How To Find The Time You Need To Create The Business You Really Want

People often say to me, “I want a full practice.  How much time do I REALLY need for marketing?”

Here’s the answer (that nobody wants to hear): a lot! Especially in the beginning.  When you’re just starting out, it’s not unusual to spend 40-50% of your time marked out for your business on the marketing. In fact, some recommend 4 hours per day for that for the first 6 months to a year you’re in business full time.

Yes, I said “per day.”  If you’re building your business part-time to start, I recommend spending at least 10 hours per week on attracting clients.

If that seems impossible, I have good news and bad news. First, the bad news: You cannot change the laws of physics (as that guy from Star Trek used to say).  The good news is, when you plant seeds, momentum builds – especially when you create simple marketing systems in this initial phase.  Systems can cut the amount of time you spend marketing in half or more.

“That’s all well and good,” I hear you saying.  “But where am I going to find that time right now?”

When you say you don’t have time, that means that there’s something taking up your time in your schedule already.  Use my Time Discovery exercise to find the non-essentials that are eating up your time and eliminate them. Here’s how it works…

First, list all of the things that are taking up your time right now. Just jot down quickly whatever comes to mind.  You might not account for everything, and that’s okay – you can finish later.  You also might find it helpful to keep a record for a week or so.  (This one exercise can be VERY illuminating.)  If you’re still in your job, focus on the time outside of your job.  If you’re working full-time in your practice now, concentrate on the time you’re working in your practice.

Next, take a look at the list you just made. What can you eliminate, or at least put on hold for 6 months while you’re focusing on building your business?  If you’re having trouble, here are a few quick ideas:

Extra-curriculars that aren’t giving you much of a payoff. This is a biggie for me.  As I’ve grown (both as The Marketing Goddess and as a fiction writer) I’ve said yes to a lot of little things under the guise of “getting my name out there” and “getting my foot in the door.”  I’ve discovered that such commitments accomplish these goals far less often than I would like.  I’ve got to really flex my tough love muscles here, but going forward, all “opportunities” will have to earn their keep.  In dollars.

Drama. Super tough love time: Can you really afford to engage in drama, either yours or someone else’s?  Whiners, complainers, and emotionally demanding people are stealing your life, second by second… with your consent.  Harsh, but true.  Successful people are ruthless about who they let into their circle.  You should be, too.

Excessive television. ‘Nuff said!

Chores and errands. Batch them so you’re doing them once or twice a week, max.  Better yet, hire someone to do them for you. (I’m about to start doing this and I cannot wait!)

If you’re still struggling to find the non-essentials, it’s time to look at your schedule again with one of my favorite clarifying questions in mind:

What do you have to say NO to, in order to say YES to the business you really want?

I love this question because it gets to the heart of the time issue: priorities.  Building your business is either a priority for you or it isn’t. You’ll know very quickly where your TRUE priorities lie when you ask that question.  Then you can make the choice to shift it if you would like a different result (more money, more clients, make a bigger impact).

Are you ready to attract more clients, help more people, make more money and make a bigger impact? The digital homestudy edition of my proven marketing and business-building system for purpose-driven entrepreneurs, The Abundant Business System, is your opportunity to get all the tools and strategies that I share with my clients, at a fraction of the investment of one-on-one coaching.  It’s almost ready to go!  Sign up here for more tips and “first dibs” on your copy…

How To Stay Authentic When Marketing Your Business

One of the questions I hear the most often from clients and potential clients is, “How can I sell my services and remain authentic at the same time?”

Many of us have had bad experiences with marketing and sales at some point in our lives. The salesperson who follows us around the store, the used car salesman… even some Girl Scouts don’t know how to take a hint. (I know of what I speak, here – I was one of the top cookie sellers in my salad days.)

Have you ever stopped to think about what made these experiences negative? It all gets down to one thing: agenda. In an “icky” sales experience, the seller is more concerned with getting their needs met than actually meeting yours.  (I like to call this the “buy my stuff!” syndrome. )

What would happen if they had said, “Hey, I have something amazing that can make a real difference in your life and I would be honored to share it with you?” And they really meant it?

Personally, I would listen.   And so would your potential clients.  The only “agenda” there is making your clients’ lives better.  And THAT shift – the shift in focus from you to the client – is the space where  marketing and selling becomes magical, and YOU, the spirited entrepreneur, become an agent of change. (Pretty cool, huh?)

