Friday, December 5, 2014

Why you only need 2 people to grow your business!


There are things you need to do in your business, and there are things that need to get done. And they are NOT mutually exclusive.  

Growing your business is something that needs to get done, but it's interestingly NOT something that YOU have do!

Grow your business quickly by looking for 2 people who you perceive to be further along than you, and leverage them!

Seriously! That's it. It will work with any business!

Whether you’re looking for more customers or clients, or looking to expand your business reach - which we all are doing at some point, look for 2 people who you look up to in some way. 

They will be sure to have bigger networks, more buying power, will know more, will have a different perspective, new ideas and may even know what does not work!

Fill your weaknesses with the strengths of others.

Regardless of your area of opportunity, start by simply finding, talking to and asking for help from 2 people who you perceive to be further along than you.

You don't have to know how to do everything, you have to know people who can get it done! 

Master that pattern and the magic will multiply!


Now it's YOUR TURN! 

The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in this #freemail article!

Till next time!

Liz :)

 ==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Friday, November 28, 2014

Master your mindset, not your marketing!


{Excerpt from the #freebook, 12 Quick and Easy Ways to Maximize Your Value in Life, in Business & Within you!}

5% of your income comes from marketing. The other 95% comes from your mindset.*

Marketing just does not matter as much as your mindset. Your marketing is a direct reflection of your business, which is a direct reflection of your mindset.

If you have fear or doubt, at any level, about the success, legitimacy, or worth of you or your business, it will show in your marketing.

No one buys uncertainty - and that is precisely, at some level, what you will be permeating throughout your business. It will show in the partnerships you make, the venues you choose, the investments you make, or don't make, the team you build - or don't build, and the strategy and goals you choose and commit to.

Is marketing important - yes. Absolutely. 

But marketing from a shaking foundation will get you nowhere. 

As you're building your foundation (to start or for growth) - invest more time, energy and effort into your mindset than you do your marketing and the pieces of your business puzzle will start to fall into your best alignment. 


Now it's YOUR TURN! 

The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in today’s #freemail article!

Till next time!

Liz :)


==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Friday, November 21, 2014

3 steps to pricing your program so it's easy for you to sell

There's a lot of talk in the coaching and consulting communities to step out of the dollar-per-hour model and step into one of charging for value in 'high-end' packages.

Here is what I've seen happen as business owner adopt this thinking:

  • Hours get bundled as a package deal (which is the same as dollar per hour, just repackaged)
  • A price is created that seems ideal or in line with what others are charging, but doesn't it quite feel right or you have no way of knowing how your market will respond to it, or 
  • It get's lightly promoted, then someone comments the prices are too high, and the old model resumes.

Raising your rates for a high-end package is about stepping into a value based model.  But how do you really quantify that so that you know you're charging the right price?

In today's #freemail article I'll be sharing with you how can quantify your value so you can stop charging by the hour and stop thinking that the only alternative is to make up pie in the sky numbers that make you uncomfortable to say!

Ask any coach, consultant or service based practitioner about the value of their service and they will likely say 'priceless!'  And that's not to dodge the question, it's because it's as practical an answer as one can say.

Here are few scenarios to illustrate what I mean:

  • If you're working with a healer who is able to alleviate your chronic and debilitating back pain, what is it worth to you to be able to move and bend and lift things that you may not have been able to do for years?
  • If you're working with a physical trainer who is not only taking you from couch to 5K, but it incorporating your diet and family, what's it worth to you to have a healthier family for life?
  • If you're working with a business consultant who is able to identify a missed or overlooked opportunity, what is it worth to you to have that business growth that you would have been searching for outside of your company?


My point is, value in service work is a relative thing.  But in business, it does need to be quantified so that you exchange the energy + currency of commitment...aka money.

Where does this number come from?

If you're pricing by the hour or even in a 'high-end' package, you're pricing based on your economic needs and market conditions.

Nothing about that has your client in mind.
Nothing about that line of thinking has the result of your client in mind.


Here are 3 steps to pricing your program so it feels authentic to you and you're proud to talk about it:


1) Knowing what problem you solve...

When you're absolutely clear on what problem you solve, then you absolutely know how to solve it.  Putting together a program, package or offering from this perspective is much easier than looking at your tool box and wondering how you can bundle things together to be marketable.

2) Knowing who you solve that problem for...

Now that you know what problem you are uniquely brilliant and gifted at solving, identifying who has this problem is the next step.  This will enable you to obviously market to them, but more importantly, speak the language of their pain and know before you go to market what urgency it is to them to have this solved.

3) Knowing what the price of pain is to them...

