do the work - You reap the rewards! ~ Are you ready to say "goodbye" to amateur sites, techie programmers that speak jargon, and trying to unravel the complexity of creating a website? With Website Wisdom, we pamper you with a spa-like experience, and a web presence to be proud of! Our innovative Website Wisdom package is a miracle worker when it comes to creating a client-capturing marketing message and uniquely positioning you as THE person to hire! Call 520-577-6404 or visit: Website Wisdom. Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Love what you do but wish marketing would just go away? Kendall SummerHawk, creator of the Marketing Makeover Kit™, Website Wisdom™, and Horse Wise Business Makeover Program specializes in creating innovative, client-capturing marketing solutions for your business. Visit www.KendallSummerHawk.com for more articles and free marketing wisdom."

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Re: voor blad website

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voor blad website

Reageren	Aanbevelen Bericht 11 in discussie
Van: Factuurexpress http://www.kendallsummerhawk.com/free-article-judy.html

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Ga naar E-mailinstellingen om de ontvangst van deze e-mail te verhinderen of om te wijzigen hoe vaak je deze ontvangt. Hulp nodig? Als je je wachtwoord bent vergeten, ga dan naar Passport-ledenservices. Voor andere vragen of feedback ga je naar de pagina Neem contact op met ons. Als je in de toekomst geen e-mail van deze MSN-groep wilt ontvangen, of als je dit bericht per abuis hebt ontvangen, klik je hieronder op de koppeling Verwijderen. In het e-mailbericht dat wordt geopend staat al een adres. Je hoeft alleen nog maar op Verzenden te klikken. Je e-mailadres wordt dan verwijderd uit de verzendlijst. Mijn e-mailadres verwijderen uit Factuurexpress.

Systems That Liberate You

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Systems That Liberate You

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Systems That Liberate You ~ At first blush, the idea that "systems" and "liberate" go together may seem a bit counter-intuitive. If you're the creative type, the word "systems" probably doesn't thrill you. Systems however, give you freedom. Conversely, a lack of systems will keep you bound to repeating unpleasant tasks and feeling like you're constantly behind the 8-ball when it comes to marketing and follow-up. Okay, call me crazy but I get excited about systems. I see how they directly relate to growing my business bottom line. For example, in my business, I can easily have 5 - 7 Website Wisdom projects occurring at the same time. Debi, my project manager, knows exactly what to do, because we designed a system. It's a win-win-win experience: I'm guaranteed each client is receiving the same quality service I would give if I were doing the job myself; Debi is happy because she knows she's meeting my expectations; the client is thrilled because they are completely pampered and end up with a website that is better than they even hoped for. How To Design A System You'll Use Here are three ways you can create your own system to liberate your time and energy: #1 Keep your system simple Some steps may seem so simple that they don't require making note of. Resist the urge to skip a step! Each time I'm hired by a new client, I always send a hand written thank you card. Before I had a system, I would sometimes wonder, "Did I send them a card? I don't quite remember." Now I know I did because I use my new client system. Done. Complete. No extra thought required. My time is liberated to think about attracting NEW clients. #2 Create a blueprint Write out each step and keep it handy as a checklist or a guide. #3 Make it a living document Stuffing your checklist into a drawer won't do anybody any good. Keep each system handy so it's easy to use. Even if you're a 1-person operation, having a system will help you greatly in increasing your bottom line, free your thinking and creativity, keep you from endlessly shuffling a mountain of paper, ensure you create a "Wow!" client experience, give you a regular way of following up with prospective clients the list goes on. My coaching request to you is simple: choose a task (client follow-up is a good one) and create a system for handling it consistently each and every time. So what do you want to do with your liberated time? Now it's your turn! Kendall Systems that liberate you is just one of the 8 key strategies in Horse Wise: Work less, Make more, Enjoy the ride! Business makeover program. I guarantee you'll see your business in a whole new light! Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ The glow of satisfaction...I have news: the time system I've designed is working! By following it, I've completed a mountain of projects (including the new web pages for Horse Wise). More importantly, I have not been working mega-hours. The time system takes a unique approach at how we spend time and puts control of where and how you spend it in YOUR hands. For example: I recognized that my most profitable time is when I am creating new products and programs, and when I'm marketing. Then there is everything else. I've spent the last four months putting systems and people into place to take care of the everything else list (thank you from the bottom of my heart, Richard, Kailash, David, Debi, and Kevin), liberating my time to do what I do best. Horse Wise is the fruit of that effort. As is the Website Wisdom package. My income has jumped dramatically, I'm working less, and I'm having a ton of fun. I only wish every business owner could say the same. For years I've believed that owning your business can be a miracle of satisfaction, fulfillment, and accomplishment. It's the pinnacle of making a difference - in your life and in the lives of others. That's why we do what we do, isn't it? ...Until next week, Kendall Marketing Tools ~ We do the work - You reap the rewards! ~ Are you ready to say "goodbye" to amateur sites, techie programmers that speak jargon, and trying to unravel the complexity of creating a website? With Website Wisdom, we pamper you with a spa-like experience, and a web presence to be proud of! Our innovative Website Wisdom package is a miracle worker when it comes to creating a client-capturing marketing message and uniquely positioning you as THE person to hire! Call 520-577-6404 or visit: Website Wisdom. ~ In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Re: Holiday Marketing

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Holiday Marketing

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Aanbevelen Bericht 2 in discussie

Van: Factuurexpress ~ Ordinary Holidays Make Great Marketing Opportunities ~ Okay, I admit I don't pay much attention to those little reminders in my calendar that it's Administrative Professionals' day, Book Week, or American Heart month. I figure Hallmark gets enough of my money on Valentine's day, birthday's, and my wedding anniversary. Little did I know I was missing an inventive marketing opportunity! Jane Tabachnick, author of Plain Jane’s Promotional Planner 2004 has created a way of turning just about any holiday ,into a marketing opportunity for just about any business. Skeptical? So was I, so I put her to the test. Here's how she tied together an unlikely duo: Jane writes - 'Stepping out of the box, when it comes to use of a holiday theme, American Heart Month provides a good example. This holiday is an obvious choice for a fitness trainer or nutritionist, but can be a great topic for other businesses like an accounting firm.' 'An accounting firm can provide a public service announcement with customized information that matches their expertise with American Heart Month. For example, our forward thinking firm can provide answers to the following questions: If you join a health club, is that a tax-deductible expense? A nutritionist? Is installing a gym on site for your employees tax deductible? Did you know improving your health can translate to lower premiums on life insurance?' Jane adds that these questions can be formatted into tips, and used in an add, a company newsletter, or even offered to other newsletter publishers as content, increasing the accounting firm's exposure and further establishing themselves as experts.' Jane offers this final tip: 'Can’t find a holiday to suit your business goals? Create one! All you need to do is come up with a theme and a name, and declare it!' I must say, if there were a holiday for Inventive Marketing Idea day, Jane would be the first on my list to proclaim, "Bravo!" Now it's your turn! Kendall Pick up a copy of Plain Jane’s Promotional Planner 2004 It's chock full of easy, fun, creative ideas for turning any holiday into a marketing opportunity for your business. She even includes a simple checklist for planning exactly what to do when so your timing is foolproof. Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ Most of you know I am an extremely organized person. I complete projects on time, keep my filing up to date, usually answer emails promptly. But I noticed that on my creative/thinking days (days scheduled 80% for creating new products like my upcoming Horse Wise: Work less, Make more, Enjoy the ride! program) I was ending up spending considerable time on getting bogged down in administrative tasks. I finally bit the bullet this week, and made out a detailed time log for each day. Here's how it works: every evening at the close of my business day, I pulled out a blank time log form (created by Bob, a member of my monthly Time Mastermind group). It has two columns. The left column is where I list what I plan to do the next day, and the right column lists what actually happened. Day one: Nothing happened as planned. By 6:00pm the two columns looked like they belonged to two different people. Day two: Same thing. Rather than consider this a coincidence, I thought "Hmmm...maybe there's a pattern here." Day three: Finally, I was getting somewhere! The right column had several of the same items as the left. What made the difference? I actually stuck to the plan. The real eye opener was what that took - namely, less time on the phone with my mom, and to my Website Wisdom project manager, Debi (I can happily chat with either of them for an hour a piece without missing a beat). Day four: Grumpy, I wadded up the time log and made a 2-point shot into my wicker recycle basket. But the revelation that I piddle, or "fritter" as my mom likes to say, enormous amounts of time away gabbing on the phone or surfing cool Internet sites had made an impact. I blazed through a day of creating 3 new teleclasses, and 2 more modules of the Horse Wise program. I suggested to Debi that we schedule a weekly business meeting, and waited until after work to talk to my mom. Elated, I finished work feeling on top of my time. Day five: That's today. I decided I'd give myself a day off from my time log, but am feeling a bit of withdrawal. That's okay, Monday is just around the corner, and I have a fresh log sheet sitting right here, waiting to be filled in with the promise of what can be. ...Until next week, Kendall Marketing Tools ~ Need A Compelling Web Site? ~ Unique Website Wisdom Package If you're ready to say "goodbye" to amateur sites that don't do you a lick of good, and "hello" to a clear, compelling web site that reflects the best of what you have to offer in compelling, benefit rich language, then give me a call or send me an email. Our innovative Website Wisdom package is a miracle worker when it comes to creating a client-capturing marketing message and uniquely positioning you as THE person to hire! Call 520-577-6404 or visit: Website Wisdom on my website. In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Your Biggest Competitor May Surprise You

