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How to Get Yourself Focused Every Day

If you’re someone who is easily distracted, you’re not alone. Whether you work from home or commute to an office, most workplaces are breeding grounds for diversions. The good news is that eliminating these distractions can be as simple as turning off your cell phone. Read on for a step-by-step guide to focus yourself and become more productive, two essential characteristics of a successful entrepreneur.

Organize your work space. Nothing promotes efficiency like a neat, tidy, and organized office, cubicle, or desk. Create an organizational system that is suited to your business and style, and make sure everything is put away at the end of your work day. You will then be able to dive right in tomorrow without the added task of finding what you need in a pile of papers or mis-labeled files.
Break down goals into smaller benchmarks. Most of your goals involve multiple steps that need to be done over a longer period of time. For example, re-designing your website can seem like such a monstrous task that we don’t know where to begin…so we never do. When writing down your goals, break them down into smaller, manageable tasks that can be completed in a few hours. You will be finishing them regularly and you will know that you are on the path to overall goal achievement, which can be an incredibly motivating factor.
Prioritize. There are so many possible tasks to be working on over the course of any given day, so by prioritizing them, you relieve the pressure of having to complete every single one. Identify just a few important and/or time-sensitive tasks and forget the rest. Once your work is completed, revisit the list and prioritize again for the next day.
Say goodbye to distractions. A ringing cell phone, the high-pitched text message alert, the ping of the email notification, your multiple social networking profiles, your instant message window…these are all taking time away from your task at hand. Yes, those things need to be attended to, but silence that phone or disable the internet connection while working on other things. Schedule a specific time during your work day that is dedicated only to catching up on email correspondence, for example, or checking how many times your blog link was retweeted. Knowing that this time is earmarked, you won’t stress out about how many messages you may be missing while you go about your day.
Give yourself a break. Our brains use lots of energy while we work, so it’s important to take even a quick break every 60-90 minutes of continuous work. Have a healthy snack, get up and stretch your legs, or listen to your favorite song. Anything that helps you recharge will be a valuable asset to your stamina, which is crucial to continuous productivity.

Getting productive and staying that way certainly takes a large amount of self-discipline. You most likely already have that in you as a small business owner. Embrace your strengths and use them to make the most of your precious time. How to you focus yourself every day? Please share your suggestions in the comments below!

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Fixing Your Marketing as Simple as 1-2-3

If you’ve ever seen the 1989 film Field of Dreams, you are familiar with the phrase, “If you build it, they will come.” Fortunately for Kevin Costner’s leading character, that was true. However, that isn’t exactly the case for small business owners. Customers won’t just find you; you have to market to them. The best thing we can do for our business is to learn from the mistakes of others, and then make better choices. Here are the most common marketing mistakes and how to fix them.

Underestimating the power of research – Think you’ve got that million dollar idea for a product or service? Well before you invest significant amounts of money into such an idea, it is of utmost importance to do some serious market research and test your product/service with a real customer base.
Overestimating the power of research – Although this may seem contradictory to the previous statement, it is crucial to remember that emotions play a large part in customers’ decisions. Yes, most consumers do their own research and respond well to the facts, but their emotions guide those decisions even more than they may realize, so connect with them on that level. Keep this in mind when creating a marketing plan.
Ignoring the tried and true – As entrepreneurs, we want to be innovative with not only our products, but also our marketing strategies. In your quest for originality, don’t spend too much time re-inventing the wheel. Instead, familiarize yourself with existing tactics that have been successful for others. Use these as the basis for your marketing techniques, and put your own twist on them so they are tailored to your particular business.
Fixing what isn’t broken – Your hard work and preparation have paid off, and you are enjoying a very successful promotion that you created yourself. In fact, you’ve been reaping the rewards of this promotion for nearly a year. It’s about time you switched it up and tried a different promotion right? Wrong! Just because you may be getting tired of it, don’t forget that an untapped market and new customers are discovering it for the first time. If you really feel the need to try something different, keep what you have while testing out your new idea. This way, you won’t lose out on time and profits if the results are less than satisfactory.
Lack of patience – Think of a memorable commercial you’ve recently seen. Did it make you literally jump off your couch and head to the store for that product? Probably not. Remember that customers don’t act quickly. When implementing a marketing strategy, patience is a virtue. Give it some time to reach an audience and produce results. Only then will you be able to tell if it is effective or not.
Casting too wide a net – You’ll never be able to be everything to everybody, so trying to be will only be a waste of time and money. Figure out who your ideal customer is and focus on your target market. By concentrating on a smaller niche, you will be able to satisfy unmet needs and wants of those customers.

