Don't Forget to Say "Thank You

I don't know about you, but I work very hard to attract and secure new clients, and when I secure them, I certainly want to try and keep them. How do you let a customer know that you value their business?  How do you let them know that they are first and foremost in your thoughts? Start by saying "thank you" and develop a program to remind you to stay in touch. I'm not suggesting a mere hand shake or nod of the head at the close of a business transaction. I'm suggesting a process like my touch system, or touch. My touch includes 8 steps, that's 8 things that I do to let a client know they matter. My touch system: 1) When I meet with a client, sometimes I bring them baked cookies or granola bars (I love to bake), and I always bring them something to eat along with their beverage of choice. 2) When a client tells me they've closed on a deal I send a note on beautiful stationery saying, "congratulations." 3)I have a daily recurrence on my calendar to remind me to say thank you at every opportunity." 4) Whenever I meet someone for the first time, I always send ecards to let them know that I enjoyed meeting them or working with them. GoDaddy is my host for my email account. They provide these wonderful templates with messages like, "You Rock," "You're Awesome," "Have a Nice Day", with colorful imagery that you can include when you send a email. If you've ever received an email from me, there's a good chance that you have received one of these templates. If you'd like to know more about my touch system I'm glad to share. Just email me info@consultflt.com, and in the subject line type, "tell me about your touch."  Start incorporating these tips and let me know the results. I'd like to hear from you and learn their impact. And remember, don't forget to say "thank you."

Guest Post by Robert Weiss, President MultiVision Digital - Video Content Marketing

How to get started using online video marketing in your sales process.

Done right, video converts!  From lead generation, to pipeline development to differentiating yourself during the sales process, online video marketing [http://www.nyccorporatevideoproduction.com/video-production-solutions.html] can provide your business with a strategic marketing edge.  And taking advantage of video in your lead generation and sales efforts has never been easier and does not have to be expensive. 

A marketing video [http://www.nyccorporatevideoproduction.com/marketing-video-production.html]converts at a higher rate than other marketing tools because a video posted on a company's website, delivers a more engaging and personal message.  With 60% of business executives stating they would rather watch a video than read text (Forbes Insight Study, Dec 2010) online video's ability to captivate potential clients - turning them in to qualified leads and paying customers - is second to none. 

Video creates action to move prospects into and through the sales cycle

Video is perfect for you if you aim to have content that differentiates you from your competition.  It’s perfect for you if your goals include generating more leads and driving more sales in a cost-effective and measureable way.  60% of business executives visited a vendor website and 51% made a purchase after watching a video (eMarketer, Jan 2011).  Making video content marketing one of, if not “the”, best ways to engage and convert casual browsers into leads and paying customers.

One way companies can get the most out of their online video production [http://www.nyccorporatevideoproduction.com/] is for their sales teams to reference their online video after that telemarketing call.  Sending a video link to the prospect as a unique way of grasping the potential client's attention and educating them on the benefits your company offers.  Simply put, using online sales videos creates action that moves the prospect deeper into the sales cycle.  Research from Forrester, ComScore, eMarketer, and other top research state between 40 and 52% of the time prospects will move one step down the purchase funnel after watching an online marketing video.

Given these impressive stats marketing with web video is one of the best ways to engage and convert casual browsers into leads and paying customers for budget conscious companies.  Most businesses understand the power of video but are unsure where to get started…here are 5 types of easy to create videos to help solve the question “how do we get started?”

1. Product education / demonstration – all companies sell either a product/service and have this information on their website and talk about their products and services everyday!  Now do it in front of the camera!  You are the expert, show your stuff.

 FAQs - Your website has a list of FAQs (Frequently Asked Questions) because they inform a prospect of your firm’s key value propositions, experience, differentiators and processes.

3. Key people behind your sales team – Your customers love your service and support team so give your sales team video content assets that highlight your talented team of professionals.  These are the people that provide your sales team with your competitive differentiators and deliver the benefits to your customers.  Doing this will also take the focus off the ‘sales person’.

 Post presentation objection handling – record answers to the top three objections your customers have and present them with confidence and conviction that will build trust and more sales.