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Your Biggest Competitor May Surprise You

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Your Biggest Competitor May Surprise You ~ Your biggest competitor isn't another company. It's your almost-client's own inertia. Staying in their current situation, no matter how bad it may sound to you, is familiar. It's comfortable even in it's discomfort. The idea of taking action somehow seems like more effort than just maintaining status quo. Yet status quo means no new business for you. So what's the solution? Your almost-client has to decide that now is the time to take action. Your role is to support them in reaching that turning point. Here are 3 ideas on how to accomplish that: Idea #1 Pan for Gold Don't assume that just because your almost-client is talking to you that they have made a decision to move forward! Listen for clues that tell you they're ready. You may even hear, "I've decided it's time to...." If you don't hear signals that they've made a firm decision, then maybe they haven't. The best way to find out is to ask! Try, "It sounds like you've decided to (insert your service here - 'hire a coach' or 'leverage your receivables for cash') and now it's a matter of finding the right service." or take the opposite approach with, "It sounds like you're not ready to make a decision yet." Then listen to their response - that's where the gold is! Idea #2 What's stopping them? Use Precision Questions to reveal what the source of the problem is, what they've already done to try and solve it, why it's a priority now, and what it means to them to have it solved. For example: "What do you think is at the heart of this issue for you?" or "What do you think is at the center of this problem?" "What have you already done to try and solve this?" "What makes (insert your solution here - 'getting cash in the door' or 'having a website that sells your service for you' ) important to you right now?" "If I could wave a magic wand, and (insert your solution here) for you right now, what would that be like?" and finally, "What do you need to make a decision?" "Is this something you're ready to move forward with?" Idea #3 Create relationship, not a 'one-time stand' Just because you don't hear "yes" now, doesn't mean you won't in the future. People need time to make a decision. They need to know they can trust you. They need to understand that you care. Consistency is King (or Queen)! Send a thank you note, ask when you can check back with them. Send an article you thought they would find interesting. Offer a referral for another product or service they need. Tell them "thank you" if they send you a referral. Invite them to a seminar you're giving. This isn't about being pushy, it's about being known...and remembered as a resource for information and assistance. Finally, don't take it personally. If motivating someone else to take action were easy, then every parent of a teenager would breathe a sigh of relief. Now it's your turn! Kendall It's Your Turn "~ Readers Share Their Toughest Marketing Questions! ~ A few weeks ago, I wrote an ezine issue titled, "Who's on your team?" When I received this response from a reader, I went "Yahoo!" No matter what business you're in, I bet there's the seed of an idea in here: "Just wanted to say that I agree with your idea of building a team. Fortunately when I was trained in Interior Redesign my instructor gave me very powerful advice. She encouraged our class not to be afraid of competition but to embrace it. Recently I have done that very thing. There is a new furniture consignment store in the area owned by a local Interior Decorator. I approached her one day and we decided to work together. I help her out in her store a couple afternoons a week so that she can keep up with her decorating jobs. In return she allows me to promote my business to the customers who come in while I am working. This has created so many job opportunities for us both. Otherwise she would never be able to leave the store to work her decorating jobs and I would still be lacking steady business. If I hadn't overcome my fear that "she really doesn't need my help, she is already a decorator" then we both would be losing out." Signed, Cashing In On Teaming Up Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ I had no idea that making one tiny little decision could create a wagon load of change. It all started when I decided to begin each day by taking care of all my emails. Okay, simple enough. But to do that meant I wanted to start work earlier. Now please keep in mind that by the time I go through my morning routine, which includes riding my horse, a little yoga, talking to my mom, watering plants, three hours have easily gone by. So to start work earlier means getting up at 6:00am. It's still dark at 6:00am. But I made a decision so I put in a wake-up call with my trusty husband (who springs out of bed no later than 5:00 every morning). So far so good. Watching the sun rise while doing breakfast dishes is inspiring. But then, so is sleeping in. The odd thing is, while I am starting work earlier, it's now taking me even longer to get going in the morning (makes me wish I was a coffee drinker). But I'm looking at this like a runner who's preparing for a marathon. I'm in "training" to be at my desk, fingers poised at the keyboard, alert and ready to go. This week, my "alert and ready to go" muscles feel flabby and out of shape, while my "staying up to late to read" muscles are stronger than ever. All this because of the decision to take care of emails first thing every morning! ...Until next week, Kendall Marketing Tools ~ Need A Compelling Web Site? ~ Unique Website Wisdom Package If you're ready to say "goodbye" to amateur sites that don't do you a lick of good, and "hello" to a clear, compelling web site that reflects the best of what you have to offer in compelling, benefit rich language, then give me a call or send me an email. Our innovative Website Wisdom package is a miracle worker when it comes to creating a client-capturing marketing message and uniquely positioning you as THE person to hire! Call 520-577-6404 or visit: Website Wisdom on my website. In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Ga naar E-mailinstellingen om de ontvangst van deze e-mail te verhinderen of om te wijzigen hoe vaak je deze ontvangt. Hulp nodig? Als je je wachtwoord bent vergeten, ga dan naar Passport-ledenservices. Voor andere vragen of feedback ga je naar de pagina Neem contact op met ons. Als je in de toekomst geen e-mail van deze MSN-groep wilt ontvangen, of als je dit bericht per abuis hebt ontvangen, klik je hieronder op de koppeling Verwijderen. In het e-mailbericht dat wordt geopend staat al een adres. Je hoeft alleen nog maar op Verzenden te klikken. Je e-mailadres wordt dan verwijderd uit de verzendlijst. Mijn e-mailadres verwijderen uit Factuurexpress.

Your Choice Client Is Your Marketing Guide

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Your Choice Client Is Your Marketing Guide