Since marketing is such a subjective aspect of your business, it can be complicated and overwhelming. Avoiding common pitfalls will save you time and help grow your business. What else can you add to our list?

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DSEF & CBBB: Is It a Job or a Scam?

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

Is It a Job or a Scam?

By Carol Odell

Recently a friend called me about an employment ad on craigslist. She is retired and needs to supplement her income and fill some time with a part-time job. Not an unlikely scenario these days with the challenging economy and cost of living.

It’s also not unusual for some of these “employment opportunities” to be scams. My friend was calling about a work at home job where you send money to stuff envelopes for a company — and get paid. The reality is that it costs more money than you are being paid to accomplish the job. Here’s the real kicker, many times the mailings you are preparing are scams that are being mailed to potential victims!

Protect yourself and research the company with your BBB before engaging with the company. Any ethical company will provide information when requested. A company that will not answer basic questions or refuses to communicate any way other than email, may have something to hide.

The Internet Crime Complaint Center (IC3) recently sent out information on another online employment scam. Here is what they sent out:

“The IC3 has recently received over 250 complaints reporting a new twist to the online employment scam. The scam involves individuals who responded to online ads or were contacted via e-mail as a result of their resume being posted on websites. The perpetrator posed as a research company and requested participants to complete a paid survey regarding services provided at wire transfer locations to improve the effectiveness of the company’s money-transfer services.”

Complainants were hired and then mailed a cashier’s check or money order. They were asked to cash a check/money order, keep a portion and wire the remaining amount via wire transfer. Victims are asked to send more information such as transfer number and amount wired, followed up by a questionnaire regarding the wire transfer. If not done, the victims receive threatening emails stating to respond in 24 hours or their information will be sent to FBI and they could face 25 years in jail.

Of course, after all this, the victims learn the checks are counterfeit and most victims now owe the bank more than $2,500.

If you need a job, make sure you are going to make money, not lose it. Paying an upfront fee is a huge red flag.

Do you have other tips?

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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Use Scripts to Increase Your Business

If you’ve ever been to the theatre to see a play, you probably have a good idea why actors stick to the script. The story is already laid out, the characters are already developed, and everything is organized in a way that the audience can understand and enjoy. Sure, unforeseen circumstances happen and sometimes the actors have to ad lib, but for the most part, everyone on stage has a clear plan as to what needs to be done. The same concept can be applied to direct sales and small businesses. Here are some ways in which you can use scripts to in a variety of situations and grow your business.

Situations Fit For a Script

Informal conversation – How many times have you found yourself talking to a stranger, an acquaintance, or even family member who asks about what you do for a living? Instead of letting this possibly golden opportunity go to waste, prepare a concise description of your business that is not only brief and informational, but also may prompt further questions and interest from others.
Follow-up calls – When calling customers to follow up on a transaction, you need to be prepared for both positive and negative feedback and questions. Having a few responses planned that will help solve a problem or lead to a future purchase will solidify your relationships with customers.
Collecting money – Possibly one of the most difficult aspects of being a business owner is having to be your own Accounts Receivable Department. It can be uncomfortable to ask others for money, even when it is rightly owed to you. Depending on the situation, a script can be extremely helpful for staying professional while getting to the point and being direct.

How to Use a Script

Map out your ideal conversation. Whether you’re meeting a potential customer for the first time or introducing a new product to a longtime client, actually write out how you would want the conversation to happen. Chances are slim that things will play out this way in reality, but having a goal to reach will help you navigate any obstacles that pop up when speaking with clients and colleagues.
Identify potential pitfalls. You know this magical ideal conversation won’t exactly be the one that is actually taking place, so identify where and how it might go astray. Consider using a flow chart format for anticipating responses from the person to whom you are speaking and how to handle those responses. Don’t be afraid to get creative and tailor it to fit your situation; for example, color coding a flow chart or using post-it flags to help you find what you’re looking for in a pinch can make a script more efficient.
Rehearse! Of course, you don’t want what you’re saying to sound scripted and/or rehearsed, but you do need to be well-prepared in order to be confident and exude competence to your customers. Practice what you want to say in front of the mirror, with another person, or even on a voice recorder. (Listening to yourself will enable you to analyze your tone of voice and how others may perceive you.) The more prepared you are, the more comfortable you will feel, and the more successful you can become.

Using scripts to help you in networking, customer relations, and other business situations can be a real asset to your business. How have you incorporated scripts in order to grow your business? Please share with us in the comments section below!

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Sell What Customers Need

You may have an outstanding product line. It has amazing features and benefits. You’re in love with it. But if a customer doesn’t understand how your product meets her needs and wants, then you won’t make any sales. It’s that simple.

