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Create a Unique Story to Promote Your Business

A crucial element to a successful small business is the building of relationships with your customers. As with any relationship, whether personal or professional, each party must bring something to the table to share with the other person. Sharing details about yourself in even a small way can really go far in creating mutual trust and respect, both qualities that consumers find important when deciding where to take their business. Here are some suggestions for how you can promote your business by creating a unique story.

Remember why you began. No one takes lightly the decision to go into business for themselves. Although many things probably factored into your decision, there is most likely one driving reason why you chose this endeavor. Perhaps you wanted to find a way to stay home with your children during the day, or maybe a loved one inspired you to leave a job you didn’t enjoy to pursue a dream that would make you happy. When sharing your business with others (friends, prospects, network contacts), make sure to include this personal story. Tip: Write it out, including any details you remember, and then highlight the most important and personal elements. What you’re left with will be a memorable story that you can use when building business relationships.
Know your strengths and share your inspirations. What do you have to offer your customers that your competitors do not? A higher quality product? Personalized customer service that goes above and beyond? Whatever it may be, share with others why you think it is so important. For example, a wedding videographer finds much success by promoting her ability to shoot wonderful videos without being intrusive to the bride and groom. This is important to her because not only had she been to several weddings where the videographer got in the way, but her own wedding was nearly ruined when the cameraperson nearly tripped her going down the aisle! A humorous but personal story will make you seem more human, help your customers remember you, and demonstrate your commitment to making them happy.
Highlight your accomplishments and how you achieved them. Accomplishments can be anything from receiving formal recognition within your community to simply landing enough sales every month to turn a nice profit. Without being boastful, share your journey to the top with others you meet. Back to the wedding videographer, she would do well with a story about how she perfected the art of taking great videos without being noticed. People like to do business with others they know who work hard and take pride in that work. Don’t be afraid to shine the spotlight on yourself once in a while.
Reflect on how you learned from past mistakes. No one is perfect, so if you try to paint yourself as such, you will undoubtedly turn people off because you won’t sound sincere. When telling your story, include a few downs of your journey as well as the ups. That wedding videographer didn’t magically become so skilled overnight; she had some weddings in the beginning of her career where she was so focused on staying out of the way that she missed some important moments. However, watching and studying her own footage as well as studying the methods of industry experts helped her perfect her craft and improve her skills. After all of that hard work, she’s not afraid to share how she got to be where she is with others. Customers will appreciate your honesty and be reassured that you do truly strive for their satisfaction.

Identifying and sharing the unique elements of yourself and your business is an effective way to promote it. The key is in deciding which details to include and which to omit. Think like your customer when you choose!

Finally, make sure you practice telling your stories. You want them to sound natural and comfortable when sharing them. Remember that they’re your stories and yours alone, so don’t be afraid to a get a little personal while still staying appropriate.

Do you use unique stories in your business? Share your ideas below!

Free e-book “Business Owner’s Road Map to Success.” It has over 50 pages of techniques for everything a small business owner needs to master, from business planning and ethical selling to a success mindset. It’s all there and it’s free for you. To get it, just “Like” our Facebook Page here: http://on.fb.me/KsIN6P Pass it on!

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How to Use Fun to Increase Business

How to Use Fun to Increase Business

If you’re like most people, you can recall a joke or two that you learned in your childhood and still retell it perfectly decades later. The reason you remember those jokes is the power of humor. When we find something funny, it signals our brains to store it in our memory. Using this idea can be highly beneficial to your business. Read on for some tips on how to incorporate fun elements into your business and increase your bottom line.

