January, 2009 – Merry or Scary New Year

Happy New Year!!! With daily headlines on bailouts, bankruptcies, etc., business owners everywhere are bracing themselves for 2009. There are no quick fixes for fear, still some small changes can make a big difference in how you think, feel and function. Here are SIX (6) ways to make the best of 2009.

1. Resist playing it safe – Break away from the pack. While everyone else is chewing their fingernails, you can stand up and stand out by getting noticed for your talent and contributions.

2. Skip the “pity party” – It’s tempting to commiserate with family, friends and fellow business owners but don’t do it. All it does is stoke your fears and shake your confidence even more.

3. Form a posse – Create an inner circle, a small support group or just one other person, who you can trust and turn to when the going gets tough. Take turns injecting a daily dose of hope and optimism.

4. Grow your skills – Expand your capabilities and boost your marketability. Invest in YOU.

5. Think big – Select one major action that you want to achieve for the new year and break it down into little steps and get started.

6. Get ready for the rebound – Plan for a brighter tomorrow as the economic clouds will lift, they always do. Start thinking about where you are and where you want to be AND how to close the gap.

NOTE: Never, ever stop marketing your business. Promote your business whether the economy is strong or weak; promote even when you may not have the money.

Businesses that promote while others cut their marketing budgets have a better chance of making more money…even if the economy is shrinking.

If you need some new fresh marketing ideas or just need a sounding board for your existing ideas, feel free to call me at your convenience.

“You do what you do best and let me do the rest”.

Grab business with your business cards

Business cards that are imprinted on only one side are half as effective as those that have valuable information printed on the other side. Place a description of your shop on the flip side, your hours of operation, mission statement, shop specialties or a map that shows the location of your shop and delivery area.

An initial, one-hour, consultation will give you an opportunity to “think about tomorrow, TODAY”. – A $50 investment in YOU!!!

My network’s NOT motivated…

One of the problems people often have when they establish a referral network is that once they feel unsatisfied with their referrals, they blame people in the network for not doing their job.

The truth is that if your network isn’t working the way you expect, it’s your fault …. So… what are you doing to compel them to refer you? Do you follow up on a regular basis? Are you interested in what they do or are you more concerned about how interested they are in what you do? In other words, are you helping them in the same way you want them to help you?

Remember: if your referral networking isn’t working, it’s your responsibility to make sure it does!!!

What in the world is an elevator speech?

An elevator speech is a short description of what you do that is told to someone else in the time it takes an elevator to go from the bottom floor to the top. Good elevator speeches last about 10-15 seconds and contain enough creativity and information so they’re remembered long after they’re given.The worst thing you can do – When asked “what do you do?”, the worst answer you can give is “I’m an ______________ (accountant, lawyer, consultant, etc.) Answering like this only tells your listener what you are, not how you help others. When you label yourself this way, you forgo any discussion of the benefits you provide to others and leave this up to the listener to figure out on their own.

A great elevator speech is made up of three (3) distinct parts; the hook, deliverables and benefits, and finally putting it all together. Follow these steps to develop an elevator speech that turns heads.

Step #1: Develop your own hook. A hook is a catch phrase whose sole purpose is to get someone’s attention. Here are some examples:

Occupation —- Hook

Landscape Gardener —- I turn the world green

IRS Agent —- I’m a government fund-raiser

Nutritionist —- I teach people how to behave in front of food

Each one of these statements begs the question, “how do you do that?”

Step #2: After being asked for more information, explain your deliverables or in other words, explain what your service or product provides.

I specialize in ______________________ (action verb followed by your deliverables) for the _______________________________ (your target market).

Step #3: Practice, practice, practice your own personal 10-15 second elevator speech until it becomes as comfortable as your shoes.

NOTE: If you need assistance with making your business stand out with a great “elevator speech”, please contact Carol Birkey.

FIVE (5) Simple steps to more customers with better networking

Here are some ideas to help you get the most from your networking:

1. Understand why you’re there – to begin relationships – not to sell
2.  Networking is the first step in a long dance. Don’t rush. Ask people questions
3.  Learn about them and their business. If they meet your target criteria, ask for their card. If not, don’t. Don’t sell yourself
4.  It’s okay to tell people what you do. Give your 10-15 second infomercial but stop after that. You’re there to gather information and to meet people, not to sell. Don’t corner people and don’t get cornered
5. Manage your time and conversation so you can meet enough people to justify your time spent networking. Offer referrals. The best way to begin a relationship is by giving someone something – like a referral. It doesn’t cost you anything. If they’re the kind of person you want to do business with, they’ll reciprocate and a valuable and long-term business relationship could develop.

Networking can be done anywhere you meet people. If you are active in your community or industry, you can easily network. Some people “network” while shopping for groceries. Successful networking depends on your attitude and focus. The more people you meet who might need your product or service, the more potential customers you can have.

Carol Birkey . com
Business Coach/Office Support
816-781-8053
“You do what you do best and let me do the rest”

Wear your Nametag

There are many complaints about wearing nametags and all of them can be validated.

• Nametags look silly

– yes they do. But, remember everyone else is wearing them too.

• Nametags ruin my clothes

– not if you wear them on the edge of your lapel or use cloth-safe connectors like lanyards and plastic clips.

• But I already know everybody

– no you don’t. You may think you know everybody, but new people come in and out of the organizations all the time.

• But everyone already knows me

– no they don’t. Even the best networkers know there’s always someone new to meet.

Your nametag is your best friend for several reasons. First of all, a person’s name is the single context of human memory most forgotten … and people are less likely to approach you if they don’t know (or forgot) your name. Secondly, it’s free advertising for you. Third, nametags encourage people to be friendly and more approachable.

Profiting from Networking

Sales are frequently developed through the relationships we have created with other people. Networking functions provide the opportunity to expand our contact list, particularly when we create and nurture quality relationships. It is not enough to visit a networking group, talk to dozens of people and gather as many business cards as possible. However, every networking function has tremendous potential for new business leads:

* Make a positive first impression: You have EXACTLY one opportunity to make a great first impression. Factors that influence this initial impact are your handshake, facial expressions, eye contact, interest in the other person and your overall attentiveness. Develop a great handshake, approach people with a natural, genuine smile and make good eye contact. Make a powerful impression by asking them what they do before talking about yourself or your business. Once you have demonstrated an interest in someone else, they will – in most cases – become more interested in you. When that occurs, follow the next step —

* Be able to clearly state what you do: Develop a 10-second introduction as well as a 30-second presentation. The introduction explains what you do and for whom. This introduction should encourage the other person to ask for more information and when they do, you recite your 30-second presentation. Each introduction needs to well-rehearsed so you can recite them at any time and under any circumstances.

More business coaching information on my main website carolbirkey.com.

Networking – 3 M’s – Myths, Mistakes and Mission

Myths, Mistakes and Mission of Networking:

* Leads: the biggest networking myth – by simply attending meetings regularly, you will get sales leads.

* Easy Money: I have heard networking is the lazy man’s sales manager. Truth is – effective networking is hard work, but it pays dividends, year after year.

* Taking AND not Giving: the best way to get a sales lead, is to give a lead to someone else.

* Familiar People: the last people you want to network with, are the people you already know!!!!! Force introducing yourself to as many people as possible that you don’t know.

* Lack of Follow Up: If you don’t intend on following up, please stop networking. Courtesy and professionalism dictates that you follow up with referrals and leads.

* Forgetting to Say Thank-You: Unfortunately this is a more common mistake than you would think. Make sure to recognize people who introduce you to a networking group and provide referrals.

“Invest in your future — give someone a lead today!”

More business coaching information on my main website carolbirkey.com.