Archive | September, 2010

The Client Attractor Factor: 7 Steps for Attracting Your Ideal Clients

Guest Post by Ellen Looyen

In my 22+ years in business, I’ve seen so many talented service-based professionals enduring a never-ending struggle to attract more clients. They often squander the few opportunities they have with viable prospects, by not being able to talk about their own value in a way that connects with their market.

Here are some simple tips that will ensure your success as a client magnet:

1. Connect Emotionally First and Logically Later

Prospects for your services want to get a FEELING about you and your practice or consultancy.

The easiest and most direct way to do this is to tell them your “Branding Story”, using compelling language, laden with emotionally-connecting sound bites, that hit both sides of their brain at once.

Get real good at telling the “story” of your value (using compelling words and visuals that convey the essence and energy of your business). Your messaging needs to confidently convey your value, experience and unique style to those in need of your services.

2. Share the “Experience of Your Value and the Value of Your Experience”

Give people thinking about hiring you a direct experience of your work, in the form of a complimentary consultation. This is your opportunity to demonstrate your value in real-time; and it will give your prospective client a chance to see how it feels to actually be working with you.

Once you capture their imagination (the hallmark of charismatic people) and they feel comfortable working with you, they will feel an instant resonance and in their gut they will want to hire you.

3. Inspire Confidence

Most don’t realize it, but confidence is the number one reason people buy or choose anything.

People will never buy into feelings of doubt or uncertainty—yours, or theirs.

If you don’t believe in yourself and your own value as a service-based professional, how will your potential clients ever feel confident enough to buy from you? Your whole being must confidently exude that you offer the best solutions for their specific problems.

4. “We Convince by Our Presence”…Walt Whitman

Present people seem totally focused on whomever they are with.  They seem to possess an enviable peace about themselves and to have nothing to prove.

They make people feel like they are their only client in the world.

They are totally with people in the present moment, with no agenda (attention focused on a desired future outcome) and they truly want what’s in the best  interest of their clients.

5. Become More Likeable

In his terrific book, author Tim Saunders shares “The 4 Keys to Likeability” and they are: Friendliness, Relevance, Empathy and Realness. Develop these 4 personality strengths and you’ll have a much easier time attracting people who may become your clients in the future.

6. Position Yourself as an Expert in Your Field

Brand-building is about consciously creating the “perceptions” you want people to have of you and your practice.

Position yourself as an expert by writing articles, blogs and newsletters and by developing first class marketing materials that highlight your expertise and experience.

Learn how to expertly articulate the many things that you know and how others could benefit from it.

7. Enhance Your Charismatic Influence—It’s Your Very Best Attractor Factor

Charismatic people throughout history have possessed the unique ability to capture the imagination of others and inspire them to be supportive and devoted to a cause. Charismatic people know how to instantly create trust and rapport and can quickly influence others to see things their way.

Don’t Miss Ellen Looyen October 5, 2010 on Success Institute as she discusses “The Client Attractor Factor: 7 Steps for Attracting Your Ideal Clients.” REGISTER HERE.



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Top 10 Survival Tips For Loving an Addicted Person

Guest Post by Candace Plattor, M.A., R.C.C.Candace Plattor

1. Come face-to-face with reality.

Learning how to deal with reality is the most important first step in “surviving” when you love an addicted person. Although it may seem easier to stay in the “fantasy space” where you can continue to believe that things are going to magically get better, there is no such magic. Things will not get better just because you wish they would.

Coming face-to-face with reality means accepting that parts of your life may be out of control as a result of loving someone who is engaging in addictive behaviours. These addictions can include mind-altering substances such as drugs and alcohol, as well as mood-altering addictions such as eating disorders, compulsive over-spending, smoking, being “glued” to the internet, gambling or codependency in relationships.

You may be feeling a constant, gnawing worry that you live with every day. You may find yourself being asked for money often, and feeling guilty if you say no. Perhaps you are watching everything you say and do, in order to “keep peace” in your home and not make the addict angry. Or you may be asked to do favours for the addict on a consistent basis, such as watching their children or doing their errands, and you may not know how to say no.

Whatever your particular situation is, acceptance of what you are dealing with in your life is the first survival tip for loving an addicted person.

2. Discover how to love an addicted person — and stay healthy.

There are effective ways to deal with the addicted person in your life, just as there are ways that are not only ineffective but can also be dangerous. Learning to distinguish between them

can save you a lot of time and can also produce much healthier results for you and your addicted loved one.

For example, learning how to set and maintain appropriate boundaries is a very important skill. You may need to explore the reasons why you have a problem doing that, and then learn some assertiveness techniques that will help you say “yes” when you mean yes, and “no” when you mean no.