Make marketing fun! Many successful companies have created brands that don’t take themselves too seriously. For example, a pet waste removal service by the name of Doody Calls is one of the most successful in its locality. Why? Its name is simple, memorable, and invokes a laugh, giggle or at least a smile at the sound of it. Consider using wordplay in your marketing materials; it‘s a great way to stand out from the crowd.
Encourage friendly competition. The reason that gamification has become so popular in business is because it caters to our innate needs for recognition, praise, and the ability to express or display our accomplishments (think trophies and badges). Companies like FourSquare and Shopkick have taken this to the next level by posting leader boards and reminding you where you stand among your friends. Even if you are just starting out, create small ways for your customers to “play” and compete with each other for special gifts and incentives.
Create a progress tracker. This works really well on websites, but could also be applied to tangible incentives, like punch cards. For example, when customers place an order on your website, incorporate a progress bar that displays how close they are to completing the process. They could even get an extra reward for completing a brief survey upon placing the order. You could also create a punch/stamp card or other reward system, similar to the one used by Subway, where your card gets stamped with the purchase of each sub up until the 10^th one that you get for free. Something so simple rewards loyal customers and motivates new customers to continually come back.
Bring some fun to professional development sessions/team meetings. Fun is a highly effective motivator, so incorporate it into the contact you have with your downline or other staff. Create a theme for the meeting and select an appropriate, upbeat song to play as people arrive. (A meeting about personalized customer service could kick off with “Any Way You Want It” by Journey.) Have people pair up to solve a quick riddle or conduct a brief interview with each other. When you make such events fun for your team, they will look forward to coming, and in turn will enjoy the work part of it even more. A happy team makes a motivated team.

It’s no secret that success in small business takes a lot of “blood, sweat, and tears” so to speak. However, making your business fun for yourself, your customers, and your team will increase your ability to maintain success in the long term.

How do you use fun to increase business? Please share your ideas in the comments section below!

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DSEF & CBBB: Happiness is…

Happiness is…..

By Carol Odell

Have you ever considered that mind-wandering can affect your happiness? And your productivity?

Matthew Killingsworth discusses his findings from his research study in the article, The Future of Happiness Research in the January-February 2012 Harvard Business Review.

Killingsworth says that our mind wanders nearly half the time and that lowers our mood. We have always heard that we need to feed ourselves positive thoughts. Now, we know why. Right? If we don’t make an effort to be positive we tend to think negative or neutral thoughts, and down goes our mood.

I was floored when I read what Killingsworth says about how much our minds wander. It’s 60% while commuting, 30% when talking to someone and about 50% of our work day! Obviously, we don’t stay focused as much as we think or want.

As managers, employees, spouses, parents, and/or friends, staying focused is important and we need to improve. Killingsworth suggests that when we get up in the morning we should ask ourselves, “What am I going to do with my mind today?”

Reflective listening helps me stay focused when someone is talking. In other words, I rephrase what the person has said, and say it back to him. When I am working or reading, I repeat thoughts out loud or read out loud to stop my mind from wandering.

What do you do? We all need tips to keep focused and happy.

Killingsworth also talks about happiness on the job being more about our moment-to-moment experiences rather than a high salary or a prestigious title. Once again, we are hearing it’s the small things that count.

What are the small things that make a difference in your day or happiness? Pass your thoughts along and you could help make a difference in our happiness, too.

DSEF and Council on Better Business Bureaus (CBBB) fosters honest and responsive relationships between businesses and consumers—instilling consumer confidence and advancing a trustworthy marketplace for all.

About the Better Business Bureaus
As the leader in advancing marketplace trust, Better Business Bureau is an unbiased non-profit organization that sets and upholds high standards for fair and honest business behavior. Every year, more than 87 million consumers rely on BBB Business Reviews® and BBB Wise Giving Reports® to help them find trustworthy businesses and charities across North America. Visitwww.bbb.org/us for more information.

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Opportunities that Increase Business

When you are your own boss, your work day may end at certain time, but your business is always a part of your life. As direct sellers and/or small business owners, we should constantly be looking for opportunities that can increase business. These chances present themselves more often than you might think. Here are some ways to take advantage of such openings that could prove extremely beneficial.