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Your Choice Client Is Your Marketing Guide ~ Who are you marketing to? I have my fingers crossed that your answer isn't something like, "Anyone who can fog a mirror" or "People who want (insert something vague here)." But if it is, then you can stop squirming because I'm going to show you how easy it is to get a read on who your choice client really is. First of all, if the idea of a choice client makes you feel like you're giving up too many other opportunities then I agree with you...and I don't. When you choose your choice client, you don't give up opportunities, you create a well spring of them! Let's say your choice clients are temporary employment agencies who need to make payroll, or woman in healthcare who struggle with boundaries and burnout, or CPA's who specialize in business clients. How many of each group are out there in the world? A big number, right? And how many do you need as clients? This time, I have my fingers crossed that you see how wide open the market is - all you need to do is tap into it, and in the right way. Which leads me to a key ingredient in defining your choice client. You have to dig deeply into their problems and symptoms. Every ounce of effort you put into figuring out what really keeps them up at night, is going to pay off! How? You'll be speaking their language, walking in their shoes...and they'll sit up and take notice. The best choice client definition includes both demographics (facts) and what I call a "situation" (emotions). The examples I gave above give you and idea of what I mean. Capture both and you create a compelling definition of exactly who is right for your service. Now doesn't that sound like it's going to jumpstart your marketing a whole lot more than trying to attract "anyone who can fog a mirror?" Do I still need my fingers crossed or are you already saying, "Yes!" Now it's your turn! Kendall It's Your Turn "~ Readers Share Their Toughest Marketing Questions! ~ "I am looking for help on creative ways to build relationships with referrals. I do not have a clue how to do that with people I don't know, or have only met one time in a business situation, like a banker for instance. I have bought books but nothing goes into detail. Any suggestions?" Signed, Looking For Clues Dear Looking For Clues: Luckily, building referral relationships is more like making a new friend than like dating. Since you've already read a bunch of books on the subject, I'll get right to the heart of your question and reveal exactly how I go about building referral relationships. It's really quite simple. First, pinpoint exactly WHO you want to refer business to you. You mentioned bankers - great. Which department? Which banks? This is the time to get extremely specific. Use the phone book, ask people you know, network, whatever it takes for you to build a list. This list is your referral goldmine! Even with just five names on it, you'll be off and running. Next, create a short, 45-second introduction that clear outlines the problem your clients are in, and the results they achieve from your service. Now start contacting each person on your list. Use your introduction to tell them who you help (not what you do or your title). Tell them you may be a resource for them with people they can't help. Ask them if you could meet with them to get a better understanding of THEIR business and how they like to work. When you meet with them, ask a lot of questions about their business. Ask which clients are their biggest challenge. Ask what they need to know to be comfortable referring people to you. Ask if they have someone that they 'ld like you to talk to. Ask who else they recommend you should talk to in their field, that has clients who would value your service. Finally, follow up with a hand written thank you note, and a monthly check-in call. Sound like work? All marketing is! But the beauty of marketing directly to referral sources is the value of leveraging your time. Happy sleuthing! Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ Yeesh, changing habits is hard! Right now I am treading water in an ocean of emails. I know it's a universal complaint, but I really pride myself on staying on answering the same day or next day at the latest. When I get so many listed in my inbox that I need to scroll down to see them all, I know I'm sinking. Does anyone have a life preserver? In all fairness to myself, I only have 23 unanswered emails as of this writing, and all except for one are from this week, but it feels like a thousand. What I decided to do is form a new habit. I thought if I made it public, it might help create momentum and perseverance. Now please know, I am already a creature of habit and love routine. But I also love variety, so the new habit I'm about to embark on creating is going to be a challenge. My new habit is to spend an hour first thing every morning answering all email, then letting them collect for the rest of the day until the next morning. Amazing how scary that sounds for a woman who checks email incessantly all day, yet can't seem to keep up with it! But come to think of it, I gave up all forms of sugar over a year ago (this from a life-long sugar addict), so if I can do that, I think there's hope for my new habit. What do you think? And yes, you can email to tell me! ...Until next week, Kendall If you're interested in reading about the new innovative coaching program I'm developing, go to this prior ezine issue and read about it in the Personal Reflections section. http://www.kendallsummerhawk.com/marketing-newsletter/jan1204.html Marketing Tools ~ Need A Compelling Web Site? ~ Unique Website Wisdom Package If you're ready to say "goodbye" to amateur sites that don't do you a lick of good, and "hello" to a clear, compelling web site that reflects the best of what you have to offer in compelling, benefit rich language, then give me a call or send me an email. Our innovative Website Wisdom package is a miracle worker when it comes to creating a client-capturing marketing message and uniquely positioning you as THE person to hire! Call 520-577-6404 or visit: Website Wisdom on my website. In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Who's On Your Team?

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Who's On Your Team?

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Who's On Your Team? ~ One thing that is abundantly clear to me is the power of partnership. Trying to be the Lone Ranger only serves to slow down progress, and profits. Take a look at horses for example. The wisdom of the herd is that without each other, survival is precarious at best. By banding together, horses are able to find the best pastures, play, and enjoy horsey life. A horse with bad behavior is quickly ostracized from the herd. The panic that sets in acts as a strong motivator to just as quickly turn their errant behavior around, allowing them to rejoin the herd. Even young stallions roam together in "bachelor bands" until they can find their own herd to join. People are also creatures that band together. So why do entrepreneurs try to go it alone and jeopardize their success? We all love to help each other, so why wouldn't others want to help you?! You can create massive benefit to your business simply by creating a success "herd." Their time can be paid, trade, or volunteered. They can be at your business level, below, or above. The point is to regularly talk about your ideas, hear their feedback, and promote accountability for taking action. I know, it sounds a lot like coaching. If you have a coach, great. That's one member of your success herd. You need more. A herd of two isn't enough. My business is growing - more profits, bigger ideas that are coming into fruition, and a huge difference in how I'm spending my time - all in in direct proportion to the growth of my "herd." Go it alone again? Never! Now it's your turn! Kendall It's Your Turn "~ Readers Share Their Toughest Marketing Questions! ~ Dear Readers: I'm a little under the weather today, hence the reprint of last week's Reader's Toughest Marketing Questions. But please be sure and check back next week for a fresh question, and fresh marketing wisdom. "I have a question that frustrates me a lot. I offer affordable organizing services to small business owners (small office, home office). First I do an "Initial " service, usually a day long. Then I offer some services on a regular basis to clients. I would love to turn those initials into weekly or biweekly, or even monthly recurring clients. I haven't mastered "getting the booking" if you will for the subsequent visits. I have a couple of clients now who seem to be interested in having me come back on a regular basis, but have not booked yet - and I don't want to push it - and scare them away - Is there a way I can approach the issue to get the booking - or am I doomed to "wait and see if they call"...???" Signed, Like Herding Cats Dear Herding Cats: Sounds like you're faced with the very challenge of why a business owner hires you in the first place - to get organized! But if you're waiting for a busy person to organize you as their solution, you're going to be waiting a long time. I think your solution is actually pretty simple. Think of it this way - people who are busy and/or disorganized crave the allure of having every thing in it's place. They also know how upset and guilty they get when there's chaos. I bet that if you follow these key tips, you'll see a difference in the response: Tip#1 Make your follow-up offer clear and easy to understand. Don't be wishy-washy or undecided. And don't feel compelled to offer more than one ongoing plan. Be specific as to exactly what is included and how often. Tip#2 Use emotionally evocative language to engage their gut. Don't say, "I can come back twice a month to keep things in order." Boring! Instead, you can say, "No matter how many piles you make, or how much things get out of hand, you'll know that twice each month your office will look like a miracle just happened." Tip #3 Make an irresistible offer. For example, let them know in advance that if they sign up for your 1-year Clutter-Buster program, they only pay for 11 months and the 12th month is free. As the "mom" to three calico cats, I can attest that, just like clients, they require a compelling reason to do more than stretch their legs and say, "Maybe." Make it worth their while with a good belly scratch and a tasty treat, and they'll purr just the way you want them to! Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ Writing about forming your own "herd" was easy this week, because I've become a believer. Even asking for help has gotten easier, though the journey of getting to this point has been rich with learning. For example, I'm right in the middle of designing the new "Horse Wisdom - The Entrepreneur's Mastery Program" (curious to know more? I'm giving several free teleclasses in March - read more here...). I reached a point where I realized that at the rate I was progressing, it would be next year before I was finished and ready to launch the program. Since the launch date is May 1st, I knew I had to get help. As bold as I am in picking up the telephone to make a cold call, the idea of calling a respected friend and colleague for assistant made me quake. All I needed to say were these four simple words, "I need your help" but it would have been a ton easier if I had been asked to fund raise for $1,000,000! So what did I do? I picked up the phone, stumbled through my request and heard an, "Of course! I would love to help!" on the other end of the line (Thanks Beth!). What I'm finding is that the more I partner with other people (which includes asking for their help), the more energized, enriched, and excited I am about what I'm creating. I hope you'll find some inspiration in all of this, to create your own herd and magnify your results. Experiencing is believing. ...Until next week, Kendall If you're interested in reading about the new innovative coaching program I'm developing, go to this prior ezine issue and read about it in the Personal Reflections section. http://www.kendallsummerhawk.com/marketing-newsletter/jan1204.html Marketing Tools ~ Need A Compelling Web Site? ~ Unique Website Wisdom Package If you're ready to say "goodbye" to amateur sites that don't do you a lick of good, and "hello" to a clear, compelling web site that reflects the best of what you have to offer in benefit rich language then give me a call or send me an email. Our Website Wisdom package is unique and effective! Call 520-577-6404 or visit: Website Wisdom on my website. In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Ga naar E-mailinstellingen om de ontvangst van deze e-mail te verhinderen of om te wijzigen hoe vaak je deze ontvangt. Hulp nodig? Als je je wachtwoord bent vergeten, ga dan naar Passport-ledenservices. Voor andere vragen of feedback ga je naar de pagina Neem contact op met ons. Als je in de toekomst geen e-mail van deze MSN-groep wilt ontvangen, of als je dit bericht per abuis hebt ontvangen, klik je hieronder op de koppeling Verwijderen. In het e-mailbericht dat wordt geopend staat al een adres. Je hoeft alleen nog maar op Verzenden te klikken. Je e-mailadres wordt dan verwijderd uit de verzendlijst. Mijn e-mailadres verwijderen uit Factuurexpress.

