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6 Practical Tips to Book More Clients @JacintaGrand

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women working on laptop

by Jacinta Grand | Featured Contributor 

When you first start building a business as a consultant or service profession, getting your first clients can seem like a daunting task. New business owners often feel pressure to get out there and sell their service which can often induce feelings of nausea. The good news, you don’t have to sell to get new clients! Here are  six easy and practical tips to book more clients: 

 

Tip #1: Build Relationships

 

Whether you’re trying to book more clients online or in the real world, building relationships is key. Establishing long-term relationships is like setting a strong foundation — it is one of the best ways to consistently increase revenue. A strong relationship not only can help you book clients but provide better customer satisfaction and increase your ability to book new clients via referrals. 

 

One way you can start building a solid relationship with your clients is building your email list. It allows you to stay in touch with your current and potential clients. Emailing regularly is like chatting with them every week. It helps them to know, like, and trust you, which will lead to more clients. 

 

Tip #2: Ask for Referrals

 

Your previous clients are often the best source of new clients. That is because word of mouth can go a long way in helping you book more clients.  One way to capitalize on this is to implement a referral program. It can be as simple as providing rewards for loyal customers who refer their friends. Your referral program can be as unique as your business. You could provide an individualized referral link for clients to share or a discount code given to family and friends of your team. 

 

Regardless of your approach, asking for referrals is a great way to get new clients. Remember that if someone loved working with you, they will be quick to spread the word.  Plus a referral program is a win-win for everyone, your clients get rewarded for being loyal and you have an easy way to get new clients.  

 

 

Tip #3: Follow-up

 

Another way to book more clients is to follow-up with potential clients to see if they are ready to purchase, because sometimes it is all about timing. Maybe you have emails from people who inquired about your services or products, but never emailed you back. Follow up with them via email and see if they have any questions or need advice on anything in particular. Opening a dialog will put you on their radar again and when it is the right time, they’ll book with you. 

 

Another great way to follow up with potential clients is to provide them with helpful information or a new e-book you just wrote. By giving something to them first, it will make them more ready to buy from you when you ask. 

 

Tip #4: Let Them Know Your Availability

 

Yes, that’s right. Let people know you are booking more clients and that you have some availability. This might sound simple, but it is imperative. Let people know you are available! So many business owners don’t book new clients simply because people don’t know they have availability.

 

It can be as easy as emailing your list or posting on social media to let people know you are currently booking new clients. Also be sure to let them know how to book your services. For example, you can list your booking site so potential clients can book your services 24/7.

 

Tip #5: Include Testimonials

Using social proof get help you get new clients. Try asking current and past clients for feedback and publish their testimonials on your website. You can easily do this by reaching out to people and asking for feedback via a feedback form or personally asking top clients for their video testimonials. 

 

I also recommend showcasing your previous client work alongside their testimonials. Sometimes testimonials aren’t enough and potential clients want to see your work. Oblige them and show they what to expect when working with you. Don’t have any work or testimonials to showcase yet? Consider taking on a few pro bono projects or showcase sample work. 

 

Tip #6: Make It Easy

My final tip on how to get clients is to make it easy. Make it easy for clients to book your services. Your website and social media channels should work together as lead magnets for your business. They should help funnel potential clients into your email list and booking system. The goal is to make this purchase a “no brainer” for them. The easier it is, the more likely they are to purchase from you.

 

Potential Power Lies in Your Personality by @SBSLEducSoltns

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( A walk in the personality ‘park’ under temperament ‘trees’ & social style ‘leaves’  )

Personalities.

 

We all have one.

And we know others do, too.

Far from an earth shattering observation, mind you.  Yet, why do so many entrepreneurially minded pros, whether in a sales role, running a micro or small business, or self-employed ( CPA, consultant ), not lean into their personality type, or gloss over them entirely?

One root reason?  Conventional classroom based schooling, whether primary/secondary (‘K-12’), collegiate/undergrad, even graduate program studies, oft times don’t include it in curricula, required or elective.

I’ve discussed becoming a self educated, lifelong learner, with no expectation of credentials before; now this becomes ever more valuable, since there are so many ‘trees’, with multi colored ‘leaves’ in this ‘park’. Said another way, there’s much to share about how much potential power there is in knowing about your own personality & temperament, let alone those of your client/customer, your staff, & your prospects.

 

 

Going Beyond Generic Labels

 

“You’re too much of an introvert, Emma. Join us at happy hour to network! ”

 

“I think I’m an extrovert, Lianne; do you agree?”