Another way to keep yourself healthy while caring about an addicted person is to make sure you are looking after your own life and keeping a good balance with such things as work or volunteering, supportive friendships, fitness and good nutrition, and time for the fun activities that you enjoy.

Choose to practice the healthier ways of loving your addicted person.

3. You cannot control or “fix” another person, so stop trying!

The only person you have any control over is yourself. You do not have control over anything the addicted person does. Many people choose not to believe this, but that doesn’t make it any less true. Once you can really grasp the reality of this concept and live by it, your life will become much easier.

The Serenity Prayer can give you a helpful gauge to see whether you are trying to control people and situations that you simply cannot control.

God, Grant me the Serenity
To accept the things I cannot change,
The courage to change the things I can,
And the wisdom to know the difference.

Cultivate your wisdom, so that you know the difference between what you can and can’t change, and stop trying to control or “fix” anyone other than yourself.

4. Stop blaming the other person and become willing to look at yourself.

As easy and tempting as it may be for you to blame the addict in your life for your struggles and suffering, there is actually more value in exploring what you may be contributing to this situation, since that is the only thing you can really do anything about.

Even though the addict has undoubtedly contributed his or her share of the trouble, in some way you also have a part to play in what is going on. For example, you might be keeping the “drama” going by lending money to your addicted loved one. Or perhaps you are always willing to be there to listen when they tell you all about the problems they are encountering as consequences of their addictive behaviors.

These kinds of actions on your part will not help your loved one in the long run. It is your responsibility to recognize and “own” your unhelpful behaviors, and to get professional help in doing this if necessary.

Understanding why you choose to behave in unhealthy ways is the key to making a change. Become courageous enough to be willing to look at yourself.

5. Learn the difference between “helping” and “enabling.”

Just like most people, you might think that you need to help your addicted loved one. You probably fear that if you don’t provide help, he or she will end up in a worse predicament. When you try to “help” addicts by giving them money, allowing them to stay in your home, buying food for them on a regular basis, driving them places or going back on the healthy boundaries you have already set with them, you are actually engaging in “rescuing” behaviors that are not really helpful. Another term for this kind of unhealthy helping is “enabling.”

When you can be as truthful as possible with yourself about your own enabling behaviors, you can begin to make different choices. This will lead to healthier changes in your addicted loved one as well. For example, you might decide to tell the addict in your life that you will no longer listen to them complain about their lives. However, you can let them know that you are very willing to be there for them as soon as they are ready to work on resolving their problems.

Once you stop your enabling behaviors, you can then begin to truly help your loved one.

6. Don’t give in to manipulation.

It has been said that the least favorite word for an addict to hear is “No.” When addicts are not ready to change, they become master manipulators in order to keep the addiction going. Their fear of stopping is so great that they will do just about anything to keep from having to be honest with themselves. Some of these manipulations include lying, cheating, blaming, raging and guilt-tripping others, as well as becoming depressed or developing other kinds of emotional or physical illnesses.

The more you allow yourself to be manipulated by the addict, the more manipulative the addict is likely to become. When you hold your ground and refuse to give into their unreasonable demands, they will eventually realize that they are not going to get their way.

Saying “no” is an important first step toward change — for you, as well as for the addict.

7. Ask yourself the “Magic Question.”

It is important to understand that you might be just as “addicted” to your enabling behaviors as the addict in your life is to his or her manipulations.

In the same way that addicts use drugs, alcohol and other addictive behaviors to avoid dealing with their shame about feeling unworthy and unlovable, you may be focusing on the addict’s behavior in order to avoid having to focus on living your own life. Your enabling behaviors toward the addict may be helping to keep you busy and to fill up your life so that you don’t have to see how lonely and empty you are feeling inside.

Ask yourself the question “How would my life be better if I wasn’t consumed by behaviors that enable my loved one?” Allow yourself to answer honestly, and be aware of any feelings that come up.

Although it may be scary to think about giving up behaviors that have formed your “comfort zone,” it may be even more scary for you to think about continuing them.

8. Know that “Self-care” does not equal “selfish.”

Too many people get these two ideas confused: they think that if they practice healthy self-care and put themselves first, they are being selfish. “Selfishness” basically means that you want what you want when you want it, and you are willing to step on whomever you have to in order to get it. That actually sounds more like the behavior of the addict. If you try to take care of someone else before taking care of yourself, you will simply become depleted and exhausted.

“Self-caring” means that you respect yourself enough to take good care of yourself in healthy and holistic ways such as making sure your physical, mental, emotional and spiritual needs are met.