The truth is, marketing and selling is really about change – changing your client’s lives.  Your work – your products and services can change lives.  But if you can’t reach your clients, you’ll never help them.   That’s why it’s so important to get over any fear you have about marketing and selling once and for all.

Did you notice something? Spirited entrepreneurs are naturally great marketers! We’re  focused on serving, healing and transforming others.  We’re committed to a greater good outside of ourselves.  Our skill set  includes things like active listening, empathy, and connection.

These things are EXACTLY what you need to get your message out in a deeply authentic way… and inspire TONS of your potential clients to say YES to your services when it’s in their best interest.

Shifting  your focus to your clients, coupled with generous doses of your brilliance – your personality, your gifts, yourself! – is the simple, 2-part recipe for authentic marketing success!

Want an entire system to market your business in a way that’s true to YOU and your brilliance? Then you’ll love my Abundant Business Homestudy System (digital edition).  It’s an entire step-by-step blueprint, so you don’t feel overwhelmed, and it also contains advanced strategies for connection and credibility, so you authentically attract your choice clients in droves!  Mark your calendar for May 12-14, when a limited number of copies will be available at the lowest investment ever… and don’t forget to sign up for the Abundant Business newsletter for a 1-time-only teleseminar announcement coming soon…

The Credibility Booster Nobody Talks About

I hear it all the time from new business owners.  “I just finished my training and I don’t have any clients.  I don’t have any ‘real’ experience and I don’t have any testimonials.  Why would anyone hire me?”

Answer: Because you can help them!

If you’ve taken action on your commitment and are ready to “put yourself out there” as a professional, you know more about your specialty than 99.9% of the rest of the world. You’ve had training, undoubtedly you’ve performed your service and you’ve devoted a considerable amount of time, energy and attention to your area of expertise already.

(And let’s call it expertise, OK? Why wait for someone ELSE to anoint you on the head and deem you “enough” of anything?  Walking your talk starts with how you view yourself.)

Lots of factors can create credibility for you. Your training, for one.  The experience you DO have that’s relevant to what you do for others.  One that most people don’t consider is… your marketing!

Your ability to clearly state the problems, your solutions, who you work with, and more… putting it in writing, such as on your website… sharing valuable information about your area of expertise in articles and free reports… teaching in teleclasses and workshops … all of these things create a great deal of credibility for you.  And they’re all marketing!

Credibility is simply the demonstration that you are honorable, trustworthy, you know what you say you know, and you can do what you say you can do.  Like so much of your marketing, your credibility is within your control. (Or you get to pick, as I like to say!)  You can do all of the above (and so much more) on your own initiative.

And think about it… If you were looking to hire someone like you and you didn’t know any of your choices personally, which would you find more credible? Someone with impeccable marketing, who is active and speaking out and sharing freely, or someone who doesn’t?

What’s more, were you choosing a service provider yourself, you’d also probably discover that there are certain people you are drawn towards over others, regardless of how long they’ve been in business or how many testimonials they have on their website.  I call this “the energy factor.” As in, “I love your energy, I want to work with you!”

Sometimes your clients will respond to your energy most of all. If they don’t know you personally, where do they get this energy to pick up on?  Your marketing!  Which is one of the reasons why infusing your marketing with YOU – your personality, your stories, your brilliance – works so well.

Yes, you absolutely have to demonstrate that you know your stuff “in the real world,” by working with clients and getting results.   Creating credibility is an ongoing process – it never stops!  Start with your training, the experience you DO have… and your marketing.

Want more tips like this one?  Be sure to sign up for The Abundant Business ezine, my bi-weekly newsletter.  You’ll also get my free audio mini-workshop, “7 Quick And Simple Tips To Grow Your Business With Spirit And Soul”.

A Breathtaking Example Of “Add Massive Value” In Action

Just got back from Milana Leshinsky’s incredible weekend intensive, The Bliss Factor. That’s me with Sanyika Calloway Boyce.  I discovered Sanyika and her work for the first time at the workshop.

If you’ve ever met Sanyika, you know what a warm, vibrant person she is! And her story is incredible. After graduating from college with cripping debt, she went on to become the financial fitness expert for teenagers (and now adults).  Along the way, she made hundreds of appearances on national and local media.  Now she also teaches entrepreneurs how to become TV-ready guest experts that producers love and invite back.