Re: Het Factuurexpress programma

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Het Factuurexpress programma

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Aanbevelen Bericht 2 in discussie

Van: Factuurexpress Part II - I talked about how people like programs, and programs are a great way to make your service more tangible. I also shared a simple formula for creating your program. Now let's take a look at some of the different ways you can deliver your program. First of all, remember that a program doesn't mean you have to invent anything fancy. It's nothing more than taking your service and organizing it into some number of steps or activities. The best way to deliver your program is to use a format (or combination of formats) that works best for you. Let's say you're a great public speaker but not much for communicating by email. No problem. Your program can include regular public presentations and teleclasses that deliver your solution in 3 steps (or 5, or 7...you get the idea). Need to send notes? Hire a virtual assistant to take care of that for you. What if you're a wiz at email and on the telephone but public speaking makes you quake in your boots? Once again, this is easy to accommodate. You can give unlimited email access to your program clients, along with 1-on-1 consultations anytime they have a question. Here's are two different examples of a program, for two very different businesses. The first is for a cash flow consultant, the second for a coach. Even if your business is different than these, you'll easily be able to adapt the ideas below to your own service. Program A (for the cash flow consultant) - Since your primary aim is to find money businesses, why not create a program that: #1 Analyzes their current cash flow situation, using our "5-Point Assessment" (you'll have to create that, but I bet you already have an idea of what the 5 points are that you would look for) #2 Provides a minimum of 3 different options to shorten cash flow wait time by at least 30% #3 Offers direct contact with a quality resource based on the preferred option chosen from the above list. Now wouldn't that be easier to market than "I can get you more cash now"?! Let's take a look at the example for a coach... Program B (for a coach) We'll say your specialty is helping people going through a tough transition. It may be job loss, new job, new marriage, divorce, aging parents...just about anything in our lives can be considered a tough transition! You could offer a 3 step program that coaches people to: #1 Go From Feeling Stuck Or Overwhelmed To Creating Options #2 Make Decisions That Are Right For You #3 Take Action With Confidence Remember, your program doesn't have to promise the same result for everyone. What it promises is a logical series of decisions, steps, or activities participants are going to go through. Each phase of the program is designed to bring your client closer to their goal. As my California cousin would say, "programs are way cool!" Now it's your turn! Kendall It's Your Turn "~ Readers Share Their Toughest Marketing Questions! ~ "I have a question that frustrates me a lot. I offer affordable organizing services to small business owners (small office, home office). First I do an "Initial " service, usually a day long. Then I offer some services on a regular basis to clients. I would love to turn those initials into weekly or biweekly, or even monthly recurring clients. I haven't mastered "getting the booking" if you will for the subsequent visits. I have a couple of clients now who seem to be interested in having me come back on a regular basis, but have not booked yet - and I don't want to push it - and scare them away - Is there a way I can approach the issue to get the booking - or am I doomed to "wait and see if they call"...???" Signed, Like Herding Cats Dear Herding Cats: Sounds like you're faced with the very challenge of why a business owner hires you in the first place - to get organized! But if you're waiting for a busy person to organize you as their solution, you're going to be waiting a long time. I think your solution is actually pretty simple. Think of it this way - people who are busy and/or disorganized crave the allure of having every thing in it's place. They also know how upset and guilty they get when there's chaos. I bet that if you follow these key tips, you'll see a difference in the response: Tip#1 Make your follow-up offer clear and easy to understand. Don't be wishy-washy or undecided. And don't feel compelled to offer more than one ongoing plan. Be specific as to exactly what is included and how often. Tip#2 Use emotionally evocative language to engage their gut. Don't say, "I can come back twice a month to keep things in order." Boring! Instead, you can say, "No matter how many piles you make, or how much things get out of hand, you'll know that twice each month your office will look like a miracle just happened." Tip #3 Make an irresistible offer. For example, let them know in advance that if they sign up for your 1-year Clutter-Buster program, they only pay for 11 months and the 12th month is free. As the "mom" to three calico cats, I can attest that, just like clients, they require a compelling reason to do more than stretch their legs and say, "Maybe." Make it worth their while with a good belly scratch and a tasty treat, and they'll purr just the way you want them to! Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ I have to pat myself on the back. I have been either on time, or within 5 minutes of being on time, since the beginning of the year. This may not seem like a big deal to you, but for a person who was born two weeks late (and seemingly determined to maintain that status every since) this is a masterful accomplishment! It wasn't a New Year's resolution that made the difference. I finally too notice of how stressful it is to be late. So why did it take this long to see such an obvious consequence? Because before, I thought that level of stress was normal. When I took my 16 day holiday last month, I found my own natural rhythm, and it sure didn't include the heart racing, "I gotta go!" adrenal rush I had become accustomed to. Being on time has taken effort!I have to think about how long it's going to take me to get ready, and be willing to admit that even though it would be nice to say, "I can be ready in 20 minutes" the truth is, it's usually 40. I've also had to learn to ask how long it takes to get somewhere. I can be like a guy that way. I admit I feel a little silly when I ask my mom or Richard, "How long will it take me to get?" but when I hear their answer, I'm amazed at how different it is that mine! They are habitual on-timers so I figure they are the experts. They way I look at it is this - I'm a lifetime learner. So this is just another skill I'm learning how to do, and eventually to master. That makes it fun, and full of appreciation for every little success. So if you happen to be at the same location with me when I arrive, and you notice my look of delight, check out the clock and give me a thumbs up. I'll take all the acknowledgements I can get! ...Until next week, Kendall If you're interested in reading about the new innovative coaching program I'm developing, go to this prior ezine issue and read about it in the Personal Reflections section. http://www.kendallsummerhawk.com/marketing-newsletter/jan1204.html Marketing Tools ~ Need A Compelling Web Site? ~ Unique Website Wisdom Package If you're ready to say "goodbye" to amateur sites that don't do you a lick of good, and "hello" to a clear, compelling web site that reflects the best of what you have to offer in benefit rich language then give me a call or send me an email. Our Website Wisdom packages is unique and effective! Call 520-577-6404 or send an email to: kendall@kendallsummerhawk.com In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Het Factuurexpress programma

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Het Factuurexpress programma

