Tag: #sales

Stop Being The Best-Kept Secret

It’s so funny when you think about how you show up in your business. We talk about being authentic and generous and courageous and passionate. But what does that look like? How do people get to participate in what you have to share? More importantly are you showing up at all or are you hoping that people will find you simply because you’re fabulous? Are you ready to stop being the best-kept secret in business?

Whether you are showing off what you have, dreaming of being a house-hold name or day-dreaming the “what-if or when I have” game, being the best-kept secret in business is not the best business strategy to have. Sometimes you are waiting for the knight in shining armor aka the person that gives you a contract to do business with them or you are simply playing small and not bringing out your full potential persona.  Either way…you’re playing a game of doom and gloom. The truth is more people are afraid of success than they are of failure, so they play small or not at all.

The reality is that it’s all about becoming known in the markets you serve and building a reputation that helps to start the buying and selling process with prospective clients. If you do it right you will not only build awareness, it will also help you to reach out to people you don’t know and who don’t know you.

The bottom line is this: If someone doesn’t know you exist, how can they ever do business with you? Here are some important guidelines that will help you in your quest to go from unknown to known:

1. Be persistent. Studies have shown it takes anywhere from 8-15 touches for your marketing message to sink in. So be patient… and stay with it!

2. Be consistent. Consider the look, feel and tone of your messaging, particularly when you use multiple channels. Make sure the viewer knows that all those messages came from the same business.

3. Show not just who you are but what you are. Make sure your messages also include why someone would want to do business with you and what sets you apart. In other words, what makes you unique?

Take an integrated approach. Your marketing tactics should all work together. Put your social media icons in your e-mail. Put your website URL on your ads. Make sure your LinkedIn profile address is on your business cards. And so on.

Awareness-building is 2-step process. Step 1 is getting to the top-of-mind position in the psyche of your prospective buyers. Step 2 is staying there over time. So, make sure your awareness-building plan covers both.

Marketing yourself is not always the easiest thing to do but it is a necessity. Let’s flash forward just a little bit to the point where you are starting to build a following and your product or service is showing positive results. Where can you find those walking ambassadors who will shout your name out every chance they get? Here are a few ideas:

1. Build trust- Word of mouth recognition for a job well done, a product or service, is built on the reputation of trust, which takes time, effort and even a few failures along the way. When someone asks how you build your business, let them know its word of mouth. It’s also important to let them know that when something doesn’t go as smoothly as you would like, acknowledge it and learn from it and let them know you appreciate their feedback.

2. Do a great job- Deliver service that’s so exceptionally good it gets everyone talking. Avoid spreading yourself too thin by trying to be all things to all people. Instead, focus on what you do best and exceed expectations. A strong, personal referral from someone that knows your value and conveys trust in your ability is far better than anything else.

3. Ask for testimonials- If a client gives you great feedback, ask them if you can use their endorsement to let others know about their experience. A one or two sentence statement in their words, can be helpful on your website, brochure, social media channels or other marketing pieces. If you can get that in a video, even better. I have mine in a folder and when I have those days that aren’t going the way I planned, I take them out and watch, listen and read…great reminder of why I do what I do.

4. Give back- Get your business involved with the community. Create visibility for your company that lets others know you are working to make your community a better place. That can be an important way to distinguish yourself from competitors.

5. Build relationships- Don’t forget a customer once the job is over. Continue the relationship with them so the next time they need what you offer, they will think of you. The heavy lifting comes after the contract is signed, the money is paid, and the job is underway. This is the time that service is at an all-time high. This is also where relationships are solidified.

6. And finally…Say thank you- When you get a new customer, ask how they heard of you. If it’s a referral from an existing client, be sure to thank that person for recommending you. Send a note via regular mail. Let them know how important their referrals are to your business, and that you are happy they have had a good experience with your company. So many people forget this important piece. Those that remember, stand out and start to become a little less of that best-kept secret.

Your name is your brand—and you’re anything but generic.