5. Customer testimonial – The best part about customer testimonials is that they will always be relevant in showcasing your satisfied customers.  Find a customer for each product/service, invite them in for lunch one day and start filming relevant stories of your team, product, implementation and service.

 Video reaches out, informs and builds trust with your customers quicker, easier and more effectively than any other marketing medium.  So companies that start using video content marketing will gain a quick competitive advantage and put themselves ahead of their competition.

And doing it sooner rather than later will provide a marketing video production for your business [http://www.nyccorporatevideoproduction.com/5-videos-for-any-business.html] that will become a useful everyday tool in the life of your sales and marketing processes.

Just like 10 years ago when your needed a website to be competitive, soon every company will be investing in video.  Don’t wait until you have to catch up to your competition…gain a competitive advantage today and get your first series of marketing videos today.

Bio

Robert Weiss, President of MultiVision Digital, has over 14 + year background in internet marketing and sales processes tactics.  MultiVision Digital is a web video production and website video marketing company that specializes in developing and executing video content marketing strategies to increase sales, lead generation, and client loyalty. MultiVision Digital’s video content marketing services include concept and budget planning, producing (planning, scripting, storyboarding, talent and editing) and YouTube optimization services. For more info visit http://www.nycCorporateVideoMarketing.com or subscribe to http://www.youtube.com/user/MVProductionsNYC

4 WAYS TO GET YOUR PROSPECT'S ATTENTION FAST - WAHM.com

4 WAYS TO GET YOUR PROSPECT'S ATTENTION FAST - WAHM.com

Need New Approaches and Techniques, Take a Nice Long Nap!

When was the last time you came up with a technique or approach, a new way of doing or looking at a thing that was truely novel? 

I don’t know if you are like me in this regard, but taking the time to entertain new approaches is very rare indeed.  Why, because I’m always doing, always pursuing, taking little time to reflect, to think about new ways of approaching, prospecting and achieving the ultimate goal, which is expanding my reach and increasing monthly sales. 

Well, today, something as simple as reading an article and sleeping in late on a Saturday morning helped produce this new way of prospecting clients.

Generally, when I’m introducing myself to potential clients, I’ll send an email as a form of introduction with a promise to follow-up with a phone call in a few days.  This type approach works fine for me but today after reading this thought provoking article, (email me if you'd like to read the article as I can't add it here as Google blogs won't accept pdf's), I decided to add a new twist to the way I’ve been prospecting.  Still, I wrote that email introduction, but instead of talking about what I can do for the prospect, I discuss what my company and the client have in common. In other words, I now take a walk in his/her shoes and ponder what would make me want to do business with me, this consultant, coach, advisor.  Synergy, that’s what makes any of us want to work with another.  When I perceive that someone gets me and understands what I’m all about, I want to share myself with that person, and in turn have him/her share with me.

It’s an obvious approach to developing a relationship and yet it’s the type approach that’s been missing from the manner in which I have attempted to attract a new client.

Still, I’m writing that email of introduction that promises a follow-up call, but now, my new twist reads something like this, “You and I are trying to build strong enterprises, wanting the same thing, self sufficiency, and the ability to take care of ourselves and our families in the days and years to come.  I would welcome the opportunity to help you achieve your objective.”

So, here’s to a long nap, sleeping in on a Saturday morning and taking the time to step away from the day-to-day merry go round of life and explore that new approach that can potentially be a game changer for your business and your life.

I’m just getting started with this novel approach.  I’ll keep you posted regarding how things turn out.

If you’ve recently incorporated some new way of doing things, an approach that’s highly effective that brings great reward financially and otherwise, please share your processes so that we might all be empowered.

It's Entrepreneur Week

These events and seminars are taking place throughout the New York area:


Project Enterprise events - go to http://www.projectenterprise.org/EWFlyerac.jpg


Women are Social - Manhattan Chamber event http://www.manhattancc.org/common/events/Eventdetail.cfm?QID=25163&ClientID=11001&subnav=
Registration - http://www.constantcontact.com/local/newyorkmetro/events.jsp?template=table&trumbaEmbed=view%3Devent%26eventid%3D98679272
Three female Small Business Marketing experts sharing their knowledge about building your customer and prospect base with all the many tools now available to you socially! 

