Tips to Generate Business

Tips to Generate Business

Whether you are just starting out or simply looking to light a fire under your bottom line, it may be time to look for more ways to generate business. Don’t forget about the tried and true, such as word-of-mouth marketing and social media, but you should also look for alternate avenues to attract more customers and increase your profit. Read on for some helpful suggestions.

Use scripts to be more effective. Flying by the seat of your pants isn’t always a good idea, and using scripts can help prepare you for the unexpected. For example, before reaching out to a prospect, write out a few responses to questions the person may ask or concerns that he or she may express. The act of writing it down and even practicing saying it will help you exude the confidence and capability needed to close the deal. Find out more about how and when to use scripts by clicking here.
Find new leads. Have a plan to find new leads everyday. This can be done in several different ways including via social media, reaching out to current customers, joining local clubs, activities and partnering up with other local business owners. For example, if you write a blog, be sure to end it by asking for questions, feedback and other ideas in the comments section. Respond personally to as many as you can, especially when someone leaves you outstanding feedback, which could possibly be turned into a testimonial. Finally, encourage your readers to share your blog with their friends for even further exposure.
Reach out to current customers for reorders. Reorders should be an additional income stream. Be a good record keeper. You most likely have some kind of purchase history for your customers; take a look at this history for a certain time period such as the last six months. Reach out personally to a few customers. Ask them how satisfied they are with their purchase and suggest other products or services that complement something they’ve already bought. Such a phone call can not only bring you reorders, but also helps build and maintain an important business relationship.
Upselling is a highly effective way to increase profit, especially if you are an expert when it comes to your products and services. For instance, a customer wants to purchase a foot scrub from your health and beauty business. Before she checks out, suggest that she add the massaging cream and travel size moisturizer for a complete foot care kit. Offer to make a gift basket out of it for her, and now you’ve given her the idea that these products would make a great present. The worst thing you can hear is no, but you’ll never find out unless you ask.
Reach out to the community by hosting an event. Open houses, new product demo nights, and holiday celebrations can be the perfect opportunities to socialize more personally with the very people you want to patronize your business. Choose a theme or topic, invite local residents and business owners, provide refreshments and product samples, and most importantly, show your sincere desire to serve their best interests. Hosting events is a great way to introduce or re-introduce yourself to your customers and prospects.

What other tips do you have for generating new business? Please share your ideas below!

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How to Choose Social Media Tools for Your Business

How to Choose Social Media Tools for Your Business

When you begin to consider using social media marketing for your business, the choices can seem overwhelming. There are so many social networks out there, and will the time needed to do all of them really pay off in the long run? How do you choose what makes sense for your business?

Here’s a process you can use to help you decide and then use what you choose effectively:

Write down your goals for social media marketing: Are you seeking new customers, or looking to grow your mailing list? Are you interested in finding people that are interested in a business opportunity? By taking some time to consider your goals, your subsequent actions will be a lot more focused.
Define your target market: You must understand who you want to reach if you’re going to find them online. So spend some time narrowly defining your target market…their ages, education, income level, interests, etc. Then you can go and find them!
Figure out where your target market spends time online: Once you know who you want to reach, then do some research to find out where that target market spends time online. Facebook is a great place to find consumers, but if you’re looking for people interested in a business opportunity you may do better on LinkedIn. If you want to reach a more niche audience, perhaps the people you want to reach are on a more specialized network like fashionspace.com or wahm.com. Don’t just assume that the “biggies” are best for your business. Take the time to do the research so you know which network will help you reach the people you are looking for.
Decide how much time you can devote daily: This is also very important. If you’re a solopreneur, you’ve got a lot to do already, and adding the maintenance of dozens of social networks to your plate means that you won’t do anything well. Instead, narrow your focus to one or two social networks based on the daily amount of time you can invest. Remember, doing one social network well is better than spreading yourself too thin and leaving no impression on people at all.
Learn the social network before jumping in: Once you’ve got a short list of social networks that would work for your business, spend some time researching them. Talk to other business owners that have used them, and ask about their results and best practices. Read the terms of service of the network so you’re clear on what you can and cannot do as a business on the social network. And take some time to observe how others use the network at a personal level. If most people use the social network personally, you want to be sure your understand the norms and cadence of the interactions there, so you don’t come in like a bull in a china shop, alienating the very people you want to reach.
Commit daily: Once you establish your presence on the social network, realize it’s a daily commitment. Especially in the beginning as you’re building your momentum, it’s absolutely critical that you spend time every single day connecting with the people on your social network. Share great content, talk to people, answer questions. It’s the giving of yourself each day that builds the engagement that leads to new business.
Add your social networks to your offline marketing: Now that you’ve got an online presence, be sure to add it to your offline interactions. Add the URL of your social presence to your business cards and signage. Invite every customer to connect with you online. Let your in-person business contacts know about special “online only” offers that you provide online to encourage them to join you there. The beauty of the online presence is that you can connect with people a lot more regularly than just waiting to connect in person. Be sure every person you work with is invited to join you online.
Measure! This is perhaps the most important part of social media, and the one most often neglected by business owners. It’s not enough to set up your online presence and “feel” that things are going well. You must measure. The ultimate goal of any social presence is to convert contacts on your social networks to people that help you meet the goals you outlined in the first bullet of this article. So if you’re looking to build your mailing list, be sure you’ve got a way for people to sign up to do that, and call it out regularly on your social networks. Then measure how many people come to your sign up form, and how many get to the success page after filling it out. How many do you lose? If too many people are abandoning your form before completion, maybe you need to change your form. If your goal is to get more customers, then you should be measuring how many people are coming from your social network to your shopping page (or into your store…are you asking how they heard about you?), and then how many actually make a purchase after visiting. Google Analytics will give you a lot of this information. Make sure you’ve got it installed on your website, and are looking at the data regularly.

It’s not enough to just jump on Facebook because everyone else seems to be doing it. A measured, thoughtful approach to your selection of social media tools, and then measuring the results of your actions, will bring you much closer to your goals.

What social tools do you use? Why did you choose them? How are they working for you? Would love to read your thoughts in the comments.

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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!

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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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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!

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Questions that Increase Sales

Questions that Increase Sales

One extremely important element of a successful business is the relationship you have with customers. In order to build that relationship, you need to connect with them on a somewhat personal level, and the best way to do that is by asking questions. Even more important, however, is learning how to ask the right questions. Asking effective questions leads to better relationships, which in turn leads to increased sales. Here are some suggestions for refining what types of questions you ask your prospects.

Ask questions that will give you insight into the person’s particular situation. Customers may already have an idea of what they need or want, but they may also require and even be in search of some guidance to help them find the best product or service to suit their circumstances. For example, a woman comes into your retail accessory shop looking for a new bag. “What do you like or dislike about your current bag? What role does your bag play in your typical day? What do you mainly use it for?” These are questions that get the person really thinking about his or her needs/wants, as well as talking about her life. Once you can get a prospect to share something personal, you have made a connection on which a relationship can be built. The more information you have, the better the chance you have of closing the sale.
Ask what problem needs solving. Remember that you are a solution-finder for your customers. Whether the person wants to satisfy a want or a need, there is most likely something missing in his or her life, however major or minor it may be. Once you find out this information, you can offer your expertise to present the customer with an option that solves the problem.
Ask for a commitment to meet. Depending on your type of business, it may be appropriate to schedule a follow-up meeting or phone call. Some people tend to be vague and give broad answers when asked when a good time would be to call. If the person says, “Any time is fine,” follow that up with, “Is Tuesday at 2 a good time?” Then confirm the day before if the meeting is scheduled a week or more in advance.
Ask for a referral. This doesn’t just mean asking customers who have actually patronized your business. Even if a prospect says no, if you are confident that you can truly be of service to someone else, take the initiative to ask for a referral. This will increase your network and your chances of landing more sales.
Ask them to elaborate on hesitations or concerns. Even the smallest of purchases comes with some level of risk. If a prospect says, “I’m just not sure I want this right now.” Ask the person to clarify what exactly is holding him or her back. When you have a high quality product or service, most times those fears can be alleviated with your honest word and strong guarantee, especially if you are extremely knowledgeable about what you are selling.

