A Company that Does Less...Intentionally

As mentioned late last week, I am a fan of numerous innovations designed by 37signals.com, a company that makes a point of saying upfront, "Over 1 million people and businesses use our web-based applications to get things done the simple way. We aim for the software sweet spot: elegant, thoughtful products that do just what you need and nothing you don't." Hallelujah.

Visit their site to explore all of the tools they offer. What's most appealing to me is the ease with which their programs connect people who can't be in the same location at all times.

If you are someone who cringes at the thought of working virtually or who feels communicating via phone and computer dehumanizes the process, I challenge you to think outside the box. Do you always need to conduct live meetings? Is that the most effective use of everyone's time? Have you tried virtual collaboration? Remember Mikey from the Life cereal commercial--the kid who hates everything? Try it. You just might like it.

Quote of the Day

"I cannot give you a surefire formula for success, but I can give you a formula for failure: try to please everybody all the time."

--Herbert Bayard Swope, American editor and journalist and first recipient of the Pulitzer Prize

Purchase by Default

Time Magazine ran an article in their August 27, 2007 issue (see cover at left) titled, Why We Buy. In it, the author, Barbara Kiviat, referenced a study in which people tasted peanut butter from three jars. "Each jar contained the same peanut butter, but 75% of participants thought the contents tasted better in the jar that had a name-brand label on it." Read the full article here.

Witness the power of branding. In this world, name recognition often trumps quality because going with what is perceived as more popular ultimately seems less risky.

Does your business need a brand? What do you do to promote name recognition? Think about brands that you know and love. Why do you continue to buy those products? Do you make a conscious decision to continue with that product or do you simply reach for what's familiar?

All quite thought provoking for a Monday.

Pre-Qualify Your Sales Prospects?

Ilise Benun of MarketingMixBlog.com wrote an interesting post about how to weed out the "tire-kickers"--folks who request a meeting with you or with whom you spend a lot of time only to reveal in the end that they either aren't serious about buying at this time or can't afford your services. D'oh!

She recommends having prospects fill out a brief form on your web site, answering several questions, one of which is about budget. Or have the same conversation upfront before setting up a meeting. If you are low tech or don't have a web site, you can always send the questions via email, which is a nice way of screening out anyone who is not really serious. If they can't bother replying to your message, how motivated are they to work with you?

Then again, this violates one of the primary rules of sales: make it easy for prospects to buy. Seems to me that it's a trade-off. You can either lose one commodity (time) to make an eventual sale or potentially lose another commodity (money) to save yourself some time. The question to answer then is which, time or money, is more precious to you at this moment?

Your thoughts?

Your Virtual Collaborative Whiteboard

A fantastic coach and businessman I know, Christian Mickelsen, blew me away the first time I visited his home. On one entire wall of his office, he had huge whiteboards pieced together to create this gigantic blank canvas. On it he scribbled, edited, and brainstormed the wealth of ideas that a creative genius like himself constantly has swirling around in his head.

Imagine having a blank canvas like that on your computer that you can share in almost real-time with team members, colleagues, or clients from anywhere in the world. Not only can you create and edit a document, but you can invite others to do the same from their computers. How cool is that? And did I mention that it's free?

This tool is called Writeboard. Check them out and create your first board in less than one minute.

If this tool looks familiar it's because it's operated by the same company that manages Backpack and Highrise, two other resources that I blogged about. The company is 37signals and they are doing some innovative stuff. But that deserves it's own separate post. Look for it next week.

Quote for the Weekend

"Whenever you find yourself on the side of the majority, it is time to pause and reflect."
--Mark Twain

Your Computer Or Mine?

These days, with instant gratification expectations from your clients and customers, you might feel pulled in too many directions when multiple clients want to set up a meeting. If you own a business where you often travel to meet with clients exclusively to share a glimpse of computer files, applications, documents or graphics, you might want to consider proposing a virtual meeting online.