So how do you make sure a customer understands how your product meets her needs? It’s all about focusing on a customers needs and wants.

Ask questions. Don’t begin any customer interaction with a sales pitch. A sales pitch is about you. But until a customer knows that you understand him, your sales pitch won’t resonate.
Match benefits to needs and wants. Once you understand what motivates someone, you are much more prepared to offer an effective sales presentation. Focus on the features and benefits of your product that match what the customer has told you about what he needs and wants, and your presentation will be a lot more successful. You can do this even in a party setting. Begin the presentation by asking questions of the guests…what they do, what their concerns are…and probe those areas that you know your product can help. Then, when you’re sharing products you can focus on those specific benefits of your product line.
Listen online. Social networks can provide a tremendous amount of information. Before meeting with a customer, check out her profile online on sites like Facebook. Zero in on what she talks about, what bothers her, what she loves. Include those elements in your face to face presentation and you’ll find you have better results.

Even though you may think it takes more time to learn about a customer before offering your products, you will find it actually saves you time, because you only need to highlight the features and benefits that meet the needs of that particular customer. So be sure to understand your product line intimately, so you’re prepared to offer those features and benefits that best meet a customer’s needs.

How do you find out what a customer needs? What questions do you ask? Please share your thoughts in the comments below!

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9 Ways to Use Pinterest for Your Small Business

9 Ways to Use Pinterest for Your Small Business

Pinterest is the hottest new social network, with articles filling up the web about how fast it’s growing. And it’s little wonder…most people are visual learners, and the ability to capture and organize photos of the things we love online can be very addicting and satisfying.

And because people are sharing photos of products they love or want (along with recipes, dream vacation destinations, and so forth), you have an opportunity to add your product line to the mix and gain additional attention. But that’s not the only use! Here are some of the ways you can use Pinterest to benefit your business:

Share product photos. This, at its core, is the simplest way to use Pinterest. Share photos of your product line that others can share as well, and link to your sales page. Just be careful not to be TOO product-centered or you’ll annoy your friends and be in violation of Pinterest rules.
Create a vision board for your business. Pinterest is a great tool for collecting photos of where you want your business to be in 1, 5, 10 years. Is your eye on a car, a home, or a fabulous vacation? Collect photos and put them on your vision board on Pinterest.
Create a personality for your brand. Pinterest is a great tool to show people the personality of your brand. Do you have a sense of humor? Share funny quotes. Do you have a brand that leads to a luxurious lifestyle or high fashion? Share related photos. By being mindful of the brand image you want to project, you can share photos that help people develop a sense of your overall brand.
Share training resources you find on the web with your team. Come across a great blog article or training piece online that would benefit your team? Pin it! Then let your team know that you’ve got a board with great resources that can help them build their businesses.
Run a contest. Many brands are now experimenting with running contests on Pinterest. It’s a great way to promote viral visibility of your products. This article from PR Daily may give you some ideas to get you started: http://prdaily.com/Main/Articles/How_to_launch_irresistible_Pinterest_contests_11079.aspx
Collect inspiration for your own content. For example, you might collect recipes that inspire you to create your own recipes, or makeup or fashion looks that give you ideas about ways you can suggest customers use your products.
Do research about the things that excite your customers by checking out their boards. It can give you ideas for theme parties, specials you might want to offer, or prizes you might want to award in contests.
Give people ideas about additional ways to use your product line. For example, if you sell home decor items, you might show rooms and point out where your product would be perfect in the layout.
Create an opportunity board that highlights the benefits of your business opportunity, and share it with people who are considering joining your team. It could include your recruiting video, a link to your recruiting brochure, a video about your next incentive trip destination, etc.

Many retailers are finding that Pinterest drives a LOT of traffic to their websites. So it’s a great idea to check out this hot new social network, and find ways to put it to work for your business.

Your thoughts? Please share them in the comments! And be sure to follow us on Pinterest at http://www.pinterest.com/thedsef/ We share a lot of great resources for your business!