Sanyika’s presentation at the workshop was full of valuable content and kept all of us on the edge of our seats. Her offer for her Television Publicity Secrets course was strong.  But there was another expert on leveraging television for business at the workshop, and many participants chose to invest with him.

Instead of being daunted (or feeling rejected), as others may have been, Sanyika took action. She approached those who had purchased the other program and from a place of service, asked two powerful questions:

“Why did you choose this one?”
“What else can I help you with?”

The other expert had offered a “done for you” infomercial package.  His new customers said they could really use some support around getting ready for the camera and feeling comfortable and confident on video.

Within a day, Sanyika put together a package to help them do just that. She presented her new package at the end of the workshop.

This time, about half the room took her up on it. Even those who hadn’t purchased the infomercial said they had been holding back on using one of the best marketing tools out there, online video, because they felt uncomfortable in front of the camera.  Talk about finding a need and filling it!

I thought, “This is a woman who truly gets it.”

Most people would have felt “too pushy” asking someone else’s new clients for feedback.  They would have stopped themselves.  And that would be a shame.  This way, Sanyika got to help more people, and they will get the massive benefit of working with HER.

Plus, they felt listened to, and heard. How could they not?  That kind of massive action speaks volumes.

Sanyika’s mantra throughout the entire weekend was, “How can I help?” and “I’m here to support you.” It didn’t surprise me to learn that she created her Television Publicity Secrets system because her peeps kept asking, “Can you help me get on TV?”

(One last thing: if you visit Sanyika’s Television Publicity Secrets page, you’ll see her contact information right at the top of the page.  Is she someone who puts her clients and customers first?  Clearly!)

Sanyika, you rock! I look forward to working with you.

On Taking Pride In What You Do…

Personal confession time: When I first hung out my shingle as a copywriter, I was afraid to tell anyone about it.

Crazy, right?  Actually, this isn’t as wacky as it might sound.  (Though, if you really think about it, a marketing professional who is afraid to market her marketing business really is pretty wacky.)  Here’s why…

I’m a really creative person.  I write graphic novels (that’s novels in comics format, not, well, you know),  and I’ve been a metaphysical practitioner for a long time.  Generally speaking, neither of these two tribes is very keen on marketing.

In fact, one habit of new writers sticks out in my mind as particularly telling.  In the comics community, it’s not at all unusual to see a new writer dissing on his work in public.  (Usually in a community space, such as a forum or discussion board.)

Even when I was completely wet-behind-the-ears and completely unsure of what I was doing, I just did NOT get it.  Stories are like children, I’d think. You have to go to the mat for them.  They are your WORK.

Now think of YOUR work – whatever it is that you do. Chances are good that it involves helping others in some way.  Improving their lives.  Creating breakthroughs.  Big, exhilarating, not-to-be-taken-lightly stuff.

YOUR  work can change the world. (I love to think of spirit-minded and purpose-driven entrepreneurs as change agents.)

Are you proud of your work? If you’re anything like the overwhelming majority of purpose-driven solo professionals I talk to, the answer is a resounding “YES!”

You know you’re great at what you do.  You’ve seen incredible transformations take place right before your eyes, and you know how phenomenal it feels when that transformation happens.

If you’re proud of what you do… if you LOVE what you do… and yet you still don’t have enough clients… the question is… why aren’t you telling enough people about it?

One of my new mentors confessed that he used to be terrified of sales.  Then one of his mentors said something that completely changed his belief.

“Sales isn’t something you do TO someone, it’s something you do FOR someone.”

It’s the same with marketing.  How can someone make up their OWN mind regarding the powerful choice they have of working with you, if they don’t have the information they need to do so?  They can’t.  (Nor can you help them if they don’t even know you exist!)

Sales and marketing are also a gift you give yourself. Because through these powerful tools, you can speak your truth, live your purpose, do the work you’re meant to do, take responsibility for yourself (instead of turning your life over to someone else)… and honor your creative talents and gifts.

Are you ready to share your gifts with the world?  I would be honored to show you how. My private clients have already used my strategies to help more people and dramatically increase their income at the same time (some as much as 300%), all while staying true to themselves and their values… and you can too!  I’m thrilled to announce that the homestudy edition of The Abundant Business System, my proprietary authentic marketing system for purpose-driven solo professionals, will be available soon.   I’m offering a limited number of copies at a VERY low introductory investment, on sale only May 12-14. Mark your calendar so you don’t miss it, ok?

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