NY Multicultural Business Expo- http://multi-culturalbusinessexpo.eventbrite.com/

Why you need to participate:
VenturePitch 2012- featuring hit ABC TV’s “Shark Tank” star, Daymond John Kickoff Breakfast DETAILS 
• FREE 60 day trial version of IBM Lotus Live + training ($600) value for all Queens Chamber attendees. 


Trade Brooklyn-www.brooklyntradeshows.com, and registration -  http://cardinaltradegroup.com/brooklyn-trade-show.html

Trade Brooklyn – Business Seminars
8-9:30	Kickoff Networking Breakfast
10AM	Break-Through Entrepreneurship: Strategies, Tools & Resources for Growing Small Business presented by the Acceleration Group, Inc.
10:30AM	How to Franchise Your Business
11AM	Changes to Social Media That Impact Business Strategy
11:30AM	Ways Building Owners Can Save Money On Their Insurance, presented by Stu Cohen, Principal, City Building Owners Insurance Program
Noon	Selling to Why, presented by Jeremy Rawitz from Sandler Sales Training
12:30PM	Small Business and the Affordable Health Care Act
1PM	Online Marketing for Small Business, Presented By CBSNewYork.com
2PM	Digital Brand Marketing Makeover: Get the inside scoop!

My Book's a Winner in 2012 Small Business Book Award

FOR IMMEDIATE RELEASE

“Starting Your Own Business” by Freda Thomas, MBA
A Winner in 2012 Small Business Book Awards


Cleveland, OH, February 23, 2012 - “Starting Your Own Business” has been voted a Winner for a 2012 Small Business Book Award, in the category of start-up.


Freda Thomas, MBA Winner 2012 Book Award


The Small Business Book Awards recognize business books that were published in 2011. Small business owners often seek advice and information through books. While there are many thousands of books published each year, it’s those of interest to small businesses and entrepreneurs that the Small Business Book Awards seek to honor.


“With so many books being published each year, we wanted to recognize those that made a difference to small business owners and managers and startup entrepreneurs,” said Ivana Taylor, Book Editor at Small Business Trends, which produces the Awards. “Our annual Small Business Book Awards are a way to highlight the books that entrepreneurs are reading and learning from.”


The Awards are an honor to the authors who write books for the small business and entrepreneurial community. Says Anita Campbell, CEO of Small Business Trends, “For many of the authors, writing a book is a labor of love. Often they get up early in the morning before the rest of the family awakes, and they devote their evenings, weekends, holidays and vacations to writing. They deserve recognition.”


About the Small Business Book Awards
The Small Business Book Awards, now in their fourth year, enable the small business community to nominate, show their support for, and vote on their favorite business books. The top 10 winners and 30 category winners were selected by readers based on number of votes as the Best Small Business Books of 2012. Nominations opened in January 2012, and voting was held February 1 through February 16, 2012. Over 54,000 votes were cast by the community in 2012.


The Small Business Book Awards initiative is produced by Small Business Trends, an award-winning online publication, which along with its sister sites, serves over 4,000,000 small business owners, stakeholders and entrepreneurs annually.


CONTACT:
Small Business Trends
Press@smallbiztrends.com
Twitter hashtag: #BizBookAwards#




Thanks to all who voted. This is truly an honor.

Guest blog post by Jillian Jackson DragonSEARCH "Why A Food Blog Should be in Your Startup or Restaurant Business Plan"

Jillian Jackson

 

BIO
Jillian Jackson is the Social Engagement Officer at DragonSearch in New York. McGraw-Hill recently published the DragonSearch Online Marketing Manual. Connect with Jillian anytime by tweeting @OneJillian or @DragonSearch. She holds a dual Bachelor’s Degree in Advertising and Public Relations.

 

Food Blogs Increase Visibility and Influence

Many food blogs are by aspiring and well-established chefs, home cooks, restaurant reviewers and caterers. Some of the best food and recipe blogs out there are by award-winning chefs and restaurateurs. When you plan on entering an industry as competitive as the food business, setting yourself apart from the rest is very important. A recipe blog or cooking blog bring relevance and influence that doubles as free online marketing.