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress Part I - Anyone Can Create A Program To Attract Clients ~ People like programs, and programs are a great way to make your service more tangible. Selling a program is easier than free-standing services. Why? Because a program has substance. It has a distinctive beginning, middle, and end. It takes what you do and puts a "frame" around it so your almost-client feels there is less risk in hiring you. What do I mean by a program? It's nothing more than taking your service and organizing it into some number of steps or activities. No matter what business you're in, you can create a program! Even a business like the cash flow industry lends itself to a program. Your program can be as simple as 3 steps. Your program doesn't have to promise the same result for everyone. What it promises is a logical series of decisions, steps, or activities participants are going to go through. Each phase of the program is designed to bring your client closer to their goal. Here's how to get started. Think about the steps, or phases a client needs to go through to get to their goal (as it relates to your service). Your steps may range from bringing new awareness or insight to your client, all the way to providing a specific assessment or evaluation, or teaching a specific skill. Once you have your program's steps outlined, you can play with how you would like to deliver it. I'll talk more next week about some of your options. In the meantime, if you have an idea you'd like to share, please send me an email! Now it's your turn! Kendall It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ "I have spent the last 20 years working in health care and now I am going back to college because my goal is to become an intercultural communication consultant. I was an immigrant to the U.S. 20 years ago and because of my experience with miscommunications and misunderstandings related to cultural differences, I decided to continue my studies to gain some credibility before I start on my own. I know I have to develop speaking and training skills. I have been involved in orientation with new students and have some speaking experience at the university. I would like to test out the waters by offering an introduction course for non-credit classes about intercultural communication. Should I give the courses free or how do I charge for them, since I do not have experience in this field? What is the best way to approach the non-credit department? Thanks. Looking forward to more of your thoughts and advice!" Signed, It's All In The Words Dear All In The Words: Sounds like you have found your calling! It's clear from your email that you are concerned with building credibility. While it's a good idea to be skilled in what you do, it won't do anyone any good if you hold yourself back. My guess is that your skills in intercultural communication of been developed over the last 20 years, which means you are hardly just starting out now. On the contrary, it sounds like this transition is one of becoming paid for what you already know how to do! Which means that even when offering an introductory non-credit class (a good idea by the way) you can certainly charge something. My recommendation is to join a ToastMasters group to work on your presentation skills, or hire a presentations skills coach like Connie deVeer (http://www.cdvcoaching.com) or Barbie Paine (http://www.public-speaking-to-promote-and-profit.com). You can then move into offering 30-60 minute presentations for companies who have multi-culture staff or clients. Why not start in your own backyard, meaning healthcare? Healthcare facilities are constantly looking for training opportunities to present to their staff which is a natural shoe-in for your unique service. Finally, your new venture may offer you a deeper, personal learning opportunity. American business has it's own culture and is known for its "go for it" attitude. If this is different from your native culture then why not use this as a way to personally walk through the very interculture wisdom you'll be teaching others? It's bound to provide you with a wealth of teaching points, stories to tell during your presentations, and experience that can translate into paid contracts. Good luck, and remember, what you already know is exactly what's needed! Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ If ever there was a Lone Ranger, "I can do it all!" person it was me. I figured, why ask for help when I'm perfectly capable of doing everything myself? It even got to the point where I wouldn't' let the helper at the grocery store carry my bags out for me! I'm noticing that as I write this I have a wry smile on my face, and just let out a big sigh. I won't beat myself up for how I used to be, but I sure will say, "Whew!" for how I am now. About six months ago I said, "I want to be in a master mind group." Now I'm in three! Friday's used to be the day I would try and catch up with everything, only to find that nothing ended up being done, and I was frustrated. So I decided I wouldn't plan anything for Friday's. Which left a very nice feeling of space and considerable time in my schedule. It didn't seem to make any difference in what I accomplished during the week either. With my new found free time, I formed a master mind group that meets in person every month. We focus on building healthy, thriving 6 and 7 figure a year businesses. I also joined a monthly teleclass master mind focused on implementing a unique time system. Plus, my buddy Eric (http://www.thecoachingmarket.com) and I meet on the telephone twice each month to support each other's business growth. And I have my life coach, Jennifer (http://www.paloverdecoaching.com) Then there's the near-daily phone calls with my mom, who is a fabulous coach (http://www.living-your-essence.com) and lunches with my husband, a great, tough coach who keeps me honest with my intentions. Do you get the idea I'm surrounded by support? The cumulative effects of all the support and love I'm surrounded with has convinced me that being the Lone Ranger is lonely. I've gotten more accomplished in the last six months, even with a day off nearly every week, than I ever had. And I've had more fun doing it as well. If you don't already have a strong support team that you meet with at least once month, I can only encourage you to form one. At the end of the day, I think it's the relationships we build that we'll remember, not the to-do list. ...Until next week, Kendall If you're interested in reading about the new innovative coaching program I'm developing, go to this prior ezine issue and read about it in the Personal Reflections section. I'm even asking for suggestions on a name: http://www.kendallsummerhawk.com/marketing-newsletter/jan1204.html Marketing Tools ~ Need A Compelling Web Site? ~ Unique Website Wisdom Package If you're ready to say "goodbye" to amateur sites that don't do you a lick of good, and "hello" to a clear, compelling web site that reflects the best of what you have to offer in benefit rich language then give me a call or send me an email. Our Website Wisdom packages is unique and effective! Call 520-577-6404 or send an email to: kendall@kendallsummerhawk.com In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Let Your Almost-Client Organize You As A Solution

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Let Your Almost-Client Organize You As A Solution

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress ~ Let Your Almost-Client Organize You As A Solution ~ Even when an almost-client likes and understands your service, they can hesitate to make a "yes" decision. Why? Because people fundamentally don't like change. And even though your service may be the perfect solution for their situation, implementing it still means a change is involved. So what can you do? First of all, make sure and use your Precision Questions to uncover the symptoms and the problems your almost-client is experiencing, along with the result they want instead. In just a few minutes, the conversation will naturally come to a place where you can gracefully ask this question: "What would you have to do to implement this solution?" or a slightly different version is: "What would have to be in place for this solution to be implemented?" What you are listening for is the client to work out the people and systems that have to be taken into account for your solution to be a success. As you coach them through this discovery process, the fear or uncertainty of implementing something new is greatly diminished. Now your almost-client is seeing your service not as a hurdle to overcome (which they won't anyway) but as the solution it is! Now it's your turn! Kendall P.S. Curious what "Precision Questions" are? Check them out , along with the other goodies included in the Marketing Makeover Kit: It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ Last week's reader question asked for the best way to market a training to non-profits that would train homeless people for free, with the intent of making some of the sub-contractors after they completed the program. I thought you would enjoy reading the feedback my response sparked, in the sender of the question... "Thank you for addressing my question regarding the nonprofit in the newsletter. Thought I would give you an update. First, I went to the homeless center and was given a tour. After the tour I went (cold calling) to a couple of community centers in the area to see if I could set up free classes...I talked with a director for some time. She was very interested in my plans and suggested I go over to an agency in town with dozes of centers (The Work Source)...I talked with the powers that be, and set up a free class like the ones I would be giving the homeless people they serve. I am involved in NSF check recovery and am trying to build from the ground up. It was well received, and the expected glitch you guessed (commission only as an independent contractors) came up. I mentioned that the 1/2 day training would be free, and that it would include excellent marketing skills that would transfer to any thing else the attendees wanted to do. I thought I was going to be meeting with one person, I met with a panel of four. They liked what they heard and I am scheduled to teach more classes. The fact that I had secured the class at The Work Source already was impressive. Thank you!" Just in case you're wondering what the coaching was I gave in last week's ezine, here is a reprint of my original response : Dear On It's Way: At first blush, this seems like such a win-win situation, I can't believe marketing to the agency would be difficult at all. But since you took the time to write me, I'm going to guess there is some obstacle that isn't immediately apparent. Marketing to anyone always boils down to finding out what the client (which in this case is the agency) really wants to accomplish, and what they see as an obstacle. Don't be shy about unearthing the obstacles. The sooner they are discussed, the better off you'll be. It's too easy to waltz around the dance floor to the tune of surface level issues when the real theme to be addressed hums beneath the surface. For example, let's say the agency might see you as trying to take advantage of people without paying them. What do you do? Demonstrate how the training you'll give the homeless folks will make a positive, lasting difference in their lives with skills they can carry forward no matter who they work for. You can point out that their increased self-esteem and self respect can make the difference in getting off the street that much sooner. Your mission is a worthy one! Stay focused on the outcome you share with your client - the agency - and there's a good chance you'll have that win-win after all! Have a tough marketing challenge? Send it to me and see it published right here, along with specific coaching to solve it. kendall@kendallsummerhawk.com Personal Reflections ~ My Thoughts On ... ~ During the holidays when I bought the new PT Cruiser (which, by the way, I am loving), I was struck through to my core with intense gratitude. I instantly decided I wanted to keep the gratitude going by giving back in some way. Without really settling on anything specific, I let the thought go, until a week later when I was reading a fabulous book called, "Your Unique Ability" by the people at www.TheStrategicCoach.com. In the book, they mentioned that if your unique ability is fulfilled at work, but not in your personal life, you'll tend to work to much. Gulp. That got me to thinking, and before I knew it, I had the perfect idea for how to give back - by volunteering to assist people with disabilities ride horses. So now once a week I'll be a "horse handler." This is a huge stretch for me! I am not an experienced volunteer (except at horse shows), and have no experience helping people with special needs. Another gulp, but this one is a good gulp. What I do have a lot of experience with is that the wisdom and magic that comes from being around the honesty, grace, and generosity of a horse is healing balm for our insides as well as our outsides. Between designing the new business mastery coaching program which utilizes the wisdom of horse whispering, and volunteering with horses, I am in horse heaven! ...Until next week, Kendall If you're interested in reading about my innovative coaching program, go to this prior ezine issue and read about it in the Personal Reflections section. I'm even asking for suggestions on a name: http://www.kendallsummerhawk.com/marketing-newsletter/jan1204.html Marketing Tools ~ Need A Compelling Web Site? ~ Unique Website Wisdom Package If you're ready to say "goodbye" to amateur sites that don't do you a lick of good, and "hello" to a clear, compelling web site that reflects the best of what you have to offer in benefit rich language then give me a call or send me an email. Our Website Wisdom packages is unique and effective! Call 520-577-6404 or send an email to: kendall@kendallsummerhawk.com In case you missed the Marketing Snapshot tool, simply point your mouse here and get your New Year Marketing started right: http://www.kendallsummerhawk.com/marketing-wheel.pdf Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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'Reward Yourself For The Effort, Not For The Result'