 

Introvert. Extrovert.

Two commonly mouthed words in many professional workplaces in all industries, in your home office, & at the coffee shop.

 

We should be more specific; we mustn’t over complicate matters, however, the more we can unpack ( depth ) & expand our horizons ( width ), it’ll benefit our businesses in a number of different ways.

 

 

Everything DISC

 

The DISC model has a long & storied history

( to trace it: Timeline )

 

DISC ** is unencumbered by complexity; most anyone can clearly interpret the results from the assessment.

I stress that it’s an assessment & spotlights preferences & tendencies, and is not a test, nor an exam.

 

If you’re having challenges with closing sales, or tend to be someone who wants to please everyone, you just might be an ‘S’.

Are you often inadvertently forgetting appointments, or talking your way out of a deal?  Say ‘hi, ‘I’ !’

Maybe you’ve had issues with turnover, or staff satisfaction in your workplace?  Look into swapping your ‘leader’ , who is a ‘D’ style , for someone else.

Or, perhaps you need someone to do your financials for you that won’t miss a single number?  Put a ‘C’ in this position.

 

 

Personality Plus

 

This model was the first that I learned about, not long after my professional development journey began nine years ago this month.

 

While the roots of it are birthed in faith, please don’t assume or close your mind off to how it can apply to any type of workplace, for a sales manager/team, or in your home based business.

 

The four types which Mrs. Littauer discusses have history stretching back millennia, to ancient times. One small drawback is a need to learn, or brush up ( if you’ve been classically, or liberal arts centric educated ) on what ‘choleric’, ‘sanguine’, ‘phlegmatic’, & ‘melancholy’ mean, before you read the books *** & take the assessment.

 

I’ve found much value in combining DISC & Personality + together when I talk with others; it’s a double dose of learning how to better walk in the ‘personality park’.

*** please see below for all 3 #mustreads

 

 

MBTI   

 

Myers-Briggs [Type Indicator/s] usually is the 1st to be recognized: some would say it exemplifies what marketers refer to as the ‘First-Mover Advantage’

 

This isn’t to downplay its value due to age, or perhaps apparent complexity. There’s much value in being aware of it, & perhaps deploying in your assessment ‘toolbox’ for talent, or people development; sales training; & as a high value input into hiring, firing, & promotability decision making.

MBTI Online is a great place to start to build understanding of this model’s philosophical underpinnings and practical applicability to your business/workplace, and you’ll also find certain consultants, trainers, & coaches who leverage it, such as Jeff ( someone I know fairly well. )

 

Tying it Together

 

Silo’ed results, in any business let alone an academic setting, isn’t ideal. So, let’s do our best to intermingle all 3 measures of personality, temperament, & social style together.

 

MBTI’s ‘E’ & ‘J’ =  ‘D’ (ISC) = ‘Choleric’  while ‘N’ & ‘P’ = ( D ‘I’ (SC)) = ‘Sanguine’ , as ‘I’ & ‘F’ = (DI ‘S’ ( C)) = ‘Phlegmatic’ , & … lastly, MBTI’s ‘S’ & ‘T’ = ((DIS) ‘C’ ) = ‘Melancholy’

 

Lots of letters …

Some lingo/language that might be unfamiliar, let alone the acronym.

 

Please embrace your walk, and study the leaves under the trees. 🙂

 

 

Suggested Social Profiles

 

Everything DISC

 

MBTI

 

Personality + ‘s  Marita (daughter of Florence)

 

Interested in More?

 

There are gold & silver veins below the surface of this ‘park’.

Please invest time to buy your entrepreneurial pickaxe, plan a trip, and begin your dig!

 

Best Personality Assessment

Top 10 Most Popular

*** All suggested books in the series ( PP 4 Parents ; PP – Original Bk ; & PP 4 Couples )

MBTI to DISC

 

 

In short …

 

  • The ‘gap’ : why personalities, temperaments, & social styles oft aren’t utilized.
  • Generic labels
  • Model 1 > DISC
  • Pers + >> Model 2
  • Model 3 >>> MBTI
  • Intermingling all three models
  • To continue your journey

 

Thank YOU for reading!

________________

Disclaimer: I’m an authorized partner & recommend DISC ahead of others, however, I’m very open minded & often will intermingle other models/assessments in my 1:1 mentoring, consulting projects, & family advising.