Including Online Marketing in Your Business Plan

Whether you plan to start a business as a personal chef or a franchise owner, you need to start with a unique, personalized business plan. That means some elements of a restaurant business plan will be different from those of a personal chef or even a food reviewer. Some will enter the food business to help others eat healthier, and others will want to help bring attention to the farms and co-ops where food is grown.

Planning where your product or service will be focused allows you to move into identifying your target audience – the set of people who will be interested in and/or purchase what you offer. Whatever your focus, you next step is to identify your unique value proposition. Once you’ve pinpointed your unique value proposition – or UVP, what makes your product the best choice for your target audience – you have to communicate your message!

Using restaurants as an example, restaurant marketing will probably be factored into your restaurant business plan. That’s good! Making sure online marketing is part of that mix starting with search engine optimization (SEO) in your website and blog, sets a very strong foundation for your success.

Internet Marketing Needs Ongoing Search Engine Optimization

Did you know online marketing for your startup or small business starts with your website? As a part of your marketing mix, SEO is like a root system sustaining your online marketing efforts. You can think of it that way when you hear references to “organic” traffic. In a very loose analogy, it means the delicious nutrients on your website are feeding the field of individual flowers that is your internet audience, which may convert into customers.

Here is a tip from the DragonSearch Online Marketing Manual: one of the best tools to bring attention to your skills and UVP as a personal chef or restaurant chef is to use maybe a recipe blog with videos of cooking.  If you want to bring attention to your new restaurant or franchise, an SEO optimized food blog will be a constant feedback loop for your audience.

A great thing happens after you kick off internet marketing for your business with a search engine optimized website and cooking blog. In learning to provide what your audience, you actually get to know your audience through the feedback loop your online presence provides.

Although the food industry from personal chefs to caterers, from franchises to startup restaurants, from small farms to community planting co-ops is a competitive landscape, there is a sprawling yet tight-knit community to join. As you become more connected in this online food community, the root system of your own food blog and website enhanced with proper SEO will grow, bringing more relevance to you, your brand, and your product or service.

Blogging as an entrepreneur is just a part of an effective overall online marketing strategy, but once you initiate this, you will have more confidence to take on the other elements that will bring your business idea to success.

BIO

Jillian Jackson is the Social Engagement Officer at DragonSearch in New York. McGraw-Hill recently published the DragonSearch Online Marketing Manual. Connect with Jillian anytime by tweeting @OneJillian or @DragonSearch. She holds a dual Bachelor’s Degree in Advertising and Public Relations.

It's About Approach, Service, Results

As a business owner, you already know that these days, it’s not enough to simply show up and offer a service or sell a product.
A focused approach is needed in order to win the attention of the discriminating consumer, that’s if you sell a product or the discerning client if your company provides a service.

How do you get focused?
• Determine what exactly are you offering?
• Does your company offer a unique spin on a common way of doing things?
• Is your product/packaging/distribution channel so unique that it distinguishes your from the competition?
• Is there some technological advancement that you can introduce to help streamline the process of either getting your product to market or introducing a service to new and existing clients?

Why is what you do needed?  What specific business problem or opportunity will your services/product address?
• Does your product or service solve a problem?
• Does it make the customer feel good physically or mentally?
• Will your service improve operational efficiencies?
• Does your company provide needs assessments for any future projects, insuring that the customer remains knowledgeable regarding your ability to manage upcoming opportunities?

How will the client/customer be better off after having worked with you?
What’s really different about your firm, its services, results or approach?
• Do you have a unique distribution channel that takes into account a diminished impact on the environment?
• Do you offer free shipping?
• Is your packaging unique, something that sets you apart from the competition?
• Are you ninja on customer service?  In an upcoming newsletter, I will talk more about ninja approach to customer service.
• Are you relentless when it comes to customer feedback, sending out surveys, calling the customer to follow-up once a project is completed or a product delivered, determining their likes/dislikes about your company?
What quantifiable benefits and results can your client/customer expect?
• Do you offer guarantees?
• Can you provide evidence of prior customer’s support for your products/services and satisfaction with what you do?
• Do you have specialized certification?
• Have you won any awards for governing your firm in a certain manner?
How will these questions help you get more customers and improve the bottomline?  If you’re not clear about your value proposition, that’s what asking these questions can help you clarify, so that you have a more precise
understanding of what you do and why a firm or consumer should buy your product/service instead of the competitors. Getting clear will help you develop a strategic approach to going after new business as well as how to retain the
customers that you have.
Use the attached worksheet to help you develop a different approach to understanding your business. 
It’s a new year, a good time to get clear about what you do and how you can achieve greater success over the next eleven months.