Personalizing – If you’ve ever been to a salon where you see the same hair stylist regularly, you might notice that he or she strikes up conversations by asking you questions about your personal life. “How are your twin daughters? Isn’t their birthday coming up?” or “You recently moved across town right? How do you like the neighborhood?” may be some of the ways the stylist makes you feel comfortable, important, and relaxed during your hair cut. Most savvy stylists and other industry experts will tell you that the key to personalizing their service is very simple and even old-fashioned: write things down! When engaging a customer in conversation, write down any memorable facts that were shared with you, such as marital status, children, occupation, etc. Then, right before you meet with that customer again, quickly review your notes so you can bring up these details. Everyone appreciates a personal touch, and they will share this feeling with others when recommending your business to their friends and family.
Partnering – Navigating the world of small business ownership can seem a lot like being thrown into the jungle to fend for yourself; and just like in the jungle, there is strength in numbers. Use this to your advantage and find other small businesses with whom to join forces. Teaming up with businesses that provide products or services that complement your own can have mutually beneficial results. For example, the owner of a bed & breakfast could partner with a local bakery. The baker could provide muffins, rolls, bagels, donuts, and other breakfast pastries that could be served with the guests’ breakfast. In exchange, the owner could distribute the bakery’s business cards and cross promote certain products or services when a guest patronizes both establishments. Each business is getting referrals from a different market, and incentives will keep customers coming back.
Fundraising – Getting involved with your community is a great way to network and introduce yourself to your customer base. Contact your local chamber of commerce, places of worship, schools, etc. to find out how you can become involved in fundraising efforts and promote your business at the same time. Many organizations hold Tricky Trays, raffles, flea markets, car washes, bake sales, and other small and large scale events. Consider donating a gift basket to a tricky tray, setting up a table at a flea market, or volunteering at a car wash or bake sale. These are wonderful opportunities to give back to the community, build business relationships, and increase your business.
Celebrating – This is the time of year when many businesses are promoting Teacher Appreciation Day by providing special discounts or incentives to their customers who are teachers. Take this idea to the next level by choosing one or two groups a month to celebrate, such as nurses, administrative workers, and military personnel. This will not only bring in more customers, but it will also facilitate building important business relationships with your clientele.

If you gradually and systematically utilize these networking avenues you will efficiently expand the opportunities for your growing business. You should always be on the lookout for opportunities that can increase your business. Never be afraid to talk to others about what you do; you never know what awaits! What opportunities can you add to our list? Please share your ideas below!

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Effective Online Engagement For Small Business

Effective Online Engagement For Small Business

How do I get people to interact with me online?

How do I build an online community?

Like most things in the beginning, you have to get traction and then build momentum. Consider pushing a big piece of furniture across the room. It requires more effort at first, but once you gain momentum it becomes easier. It’s the same online. Once you’ve get traction you can build on that momentum to accomplish your goal of reaching your target market in your online community.

Here are several effective ways to gain traction and build your online community for business.

To start, invite business-related people you know in person to your online community and use your online presence as a way to keep in touch and nurture your relationships.
Do what you would do if you were meeting someone in person:

Say hello
Ask simple questions
Share your interests
Share current events
Listen and be responsive
Let it be about them

Invite people to share:

Their business
Their interests
Their passions

Give people a call to action:

Join me
Sign up for specials or a newsletter
Like me
Comment and please share your thoughts

Keep your updates/post/comments:

Positive
Interesting and appealing – use photos, videos, etc.
Relevant
Short and concise

If you start by promoting your business or advertising you will not be able to establish engagement or build an online community. You must be engaging and earn the interest of the people you want to reach.

A successful online presence is more than just pretty tabs. Engaging updates are what determine your online success. So focus on writing post that are interesting and engaging, and you’re a lot more likely to see engagement and establish an online community that speaks to your target market. And once you gain traction, it will be easier to capitalize on that momentum and build a thriving community.

What advice would you give about establishing an online community? Please share in the comments!

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DSEF & CBBB: TaxMasters File for Bankruptcy: What You Should Know

Today’s highlighted blog post from the Council on Better Business Bureaus (CBBB):

TaxMasters File for Bankruptcy: What You Should Know

By Greg Hudson

TaxMasters, the Texas-based company that claimed to provide services to settle taxpayers’ debts for less and recover property seized by the IRS, has filed for bankruptcy, according to CBS News.

The firm, whose commercials you’ve probably seen, is also being sued by the State of Texas for violating the Texas Deceptive Trade Practices Act. Texas alleges that its TV commercials encourage people to call for a free consultation with a tax specialist but the calls are answered by salespeople unqualified to provide tax advice, CBS News reported. They also allege TaxMasters delays providing its services until it collects all of its fees, even if it causes the taxpayer to miss important IRS deadlines.