Don't worry, I'm talking about online conferencing, not online dating! These virtual meetings, sometimes known as webinars, allow computer users from various locations to log onto a site where you can show another individual or an entire group a power point presentation, media campaign or new web site design from the comfort of your own computer in your office. And with included phone conferencing, participants can hear your presentation while they watch you edit documents or create graphics in real time.

You might never want to lose the high touch customer service of face-to-face meetings, but that will always limit you to working with clients within your geographical location. And let's face it...there are only so many hours in a week. This service can help you cut back on travel time or allow you the power to train multiple individuals in various locations at the same time.

There are many video and online conferencing services out there, including GotoMeeting.com and Webex.com . Both offer free trials. I recommend signing up and setting up a mock meeting with a colleague or team members to try it out.

Scratch 'n' Sniff Marketing

Back in December, 2006 Advertising Age magazine published their picks for the Top 10 Trends to Watch in 2007. So how do you think they did? Here are 3 of their picks in no particular order:

1. Cultural luxe marketing
2. Social networking
3. Sniffing around

To learn more about these "trends" do a search on Google. I am particularly intrigued in the rise of that third trend which is basically infusing scents into marketing. Think about real estate agents who waft the scent of freshly baked cookies through an open house or Verizon and their new Chocolate phone (no, you can't eat the phone but they did propel the scent of chocolate in their stores to boost sales.) I also know of a baker who created an edible business card, wrapped in plastic to successfully catch attention and appeal to prospect's taste buds.

In other words, how many senses do your marketing efforts target? Are you leaving a sensory experience and therefore money on the table with more conservative campaigns? It's definitely something that needs to be tested.

To read today's article from the LA Times, "Sniff....and Spend" click the title. But hurry because they will probably yank this link by next Monday the 27th.

The Power of Intention?

Coaches, including those who focus on sports, business, or life, are often fond of having clients cultivate a powerful mindset that pulls them forward to success. Whether the goal is sinking a long putt, nailing a job interview, or closing a once in a lifetime sale, coaches usually prescribe positive intentions.

Now I personally can see how some people might view "positive thinking" as flaky, touchy-feely fluff. Just think of Al Franken's character, Stuart Smalley and his Daily Affirmations from Saturday Night Live and you'll know what I mean. That's his book above, titled with his immortal intention, "I'm good enough, I'm smart enough, and doggone it, people like me." Ugh!

Intentions can only take you so far. At some point, you must translate thoughts into action.

However, since it is Friday and the weekend is a stone's throw away, I want to offer one of my favorite humorous intentions by Groucho Marx to brighten your workday. To see exactly what the host of "You Bet Your Life" had to say, visit the Free Stuff page on my web site where you can download wallpaper for your computer with Groucho's immortal words. Scroll all the way down to the bottom for the free download. Enjoy!

Top 10 Press Release Tips

1. Your press release should sound like news instead of advertising.

2. Send your press release only to the media related to your topic.

3. Limit your press release to one page in length.

4. Your header, contact information, and release date should be at the top.

5. Your header and first few sentences should grab the reader's attention.

6. Tell a story and mention your business, product or service in the body of the press release.

7. Proofread your press release many times. Look for grammatical and spelling mistakes.

8. Create a press release about the results of an online survey or poll you have completed.

9. Submit a press release about an online award your business or web site has won.

10. Create a press release about a fundraising event you're sponsoring or hosting.

E-Myth Winner #5

The final winner of a free copy of The E-Myth Revisted: Why Most Small Businesses Don't Work and What to Do About it, is Jerry Leland of LogoWear Direct in Irvine, California.

Jerry, to claim your copy, send me an email to kim@readytoevolve.com along with your shipping address. Once I get your information, you can expect your book to arrive in a couple of days.

Stay tuned for our next featured drawing, sponsored by the Results Mastery Club where we will give away copies of one of the hottest business books around.

To enter future contests, simply send an email to the address above with your name and business name. Stay tuned...and good luck!

An E-Myth Moment: What Is the Franchise Prototype?