As an adult, it is your job to determine what your needs are, and you are the only one responsible for meeting them.

9. Rebuild your own life.

The best way to come out of your own “addictive behaviors,” such as enabling and people-pleasing, is to focus on your own life. If your life seems empty in any areas such as career, relationships or self-care, begin to rebuild your life by exploring the kinds of things that might fulfill you. Would you like to make a career change or go back to school? Perhaps you would like to develop different hobbies or activities that would help you meet new people.

Rebuilding your life so that you feel a greater sense of happiness and self-fulfillment is your most important over-all responsibility. Enjoy!

10. Don’t wait until the situation is really bad ~ reach out for help NOW!!

When those who love people with any type of addictive behavior finally reach out for help, they have usually been dealing with their situation for a long time. If you have been waiting to see whether things would get better without professional help, please consider getting help NOW, before things become even worse.

If this situation is just beginning for you, it is best to get some support as soon as possible, so that you don’t make the mistakes that could make things more difficult.

The sooner you reach out for help, the better it is for everyone concerned.

On 9.14.10 at 1:30pm CST join Candace Plattor in a Success Institute Telesession, ” Loving an Addict, Loving Yourself: The Top 10 Survival Tips for Loving Someone with an Addiction”.

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How the Idea of eWomenNetwork Came to Life – An Interview with Sandra Yancey

Trisha Kagerer

Trisha Kagerer

Guest Post by Tricia Kagerer

Dallas Women in the Workplace Examiner

The Dallas Women in the Workplace Examiner had the opportunity to interview Sandra Yancey; Founder of Dallas based eWomenNetwork. (www.ewomennetwork.com) This is the first of 5 articles in which our readers will get to know Sandra on a personal level and learn more about eWomenNetwork, the Glow Project and the eWomenNetwork Foundation.


DWWE: What inspired you to start the eWomenNetwork?
Sandra
: Honestly, I was a lousy networker. I’ve never really been terribly comfortable in a room full of people. I’m an introvert at heart, but I’m great one on one. I started going to networking events in Dallas in about 1998. We had moved here in 1996. I had my own consulting practice at the time and was really a soloprenuer. I had a bevy of impressive clients, which made for an impressive portfolio. My business was indeed successful.

I was living on a plane daily. And as a soloprenuer, I was doing it all. I was booking my flights, as well as my hotel room and interviewing clients. I would then run to Kinko’s, make copies, get the mail, update QuickBooks, and process invoices. I wasn’t functioning as a CEO—Chief Executive Officer, I was functioning as a CEO—Chief of Everything! All the while I had 2 small children at home; my son was not even three years old and my daughter was eight. I wasn’t happy.

It was at this point I learned the difference between success and happiness. My husband encouraged me to look for clients in my own backyard to cut out some of the travelling, so I did. I started attending various networking groups in Dallas and witnessed the most amazing, phenomenal thing: “The Good ‘Ole Boys Club.” First, you must know, I say it in the most complementary way; I’m not bashing anyone at all. I saw these guys at work and thought, “You know what, they deserve to be where they are; no wonder they are so successful.” They were sharing ideas, talking about what they needed, and opening up their rolodexes to each other. They also had their protégé close by, there with them to watch and learn the ropes, introducing them to others along the way. I thought this was a really amazing way of doing business, “a unique sport” and I wanted to play. I wanted to be on the team. I didn’t want to be sitting on the bleachers—I wanted to play.

DWWE: So did you start to play?
Sandra: Unfortunately, I wasn’t eligible. I just didn’t have the qualifications to get in.

DWWE: Do you think it was because you were female?
Sandra: I think part of it was. I also think it was the dynamics of the group. It’s similar to when you’re at an eWomenNetwork Conference; there’s an energy that can’t be replicated anywhere else. It’s not that it’s right or wrong, or good or bad; it’s just what it is.

DWWE: So how did you begin to move forward?
Sandra: I started looking for women networking groups. The first one I attended was a disappointment and eye opener. It seemed as if the women were all showing up in pairs, coming with a girlfriend. I felt like everyone knew this but me, that I wasn’t included on the memo. I went to the meetings alone and felt like people were thinking, “You don’t have any friends? What’s wrong with you?” It was hard to even find a table that had a spare single chair because everybody came and sat in pairs. When I did find a seat and sat down, I started eating my salad and noticed the ladies seemed to all be talking to their girlfriend. I tried to interject something here and there, but never really felt welcomed into their conversation. It was just the weirdest thing.