What to do if you have paid fees to TaxMasters:
If you used a check or a debit card, you’ll need to file a claim as a creditor and wait for the return of their money. You may only receive some of your money. If instead you paid the fees using a credit card, all you need to do is to contact your credit card company and dispute the credit card charge, stating that the services were never delivered as agreed.

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How to Follow Up Better

Think about how many faces you see and how many people you interact with in a typical day. It would be impossible to remember each one…unless, of course, that person followed up with you by phone call, email, or handwritten card and reminded you how you met as well as what you discussed. You would definitely remember that person then. Improving your follow-up can have a tremendous effect on your bottom line. Read below for some practical tips to making follow-ups a priority in your business.

Don’t underestimate the power of a handwritten note. We live in a world where technology is everywhere, almost all of our communication is completed via electronic means. Because of this, people really appreciate the thoughtfulness and time it takes to write a note by hand. Writing a thank you card or other kind of follow-up note doesn’t have to take an extremely long time; many services are available on the internet, such as SendOutCards.com. Just tweak them to fit your situation. Another advantage of the handwritten note: people tend to keep them longer and then act on them immediately when going through paperwork or paying bills.
Do make follow-up calls within 24 hours. This is the optimal window in which to make a call, especially one in which you are following up with a lead. You want to make contact while the original meeting is still fresh in your prospect’s mind. Furthermore, follow-up calls accomplish two important things: offering good customer service, and providing a call to action. When a prospect receives a call, it begins building that essential relationship upon which a good business is built. The follow-up call also gives the prospect information about what to do next. Sharing your business is great, but sharing alone will get you nowhere. Following up promptly with a phone call is a crucial part of increasing your sales.
Be persistent. Sometimes it takes more than one follow-up gesture to continue the relationship. Did you send a card a month ago and haven’t heard anything? Consider sending a quick email or Facebook message to check in or ask a question. Did your prospect say she’d call and never did? It’s okay to make that call yourself. Without being a nuisance, be persistent and consistent with your follow-up methods. Showing your customers that you are committed to building a mutually beneficial relationship can be as simple as reaching out to them on a regular basis.
Build it into your regular schedule. Following up with prospects and customers can be a daunting task, not to mention ineffective, if it’s only something you do once in a while. Put it into your regular work schedule, such as daily or weekly. Once you commit to following up regularly, it will become habitual, and you can begin reaping the benefits of building better business relationships.
Connect socially. Try to connect beyond doing business. Many of your clients are your neighbors. You may have similar interests or have mutual friends. A lot of times in business it’s who you know that gets the sale. Reaching out and developing friendships is the ultimate way to follow up better.

Small businesses and direct sellers have the unique opportunity to interact with their contacts on a more personal level. Getting there begins with the follow-up. How do you follow up better? Please share your ideas with us in the comments section below!

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DSEF & CBBB: Decode Fake Customers’ Reviews Online

Today’s highlighted blog post from the Council on Better Business Bureaus (CBBB):

Decode Fake Customers’ Reviews Online

By Caitlin Vancas

Consumers researching businesses, products and services may find more than just reliable reviews on the web. Recent research by Cornell University indicates that some feedback is actually planted. Prior to purchasing, don’t be persuaded by phony praise. When searching for real reviews, testimonials and posts, consider the following:

Who?

Ideally, reviews will come from actual customers. However, some companies hire writers to place positive reviews on themselves; while others employ staff to post negative, damaging comments on competitors. Search reviewers’ names online. See what other companies they are writing about. If it is limited to one industry only, it is possible that responses are rigged. Be suspicious if customers’ names resemble company officials or brands. In some cases, authors can be verifiably tied to companies they are complimenting. The FTC’s Endorsement and Testimonial Guide requires transparency and disclosure. Be doubtful of overly complex or simple screen names, such as “johnsmith123.”

What?

Take a good look at wording and tone. If it is filled with marketing messages, scripted taglines or product plugs, it is most likely from company representatives. Don’t trust overly subjective compliments and puffery, such as “life-changing” and beware of false allegations, insults and disparaging attacks from competitors. Look out for identical phrases or similar verbiage from different users. Cut and paste suspicious sentences into search engines to see what is on other sites.