According the Michael E. Gerber in his book, The E-Myth Revisited, our Back-to-School featured book of the month, the Franchise Prototype model follows 6 main guidelines:

1. The model will provide consistent value to your customers, employees, suppliers, and lenders, beyond what they expect.
2. The model will be operated by people with the lowest possible skill level.
3. The model will stand out as a place of impeccable order.
4. All work in the model will be documented in Operations Manuals.
5. The model will provide a uniformly predictable service to the customer.
6. The model will utilize color, dress, and facilities code.

Even if you aren't remotely interested in duplicating your business and selling it as a franchise, pay close attention to numbers 2 and 4 above. If you ever desire to step away from your business without it falling apart, say for a vacation, business trip, or an emergency, you will need to have written rules to pass along to someone else.

If you are unwilling to get it all out of your head and onto paper, be prepared to stay chained to your business for life. Is that why you got into business in the first place? To actually have less time off to live your life?

Get the book. Hire a consultant or a coach. But whatever you do, get it in writing in such a way that anyone can understand it.

Is Your Web Site Working For You?

How would you know? First of all, you need to understand the purpose of your site. Is it to convert actual sales, increase your mailing list, or simply a way for potential clients to learn more about you and your business? Secondly, based on the purpose, you need to analyze whether or not your site is performing.

How do you do that? You consistently track and analyze your web statistics. If you're at loss on what all those numbers mean and what to do with them, check out this useful blog post on how to use your stats to calculate the cost per visitor by Alexandria Brown of EzineQueen.com

And if you want some turbo charged web stats, sign up for a free account at StatCounter.com. My favorite feature is their Recent Visitor Map which shows you where in the world each visitor is from, how long they stayed on your site, where they entered and exited and lots more. Thanks to the folks at Indra Marketing for the tip on this great tool!

E-Myth Winner #4

Today's winner of a free copy of The E-Myth Revisted: Why Most Small Businesses Don't Work and What to Do About it, is Dave Luke of The Growth Coach in Orange County, California.

To claim your copy, send me an email to kim@readytoevolve.com along with your shipping address. Once I get your information, you can expect your book to arrive in a couple of days.

Hmm, the men are really cleaning up in this contest! But take heart, ladies...there's still one more copy left that needs to find a home.

Quote of the Day

"Are you being busy or are you being productive?"
--Timothy Ferriss, author The 4-Hour Workweek

The Power of Discernment

I'm reading a lot today, filtering out the fluff, and passing on the good stuff to you. Another respected business coach, Melanie Benson Strick of Success Connections had this to say in her newsletter, "You must choose to focus on and remind yourself that being an entrepreneur is about honing the skill of discernment between what has profit potential…and what is just a good idea."

Does this strike a chord with you? I know many business owners who begin to implement a new project without fully evaluating and measuring whether it's the right project. Let's face it, if you are a creative individual, and most entrepreneurs are, you will have more ideas than you can ever realize in your lifetime. It's your job to pick, or as Melanie says, to discern the winners from the losers.

Cut the Crap

One of my favorite online personalities is Jim Edwards of The Net Reporter. (That's him on the left.) I love the fact that he always wears tennis shoes and Hawaiian shirts and explains the ins and outs of Internet marketing in down-to-earth, no hype, no BS language.

Today he posted in his blog about 3 applications you can run on your PC. Now I'm in no position to endorse any of these products because I am a confirmed Mac devotee. But I trust Jim and am confident that he wouldn't steer you wrong.

One thing that caught my eye is the "PC Decrapifier". The name alone got my attention. Learn how it can rid your computer of "bloatware" (all the extra stuff they include with your computer that you don't necessarily want). Checkout Jim's post and read more about it and 2 other nifty tools for your computer.

Can You Really Love Networking?

Because August is Back-to-School month here at the Business Blog, I'm offering small servings of business tips that get you back to the basics. One rudimentary aspect of business is networking, which is really nothing more than relationship building.