You know the problem you solve + for whom, which means you also know their sense of urgency and commitment to getting it solved.  The price of pain is the number that will move them by sheer force of paying it from where the are to where they want to be.  It's the number that is too big for them to fail at this.
I recently was having a conversation with coach who shared this life changing nugget o brilliance with me.  She was running a low end, low maintenance program that was generating a few thousand a month and shared with me why she just pulled the plug on it.   
She said she was creating a space for people who want-to-want-to have this problem solved.  They didn't really want to change anything.  They just wanted to play.  
She is results driven and this community would never achieve results because they weren't fully committed to this higher vision and version of themselves.  She knew that by keeping this community alive, she was giving them a permission slip to play it small and THAT was not ok with her!
The price of pain is the dollar amount that will be painful enough to the client that drives them unapologetically towards the result you can facilitate.  

It eliminates those who want-to-want-it, and speaks loudly and clearly to those who want it.

What is the number that will make their palms sweat, stomach turn, and lose sleep already obsessing over the work that you'll be doing together because they want a head start so they squeak every dime out of this program?!

THAT is the number that you charge.


Now it's YOUR TURN! 

The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in this #freemail article!

Till next time!

Liz :)

 ==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Friday, November 14, 2014

3 Powerful Scripts to help you use the word NO to fuel your growth

In the early stages of business, a new-entrepreneur can often be mistaken for a bobble-head.
 Bobbling yes to everything that comes their way.

That's going to get old real fast, and you're going to run the risk of running the race between seeing if you can burned out or go broke faster.

Not exactly the race you want to be competing in!The first and perhaps the most important thing that you can get masterful is using the word No - and meaning it!

Here are 3 Situations with easy-to-use scripts to help you say NO with confidence, grace and ease as you get started in your business.


1) Situation: Client wants you to 'do one more thing' that you've not agreed on in existing terms, but it will be 'real quick'.

The best thing about this scenario is that your work is so good your client thinks it will be real quick!  The problem is, real quick took 10-15 or even 20+ years to get there.  So real quick now, is not real cheap.

While you'd like to tell your client that, there is no need to 'put them in their place' or educate them. Rather, thank them for thinking of you for continuing to do work and then create firm and clearly defined boundaries to continue to uphold and maintain the integrity of the relationship.

Script: "Name, I'm more than happy to do this for you.  The terms of our present contract are up so I will write up a new contract with the terms for this scope of work.  I can have it to you (insert time frame).  Let me know when I can (expect deposit, or insert next step in your normal contract process), and I'll begin the work after that's completed.

2) Situation: Friend, colleague, networking partner wants to barter.

Oh the barter!  I must say I've been guilty of this up until as recent as this year.  But then I put myself as the student in one of the modules of the Money Mindset program and through the lens of my dominate money personality, I saw that the exchange of money as it relates to services is as important as the act of providing the service itself.

My school of thought on barters is that if you're going to exchange services in equal value, exchange money for equal value.  Even in you give the person a $20, and they hand it right back to you.  Money is the energy of commitment, and for so many people starting in business that are uncomfortable around money, stop putting yourself in situations to avoid it and start embracing it -in all ways, always!

Script: "I would be honored to (fill in blank with the services you provide).  I no longer barter, and presently am not in the market for your services.  If you're interested, I'm happy to take you on as a client and (fill in blank with your services again).  When can we jump on the phone (or insert next step in sales process.)?

3) Situation: Someone wants you to work on a project that doesn't align with you. 

This scenario can also apply to working with someone who you feel may be a wrong fit client.  This is the hardest one to get down because you're saying no to business.  And especially in the early days, this can seem like an absolutely foolish thing to do.  What I know to be true, is that if you take on a wrong fit client or project, there is no amount of money that will justify it's painful existence in your world.

Practice this in a mirror.  The situation will come your way, and you'll want to be prepared when it does!

Script: "Thank you so much for thinking of me to work on your xyz.  At this point, I will have to say no to this project as it doesn't align with the direction I'm growing in.  If you have projects, or know of projects that are more like abc, I'm happy to take a look at those!"

Notice what I've not done once above.  Not once did I apologize.  Standing firmly, powerfully, confidently and delivering 'No' with grace and ease means not apologizing for your stance.

I don't apologize when I'm standing there and someone bumps into me.

You don't do that either!

The other thing that I referenced in 2 scenarios is a process.  When you have processes in place in your business, you're less likely to put a client in a position of feeling left outside the system or being picked on etc.  And when your systems and processes are buttoned up tightly and have been tested a few times, you might have a client feeling like you designed the whole process just to make them feel extra special!