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Top Ten Small Business Pitfalls

Did you ever hear the phrase, “Hindsight is 20/20.”? It’s easy to look back on our mistakes and identify what went wrong after the fact. It is of utmost importance to avoid common pitfalls made by millions of others before you. By learning from their mistakes, you can make smart decisions for your business and enjoy making your entrepreneurial dreams come true. Here are the top ten pitfalls to avoid in your business and how to avoid them:

Failure to educate yourself before you begin – There is so much that goes into owning a business that goes beyond knowing your industry. Small business ownership is a marathon, not a sprint, so stamina is the key. Since you will most likely be watching your pennies, take advantage of free resources, like those provided by the Small Business Administration .
A non-existent or hastily written business plan – Believe it or not, too many people start up businesses without a plan. Don’t worry; you don’t need an MBA degree to write up a business plan. An effective business plan should include a description of your business; information about your industry, competitors, suppliers, and target demographic; a marketing strategy; and finances.
Spending money unnecessarily – To control startup costs, consider the following: leasing any equipment you may need instead of buying, buying supplies second hand, purchasing a minimal amount of inventory to avoid overstocking, and dealing in cash as often as possible.
Not collecting payments promptly – Remember, you are held to a tight standard in having to pay your own creditors; hold your customers to the same standard. Always provide an invoice no matter how small the amount, follow up when necessary, and don’t be afraid to implement a cash upfront policy for delinquent accounts.
Forgetting to plan for a rainy day – So your efforts are paying off; inventory is flying off the shelves, you’re teeming with new customers, and profits are way up. Enjoy it of course, but don’t forget to save some of that hard earned cash for an unforeseen setback. Just like the overall economy, certain industries experiences cycles of good times and bad. Your business will be able to survive the hard times if you put away some money and have a contingency plan for if things suddenly go south.
Getting set in your ways – Even the most successful business owners can have a difficult time adjusting to new trends in the industry. Keep abreast of any changes, including innovative new products/services, a shift in customer needs/wants, price points, marketing techniques, and technology. Chances are that your customers are aware of what’s new, so don’t get left in the dark.
Doing it all yourself – If you have employees, trust in their abilities and delegate responsibilities. Trying to meet every obligation on your own and micromanaging are both recipes for burnout and disaster. Empower your staff by handing over certain tasks and projects; you’ll also find that they will become more invested in the success of your business when they know they are an important part of it.
Inability to step away – Once you have established your business, you should make decisions that allow it to run smoothly without you once in awhile. There will be times when you need to take a few days off for personal obligations, and let’s face it: who doesn’t need a vacation every now and then?
Poor marketing – From traditional marketing methods to those of the 21^st century, there are more ways to market your business than ever before. As with anything else in your business, do your research to decide what is best. It might be a good idea to only focus on one or two methods at first, such as targeted direct mail campaigns and an effective website. Collect information about what is working and adjust your marketing efforts accordingly.
Lack of discipline – This is especially important if you have a home-based business. Our households are rife with distractions such as laundry, cleaning, a ringing phone, and even our own children. These things take time away from your business, which in turn takes money out of your pocket. Create a strict schedule for yourself and stick to it, make a list of what needs to be done and when, and minimize needless distractions.

What pitfalls have you encountered in your business? Please share your problems and solutions with us in the comments section below!

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Side Jobs: Your Way to a Successful Business

Although building a successful business involves knowing a great deal about a particular industry, the good news is that there are many ways in which to learn that don’t require expensive or time-consuming resources, such as a business degree. The following is a list of suggestions to help you learn about your industry and expand your network quickly with the goal of growing your business.

Volunteer your time. There are always people in need of extra help, especially the kind that comes free. Find outlets within your community to volunteer in some capacity that is related to your business. For example, if you want to start a home-based daycare business, consider volunteering your services to relatives, neighbors, and places of worship. This allows you to gain more experience in the industry, demonstrate your exceptional service, get your name locally recognized, seek referrals, and make contacts for potential customers. Think of this donation of time as a worthy investment in your business.
Become a temp. Many employment agencies specialize in placing workers in temporary positions and can even meet requests. Temp work not only allows flexibility to work with a variety of businesses, but it is also a very effective way to improve areas of weakness. For instance, if your business is lacking in customer service, consider taking a temporary customer service position. Most retail businesses have a corporate headquarters where customer service reps are trained and take calls from clients. Such a position would allow you to work on your interactions with customers and apply what you’ve learned to your own business.
Work as a consultant. If you have a specialized talent (web design, marketing, computer troubleshooting, financial projections, etc.), taking on a consulting position will help you make new contacts to bring to your business. You can start by contacting local business owners to offer your services for a reasonable hourly rate. Once they see what a great job you’ve done, they will be able to refer you to other business owners. Furthermore, you will have formed a professional relationship and expanded your business network.
Give back to your community. Local business schools and community colleges are chock full of motivated young people about to enter the workforce. Think about contributing your expertise and experience to their cause. For example, an owner of a business that provides classes in mixed martial arts can approach future graduates of local theatre and film programs. Lots of these students are about to move to a big city for the first time, so the owner decided to offer them a free self-defense class. Most of these students wouldn’t be able to afford the tuition for a normal class, but would eagerly take advantage of such an offer. Additionally, they would recommend the business to friends and family.