How to handle business rejections with style by @WeAreMarsBook

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by Cheryl Bezuidenhout | Featured Contributor

It’s just business

Rejections are part of the business landscape, and as an entrepreneur, you experience them more often than you’d like. They come in all forms – from calls that aren’t returned, job quotes that are not accepted, proposals that are kicked out and, the worst one, unpaid invoices. It seems a major part of being in business is developing a toughness that helps you deal with the constant barrage of rejections. Toughness is one thing that is essential to surviving in a world full of negative feedback. I’m going to give you some tips to take the sting out of your rejections and put a positive spin on even the worst of them.

1. Build relationships:

Develop a close, working relationship with your contact person at a client’s business, or directly with your client, themselves. This relationship is key to making future rejections hurt a little less. When a contact knows you, they are less inclined to treat you with impersonal indifference. Our contacts are our business’s treasures. Every relationship should be nurtured to reap the benefits of a deeper connection. Get to know your contact as a person – who they are when they’re not in their work role. Are they a parent, grandparent, do they like music, etc.? These nuggets of information help you to interact thoughtfully with them, and let them know you value them enough to know who they are. Offer something of yourself in exchange, so it becomes a mutual experience. At least, if they have to let you down, it will be like getting bad news from a friend.

2. Learn from your mistakes:

For each rejection, try and establish exactly what the cause was. As an author, rejections from publishers are, almost always about how the publisher views a work in relation to their stable of books and authors. They examine if your book is a good fit for their business, how hard it will be to put it to market and what return on investment they can reasonably expect. Their justifications are seldom based on personal preference, but it’s easy to think that they just don’t like the book. What’s needed here is a change of perspective and a little understanding of the landscape from the publisher’s point of view. The same can be said for most business interactions – if the product or service is not a good fit for the client, it is up to you, as the vendor, to try to understand their point of view. It is incredibly helpful to do follow-up phone calls or emails if it’s a, potentially, important account. Learning about what needs improvement helps advance our understanding of what we offer.

3. Innovate:

Once you have a bigger picture of what is causing your products or services to be rejected, take a good look at what you can do to improve what you offer. Is the product too expensive? Does the manufacturing process not fit in with a client’s sustainability requirements? Does the service contract require traveling you aren’t able to do? There are always reasons for a rejection. Getting to the bottom of those reasons allows you to innovate solutions that will help you with future proposals to those clients. In fact, your commitment to improving your product or service, in order to meet their requirements, may turn that ‘No’ into a ‘Yes’, if you stick with it and show a willingness to innovate and adapt.

4. Walk away:

When business relationships become acrimonious, it can be increasingly difficult to get work to be approved. The tensions between you and your client will need to be resolved in a face-to-face discussion, but if this still doesn’t resolve the problems (eg. unpaid invoices, consistently late on delivery of service, etc.), you may have no option but to walk away. Severing business relationships is difficult, and wrought with unseen perils. Many businesses in a community will belong to a chamber of commerce, or other business association, or have a ratings systems that allows someone the opportunity to have an impact on some of your other business relationships. Going back to my first point of building relationships, it is a lot easier to sever ties with a client if your businesses have a good relationship. Try to maintain a mutual respect for each other, and never bad-mouth your clients to any of your business contacts. If you have to end a business relationship, be sure to do it on good terms with honesty and respect.

Turn rejection around

I hope the tips I’ve suggested above help you to turn your business rejections around. Sure, there will be days when a rejection, or six, will leave you reeling, but it is how you process that rejection that will make it a business ‘win’ for you. When you can truly see the value in all your interactions – the good, the bad and the ugly! – you’ll realize you are capable of turning it all into something that empowers you to build an even better business.

How To Network Yourself To The Top. Building Relationships With the Right People. By @TRULYJAMARA

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How to Network Yourself to the Top. Building Relationships With the Right People

Building relationships with the right people.

by Jamara Wilson | Featured Contributor

Attending networking events has become overrated. You attend a mixer of many people with the intention to network your way to a sale or warm lead. Then you find yourself speaking to a dozen people who asks what is it that you do before even asking your name. All of which have decided to hand you their business cards. Although, you never asked for it.

After two hours of speaking with more people than you can remember, you find yourself holding 15 business cards. You’ll be lucky if you’re actually interested in 30% of them.

I’ve attended many networking events over the years. Two years ago, I decided to work smarter rather than harder when it came to networking. I limited the number of networking events I attended to only the ones I knew would be mutually beneficial to the other party and myself. I became strategic in who and where I spend my time.

The thing to remember about networking is it’s not just a single interaction that helps you win. Networking your way to the top requires building genuine relationships with the right people. The right people being those who are empowered to make the decision or influence the decision.