On the way out, I realized I was not the only one who was disappointed. On the way down the elevator, I overheard heard someone say they didn’t get much out of the meeting. I thought to myself, “No Wonder! You didn’t talk to anyone new. ”

Soon afterwards, the idea for eWomenNetwork began to percolate. As I talked to other women colleagues and business owners, I discovered I wasn’t alone in my experience. It was then that I knew there was a need to networking group for women that would focus on sharing resources, ideas, contacts, leads and customers with a female approach and environment would be a viable business model.

DWWE: How long did it take you from idea to the launch of eWomenNetwork?
Sandra: I began to test my assumptions by embarking on some statistical research. (This was before the internet was popular, so research was much slower than it is today.) I discovered that there were 10.1 million women-owned businesses in the nation. One out of eleven adult women in the USA runs her own business! The list goes on. Bottom line, I saw a need and decided to fill it an immediately developing a business plan.

DWWE: What other research motivated you?
Sandra
: Women influence 80% all purchasing decisions in this nation. Women are starting businesses at the rate of two to one to male-owned businesses. They are leaving corporate America, and are starting businesses in droves. I also found out that there are about 7,000 networking groups that open and close each year. So, the viability of longevity of using networking as a business model wasn’t what I would call seductive. It wasn’t like I was easily seduced into this because I was looking at a huge failure rate.

I also noticed that the largest organizations that were out there had a big leg up on me. One organization, for example, was celebrating their 25th year the year I opened my doors.

My business model is based on stickiness; I had to have something women would value and “stick” to. I learned a lot of networking groups were born out of women who had other primary businesses but weren’t getting their networking needs satisfied. They were starting their own networking groups “on the side” to feed their core business. Eventually, these women would realize the amount of time organizing these events took from the core business, and would eventually give them up. I knew that if I could meet their fundamental business-building needs, they would become members of eWomenNetwork and tell their colleagues, who would also join.

Resources were also scarce; banks and investors wouldn’t really talk to me because I was too small. They didn’t a value business model based soley on building relationships. Silly them! All businesses are built on relationships! It’s true that for the first several years, I struggled. But, by sticking it out, honing our message, investing in technology, building our memberships, things started to take off. Like many others who have experienced the same thing, suddenly everyone had an interest, everyone wanted to talk.

This is the first in a series of 4 interviews with Sandra. Stay tuned for the next posting to read more about Sandra’s amazing story.

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Catering Business Matchmaker Dishes Up Advice

Rhona Silver

Rhona Silver CaterBid.com

Rhona Silver of  CaterBid, has been in the catering business for over 40 years.  She is a trailblazer, changing an entire segment of the catering industry by identifying and filling a niche.  She transitioned from marketing to a select segment to owning the biggest catering hall in the USA.   This 150,000 square foot venue on 18 acres of land showcased events that honored Presidents, Heads of State and Governors as well as hosting trade shows and corporate events. Ms. Silver is a member of the eWomenNetwork Foundation Advisory Council.

How did you come up with the idea for CaterBid?

Several years ago, I was single and using online dating services to meet new people.  After meeting my significant other on the worldwide web, I realized that if you can find love online why couldn’t you use the internet to find a great caterer?  Together with my children, Matthew and Rebecca, we developed the idea of bringing catering into the 21st century.  And so, CaterBid.com was born!

How does Caterbid work?

CaterBid.com is a completely new way to book events, and the only way to have caterers come to you and bid for your business.  It allows you to save time and money organizing the best party at the best price and it is completely free to use.  You can use it for planning any type of party – holiday and corporate events or birthday parties and weddings.  I wish CaterBid existed back when I was a caterer!

What kinds of things should our members consider when hosting an event for their business?

Don’t be afraid to be creative and festive with your business events.  A simple thing like an invitation can set the tone for your gathering.

Consider what type of business you are in when creating the theme for your event.  For example, if you are in communications you might create an invitation shaped like a computer or a telephone.  Have your food service create opportunities for people to communicate.  Instead of doing box lunches at a one-day training, put large share-worthy portions in the middle of the table.  As the food is passed and shared, the conversation will flow.  You might have notes on the table with ice breakers to spark discussions about your business or even about the food.  Or, add a fun element like a magician or a psychic to spark conversation.

You have a successful history as a woman business owner and entrepreneur.  Reflecting on your experiences, what are the key things that you feel our readers can do to create thriving businesses in this economy?

Despite every adversity in my life, I’ve always kept in mind one inspirational quote that gives me strength to keep moving forward – “A winner never quits and a quitter never wins.”  Just remember that if there is a roadblock, there is still a road on the other side.  Whether you go under, over, or around it, remember that you can and will eventually get to where you are going.

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