Taking on side jobs to build your business is a great way to stay motivated, improve areas of weakness, and build a network of potential customers and colleagues. How have you used side jobs to build your business? We’d love to hear from you in the comments section below!

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Tapping Your Network to Grow

We all have networks. These are groups of people that we connect with on a regular basis because of mutual interests, business, or other reasons. They’re a great source of personal satisfaction as well as potential business leads. Whether it’s a book club, religious organization, or professional networking group, networks can be a great resource for your business.

Here are some ideas for tapping this valuable resource to continue growing your business.

Give them a reason to check out your business. If these people are already in your existing network, chances are they have some degree of familiarity with your business. For this reason, you need to motivate them to rediscover you. Perhaps you have recently renovated your space, introduced a new product/service, or expanded your online presence. Use this change to re-promote your business to your network contacts and keep the relationship alive. Ask them to check out the change and offer their opinion.
Offer reciprocity. Through networking, current contacts often lead to new prospects and future contacts within your network. To take advantage of this, offer a way to return the favor when someone helps you in your business by either patronizing it themselves or advertising it to others. For example, a local restaurant owner can recommend a nearby banquet hall for parties and offer a special discount for customers using his or her restaurant for the catering. Likewise, the catering hall can refer customers to the restaurant for a free appetizer or dessert by mentioning their name at the restaurant after booking a party at the banquet hall. This helps each business gain new customers, and maintains a good relationship between both businesses.
Team up for an event. Promoting each other’s products and services can be done in many ways, including putting together a joint event that works for everyone involved. A direct seller of home décor might team up with a direct seller of cookware to create an event that offers people new ideas about how to prepare for a dinner party, covering everything from how to best use your space to what recipes can be used for each course of the meal. An event like this exposes each business owner to a new group of potential clients while providing the opportunity to show those prospects the best of each one’s business.
Make professional appearances at trade shows, chamber of commerce meetings, and industry conventions. Consider doing a speaking engagement, teaching a workshop, or holding a demonstration of your business’s products/services for other small business owners. If you run a successful business, you have much to offer fellow business owners and those just getting started. Making a name for yourself locally will spark interest in your business.

Your network is a valuable resource which should not be overlooked when taking steps to grow your business. What ideas do you have for tapping your network? Please share with us in the comments below!

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How To Offer Incentives Without Cutting Your Price

Offering incentives in small business can be a bit of a challenge, but it can also benefit you in terms of customer relations, customer retention, and of course sales. However, it can be risky to base all of your incentives on price cuts, so consider some alternatives when creating them.

Tokens/Tickets/Vouchers – One cupcake shop in Columbia, South Carolina created a special incentive to attract customers on last fall’s Small Business Saturday movement. For every dozen cupcakes purchased at regular price, the customer would receive four tokens, one each good for a free cupcake. To sweeten the deal (pun intended), the owner allowed the tokens to be redeemed right then and there if the customer wanted. This was a brilliant idea, because most businesses, big and small, make customers wait until a future visit to redeem such an incentive, and often with an expiration date that creeps up sooner rather than later. Using tokens, tickets, or vouchers and rewarding your customers on the spot shows your appreciation for their patronage.
Loyalty Programs – A great deal of businesses have some form of a loyalty program in place for frequent shoppers, but take this idea to the next level by offering your customers something really special. For example, the children’s clothing giant, Carters, gives each customer a card that gets a stamp for every $20 spent. After 5 stamps, a 10% discount is applied to the next purchase. This is pretty standard, but you can use this idea to your advantage. Instead of a discount, you could offer a special shopping day where he or she would have exclusive access to new products before they’re made available to the general public.
Individualized Product or Service – Based on a customer’s purchase history, you could offer a product/service that he or she would be particularly interested in. For example, say a customer regularly buys a certain type of hair product from your cosmetics business. Because you know what this person wants and needs, you could offer a free consultation for a new hairstyle, color, or shampoo and conditioning treatment. Providing individualized service to your customers improves relationships and gives them more reasons to come back.
Free Gift With Purchase – This really works well when you can purchase items at wholesale that have a higher perceived value. Additionally, you can promote a higher-priced item by offering a free gift with it. For example, select a product or service that you want to interest your customers with; if they buy it, they could also get a free custom-printed t-shirt designed by a local artist, or a free canvas tote bag with your logo printed across the front. The benefits here are two-fold: the higher price you can charge for the item will help offset the cost of your free gift, and you are also advertising your brand by distributing your merchandise to your customers.

By thinking outside the box, there are endless possibilities to the incentives that one could offer. What are some of your ideas for non-price related incentives? Please share them in the comments section below!