The other thing to remember is these people are often times connected with other decision makers who may or may not be within the same industry. If you succeed in one connection, you’ll succeed in another.

Here are 7 ways on how to network your way to the decision maker.

1) Don’t Ignore The Little Guy

Just because you aren’t speaking with the person whose empowered to make the decision, doesn’t mean you should treat them as if they have no influence. Often times, the decision maker has a gatekeeper. This could be the Executive Assistant, VP of Operations, or anyone in between. Respecting and showing value to the person who has the capability to introduce you to the right person, helps them make the decision to do so.

2) Think Not What They Can Do For You, But What You Can Do For Them

Going into any relationship thinking selfishly is not good for the long term. Networking isn’t just about receiving, it’s about reciprocity. Show your target that you are valuable to them. Ask them if there is anything that you can do for them. There may be a challenge or problem they are dealing with and don’t have a resource to resolve the issue. You may be the solution they are waiting for. Offering your network or resources to someone before you ask them for anything, shows you’re willing to serve.

3) Create an Intimate Surrounding

Let’s do lunch! Invite your target out for an intimate setting. Grab coffee, tea, dinner, or even a celebratory cocktail. Creating a setting where they can be comfortable and converse with you without any distractions is a great way to learn about someone on a personal level.

Getting to know something personal about your target allows you to relate and build rapport. Building rapport, makes you memorable.

4) Get Involved With What They Are Involved In

You want to be in front of your target as much as possible. Become identifiable. If you are interested in building a relationship with them for profitable gain, then showing you take an interest in what they are involved in let’s them know you are serious about establishing a relationship.

5) Be Authentic

Always be yourself. Even when you disagree with your target. If that should happen, be the first to say “It looks we are going to have to agree to disagree.” Being transparent about your beliefs, and position on topics, that may come up in discussion shows your human. You show you are an individual and there begins the building of trust. Remember, people still do business with people they like.

6) Be Patient

Understand that getting to the decision maker or a chance at presenting, can take time. Be patient and show grace while your waiting.

7) Follow Up

Follow up while being patient. Send an email or handwritten note in the mail checking in on your target. It could be something as simple as “Hi Linda, you crossed my mind and wanted to check on you. How are you and your family?”. Remember, your building a relationship. Relationships need communication to survive. Remember, you want to be identifiable and memorable. Don’t let them forget you.

It’s not about “knowing of” everyone in the room, but instead “knowing” the right people in the room.

What are some effective ways you network?

———————————————————————–

Jamara Wilson

CEO / Founder of Tuxedo Impressions LLC™

Sitting outside of a bistro reading a good book or typing away on her laptop, with a cup of tea in arms reach, is where you will find this gutsy entrepreneur!

Jamara Wilson is the CEO and Founder of Tuxedo Impressions LLC™. A company that helps small businesses establish efficiency through automation and organized systems using integrable applications. Tuxedo Impressions LLC™ provide clients with the confidence needed to grow their business and the time to make it happen.

You can find Jamara compartmentalizing her thoughts on her blogs.

Business Memos From a Gutsy Entrepreneur is a blog Jamara started shortly after launching her business. It’s written for fearless entrepreneurs who want to minimize failures and learn all they can to succeed as the CEO, Chief Everything Officer. His Majesty’s Favorite is an insightful and inspiration blog written to encourage self growth from a place of self actualization.

When not working, you can find Jamara dancing, traveling, spending time with friends, shopping new teas, or walking through the city pretending she’s a tourist. She aims to be in a position to give back to a large community of people in infinite ways.

Connect with Jamara! LinkedIn | Twitter | Instagram | Google+

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Do You Let Your Work Define You? by @ArtistThink

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When you get cool opportunities such as this, to help students set up and run their own art show, it's pretty difficult not to completely tie your identity to your job!

When you get cool opportunities such as this, to help students set up and run their own art show, it’s pretty difficult not to completely tie your identity to your job! But what happens when that job changes?

by Carrie Brummer | Featured Contributor

When you introduce yourself to people, what do you tell them? What is the first thing you talk about when you meet new people?

Can you guess what most people discuss?

That’s right, their jobs.

Do you know who you are? I mean, really know yourself?

Are YOU your job?

Have you ever lost your job or changed careers? Not only do our finances become a concern, we experience a real feeling of loss. Who are we without our jobs?!

I’m watching my Dad retire this December after working 6 day weeks on and off since his 20s. I’m so proud of him for all of his achievements. His parents lived during the Great Depression and I’m sure his work ethic stems a bit from their influence. While I can see he is ready for a new chapter in his life, I also imagine he feels a bit like he’s losing a limb. What will he do with all of this gained, extra time?