When?

If similar messages and posts were placed around the same month, week or day, allegedly by different reviewers, it is likely a “paid” effort.

Where?

Beware if all comments are limited to companies’ blogs or testimonial pages. Don’t just read reviews from one site. Consider numerous sources and always check BBB Business Reviews on www.bbb.org.

Why?

Business leaders know that consumers rely on online reviews so it may be tempting to mimic favorable feedback. Read “customer” comments with skepticism.

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CEO Spotlight: Dave Wentz, USANA Health Sciences, Inc.

CEO Spotlight: Dave Wentz, USANA Health Sciences, Inc.

From the DSEF: We’re excited to introduce a new blog series today! We’d like to introduce you to the top executives of some DSEF-supporter direct selling companies. Every few weeks we’ll introduce you to another CEO, and they’ll share their thoughts on Direct Sales, Ethics, Social Good, and why they support the DSEF.

Today we’re thrilled to kick off this series with Dave Wentz, the CEO of USANA Health Sciences, Inc. USANA has been a big supporter of the DSEF for many years, and we’re thrilled to have Dave Wentz share his thoughts with you today. Enjoy!

CEO Spotlight: Dave Wentz, USANA Health Sciences, Inc.

I have the pleasure of serving as the CEO of USANA Health Sciences, Inc. My father, Dr. Myron Wentz, founded USANA in 1992 after years of developing diagnostic tests for infectious diseases at his laboratory, Gull Laboratories. I helped create USANA in the summer of 1992, prior to the formal opening of the company, helping to develop the company “look,” establishing product formulas, and preparing USANA for an impressive and strong debut. Because I’ve been involved with USANA from the very beginning, I’ve had the incredible opportunity to serve in many capacities, including vice president of strategic development, senior vice president, executive vice president, and president.

What did you do before you got involved with your company?

USANA has been, and will always be, an incredibly important and all-encompassing passion of mine. Before USANA, I earned a bachelor’s degree in bioengineering from the University of California San Diego. I feel very lucky to have been able to help form USANA from its very early stages into the half a billion dollar global company it is today.

What do you love about your company?

What really stands out for me is the integrity of the products and the integrity of the people, both our employees and our incredible Associates worldwide, that are all part of USANA. Without the high standards we place on ourselves, in terms of both product quality and the way in which we conduct business, we couldn’t be as successful as we are. I also love our continual innovations. Our scientists and our scientific partnerships elevate our products and the science behind them to a whole new level. I love this aspect of our business, and it truly distinguishes us from others in the market.

What makes your sales force amazing?

I am continually in awe of our home-based business owners. The work they do every day to share USANA’s message of true health and true wealth with friends, family, and everyone they meet is inspiring. The best part for me is that working together with our Associates, USANA has the ability to change other people’s lives for the better. USANA Associates truly care for one another, and they also care about people they’ve never met. They do this work because they believe in the message, and they believe in the products. Seeing them in action gives me even more motivation to continue to make USANA a better company. We really are a family.

Ethics is an integral part of DSA membership. How do you ensure your company maintains the highest level of ethics?

On a company level, USANA holds its employees to a very high standard of integrity. We have systems in place that allow for employees to report incidences of misconduct anonymously, so they can be honest without any fear of being reprimanded or creating any type of backlash from managers or others who may be involved. Our compliance and regulatory departments make sure that everything we say in any of our publications, videos, and even on stage is both factual and within all lawful regulations. As for our Associates, we hold them to high standards as well. We regularly inform our Associates regarding what they can and cannot say about our products and how they can lawfully run their businesses. Any Associate found to be acting outside the rules may be subject to a business termination.

Social good is another essential element of direct sales. What kind of social good campaigns does your company participate in or run?

USANA and Children’s Hunger Fund have a long-standing partnership that has led to more than $12 million in monetary donations and Usanimals (Children’s Vitamin) donations to those in need. All proceeds from The Healthy Home, the best-selling book my father and I wrote, went to Children’s Hunger Fund as well.

This year, we decided to expand this partnership and our giving in general by establishing the USANA True Health Foundation. This foundation will continue to support Children’s Hunger Fund while also collecting funds to help meet immediate needs, such as those created from natural disasters. Additionally, the foundation will support organizations like HealthCorps, which provides much needed health information and education to young people.