 Remember, start by doing what’s necessary, then what’s possible, and suddenly you are doing the impossible.

Happy Selling!

Judy Hoberman www.sellinginaskirt.com

Enough Is Enough!

I would bet many of you have watch or were addicted to the Seinfeld show.  It was truly based on nothing and yet it was so relevant.  One of my favorite things that the cast did was say one word in an assortment of ways.  For instance seriously. It could be seriously? As in a question or seriously as in a statement or a dozen other ways to say it all have different meanings. There is another one of those words that has so many different meanings, depending on how you say it or where it fits into a sentence.  The word is ENOUGH…are you enough? I’ve had enough, enough already and so one. This one word plays a big role in our lives and sometimes it takes us back to the song “Enough Is Enough”…

So what does enough signify? One way to look at it is that it means no more will be tolerated. Another is being adequate – as much or as good as necessary for some requirement or purpose; fully sufficient, suitable, or fit. Or still another is used to express an impatient desire for the cessation of undesirable behavior or speech.

Let’s see what this all looks like.  In business we find many women that are tired of working in an environment that either doesn’t match their values or doesn’t really want her opinion or expertise.  She goes to work each day and puts on that professional smile and does her job.  One day she goes in and something happens.  It doesn’t have to be anything major but she says “ENOUGH…I’m done and out of here. What does she do?

First, go with the feeling but try and tone down the anger.  You’ve been bubbling up for a while and now it’s your turn to do something for you.

Then quit worrying about what others may be thinking of you – this is YOUR life. You may have created this scenario in your head a hundred times so keep going and use your frustration to remind you of the great things ahead of you.

Next remember why you are doing what you’re doing.  The constant internal battle you’ve had for months is just not worth it. You know it won’t be easy, but you know it will be worth it.

In reality, this is exactly what happened to me.  I believe I had a cameo role in the “Mean Girls” movie, every single day.  I had a plan in my head of what I was going to say to the President and every single day, there wasn’t the right time to say anything.  Until that one day, when I didn’t expect it and he walked up to me and said “You wanted to talk to me”…I wasn’t sure what I was going to say, what anyone was going to think of me or what I was really going to do next.  I just knew I had had enough and I blurted out I’m leaving and the rest is history.

How about enough of a relationship?  That is also, unfortunately, very common.  You are with someone, you think it’s going ok, you tolerate behavior that you probably shouldn’t or there is behavior that you aren’t aware of and BOOM it happens… “I’ve had enough” and before you know it, you are no longer together and trying to pick up the pieces. People think you’re crazy because he’s attractive or takes care of you financially or he’s intelligent. How can you just give up? 

The truth is, it’s ok to give up. Sometimes you have to give up in order to allow new things to happen and start over.  What may be waiting for you can be the most amazing thing or person, but you won’t know it if you don’t give up.  Giving up has always been in the negative mind set but in reality, it doesn’t mean that you are weak.  It means you are strong and smart and you can’t possibly move forward with an anchor around your neck. Chances on this person you are done with has been a repeat offender so why do you feel you owe your time to someone who will definitely do this over and over again? Sometimes the best thing for you is also the hardest…walking away.

Then there is also knowing when you’ve done enough and need to end a business.  Here is this dream that you created…your baby.  Try as you might, it isn’t working or working enough for you. Burn-out is showing up and you don’t know what to do.  Here are some signs that burn-out is getting too close for comfort:

  1. You don’t feel creative
  2. Your customers are annoying you
  3. You’re not motivated
  4. You don’t see your dream in front of you any longer
  5. You don’t like talking about your business with anyone

There is also having enough.  How do you know when you have enough? That answer is different for everyone.  Is it money or investments or real estate or cars or…well you can fill in the blank. When trying to determine if you have enough, ask yourself these two questions: How much money buys happiness? If you’ve already won the game, why are you still playing? Interesting isn’t it?

