business development

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Year End Reflection, Clarity and Recovery

As the holidays and the yearend fast approach, it is a great time to reflect and gain clarity about where we have been and where we are going. Throughout the year, it often feels as though we are on a fast-paced treadmill going at an unrelenting pace without enough time to be mindful about our direction. The holiday break is a great time to gain perspective and create a course of action.
In my own reflection and clarity, I thought about what words and behaviors mean the most to me personally, as a business owner, and as a business and personal coach. Here are my four words.
Tenacity – by definition, the determination to continue what you are doing. Life and business throw us highs and lows and sometimes even sucker punch us, but it is the tenacity to keep going that is the key to a good life.
Health – In our sitting down , forward head, high-stress lives, it is harder than ever to take care of ourselves. I know for sure that sound nutrition, strength training, and getting up from our desks are imperative to our success.
Knowledge – In our ever-changing, fast-paced lives, I feel it is crucial to be a forever student. I believe that a commitment to reading and learning is the only way we can keep up, stay up to par, or get ahead.
Relationships – We have become a “screen” culture and for me that is not a people culture. I love my friends and colleagues and have built my personal and business life with loyalty and connection. I care about my clients as I care about my friends.
Those are my four words going into 2018. I will consider them several times throughout the year. I know that I will have a truly successful year if I keep them top of mind.
What are your four words? I would love to hear them.
I wish you the happiest of holidays filled with joy, laughter, and time for reflection,
clarity and recovery!
by shelly shelly 2 Comments

How To Express Gratitude In Business

At Thanksgiving time, we usually reflect on how much we appreciate our family, friends, and the loved ones in our lives, but as a business owner, I find myself adding my clients to my gratitude list. As a Business and Marketing coach, I am truly grateful to my clients who have touched me both personally and professionally.
As we know, a company is only as good as its owner, so work must be done not only on a revenue/productivity level, but also on a personal level. The relationships I have acquired through my business require trust and sharing and I appreciate them greatly.
This Thanksgiving, I am looking back at a prosperous year with true gratitude to my clients who helped to make this happen. We all work very hard to have successful businesses and I thought I would share with you some ideas to demonstrate gratitude to our clients and colleagues:
Referrals: Our intimate knowledge of each other’s expertise can be appreciated by giving a referral! Talk about each other. There is no better referral than word of mouth.
Testimonials: I know we are busy, but finding the time write a testimonial is enormously helpful. Once received, they can be used on all of our marketing collateral, including our most important websites.
Social Sharing: There are simple things we can do on social media — post on our clients’ accounts, share their newsletters, share their posts, and equally ask for a share.
I am grateful for the opportunity to work with so many smart, talented people and for the chance to be a part of their journeys.
Thanksgiving is the perfect time to pause and think about how your clients have touched your life and be thankful for them.
Have a beautiful, gratitude-filled Thanksgiving holiday!
With Warm Regards,
Shelly Berman-Rubera
President
SBR-Small Business Results
shelly@smallbusresults.com
617-201-7224
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Thought  Leadership …. Class or Crass?

leadership

As a business coach and marketing strategist I am committed to seeking knowledge and staying on top of trends and contemporary information to keep my business up to date and to providing my clients what they need to grow.

Therefore, I always have a book, a podcast or a webinar I’m tuned into.

I am shocked and immediately turned off by the use of profanity and crass language presenters, webinar leader and authors are using in their words. Privately I use profanity, probably too much and I work on this all of the time, but never publicly.  I also find it disappointing thinking that we are tuning in to the webinar/podcast to be educated, when in fact the first 15 minutes is spent telling me what I am going to learn; the learning is minimal and the selling is intense. The idea of being a high level edu-preneur and making an impact is compelling to me.

In the last month, I have heard the word “sucks” used multiple times as in, “doesn’t that s..k?”, I hear the f.bomb  repeatedly  and find it used in the title of books. Last night I listened to a webinar in which a high profile speaker opened by saying that he has talked to a lot of idiots and wants to help us not talk to idiots. How is that humane or kind to refer to others as idiots?!

“ICK”, I don’t like it.

I also walked into a business expo to hear a keynote standing in front of 100 attendees and she was talking about the difficulties of growing a business as she spoke into the microphone and said, ” its f ‘n hard.” OMG!

