Archive for December, 2011

On Being YOU in Business

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A few days ago, a client (let’s call him George) asked me whether his marketing is “professional enough.” He was worried that his text was “too personal” and didn’t make his company look like a large company.

George is a very funny, likeable, insightful person. His email newsletter is extraordinarily humorous and real. He’s always telling stories about himself and his nutty family in his articles, then relates those stories to the point of the article. George exposes who he really is to his customers and prospects, and they love him for it.

People are so numb to all the marketing that’s coming to them. Let’s face it, we ignore a lot of email and offers that come our way. When I asked George what his open rate was on this email newsletter (“open rate” means the number of people who actually open his email as a percentage of the total number he sent), he said his open rate was 75%!! Wow!!! In this day and age when 20% open rate is considered industry average, 75% blows me away.

You really want to form a personal connection with your customers and prospects. It’s crucially important for you to BE YOU, whether you’re crazy or serious, spiritual or pragmatic. Let people know who you are and what you’re all about. Don’t try to hide behind a corporate exterior. Professional, yes, but not distant, remote or unapproachable. If there is more than one person in your business, it’s okay to say “we,” but don’t say “we” if it’s only you. (Why hide that you’re a one-person business? It’s a tremendous asset to be a one-person business!)

I’m so tired of faceless companies and I bet you are, too. I’m not saying that you should expose all your personal problems and foibles which might detract from your message, but exposing your personality really helps to build relationships. It’s a little scary to let people know who you really are, but it’s also honest and full of integrity.

Me? I’m a lot of things, some of which you already know, and some that might be a surprise:

  • I love being self employed. I’m an evangelist about it.
  • I adore being in nature and hate crowded, polluted places. The photo above is my husband and I last autumn at the top of a mountain we hiked. We hiked in Cornwall, England and Yosemite, and will continue to be in nature until the last breath leaves our bodies. :).
  • We bought a house in the country so that we could be in nature always. It’s heaven. Okay, the deer eating my flowers isn’t heaven, but the rest of it is.
  • I have a distinctive laugh that people seem to enjoy. Which is cool, because I love to laugh! My sister and I have the exact same laugh, and when we get together the energy escalates through the roof.
  • My family is loving, warm, supportive and totally insane. I couldn’t live without them.
  • My spirituality is simple: I believe we all are here for a reason, we all have gifts to give, and it’s our responsibility as humans (and souls) to give these gifts to the world.
  • I get angry at people who are being mean to others.
  • I love to share what I know, and when I learn something new, I love to tell others about it. This is sometimes annoying to my family who really don’t care about business plans or internet marketing. Spoil sports.

What about you? Who are you and what’s unique about you? What are you going to share with your customers?

So go ahead, be YOU!

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Category: Marketing
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What’s Your True, Deep Mission?

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Does your business have a mission?

I don’t mean a Mission Statement. I mean a deep, true purpose for being in existence.

I’ve come up with this one for me and my business:

There are 21 million solo entrepreneurs in the USA, but only 9% make over $100,000.

My mission is to change that 9% to 10%.

What’s your guiding light in your business?

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Category: Business Strategy & Planning

Drop That Sacred Cow

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Do you have services or products that you love, but your customers are unwilling to pay for? Are some of your offerings no longer profitable but you find yourself resistant to removing them from your website?

In business we call these “sacred cows,” the untouchables that are exempt from questioning. Often you are emotionally attached to them because you developed them yourself, spending huge amounts of time and money to bring them to the light.

Sacred cows don’t only include unprofitable or unwanted products and services. Sometimes you have a vendor or contractor who needs to be released because their quality has slipped.  Sometimes you need to look at tasks and processes that are ineffective time-wasters.

Don’t hold on to sacred cows: they’ll suck your business dry. During your business reinvention, look at all aspects of your business and cut things that no longer serve your customers or the goals of your business.

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Category: Rethinking Your Business
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