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'Reward Yourself For The Effort, Not For The Result'

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress 'Reward Yourself For The Effort, Not For The Result' ~ If your "to do" list this time of year is already full, then you'll appreciate this week's issue. It's taken from one I wrote exactly a year ago, and it's as timely and supportive now as it was then. Enjoy! This little pearl of wisdom, 'Reward yourself for the effort, not for the result' gives me an immense feeling of relief every time I say it. I came across it early this year, at a time when I was being too hard on myself for not getting enough done, even though I was 'peddling as fast as I could.' Maybe that's how it is for you right now. Maybe you are peddling as hard and as fast as you can just trying to keep up with gift buying, your family, and holiday parties. Not to mention listening to that inner voice whisper: 'You know, you really should be working on ... (fill in the blank with whatever is bringing on the guilt for you right now)'. Why not reward yourself for the effort, and for once just forget about the result? I know, this may sound shocking coming from me, the 'results queen', but I also know that accepting where you are right now as being exactly where you need to be, is a gift you can give to your self, that no one else can. So, reward yourself for the effort and not the result. Let yourself off the hook of 'should' and enjoy loving and being loved. Now it's your turn! Kendall P.S. Stay tuned for new topics, new tips, and new ideas with January's issues. I have loads of new marketing wisdom to share with you! P.P.S. If you're looking for super easy, clear-cut, simple solutions to your marketing problems, then check out the Marketing Makeover Kit on CD. It's all new - new ideas, new exercises, tons of examples, and excellent sound quality. It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ "I am a Bark Buster franchisee. Our system of solving dog behavioral issues is the best. With our service our clients will see changes immediately; in most cases we can train a dog in 2 - 3 hours. We go to the clients home, where the behavior is exhibited; the dog and owner is less stressed. We teach the client simple techniques so they have the tools for any ongoing training. It's fun for both the dog and the family. We are the only in-home dog training company that offers a Life-of-the-Dog Guarantee, which means we will return free of charge for the rest of the dog's life. Our biggest objection is: I need to talk to my spouse. How do I overcome that objection?" Signed, Barking Up The Wrong Tree Dear Barking, I bet in your training you advise dog owners to catch their pooch in the act of mischief early, rather than waiting until after Fido has torn the couch to shreds. Same thing with people. Hearing an objection means your dog owners are trying to divert you by throwing you a bone. The solution? Get to the heart of their canine catastrophe early. Ask, "How important is it to you to have Freckles not ruin your silk dress when he jumps on you?" Then, just before you talk about price, summarize what they've told you they really want...and why it's so important! You can even say, "We're not the cheapest solution. We're the best. And the fastest. And the only one with a guarantee. So if you're looking for a permanent solution to Spot's chewing/barking/jumping/digging problem, we're the only choice that's guaranteed to work. How does that sound to you?" And what about the mystery spouse who holds the keys to your barking up the wrong tree? Easy. Include them in every question, as if they were present in the room. For example, ask, "What's important to your husband/wife about Freckles jumping problem?" Keep your eye trained on what's most important to them, and they'll be licking their chops for your service in no time! Have a tough marketing challenge? Send me an email and I'll answer it in this ezine! kendall@kendallsummerhawk.com Marketing Tools ~ Help For Word Trippers ~ You know how embarrassing it can be to trip over simple words you're *supposed* to know how to use? All of a sudden, your credibility goes down the drain and you're left wondering how to salvage an awkward situation. So why trip when you can waltz with the new Word Trippers quick-reference guide? For $7.77 you can have every word tripper snafu solved. You can have Word Trippers at your finger tips in an instant with this quick, easy to use ebook. Click here to get your copy: www.WordTrippers.com Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Holiday Marketing

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Holiday Marketing

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress Easy Holiday Marketing ~ When it comes to networking, I've noticed that most people put too much pressure on themselves. Yes, it's nice to have the perfect 10 second elevator speech, benefit questions that roll off your lips and a clear, compelling marketing message. But it sure isn't necessary! Here are 3 tips that keep networking easy, natural and comfortable. I'll also share a personal anecdote about my own networking experience. TIP #1 Be curious about who you don't know... Make a point to talk with someone you have just met. They may be feeling shy or out-of-place. Your attention and interest in them will go a long way towards building genuine rapport. TIP #2 Don't try too hard to make an impression... Give up the idea of asking THE perfect question. Ask a different sort of question instead. Something like: "Tell me how you got started in your business?" or "What are some of the challenges of your business?" My husband's favorite is to ask "What is your future claim to fame?" with a friendly, easy going smile on his face. People love it! TIP #3 Listen more than talk... Remember a time when you felt you were really being listened too? Listening well to someone is the greatest gift you can give. Resist adding your own personal story in response to what the other person says. Instead, ask another question, or make a comment about what skill they had to use to get where they are today. This is listening with your heart as well as your ears. Take advantage of the holiday mixers, partied and get-togethers. There is a wealth of holiday events to attend that are perfect opportunities to mix business with fun. The main thing is to go! By the way, remember the personal anecdote I promised to mention? Well, thanks to a leads group networking function, I met my wonderful husband, Richard. It just goes to show, you never know the strength of the connections you'll make at a networking event. Now it's your turn! Kendall P.S. If you're looking for super easy, clear-cut, simple solutions to your marketing problems, then check out the Marketing Makeover Kit on CD. It's all new - new ideas, new exercises, tons of examples, and excellent sound quality. It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ Remember the issue on "Closing The Selling Loop"? (missed it? click here) One reader wrote in and offers this piece of wisdom: "I have found even when you do set a follow-up date with a prospect, if the prospect is not convinced your solution will solve his/her pain, or his/her pain is not severe enough to take action, they WILL find a reason to cancel/stall the next meeting. It's important to determine: 1) does this prospect have the access to $$ to take action now? 2) does this prospect have the authority to take action now? 3) is this prospect really motivated to take action now? Without all three of these, you'll find you shouldn't have had the first appointment in the first place." Carol Cole-Lewis Executive Coach ccolelewis@mchsi.com Great words of wisdom Carol - thank you! Have a tough marketing challenge? Send me an email and I'll answer it in this ezine! kendall@kendallsummerhawk.com Marketing Tools ~ Help For Word Trippers ~ You know how embarrassing it can be to trip over simple words you're *supposed* to know how to use? All of a sudden, your credibility goes down the drain and you're left wondering how to salvage an awkward situation. So why trip when you can waltz with the new Word Trippers quick-reference guide? For $7.77 you can have every word tripper snafu solved. Order now and have Word Trippers at your finger tips in an instant with this quick, easy to use ebook. Click here to order now: www.WordTrippers.com Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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If you want to increase your business, decrease your work time by 20%