I believe that having S*** and F***in your presentations, calling other people names or labeling is wrong and unappealing and lowers professionalism and is actually disrespectful to the listener.  

Swearing in presentations or as a part of a public persona might be attractive to some who admire your “passion” but there’s no doubt that many others will find it offensive.

disrupt you, jay samit

Out of a dozen podcasts, Ted talks and webinars, I found a thought leader who represents the quality of knowledge and presentations skills that I hold in the highest esteem.  Please let me introduce you to Jay Samit, I love his new book, Disrupt You, and his premise and his Ted talk!

I appreciate and respect that profanity in presentations is a deliberate choice, as long as you understand you are cultivating a personal brand.

 

I hope you hold yourself in the highest esteem as you propel in your lives and business.

If you’re interested in becoming a thought leader, we can help you create your positioning and program!
Call us to discuss how we can help!

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The Low Hanging Fruit….Your Database and Marketing

We are looking so hard for prospects and business every day.

Guess what??

Your existing database is the best place to look!use your database for email marketing

But way too often our database is not in order or updated or organized by segment and therefore we can’t use it.

What does your database look like? If you are looking for the most cost effective and best marketing advice, spend the time or hire someone to get it ready for emailing.

You will then be ready to devise a plan to maximize your email marketing strategy by nurturing your database. Rather than just sending information to a list of contacts who have varying degrees of interest in your products or services, you can look at email marketing as a form of relationship management. The goal of your campaigns is to develop relationships with the people in your database and, over an unspecified period of time, connect and nurture them to a point of sale.

So, here are some tips and tricks for effectively uncovering business opportunities by nurturing your email database

1. Never underestimate the number of potential sales you could make from just nurturing a database of existing contacts. The simple fact is that the stronger your relationship with the people in your database, the more valuable they become to your business.

2. Keep the content varied by using:

  • Customers testimonials, case studies and success stories
  • Videos and podcasts that highlight your products and services
  • Social media connection  (Twitter, Facebook, YouTube, Google+, etc)
  • Product offers
  • News and updates about your company and brand

If you are not staying in front of your clients, then you’re almost invisible. They are as busy as you!

Your email marketing database isn’t just a list, it’s a group of people who are very valuable to your business. The best way to tap into their value is to treat them well, get to know them, and be willing to lead them all the way down the path to a sale.

If you’re interested in getting your database in order or learning more tips and tricks for running successful email marketing campaigns, call us to discuss how we can help!

Commit to your Business Success Today.

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Accountability: Roles, Responsibilities, Expectations

The Case Study:

The owner of a niche consulting company we worked with was talking about the frustration he had with getting everyone in his company focused on growing the business.

My team has been together for 3 years, so everyone knows what we offer and what our competitive advantage is in the marketplace, but there is no sense of urgency.  I just can’t seem to get people unified around growing our client base,” he lamented.

Small businesses are faced with many issues, but the major issue is the inability to drive sales and to get each member of the team to focus on sales and not just the performance of his/her individual daily tasks.  Often people in the professional service industry simply want to perform the service they provide and leave the sales and client facing aspects of the company solely up to the business owner.

The Outcome:

After discussing this issue, we recommended a monthly sales meeting.  In this meeting the CFO of the company opened up a P/L statement, which included all the target accounts with revenue goals for the entire team and bottom line budget for expenses. The idea was that employees could get a sense of real/time profitability and be aware of the sales successes and failures across the organization.  While this strategy does not make sense for every company, our client saw significant results in accountability and camaraderie within his team.

Like it or not….in today’s business world we are all in sales and customer service.   As a business owner we cannot reach our goals if everyone is allowed to decide for himself how to reach them.

Creating a system of sales and accountability may be as simple as defining roles, responsibilities and expectations.

accountability: roles, responsibilities, expectations - small business results
By having a company meeting and clearly expressing and teaching the sales philosophy, you can create a powerful team that delivers and sells.

Schedule your coaching sessions today.

by shelly shelly No Comments

Accountability – The Pathway to Success

Having a system of accountability in your business is the pathway to success.  

If you can understand how you were able to achieve a result, then you can find a way to repeat it.  How you account for those results, even if those results turn out to be not so positive, will provide you with information to make better decisions moving forward.

A system of accountability works well in a small business or in an entrepreneurial environment because it recognizes that each person is a major contributor or has the potential to be one.