Finally my all-time favorite and one that most women will agree with… “Am I Enough?” That can be young enough, old enough, pretty enough, smart enough, thin enough, tall enough, short enough, famous enough or almost any description you want to put in there.  When did this happen that we question ourselves?  When do you outgrow it?  It probably began when we were toddlers when we weren’t big enough to hold our own spoon or we weren’t tall enough to go on a ride…as simple and as harmless as that was…well we’ve created our own monsters in the form of self-doubt.  Those voices in our head that reminds us that we are not enough are sometimes too loud to overlook.  But here are a few ideas to remind you that you are not only enough, you are more than enough. ~What have you done today that you can celebrate? No matter how silly or little it is, celebrate. I go back to when I had my first child and I was going to be the best mom in the world.  My house was going to be spotless, my daughter dressed in the cutest outfits and I would be put together like all the moms on TV.  Well…that lasted a day or so.  My house was clean but not spotless, my daughter cute but in her onesie and me…well my hair was in a pony-tail and I was fortunate if my shirt was clean.  But my daughter was hugged and loved and healthy…understand?

~Who are you comparing yourself to and more importantly why? I would look around and think why aren’t I as put together as she was or why didn’t I have all the newest gadgets around and why wasn’t I as smart or whatever I was feeling at the moment.  Well guess what? I’m not them and they are not me.  I started to realize that I was pretty awesome and I didn’t need to be someone I’m not.

~Get rid of the-if and then.  We need to get rid of that because there is no if and then when you love yourself.  In order to know you are enough, you have to believe it and that means no conditions. If only I could lose those last 5 pounds then I would look great.  Really?  I think I looked really great and if I never lost the 5 pounds, I would still look great and if I did, I would still look great.  Having conditions is the invitation to allowing “enough” into your head.

Remember, there is a difference between giving up, and knowing when you have had enough. Perhaps when you thought you weren’t good enough the truth was that you were overqualified…

Happy Selling!

Judy Hoberman www.sellinginaskirt.com

Finding Time For Yourself

Finding your own time is not being selfish, and it should not have any cause for guilt. With the crazy, busy world we live in, finding time for yourself can be a huge challenge. As women we do experience guilt when we manage to find a few moments of time for ourselves and sometimes, we give up before we do because it doesn’t feel that it’s worth the effort. But…it is. In fact, taking time for yourself gives your brain a chance to reboot, improves your concentration, increases productivity, gives you a chance to think deeply and helps you problem solve more effectively. It also gives you a better sense of balance and self-awareness that can lead to a better understanding of yourself–what drives you, what inspires you, what excites you.

Ready to find some time for yourself? Here are a few ideas:

  1. While it may be challenging with the schedules we are all keeping, you can wake up a little earlier than everyone else. This gives you a few moments of alone time to do the things that are easier to do when it’s quiet and the phone is not ringing.  You can also unplug from all your electronics and spend some time like it was 1960.
  2. Reschedule some of your “tasks” …what is on your never-ending list that can be eliminated or consolidated? Can anything be postponed for a later date. Better yet, can you delegate? You will be able to free up some time for yourself and not feel guilty about it.
  3. Start small.  You don’t have to find hours of alone time. With 20-30 minutes you can read a chapter of a book, meditate, take a walk or sit and simply be.  When you see how much more relaxed you are, chances are you will be looking at more ways to restructure your day.
  4. Drop the guilt. Spending time with yourself is time well spent because it makes you a happier person to be around. Spending time with yourself benefits everyone because by having a happier and healthier mindset, you’re in a better frame of mind to take care of the people who are important to you. Spending time with yourself is preventative medicine to combat burnout. What good will you be to anyone if you eventually burnout? (And you will if you don’t take care of yourself.)

How ever you decide to enhance your life, remember that this is your time being spent. Do you know how you want to spend it? What and who are your priorities.  Life is short, time is fast, no replay, no rewind… so enjoy every moment as it comes. Remember, your life only gets better when you do. Work on yourself and the rest will follow. Put on your own oxygen mask first.

Happy Selling!

Judy Hoberman www.sellinginaskirt.com