Remember, you have everything to gain and very little to lose by digging a little deeper and asking certain types of questions. What else can you add to our list? Please share your comments below!

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Effective Customer Profile to Generate Reorders

Effective Customer Profile to Generate Reorders

In the sales industry, the ability to close a sale is super important for any owner of a thriving business. However, it doesn’t end there. Generating reorders from your customers is as important as (or even more important than) the initial sale. Neglecting your reorder business can leave a significant amount of money on the table.

So how do you encourage reorders? It starts with a customer profile.

Creating a customer profile. As you work with each customer, create a written or electronic customer profile card that lists important information that will improve your follow-up. Here’s a basic and simple format:

Individual customer profile:

Products/services that interest the customer
Possible duration for reorder
Special dates and occasions
Preference for contact (phone, email, in-person, etc.)
Other unique/special traits

Create a profile of a customer who continually comes back to reorder over a long period of time. What is it about this prospect that makes the person a regular customer? What wants and needs are being met by you, your product/service, or your relationship that inspires such loyalty? By answering these questions, you have a better idea about what might inspire such loyalty in other customers. Note these on the customer profile.
Strategize your marketing methods with the effective customer profile in mind. In all types of retail, there is an oversaturation of promotions for new customers only. You can help generate reorders with a marketing strategy that encourages past customers to patronize your business again. Once you really pinpoint the wants and needs of your customers, you can tailor your marketing directly to them. A special shopping pass that provides advance access to new products could draw in previous customers, especially if those new products are an improvement upon or an extension of those they already use and love.
Use customers’ purchase histories to understand their wants and needs. Consider what the customer has already purchased as well as what he/she showed interest in, but may not have bought. For example, let’s say a young woman buys a face cleanser, and as she is paying asks about the anti-aging nighttime cream but does not buy it. The exchange between you and her may only last a minute or two, but valuable information can be gained by it and should be noted on the customer profile. It’s obvious that she cares about maintaining healthy skin, and you know that she will love your facial cleansing product. Because she asked about the anti-aging product, it is clear that she does have some concern over whether or not this is something she should start using. A great way to handle a situation like this is to make a follow-up call a few days after purchase to find out how she likes the cleanser and to give her some more information about the anti-aging cream or other similar products that might complement her nighttime skin care routine. You’ve now shown her that you care about her satisfaction and are there to further meet her future wants and needs. Such customer care and personalized information will keep that person coming back.
Invest in your customers so they will invest in you. There are many ways to invest in your customers, and it doesn’t always have to mean cutting into your profits. Do not disregard the value of offering a free sample; making it low-risk to try your products/services can be very effective for turning a one-time customer into a regular. However, you should also be investing your time in things like frequent follow-ups and workshops or product demos. Anything that fosters a good relationship with your customer will be good for your business.

How have you used customer profiles to bring in reorders? Please share your tips with us in the comments section!

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How to Surround Yourself with Success

How to Surround Yourself with Success

Have you ever been sitting next to someone, and they suddenly yawn? What happens next? You also find the need to yawn. It’s a strange phenomenon, but it applies to the way we are influenced by those around us. People who are positive, upbeat, ambitious, and persistent can be wonderful inspirations because those desirable qualities rub off on us. Therefore, it is important to reflect a bit on the people with whom you associate and decide if they are having a good influence on you or not. Read on for some suggestions about how to surround yourself with success.