And that's kinda the whole goal in all of this!  :)

Now it's YOUR TURN! 
The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in today’s #freemail article!

Till next time!

Liz :)


==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Tuesday, November 4, 2014

3 questions to ask before you change anything in your business

I love this image because not only does it share the importance of being in good shape, but it gives you a great example of how the things we casually say greatly impact and affect our lives.  

Think about it.  If you're telling yourself you want to be skinny for summer, then you're only looking at quick-fix solutions.

Extreme diets, pills, massive amounts of exercise, etc.  All of these are quick fixes that ultimately are not sustainable in your life.   

But if you change those three words to fit for life, well now you start doing things that you can live with.

Cutting out junk food from your grocery trips, ordering better in restaurants, drinking more water, going for a walk after work etc.

Those are all small, manageable tweaks to your life that are sustainable.

That is where you start making some real impact and start realizing some pretty impressive results!

Same thing in business. 

If you're only focused on the short-term, "What can we do to increase traffic tomorrow?"  then you're still only looking for short-term, quick-fix solutions.  Nothing you implement will necessarily be sustainable, nor should it be. 

Think of your business as being fit for life.  

Long term thinking will add greater results to your business, ultimately through adding greater value for your customers.

Being fit-for-life is a long-term, sustainable solution.  

Here are some questions to ask yourself when considering changes to make sure you're thinking in terms of adding long-term value to your business:

1) Is this something my best customers would love?
If you're bringing something into your business because YOU love it, it doesn't necessarily mean your customers will love it.  And if they don't love it, you can be fairly certain they're not going to vive you money for it!


2) Will this help attract more people like my best customers?
I talk to so many business owners who 'want a new website', or want to start blogging, or want to get more involved in social media.

Those are all fine projects to take on.  But let me ask you this - will it help you attract more people like your best customer?

More traffic is not always a good thing - especially when they're the wrong clients.

Rather than blast through a loud speaker, blow through the dog-whistle that only your best customers will hear.

3) Will this help convert my good customers to my best customers?
If the thing you're doing is not going to add greater value to your current customers, don't do it!

Waaay back in my early days of retail training, I trained a sales team saying that "you always want to turn your customers into clients, but you never want to turn your clients into customers."


Notice how each question was consumer centric.   Adding value in your business, doesn't have much of anything to do with you or your bottom-line.  It does have everything to do with your customers experience.  Focus on them, and the result will be a better business for yourself!


Now it's YOUR TURN! 
The best learning comes from experiences. So please, take a moment and share in comments below, what you think and how this has impacted you!

If you didn't see this in your inbox before reading it here, please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly as well as insights I share ONLY with my email list! :)

And of course, if you found this topic helpful, get social about it and share it!

In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in today’s #freemail article!

Till next time!

Liz :)


==>> For more #freemail articles like this, and insights I share only with my list, go to www.LizDederer.com/freemailblog.html

Tuesday, October 28, 2014

Top 4 Favorite + Frequently Used Systems in My Business

I can not even begin to describe how relieved, freed and unburdened I feel since I removed myself from my own way and am leaning on SYSTEMS to do the dirty work for me!

I have leveraged + automated systems for:
  • creating my newsletter format,
  • creating content,
  • making sure the newsletters are being done - IN ADVANCE! 
  • scheduling calls with clients,
  • getting pre-call data,
  • post call check in’s,
  • progress testimonials. 
I even have systems to invite people I meet through networking to my email list where it’s super easy for me to keep in touch with them!

SYSTEMS LIBERATE!!

Here's my "Liz-Ism" for the word SYSTEM:



I've taken the liberty of putting together a list of my 4 most favorite and frequently used systems in my business:

1) Google Calendar
(All the cool kids use it!)

But let me tell you, I was sooooo amazingly resistance to this at first.  For those who have been with me a while, listen to my trainings or follow me socially, you know I'm a #coloredpenjunkie!  I love journals, I love planners - I'm happiest at an office supply store in the planner aisle!  

When Google Calendar was introduced to me, I said NO WAY am I ditching my planner and using my phone!  

Well - after much curiosity of everyone else in the world using the dang thing, I finally got out of my own stubborn way and saw the beauty, ease and simplicity of using an online time management and tracking system.

For the rest of my thoughts, actions and life - it's my planner (which I'll get to in a moment!)


2) Online Appointment Scheduler
Schedule Once (because why do it more than that?!)

Starting in my business, I scheduled with clients 'the old fashioned way'.  
What's better, Tuesday at 3, or Friday at 1?
Neither, ok, how about next week.
Oh, you're on vacation.
How about the next week....

I was going nuts!  