Every year at our International Convention in Salt Lake City, Utah, we have several fundraising activities throughout the four-day event. We have a 5K run/walk, and also raise money during USANAfest, a party with entertainment, food, and games. This year, the funds will go to support the USANA True Health Foundation.

Your company is a Direct Selling Education Foundation supporter. Why do you think the DSEF is important?

When my father decided to start USANA Health Sciences, we had so many options on how we could sell our products. We very well could have sold our products to stores. We could have gone the conventional route. But we believe the direct selling model has the distinct ability to benefit more people in more ways than simply selling a commodity to consumers. There are countless success stories in USANA, with Associates taking initiative in their own lives and, in the process, creating lives they could only dream of in the nine-to-five world. People need to know that direct selling can change your life, not only through financial freedom, but through time freedom; personal development; the joys of family and friends and teamwork; and most of all, creating a meaningful life with intention and purpose. By supporting the DSEF, we support spreading the message that direct selling can positively impact people and communities.

Thank you, Dave, for sharing your inspiring story with us. We are grateful for the support of companies like USANA, that help us to spread the message of ethics, entrepreneurship and integrity around the world. We appreciate you!

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Positive Self Talk Helps You Succeed

Have you ever noticed how positive people are often more happy and successful? How do they do it?

Imagine a coin that helps you decide how you will perceive your world. One side represents negative self-talk and the other side represents positive self-talk. Most people go through their day flipping this coin and allowing the flip of the coin to dictate their self-talk. Successful people flip the same coin, but if they get the negative side they simply keep flipping it until they see the positive side.

The characteristics of positive self-talk are a can do attitude, attractiveness to others, the ability to see more possibilities and an empowering mind set. Here are some tips on how to get started.

Commit to listening to your positive self-talk. Many of the obstacles we face in life and limits we put on our abilities have been placed there by us. Remember that flip of the coin; you have the choice between the two. Which will you choose? Self-talk is that internal GPS that will keep you on the right path and help you reach your destination.
Recognize and replace the negative. Catch yourself in the act of negative talk and replace it with a positive pep talk. Acknowledge that you can work through this, learn from it and ask yourself how you can make the most of it.
Practice makes perfect. It might feel strange at first to feed your mind with confidence boosters and little cheerleaders. Anything new feels strange at first, but the more you do it, the easier and habitual it will become. Positive self-talk is especially useful when you have a lot riding on something, such as a big presentation or an important networking event, and this type of internal coaching will help minimize your nerves.
Create a mantra. Mantras are meant to be repeated over and over to put one in a meditative state. The purpose is to focus one’s mind and clear out anything else that might get in the way. Consider coming up with a mantra that can be your go-to phrase whenever you need an extra vote of confidence or when you catch yourself thinking negatively. Read more about the use of mantras in business here.
Embrace your new power. Only you can control your self-talk; no one else can. There are and will continue to be people out there whose actions and words can make you second guess yourself. Don’t let them. Remember, you can only modify your own behavior, not the behavior of others.

Understand that your experiences are represented by that coin and that you will always have two sides to choose from. You have the choice. You have the power. With this great new power comes happiness and success.

How have you used positive self-talk to succeed? Please share your ideas below!

Archive for 2012

How to Use Fun to Increase Business

How to Use Fun to Increase Business

DSEF & CBBB: Happiness is…

DSEF & CBBB: Happiness is…

Opportunities that Increase Business

Opportunities that Increase Business

Effective Online Engagement For Small Business

Effective Online Engagement For Small Business

DSEF & CBBB: TaxMasters File for Bankruptcy: What You Should Know

DSEF & CBBB: TaxMasters File for Bankruptcy: What You Should Know

How to Follow Up Better

How to Follow Up Better

CEO Spotlight: Dave Wentz, USANA Health Sciences, Inc.

CEO Spotlight: Dave Wentz, USANA Health Sciences, Inc.

CEO Spotlight: Dave Wentz, USANA Health Sciences, Inc.

Positive Self Talk Helps You Succeed

Positive Self Talk Helps You Succeed

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