From Inc.com, check out Learning to Love Networking by Mike Spinney. This brief article follows the transformation of a self-confessed networking wall flower into a charismatic success with more than 50% of his business coming through networking.

My favorites takeaways:

=> Focus on gatherings of people with whom you share a common interest (think golf, skiing, or investing).
=> To avoid walking into a room filled with impenetrable cliques, arrive early.
=> Understand that networking is a process and that it might take 2 years or even longer in some cases to turn a contact into a client.

E-Myth Winner #3

Today's winner of a free copy of The E-Myth Revisted: Why Most Small Businesses Don't Work and What to Do About it, is Mak Abbasi of Global Information Technologies. Way to go, Mak!

To claim your copy, send me an email to kim@readytoevolve.com along with your shipping address. Once I get your information, you can expect your book to arrive in a couple of days.

There are only 2 more copies left to give away. Stay tuned…

Swag Article Follow Up

Earlier this week I posted about the impact promotional products can have on your business image and bottom line. In it I alluded to a fun article in the current issue of Inc. Magazine, Gifts Worth Giving: The Guide to the Best Company Swag.

Click the title to view the full article and start brainstorming appropriate ideas for the upcoming holidays. (Yes, believe it or not, it's time to start planning your potential Thanksgiving/Holiday/New Year's gifts and freebies now!)

An E-Myth Moment: What Is the Entrepreneurial Perspective?

August is "Back-to-School" month for your small business here at The Business Blog and that means getting back to B-A-S-I-C-S.

To that end, the Results Mastery Club hosted a bonus seminar this morning, Cracking the E-Myth For Your Small Business. During this 45-minute call, we discussed the concept that Michael E. Gerber calls the "Entrepreneurial Perspective". If you have a copy of Gerber's book, The E-Myth Revisited, read all about it in Chapter 6. If not, here is a brief summary:

The "Entrepreneurial Perspective"...

1. Starts with a picture of a well-defined future, and then comes back to the present with the intention of changing it to match the vision.
2. Envisions the business in its entirety.
3. Sees the present day world as modeled after the vision, instead of the other way around.
   

We did a couple of step-by-step exercises this morning to help you adopt this mindset. (And it's an essential shift in thinking if you are frustrated with the current state of your business or you just want to grow it effectively.)

Did you miss the seminar? If you would like to listen to the recording, you can join the Results Mastery Club and get full access to this recording as well as a library of currently 15 other business trainings. Or if you want to ensure you don't miss future free workshops, join my mailing list at the top of this web page and you will receive notices delivered directly to your in box.

Join Me Tomorrow Morning

The Results Mastery Club brings you a free "Back-to-School" Seminar:

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"Cracking the E-Myth For Your Small Business"
Friday, August 3rd
8:00-8:40am Pacific time (11am Eastern)
Conference call #: 1-319-741-8000 (That's in Iowa)
Password: 199876#

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Think of this as a book club with a bite!

Reminders:
=> We start and end on time.
=> If you need to Mute/Unmute your phone, press 6.
=> This call will be recorded.
=> Bring pen and paper.

Talk to you soon,

Kim

E-Myth Winner #2

The second winner in our Back-To-School drawing is Jonathan Starr of Re/Max Masters.

Jonathan, to claim your free copy of The E-Myth by Michael E. Gerber, contact me with your shipping information and you will receive your book in a few days.

There are still 3 more copies to giveaway.

And don't forget, the free seminar, Cracking the E-Myth for Your Small Business happens this Friday, August 3rd at 8:00am Pacific.

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To attend, dial in from your phone: 1-319-741-8000, password: 199876#

And the Survey Says...

In business, tapping into the pulse of the market place can make a huge difference in the success or failure of a product launch, marketing campaign, or even a hiring decision. Think about how much money the big companies invest in consumer surveys, poll, and test groups. If you don't have that kind of funding, there's a web site that gives you access to 1000s of surveys, some pertinent to business, others to societal trends, and still others to human nature.

Check out BuzzDash where you can even create your own surveys.