Identify the three major business relationships you have. Ask yourself questions such as, “Why does this relationship exist?” and “How is each of us benefitting from the relationship?” Also identify what characteristics of these people are either boosters or detractors. Do they help you succeed and meet your business goals? If the answer is no, then consider forming new professional relationships with successful people that you can bring to the forefront of your inner circle.
Learn from the negative. No matter what industry you’re in, there are going to be a number of negative people and/or situations (think Eeyore). Instead of letting this negativity bog you down and keep you from doing your absolute best, use it to learn what NOT to do and bolster yourself onto your own successful path (think Tigger). Mind over matter is really important here because sometimes it’s difficult, if not impossible, to avoid being around some level of negativity. However, you can control how you handle it and what your attitude is going to be. Will you be an Eeyore or a Tigger? The choice is yours.
You don’t have to actually know successful people to learn from them. If you are just starting out in your business and have yet to form these ideal relationships, then use resources that are available to you that can reinforce positive and inspiring messages regularly. Find some successful industry experts that you can aspire to be like; read their books, attend their seminars, follow them on Twitter, etc. Take what they can offer you about success in business and apply those things to your own situation.
Pay it forward. Maybe those around you who seem negative just need someone to inspire them. Don’t be afraid to be that person. For example, it’s a proven fact that people who are trying to lose weight are more successful when they do so with a friend; they might exercise together, plan meals together, or even just drop each other an encouraging email every week. The same goes for your business relationships. Your determination to be successful can certainly influence someone else in a positive way if you exude your optimism and drive in all that you do.

Surrounding yourself with success, like many other aspects of business ownership, can be a challenge. However, it is an important one to take on because your attitude is a key indicator of your success. What are some ways that you surround yourself with success? We’d love to hear from you in the comments section below!

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How to Handle Objections and Rejections

How to Handle Objections and Rejections

Even for the most positive and optimistic person, continuous rejections can begin to wear one down. However, success cannot and does not happen without obstacles and setbacks. By modifying your mindset, you will be able to handle objections and rejections, natural parts of being a business owner, with professionalism and grace.

Don’t take it personally. There could be many reasons why someone said no, possibly none of which have anything to do with you. Perhaps a client could no longer afford your services, or maybe has too many other obligations and can’t commit to your proposed joint venture. When somebody tells you no, take yourself out of the equation and reflect upon how your request may not meet the person’s needs.
Focus only on what you can control. It’s easy to lose self-confidence when being rejected, but it’s important to remember that you are in control of your own path. You cannot control the behavior of others, only yourself. So empower yourself by focusing on the elements of your situation that you can change.
Accept rejection as a learning experience. Even the most successful people in the world, in all fields of work, struggled with any number of setbacks along the way. The difference is that successful people take those setbacks and learn from them in a positive way. If possible and appropriate, ask for feedback in the form of constructive criticism when faced with a rejection or objection. Apply this information to your next attempt, and you will save yourself the headache of making the same mistakes over and over again. Additionally, the more you learn from one rejection, the better prepared you’ll be to possibly avoid it next time.
Don’t let rejection make you afraid to even ask. When you flip a coin, the chance of it landing on heads or tails is always 50/50, no matter what. Even if it lands on heads 20 times in a row, that next toss still has the same odds. This same principle can be applied to your business. Just because someone said no doesn’t mean that the next person won’t say yes. Persistence is an essential characteristic of a small business owner, so keep plugging along and you’ll eventually get the answer you’re looking for.
Professionalism pays off. When handling rejection, conduct yourself with a visible level of professionalism and grace. Express your gratitude that the person took the time to speak with you and your desire to work with them sometime soon. A positive attitude will give others a good perception of you, which may mean future business with them. You may not have closed the deal this time, but it’s very possible that they will be in need of your product/service at some point, and if you’ve left them with a good impression, they won’t hesitate to contact you when the time comes.

The most crucial part of handling objections and rejections is to look at them as positive learning experiences that allow you to grow your business and professional relationships. By using the experience of rejection to your advantage, you will be on your way to success. How do you deal with rejections? Please share with us in the comments section below!