ScheduleOnce was introduced to me by a coaching colleague who had me use it to book time to speak with her!  First having the experience of the end user - I was so impressed with how easy it was!

No back and forth - I'm in her calendar without seeing her personal appointments, just available time. I open another screen to see my calendar, find something that works for both of us and VIOLA - I schedule it!

As someone who uses it now in my business, it links IN REAL TIME to the aforementioned (yes, I just used that word, no, I'm not a lawyer), Google calendar.  If I book an appointment on my google calendar and it overlaps on my 'open time' on schedule once, the scheduling system automatically knows to block that time as busy!

To date I've had close to 100 appointments booked through this system and not 1 user complaint!


3) Online Form Builder
(You read about this in last week's #freemail - but it's so helpful it bears repeating!)
Wufooooo!

If you’ve scheduled an appointment with me using the system above, you’ve either gone through or been directed to an online form to share some information with me. 

Why do I love online forms? Let me count the ways...
1) Online forms are an easy way to capture important and sometimes hard to get information, like testimonials, client progress, and insights into where someone is in their business.
2) As much as you'd like them to, no one is really going to reply to your bulk or mass distributed email.
3) Everyone is online, why not meet them where they are!
Up until recently I was using Google Forms to capture feedback, but recently I’ve switched back to Wufoo. 
Google was great for a lot of reasons, mainly, it’s free + super easy to use.  The challenge for me was that the data is captured and stored in a spreadsheet.

In many ways, I’m still stuck in 1999 and folders and paper are my go-to’s.  I like to have all information for each client in their folder. With the spreadsheet, this was tricky.

Wufoo is an equally easy to use form builder that emails me the form as the client has filled it out. It also sends a copy to them, because I think transparency and tracking is really important - especially in business growth. Wufoo, a SurveyMonkey company, is free for 3 forms, and then there are plans starting at $14.95 a month, or $129 a year.



4) My Planner
Paper + Colored Pens all the way!
Thoughts are spinning through my head at speed that would make a Category 5 hurricane look like a soft breeze!

Having my physical paper planner system that is flexible and robust at my finger tips is an essential element of my business and my life.

I use the Circa System from Levenger, which you can also find at Staples as Arc. It's a disc bound note book system with a hole puncher that puts rolodex style holes in your paper so you can move the pages in and out without opening binder rings.  The note books flips around like a spiral notebook too.

While I've purchased just about every planner ever made, over the years, I've taken what has worked best for me, left the rest behind and have made my own planner system of sorts.  

It's here where I do my planning, recapping, keep my 'egg basket' and my 'gold mine'.  In other words, it's my brain on paper where I can convert concepts to cash-flow!  

I wouldn't be surprised if sometime in the near future you see an email in your inbox announcing a beta version of this planner available!  



There are SO many more, and I started to write about them, but then I realized I was writing a book, not an article!  

So maybe in the future, look out for a new #freebook on a few of my favorite things!


In the meantime, take a moment and share in comments below, what you think and how this has impacted you!

If you found this any where other than your inbox first - WELCOME!  And please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly, AND to receive insights I share ONLY with my email list!  :)

And of course, if you found this topic helpful, get social about it and share it!  


I look forward to seeing in the comments how you will maximize your value with what you learned in this #freemail article!

Sunday, October 19, 2014

How I recovered from breaking the #1 Rule in Email Marketing

Marketing your business can seem overwhelming.  So much so, that we may end up in a paralyzed state of confusion, frustration, heart palpitations and general flux.

I've been using email marketing in my business for a little over a year now.  I started off full of excitement that I was now joining the world of 'internet marketers'.  However, not long after starting on this adventure, my journey came to a screeching hault when my email marketing service provider canceled my account because I broke the #1 rule in email marketing! (I'll get to that in a bit).  

After having my account closed, I went email-less for a while.  I was in a state of business hibernation, certain this was a sign and that I should find another way to grow my business.

Really?  How?  
Smoke signals? Facebook?  (same thing by the way).

I decided to get over myself, and I found a new email marketing service and started doing things the right way!

Here are 6 simple steps to use email marketing to ensure you're delivering MASSIVE VALUE to your clients and future clients!



Tip #1) Get Started!
Do you have an email list?
Do you have an account with an email marketing service?

All you need to get started is ONE email address - and guess what, it can be yours!  Seriously!  From there, forward that email to your clients and ask them subscribe and provide them with a link.  

Tip #2 offers another way to get people to subscribe, but before you go there, read the next paragraph!  

When I was first starting to use email marketing, I started with MailChimp.  
It was great, super easy to use, easy to track metrics, and as you're starting, it's free!  Overall it's an amazing service. 

