Starting 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.
Emotions are the driver and influencers of all relationships.
Want to learn how to manage your and other for effective results?
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.
Ready to learn the most effective ways to stay top of mind to your clients and prospects?
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?
Do what is most important. Defer anything that does not need to be completed right now. Delegate what you don’t need to do yourself. Dump all activities that take you away from SDDC (sell, develop, deliver, collect).
The Small Business Results Case Study:
In the day to day basis of running a small business, it is easy for owners to get caught up in the daily operations and wear the sales, marketing and finance hats. Therefore, it is challenging to remain focused, to grow and to expand the business in the direction that they would each like to see. Clients come to us with the problem of having too much to do and as a result either are not as effective as they would want, or they feel so overwhelmed that they are not even sure of what they would have someone else do or how they would teach them to do it.
We ask the clients to track their work day by using the DDDD system. When this system is employed, we consistently get a grasp on what is essential for the owner to do and what we could get someone else to do.
The Small Business Results Outcome:
By really tracking the day’s activity and measuring the business day by time, energy, and money we are able to create job descriptions, post it on a number of college job boards and hire right fit interns who can help grow the business and cultivate interns into great, future employees.
I love to put the constant question in the small business owners heads:
A day in the life of a small business owner or entrepreneur can be so incredibly overwhelming.
As great a tool as technology is, we find ourselves surfing, tweeting, facebooking, and not necessarily operating in a strategic fashion.For years, we have taken tremendous pride in seeing ourselves as multi-taskers, but we have found that in today’s world, multitasking does not work. We must have a razor focus on systems and structures for building revenue.
Often people ask us about time management and though there will never be enough hours in the day, we believe it is much less about time management and much more about self management.
Focused daily results means that you no longer turn around, look at the clock, and say to yourself “Wow, its 4pm, what happened to my day?” or look at your bank account at the end of the month and say, “Wow, where is my revenue?”
At the end of the day, there must be solid answers for what you sold, developed, delivered and collected.
At SBR, we believe that “commitment” is the most important word in the English language.
Not only is it the most important word, but making and keeping commitments seems to be one of the hardest tasks. Many factors can affect our ability to commit, such as losing passion, vision and purpose for our product/service, life circumstances, a competitive marketplace and the lack of current knowledge about your business.
People open a business because they have an idea, an interest, a passion or a skill and they get certified or licensed. They then fail to realize that to succeed they must also know how to structure and master the marketing, the selling, the policies, a web presence, building a data base, having a newsletter and e-mail communication. Most people have no way of knowing before they start a business how much there is to do. We continuously feel that everything we are trying to accomplish at once is interfering with our ability to actually get business results!
Commitment . . . commitment requires persistence, tenacity and realistic short term action steps because no matter what, a full commitment to you and your product or service is the key to success.
Ready to Make a Commitment To Your Revenue Growth?
Most commitments are made when we get to the NEED level, whether that be increased learning, selling or hiring.
The Small Business Results Case Study:
People open a business because they have an idea, an interest, a passion or a skill and they get certified or licensed. They then fail to realize that to succeed they must also know how to master the selling of their product or service. Before they start a business, most people have no way of knowing how much effort is needed to fill the pipeline and cultivate the relationships necessary to close sales. Time after time I meet with small business owners who say they have no revenue and that business is really bad. When I ask them about their sales calls they answer “Oh, I hate that part!” I ask, “Well, do you have clients that you worked with in the past? Can you call them?” Their answer is usually, “I really don’t want to. It seems so salesy. I know I need to do this, and I want to, but I hate it!”
The Small Business Results Outcome:
Selling requires discipline and consistency. I ask the business owner to create a list of 30 concrete names with contact information and to commit to making at least one or two calls a day and to tracking the results of those calls. This list consisted of past clients, friends, family, as well as new leads. By committing to make at least one or two calls a day the business owner went from zero sales calls to making 20 to 40 calls a month. The result was a 7% increase in sales!
The Small Business Results Takeaway:
Action plan every 30 days. You will end up with an excellent year.
Some of the most successful businesses in the world have made their mark by being able to differentiate their unique capabilities. Small businesses also need to be able to differentiate themselves in order to stand out in this very competitive marketplace. It is a tool that you use on all of your marketing collateral as well as a means to engage a meaningful conversation. It is worth putting the time and effort in to create this!