Caterpillar's Genius

One of the most compelling articles I have read on strategy was featured in the May 2011 issue of Fortune magazine.  The story was about Caterpillar, the equipment giant.  Several years before this country’s economic meltdown, Caterpillar’s approach was to create absolute worse case scenario’s, and figure out how they would survive the worse.  Weekly meetings were held between division managers and the CEO where disaster models were developed.  When the recession hit, Caterpillar wasn’t scattering for a line of attack. Instead, they were executing catastrophe tactics.  While other firms were running at a loss and going under, Caterpillar’s shares were up by 88%.  It’s one thing to plan when times are tough.  It’s another thing to have a well designed strategy in place when business is relatively good.  That’s what Caterpillar did; they planned for the worse when business was good.  That’s what makes for genius and forward thinking.  That’s what sets this company apart from most.  To read the article in its entirety go to http://management.fortune.cnn.com/2011/05/12/caterpillar-is-absolutely-crushing-it/

When I Teach I Learn

It only takes a minute to sign up for a free webinar, or register to take part in a networking event. In so doing, the result can be similar to opening pandora's box, a vast wealth of learning might await you revealing endless possibilities.  I, too am learning as I conduct this bonding education program through the DOT, that's the Department of Transportation partnered with the Small Business Transportation Resource Center here in NYC.  Over the course of several weekends what I have come to understand is that having access to new information and resources can indeed be powerful. The participants in the bonding program have, without candor expressed to me that the information which I am conveying is life changing. One student wrote to me in an email saying "your presentation was very thought provoking; it made me think all weekend about my company."  It's been a couple of months since I facilitated a workshop and it was a different crowd, new start-ups.  This present group of participants, they are a bit more seasoned, with more skin in the game. Perhaps they are more hungry, and perhaps that's the big difference between this group and the start-ups who I presented to previously.  No matter,  since what I've learned, what I've gained from teaching is this, exposing one's self to knew information and new ways of doing things and thinking about things is vital to an entrepreneur's success.

What To Do About Customers Who Don't Pay

In the July 2011 issue of Crain’s New York Business, there’s an article entitled, “A Braintrust for Female Business Owners”. The story profiles an event hosted by a women’s group in NYC, where the invited guest was a customer relations expert. At the gathering, a business owner wanted to know how to handle a longstanding customer who had stopped paying her. The expert advised to continue doing business with the deadbeat; she suggested an arrangement with longstanding so that every time a new order was placed, they’d have to pay on an older order.  I don’t agree with this premise. The cost associated with carrying a debt for more than 90 days doesn’t reflect well from a cash flow perspective, nor does it bode well in the accounting of one’s books.  I think it’s just plain rude to ignore a debt.  Its one thing if longstanding was to provide an explanation for the problem and offer a solution.  It’s another thing when calls, notices, and request for payment are ignored.  What do you think? 

http://mycrains.crainsnewyork.com/blogs/executive-inbox/2011/07/a-brain-trust-for-female-business-owners/

Is A Feasibility Study Important?

At times, entrepreneurs are so excited about getting their business off the ground, that they fail to take the time to determine if the enterprise is viable and sustainable. Before you launch your new company, it's important that you determine how much it will cost to keep the business operational for at least the first six months. That's why cash flow projections, break-even analysis and income projections are so important. That's where a feasibility study comes to play, which helps you monitor the overall health of the enterprise. If your business is the sole source of income covering both personal and business expenses, you’ll need to generate enough business to cover both of these

expenses. For example, if business expenses total $5,000.00 and your personal expenses total $3,500.00, your total monthly sales should be at least $8,500.00. This is break-even, and if company isn't breaking even you’re operating at a deficit, a loss. Feel free to share your thoughts and opinions on this post regarding the importance of feasibility studies. Stay tuned. There’s more to come on this very important subject.