Entrepreneurs are no strangers to workaholism. We take pride in it. In fact, when I posted my last article asking people “if they always feel like they should be working,” I had some social media responses ask, “but what if I want to always be working?!”

My question to all of you is: what will happen to your sense of satisfaction and life purpose if for some reason, that work is taken from you?

How do you define yourself?

When you introduce yourself to people, what is the first thing you use to describe yourself? I know for me it’s always been my job. “I’m a teacher.” When I left the classroom it took some time to determine my introduction. It made me see how much my identity was ingrained in the notion of being a school based educator.

Take a minute today and reflect on your life. Rank the priority (priority defined as time spent – either mentally or physically) with which you give each category:

work,

finances,

family,

personal care,

health,

play.

Now look at those rankings again. Do you really treat them in the category order you listed or is that your ideal? How do you really prioritize your time, focus, and attitude?

I can already hear some of you. “But Carrie,” you say, “I’m an entrepreneur, I need to be constantly pitching myself. I want to shout from rooftops!” I understand your desire to share your passion with the world and while I encourage you to still incorporate it into your conversation when you meet someone, is that all you really want people to know you for? How can you introduce yourself, you, first?

By connecting with people on a genuine, personal level, your “elevator pitch” about your job will have even greater meaning and opportunity for connection.

We aren’t alone. And many of us are proud of what we do. Why shouldn’t we proclaim our professional accomplishments to the world?!

But it’s not about that, it’s about how we do it. It’s about the underlying message it sends to everyone in our lives: work comes first.

We need mentors in our lives. We need examples to follow that strive to be known for more than a job title. Who do you admire in business, media, or your immediate life? Why do you admire them? Is it their work, or how they approach work? Is it their accomplishments, or how they constantly strive to grow and learn? Then look in the mirror: do you mimic their behavior? Do you take steps to act as your mentors act?

Some day it’s going to be time for retirement. Or maybe you’ve been cut from your job. Or, maybe you have to sell your company. With the economy still feeling uncertain to many I ask you: who are you?

Today, let’s find a new recipe for introductions that define us as people and not our jobs.

First, ask yourself, what do you enjoy doing when you aren’t working?

And then, how do loved ones describe you?

I felt the sting of identity just recently. When I left my role as an secondary art teacher to become an assistant principal, I still wanted to call myself a teacher (and I was). But leaving the school system entirely really threatened the way I see myself. It took a loved one to tell me, “Carrie, you are still a teacher, even if you aren’t in schools anymore.” I felt like I wasn’t allowed to call myself that anymore because my job and role are different.

I write for myself as much as I do for my readers. The lessons I offer are lessons I need to learn from and grow myself. So, let’s test my new introduction today:

“Hi. I’m Carrie. My family and friends describe me as kind and thoughtful. (I’m sure you can decide that for yourself shortly, teehee). We spend a lot of time playing games together. Good food and good company make me happy.

I really love the arts. In fact, I love the arts so much they’ve inspired my desire to help others embrace their creative interests. It’s why I created my company Artist Think, to offer support and inspiration for the arts curious. I’m so glad to meet you. How do your loved ones describe you?”

Our jobs are important elements of our identity. And when you build that “baby” from scratch and run your own company there is much to celebrate. But are you only your company?

Share with me your new pitch for introductions in the comments below. I can’t wait to get to know you.

——————————————————————————–

Carrie Brummer – Educator, Creative Play Advocate, Arts Empowerer – living in Muscat, Oman (for now!)

Carrie Brummer Carrie Brummer is an artist educator nomad. Teaching and leading in school systems for 9 years in the USA and the Middle East helped her see the gap in education that prevents people from accessing interests they love. She has tired of the countless stories from people all over the world saying, “I’ve always wanted to learn how to draw,” or, “I wish I could write a novel someday.” It’s become her mission to share her passion for the arts and encourage everyone to take creative risks in their lives.

Carrie’s current creative baby is to encourage creative play for adults; everyone can use an opportunity to slow down from their hectic lives. Creative play is not only important for children, it makes adults happier, healthier, and more fulfilled human beings. Carrie actively exhibits her artwork worldwide and teaches courses in art history and the arts.

When Carrie isn’t painting, doing yoga or baking chocolate chip cookies, she is playing board games with her husband, looking for new learning opportunities, or planning their next trip. You can read more about her adventures in travel and the arts on Artist Think.

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