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If you want to increase your business, decrease your work time by 20%

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress  How To Instantly Increase Your Business ~ Have you ever had one of those moments where all of a sudden, you instantly see the solution to something that's been a problem? Last Wednesday was that moment for me. About two months ago, I heard my mentor say, "If you want to increase your business, decrease your work time by 20%." That little voice in my head said, "Yeah, right! I'm already working as fast as I can, I don't need to cram any more in a day." I kept hearing his words like a song that wouldn't stop playing in my head. Then it happened. Last Wednesday, as I was plotting out an increase in my web copy writing business with my coach, I instantly "got" it. It wasn't about cramming more in - it's about working differently. In a heartbeat, I saw that by working differently, I could make more money faster, with less work, and a whole lot more fun. I made a decision on the spot to take action now, not later, on my web copy writing business. My coach was happy. I was happy. Now I feel liberated to create new and different ways to reach my goals. • What would you have to do to reach your goals AND work one day less day each week? • Who would you need on your team? • What would you delegate or give up? • Where would you focus your time? Working 20% less sounds a little scary, maybe even a little crazy, but I'm convinced it's the only way to reach your goals without being a slave to your business. After all, don't you deserve to love what you do...and profit?! Now it's your turn! Kendall P.S. If you're looking for super easy, clear-cut, simple solutions to your marketing problems, then check out the Marketing Makeover Kit on CD. It's all new - new ideas, new exercises, tons of examples, and excellent sound quality. It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ "My husband and I are cash flow consultants working on building a factoring business. We purchased your Marketing Makeover Kit and are going through the exercises to make a plan of action, and have hit a snag -- we don't know what direction to take. We have 6 different ways we want to market, but you recommend picking no more than 3. Our Problem - we don't know how to narrow those 6 down to 3. Any advice?" Signed, Too Many Choices Dear Choices, Wow! You and your husband went after creating marketing options like you'd won the "all-you-can-cram-your-basket-with-in-15-minutes" shopping contest. No basket can hold everything though, so good for you for asking how to leave some of your ideas on the shelf (at least for now). Your problem is actually easy to solve. Take another look at your choice client. What is the best way to build credibility and familiarity with them the fastest? You mentioned in your email your choice client is an executive. Cold calling is probably going to be a waste of time. Networking (both with referral sources and directly with your choice client), speaking, and articles are going to be a good bet. If you narrowed your choice client down to specific industries, you'd stand a good chance of getting an article published in an industry journal. Think Saks, not discount, and some of your options will naturally stay on the shelf, leaving you with clear choices, and a fit that is just right for you...and your choice client! Have a tough marketing challenge? Send me an email and I'll answer it in this ezine! kendall@kendallsummerhawk.com Marketing Tools ~ Need A Compelling Marketing Message? ~ Here's What Will Help Download "Crafting Your Marketing Message" now. It's a sample chapter from the Marketing Makeover Kit. Visit www.KendallSummerHawk.com and click on the link for the sample chapter. It only takes a minute! Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Close The Selling Conversation Loop

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Close The Selling Conversation Loop

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress Close The Selling Conversation Loop ~ Remember the last conversation you had with a prospective client? At the end, was it clear who was supposed to do what, and by when? Most selling conversations end something like this - Prospective Client: "I'll take a look at what you send me and let you know." You: "That sounds great. I'll get that (brochure/proposal/marketing literature/) out to you right away. Thank you!" What happens next is fizzle instead of sizzle. Sure, you promptly send whatever it is that was requested. Then you wait. And wait. And start to fidget while you wait. Your internal voice starts saying, "Why haven't they called? Should you call them? I don't to be a pest!" For starters, stop assuming they don't want to hire you. It has nothing to do with you personally. Getting back to you is a priority to you, but not to them. So what do you do? This is so simple, you're going to wonder why more people aren't doing it. All you have to do to close the communication loop is schedule a specific time to talk again, BEFORE you complete the conversation. Here's an example of what to say: You: "That sounds great. I'll get this to you today. I know you're busy so why don't we schedule our next time to talk? I have my calendar in front of me - what works with your schedule?" That's it! Now you have a set time to talk, and your prospective client expects to follow up with you at a specific time. Both of you are clear on what happens next. Now...isn't that easy?! Now it's your turn! Kendall P.S. If you're looking for super easy, clear-cut, simple solutions to your marketing problems, then check out the Marketing Makeover Kit. After all, don't you deserve a rich return for your marketing time? It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ In last week's ezine I wrote how to use the power of Precision Questions (missed it? click here) I included specific examples of questions that are superb for moving your prospective client forward in making a decision. For fun, I asked you to send me your favorite Precision Questions. Here are a few I received: "If working together exceeded your wildest expectations, what would that look like?" "How will you know our work together has been successful?" "What's been stopping you from moving forward on this?" "What's this costing you to not have solved?" Next week, I'll get back to answering your toughest marketing challenges. Have one? Send me an email and I'll answer it in this ezine! kendall@kendallsummerhawk.com Marketing Tools ~ Need A Compelling Marketing Message? ~ Here's What Will Help Download "Crafting Your Marketing Message" now. It's a sample chapter from the Marketing Makeover Kit. Visit www.KendallSummerHawk.com and click on the link for the sample chapter. It only takes a minute! Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Ga naar E-mailinstellingen om de ontvangst van deze e-mail te verhinderen of om te wijzigen hoe vaak je deze ontvangt. Hulp nodig? Als je je wachtwoord bent vergeten, ga dan naar Passport-ledenservices. Voor andere vragen of feedback ga je naar de pagina Neem contact op met ons. Als je in de toekomst geen e-mail van deze MSN-groep wilt ontvangen, of als je dit bericht per abuis hebt ontvangen, klik je hieronder op de koppeling Verwijderen. In het e-mailbericht dat wordt geopend staat al een adres. Je hoeft alleen nog maar op Verzenden te klikken. Je e-mailadres wordt dan verwijderd uit de verzendlijst. Mijn e-mailadres verwijderen uit Factuurexpress.

Questions are everywhere, Insights are not

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Questions are everywhere, Insights are not

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Aanbevelen Bericht 1 in discussie