The problem is, I broke the #1 rule of email marketing: I added people to my list who did not subscribe!  

After the first few emails went out, my unsubscribe rate was really high, and I actually had someone contact MailChimp to cancel my account.  While I feel that was a bit unnecessary, I take full responsibility and see that as an amazing learning + teaching opportunity.  


Tip #2) Ask for help!
When I first had the idea to convert to a 'real' newsletter, I was super excited and kind of embarrassed that I hadn't done it yet.

Having messed up on my own the first time, I hired an Implementation + Delegation Coach to help me get my ship in top shape!

She referred me to a virtual assistant team that specializes in the email program I use (Ontraport).  Based on my concept, they were able to put together a great email template for me to run with.  From there, I made some edits, added the content - and viola!  I have a newsletter!


There is really something to be said about having people to be accountable to - both up and down!  Not only do I have to have a 90-day strategy together, I have to, um, DO IT too!!


Tip #3) Give people an incentive to get in contact with you!

Based on that little story above, you're probably thinking "No way am I going to add anyone's name to my list!  So then, how do I GET people on my list if I'M not the one adding them?"

Easy - give them a juicy incentive to add themselves to your list!  

>Write an ebook of helpful tips, shortcuts or tricks that speak to your expertise that your tribe can not live without!  (click here to see my #freebook download). 
PS - An ebook doesn't have to be an overwhelming task.  If you've given a talk or hosted a teleseminar or webinar on a topic your tribe will love, have it transcribed, edit it, get it designed and BOOM - there's your ebook!  
> Give your newsletter a sexy or intriguing name so it doesn't sound 'newslettery', it sounds appealing. 
>Offer a free report on something laser specific that your tribe MUST know!

Tip #4) Pace yourself.
There are a few lists I'm (and will be off soon), where the content is good, but the messages are daily, and sometimes 2-3 times per day.  

That's a lot.  I don't have time to a) read it and if I did, I certainly wouldn't have time to absorb or implement what they are saying.

It's also a lot to create, write, edit, proof read, etc.  It's just a lot.

Pace yourself as you're getting started.  There is absolutely nothing wrong with starting with an article once a month.

If your metrics are strong (meaning people are opening the emails and clicking through to the articles), then you may consider increasing frequency.


Tip #5) Focus on quality, not quantity!
When I put the finishing touches on this newsletter, thoughts of fear instantly came flooding in...
"This thing is MASSIVE!"
"This is just like some of those newsletters I delete week after week."
"No one is ever going to read this."
"How am I going to create this much content every week?!!"


So I stepped away and asked myself what I would ask a client:
"Why did you first decide to create this new format?"

And the answer was simple - MASSIVE VALUE.

I get a fair amount of weekly newsletters from mentors I follow, respect and admire.
And yes, I'll admit it, there are weeks I scan, skim and usually delete.
But then there are weeks when I scan, something catches my eye, I read it, or I move it to a folder to read later or save for reference.

Why?  Because they deliver massive VALUE in their newsletters.

While yes, this format is MUCH longer than what I was previously doing, and actually much meatier (is that a word?), from what I was planning, I landed on this format based on the vision of massive VALUE.

If I had been concerned with word count, keeping a certain length or doing what others were doing, I would have censored myself and missed the whole point of MASSIVE VALUE!  


Tip #6)  Do not fear the unsubscribe!
The first few times people unsubscribed from my list, I was heart broken and devastated!  I mean, really, who do they think they are?!

Well I'll tell you exactly who they are!  They're someone who doesn't resonate with my message, frequency or something.

So now let me ask you, why would you want someone who doesn't resonate with your message on  your list?  Are they an ideal client?  No!  Are they going to become a client?  No!  Are they going to share your message?  No!

So guess what?!  The unsubscribe is a good thing!!

So now it's your turn!
The best learning comes from shared real life experiences.  Take a moment and share in comments below, what you think and how this has impacted you!

If you found this any where other than your inbox first - WELCOME!  And please jump over to www.LizDederer.com and subscribe to the list to get these notes weekly, AND to receive insights I share ONLY with my email list!  :)

And of course, if you found this topic helpful, get social about it and share it!  


In the meantime, I look forward to seeing in the comments how you will maximize your value with what you learned in this #freemail article!

Talk soon!




PS: If you find yourself in this same boat having a hard time with accountability, getting started with email marketing, or want to talk through sequencing, you're not alone!  Matter of fact, you're just like every other person I have ever talked to!  Get unstuck with a swift kick in the...ear, let's talk!  Go to www.CallWithLiz.com to book a strategy call with me!