IF THERE WERE 20 PEOPLE IN THE SAME PROFESSION AS YOU AND ONE IDEAL CLIENT ALL IN THE SAME ROOM, WHY YOU?
A client of mine came in for a coaching session and I turned to him and said, “Okay, I am a new potential client – sell me, I am ready to buy.” The client proceeded to tell me that he is an architect, that he does design build, that he provides HVC consulting and contracting, that he creates architectural plans and that he handles property management.
I then said, “Okay, but I still don’t get it….tell me what you do.”
He told me that this has been a recurring problem of his for the past 5 years. He knew that he was so incredibly talented and capable of so many amazing things, but he had never been able to identify a way to properly communicate these skills or services that he provides to others.
I continued probing, asking him questions, and getting him to talk about himself –
What are his passions? What is his business? What are his skills? Who is his ideal client?
After carefully listening and absorbing everything he told me, I turned to my computer, began typing and said:
“How does this sound: My name is Joe Smith and I am the President/Founder of Joe Smith Design. We work with building owners who want increased efficiency and safety, and to bring their property up to code.”
He looked at me and exclaimed, “That’s it! That’s what I do!”
I then asked him if he knew any building owners, to which he replied, “Oh yes, many!”
“Ok, good,” I said, “then your homework assignment is to call at least one or two a day, tell them this differentiating statement and report back to me your results.”
My team at SBR received an email from Joe Smith today. He let us know that as a result of our last consultation session, a lot had happened in the past two weeks. He is now currently the manager of a very lucrative project, he has put in 4 proposals for other deals and he just recently signed a contract for another huge project that is scheduled to begin next month!
What contributed to getting him these deals? The answer is simple … a differentiating statement.
This 12-15 word statement is an amazing way to open a conversation, a door and should lead to one question: “Really, tell me how you do that?”
Like anything worthwhile, coming up with a great differentiating statement takes time and effort. You should really take a minute to look within, brainstorm some ideas, practice saying it to others and rewrite it as many times as needed.
1. Analyze the competition
2. Determine what sets you apart
3. Identify your client’s pain points
4. Create two columns:
– First Column: List who your ideal clients are
– Second Column: List the outcomes these clients receive by working with you
5. Spend some time putting the information from the two columns together to create your own differentiating statement, start standing out today!
How do you standout? How do you introduce yourself?
This can be a hard exercise. If you need my help, please schedule some time to work on this with me!
That simple statement holds more truth in the business world than any other words of wisdom. As a small business owner, coach or consultant, we are often the brand and we have the sense we must go it alone to build our businesses. In this day and age of fierce competition and the vast internet, I believe success is predicated on developing strong business relationships, and having mutually beneficial contacts across various levels.
Trust is not given, trust is earned. Developing and nurturing such relationships can provide the most rewarding out comes for generating and giving great referrals. There are near-infinite possibilities that you can utilize to build strong business relationships, but the following two suggestions will help get you started:
Content marketing is the marketing and process for creating and distributing relevant and valuable content. This content is designed to attract, acquire, and engage a clearly defined target audience. The objective is to drive customer action.
The future of marketing is all about content. Consumers want to see exactly what your business has to offer and how it can benefit their lives in a real way.
But what, exactly, does content marketing mean? Literally speaking, content marketing can be defined as a strategic marketing approach which focuses on creating consistent content materials to drive customer and lead generation.
So how can your business get involved with content marketing?
1. Start a blog. A consistent and well-written blog hosted by your small business gives you the opportunity to relate to both clients and potential customers at the same time.
A blog is an excellent opportunity for your business to show clients its relatability.
2. Give a guided tour. Try this – record and share a guided tour of your facilities, complete with employee interviews and surprise interactions. Help consumers know what’s “behind the curtain,” so they can feel comfortable doing business with you.
3. Host a webinar. Webinars offer a huge opportunity for potential customers to see your business and its expertise in the field. Without too much effort, you could develop a webinar on instructing clients how to use a specific product or service, offer hands-on training and real-life examples.
4. Develop a (blank) of the week. If your business is active on social media, create a content marketing strategy based on what you post. One easy method is developing a (blank) of the week… product, service, employee, board member, you name it. This type of content marketing allows consumers to get to know your business better and gives them something to look forward to every week.
Air Graphics, located in Watertown, MA knows that your marketing is about more than staying in touch; it’s about staying on top. With bold designs and vivid color, They’ll help you create great marketing materials to make an instant impression.
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