Van: Factuurexpress Questions are everywhere, Insights are not       Ik beweer al jaren Insights te hebben. Durft men mij geen vraag te stellen?    Powerful Questions Take 2 ~ I was sorting through archives of Weekly Marketing Wisdom and came across an issue from last June. It perfectly fits what most entrepreneurs seem to struggle with the most - how to get a prospective client's attention. I'm repeating it here, along with the Precision Question examples you can pick up and use immediately. Plus a coaching request at the end so please read on... This past week, I was riding my horse and thinking about marketing (sounds like I need a life, doesn't it?) Actually, riding my horse gives me tremendous inspiration. Gazing out at the mountains, breathing fresh air and hearing the many different musicals produced by the birds does more for my creativity than sitting in front of a computer screen. Onze omgeving heeft veel meer invloed als wij zelf op onze persoonlijkheid.Daar hoef ik U niet voor op te sluiten. Dat weet U alang.   Ik vond het zelf een angstaanjagende ondekking, als ik niet de juiste omgeving kan vinden of creeren kan ik ook niet de gewenste persoonlijkheid krijgen. De onderdelen van mijn webdesign die ik BEWUST op locatie "het park" verzon zijn veel mooier als de dingen die ik achter de pc bedacht. En dat zal niemand echt verbazen.       As we trotted along I kept coming back to the question of what stands in the way of you, my loyal reader, from getting more business. The answer? Asking the right kinds of questions. Powerful questions. Not wimpy, 'Gee I would like your business, are you having a problem with X?' Here are 3 power-packed Precision Questions you can use immediately: • If you could change one thing in your life/business that would have the greatest impact, what would it be? • If I could wave a magic wand and clear up your toughest business/life situation, what would that be like? • If working together exceeded your wildest expectations, what would that look like? Here's a coaching request from me to you: ask each question out loud right now, I'll wait...Now ask them again only this time, use a tone of voice that comes from a place deep inside of you. It's as if your voice has a sub-text and the sub-text is 'Your life/business depends on it!' I came across a great quote, believe it or not, from Microsoft. It read, "Questions are everywhere, Insights are not" You see, with the right questions, you can create insights that were lurking unseen, and undiscovered. The insights your prospective client has will quickly lead them into asking how you can help them. Ask compelling, deep, meaningful questions that go straight to the source of what is bothering your choice client. Think of the most edgy, pithy, cut-to-the-chase questions you can. Then ask them with deep caring, love and compassion. Sound a little scary? That's okay. Do it anyway. Your business life depends on it. Now it's your turn! Kendall Pick your favorite Precision Question. Send me an email and I'll publish them in an upcoming issue. Send your favorite Precision Question to me at kendall@kendall summerhawk.com It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ "My #1 marketing challenge is I have a fitness club in a small town and a new club opened about 4 months ago. Their club is about twice as big as mine and all bright and shinning. I've lost some members to them but the base of my members have stayed. I'm building a new club and I want to build up my membership before I open up, what should I do? I've done a great job of meeting the nutritional, fitness and culinary needs of my members. I need a marketing plan to counter the ads from the other club. They call themselves the community club and they give away tanning, towels, daycare and initiation fees, everything I charge for. I have a feeling the free stuff as to end at some point, but new prospects want some of these free things from me. Signed, Fit To Be Tied Dear Fit , Sounds like you've enjoyed being the only show in town for a while. The good news is, competition creates demand. The bad news is, if you try and compete on price or even on services, you stand a chance of winning...or losing. Your competition has a theme that sends a message of "we care." My guess is, so do you. Here's what I recommend. Figure out what your members really want. Sure, free stuff is great but what's even more important to them? You mentioned you'd done a good job of meeting nutritional, culinary, and fitness needs. What about offering free low-fat cooking classes and fitness evaluations? What about a contest for the most inches gained or lost (depending on if you're building muscle or shedding pounds)? When it comes to fitness, I suspect that staying motivated is a big need that you can fill. The key is to create your own theme. That'll give your marketing direction and identity, and a brand people want to belong to. Have a tough marketing challenge? Send me an email and I'll answer it in this ezine! kendall@kendallsummerhawk.com Marketing Tools ~ Need A Compelling Marketing Message? ~ Here's What Will Help Download "Crafting Your Marketing Message" now. It's a sample chapter from the Marketing Makeover Kit. Visit www.KendallSummerHawk.com and click on the link for the sample chapter. It only takes a minute! Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom."

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Are Gatekeepers Blocking Your Path?

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Are Gatekeepers Blocking Your Path?

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Van: Factuurexpress ~ Are Gatekeepers Blocking Your Path? ~ If you think you can get around, get through, or get around a "gatekeeper" (the person in charge of answering the phone) then my advice is to give in. Believe me, they have seen and heard it all. Instead of trying to trick or bluff your way around them use the same permission approach I talk about every week. Here are my 3 favorite permission tips to use: #1. Ask for their help #2. Be direct and honest #3. Ask for direction and the next step Here's what you might say: "Hello, this is <your name>. I need a bit of help. If I tell you what my company does can you direct me to who I should speak to?" or "Hello, this is <your name>. I'm hoping you can help me. I'd like to speak with the person in charge of ____ but I don't know who that is. Can you point me in the right direction?" The point is to be simple, direct, and above all, deferential. The thought that I keep first and foremost in mind before I call is, "THEY are in charge - NOT me!" That thought will give you inner guidance to go with the phone answerer, not against them. As my mom always says, "You can't push the river." Good advice - thanks mom. Now it's your turn! Kendall It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ "I am a virtual assistant and have contacted potential clients that I'm interested in working with by sending them a personal email introducing myself...then I follow up with a phone call a few weeks later if I don't hear from them. With all the new legislation coming out on SPAM and the "do not call list", I'm concerned that I may get into trouble." "I feel that my emails are totally "legit", however I am still concerned. What would you suggest may be the best way to attract or contact new potential clients that are not within my location? Advertising can be very expensive - my budget is limited." Signed, Careful and Cautious Dear Cautious, You're smart to be looking before leap. Despite (or maybe because of) 24/7 access we have to each other via email and cell phones, we've become a zero-tolerant society when it comes to a stranger contacting us. And therein lies your solution. If an email campaign works for you, then you are safe only if you build or buy an "opt-in" list. If buying a list doesn't fit your budget, and building one will take too long, then piggy-back onto someone else's list. Here's how it works: think of another business owner who also markets to your same choice client. Contact them and offer to write a tip or a short article for their ezine and their web site. Here's another catchy idea - what about offering a "virtual assistant makeover" contest? The winner gets a virtual office overhaul using your special brand of magic. The contest is listed in the ezine several times to give people a chance to enter. The result? A ton of positive exposure for you without spending a dime! Have a tough marketing challenge? Send me an email and I'll answer it in this ezine! kendall@kendallsummerhawk.com Marketing Tools ~ Wondering How To Introduce Yourself ~ Without Sounding "Canned?" Download "Crafting Your Marketing Message" now. It's a sample chapter from the Marketing Makeover Kit. Visit www.KendallSummerHawk.com and click on the link for the sample chapter. It only takes a minute! Marketing Articles You are welcome to use one of mine - for free - just be sure and include this "author's box" at the end: "Isn't it time you learned to market in a way that's right for you? Kendall SummerHawk, creator of the Be Yourself Marketing(tm) "Marketing Makeover Kit" specializes in working with entrepreneurs who love what they do, but wish marketing would just go away. Visit www.KendallSummerHawk.com for more articles and marketing wisdom." Ik vraag om de bedrijfsleider, als ik die niet kan spreken vraag ik waneer dat wel kan. Als ze vragen waar het om gaat vertel ik dat ik dat beter met hem zelf kan bespreken. Als ze dan niet mee werken vraag ik eerst de naam van wie ik moet hebben en daarna om hun voledige naam, die schrijf ik dan hardop op, L-E-T-T-E-R voor L-E-T-T-E-R. en vraag ik:  "<naam van persoon> kan jij mij even met <naam van wie ik moet hebben> doorverbinden of me vertellen waneer <naam van wie ik moet hebben> wel berijkbaar is?" Ik ben dus nog nooit "niet doorgeschakeld" daar ben ik veel te lastig voor. Ze hoeven maar te zeggen "probeer het morgen" en dan ben ik blij. Als dat niet kan mag ik best een beetje moeiljik doen.

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People Buy Possibilities

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People Buy Possibilities

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Van: Factuurexpress People Buy Possibilities ~ Every week, my coaching and teleclass clients give me a real-time, front row center view of what's working and what isn't when it comes to marketing a service business. That makes it easy to spot a trend. The trend I'm currently charting is sacrificing what you really want to say to a potential client, in favor of being "nice" or "polite." You have nothing to gain by holding back from telling a prospective client what is on your mind. Nicely. For example, you could ask, "So tell me, what do you want to accomplish with _____ (fill in with your service)?" Nice. Bland. Boring. Or you could ask, "So tell me, if this project succeeded beyond your wildest dreams, what would it look like/do for you?" Wildest dreams spark the imagination. Just by asking this question, your prospective client is going to start associating getting a fabulous result with you. Here's another one: "What would you like to get that you aren't getting now?" Hmmm...doesn't it automatically make you start thinking about the possibilities? Your prospective client will have the same response. Now it's your turn! Kendall It's Your Turn ~ Readers Share Their Toughest Marketing Questions! ~ "I have been sharing with attorneys the pre-lawsuit financing program, but I have yet to get to first base with these guys and gals. I have sent several faxes, letters and emails to them. I am having difficulty in being able to set appointments to briefly discuss the program. Your suggestions?!!" Signed, Chomping At The Bit Dear At The Bit, Seems like just because you follow the rules of the marketing game, so should your prospective clients, right? Expecting prospective clients to line up neat and tidy like bowling pins is every business owners' dream. Ahhh, if dreams were only reality.. Marketing is often like putting together a puzzle. Every piece has to fit. The pieces you already have in place sound fine. The piece that is missing is familiarity between you and the attorneys. My suggestion is to search your personal rolodex for an attorney you know, or ask your friends if they know an attorney that they are