To build an accountability culture and policy it is important to build a systematic method that defines expected time frames (i.e. daily, weekly, monthly, quarterly and annually) and clearly defined roles, responsibilities and expectations.  Depending on the size of your company, having a conversation that usually starts with the question, “How do you account for that?” can work as an effective system of accountability, but in order to be effective, the conversation must clearly define goals, opportunities, obstacles and responsibilities.

By seeing accountability as more than a means of having to be responsible and productive and viewing accountability as a tool for success, you can actually keep morale high, motivate employees and ultimately can move the company as well as individuals toward high and performance and a very successful business!

Every 30 days (maybe even sooner) you really have to say,

“What is working in my company?” and capitalize on that.

If it’s working, make it work more.

What’s not working? Stop doing that.

Maintain commitment and hold yourself accountable for the result.
Commitment and accountability equal success.
Contact Shelly to speak to your staff or at your next event.

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Emotional Intelligence for Business Growth

emotional intelligence for small business resultsStarting and running a business is filled with trials and tribulations. Along the way one experiences their fair share of both successes and failures. Being an entrepreneur or small business owner requires resiliency and the ability to bounce back from setbacks.   Given the reality of this situation, this can feel a lot like being on an emotional roller coaster.

Learning to manage one’s own emotions and the emotions of others
is critical for both your health and business success.

Emotional Intelligence is defined as the capacity to make decisions and control reactions based on combining what you think with what you feel.

There are multiple philosophies regarding the teaching of emotional intelligence, but the great news is that the mere introduction of the language of Emotional Intelligence will immediately raise your ability to identify and express feelings and help you to connect your thoughts to those feelings.

When emotions run high, the thinking brain is cut off from the feeling heart and decisions and reactions become askew. There is no decision that is made straight from logic or straight from emotion that can ever be the right decision. Often a missed sale, miscommunication, or major disconnect is due to the disconnect between feelings and thoughts.

It is when we understand that emotions
are the major influencers of
all relationships and all decisions
that we give proper attention to
our Emotional Intelligence.

emotional intelligence for small business results

Emotions are the driver and influencers of all relationships.

Want to learn how to manage your and other for effective results?

Schedule your coaching sessions today.

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Building Effective Relationships

building effective relationships for small business success

How many times have you gone to a networking event, handed out or collected 50 cards,  and a week later turned around and said, “Hey, no one called me!” or “That event turned into zero sales.”

The reality is that there is a clear difference between networking, sales and building trust. 

Building effective relationships
requires time and energy which equate to
increasing or decreasing revenues.  

In creating effective business relationships, it is imperative that we choose our networking or client meetings based on right fit audiences. 

If you measure your business by time, energy and money, it is very important to make sure you are talking to the right fit person and attending a right fit meeting.  Right fit clients or organizations are a match based on the following factors:  demographic (age, location, gender), economic (they can pay for your product/service), and psychographic (their wants and needs match what you offer).  Now comes the hard part—the relationship itself. 

Building effective relationships requires
effective listening, genuine curiosity,
and the empathy for your client. 

Finding the right fit client and building trust and connection will translate into a solid and profitable client base. 

right fit audience and clients for small business success

Ready to learn the most effective ways to stay top of mind to your clients and prospects?


Schedule your complimentary consultation today.

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Why Would Someone Choose YOU?

Imagine there are 20 other people in the room, all with the same profession and same level of experience.  Also in the room is one perfect client.  Why should they choose to work with you?

 In the first sentence you have either grasped your potential client’s interest or due to a lack of differentiation and understanding of the outcome you can provide, you have lost them.

It is important to give the prospect something to spark their interest enough to engage them in further conversation.  

Different than a unique selling proposition or elevator speech, a differentiating statement identifies who you work with and what outcome they can expect.  

If done effectively, a differentiating statement should lead to a conversation that allows you to explain how you do it.  

Once you have been able to clarify this for yourself and your client, it’s time to make a commitment to 21st century, simple, repeatable, and effective marketing strategies that will propel yourself and your business forward.


 

Want to standout in the marketplace and get out of digital chaos?

Sign up for Our ‘Concept to Customer’ program today.

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Read a Case Study: If There Were 20 People in the Same Profession as you, and One Ideal Client, All in the Same Room, Why You?

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