A most valuable (and least understood) entrepreneurial skill

We humans are endlessly fascinating. Take our right and left brains, for example. On the one hand, we dream of what we want, and we dream big. We make vision boards and endless lists of yummy, delicious wishes. (All stated in the present, of course.) All very right-brain and very, very good.

So the Universe starts to send us what we want – hooray! But there’s a catch; namely, we have to make a move. Getting what we want almost always requires us to do something that’s uncomfortable or a little scary.

So our left brain says, “Show me” or “I’ll believe it when I see it.” And many entrepreneurs become frozen by fear.

Thing is, you can’t see everything you want before you take action to get it. Unfortunately, that’s not how it works! (And if you think about it, it’s a kind of ridiculous to expect otherwise.)

Thing is, to get what you want, chances are you’ll be called to take action in the face of the invisible – that which you cannot see.

Will hiring that team member work out? Will joining that coaching program move me forward? Will working with a mentor take me to the next level? Will hiring that copywriter really improve my sales?

Some call this taking a risk. I like to think of it as stepping forward in faith. Stepping forward with the rock-solid, to-the-core-of-you knowledge that the supply of whatever you want is infinite because it comes from Source. It comes via other people, but ultimately, comes from Source, Spirit, God, the Goddess – whatever your name for the Divine.

So does this mean that every possible next step is a good one? Absolutely not! Not every risk is the right risk. All steps forward should be backed by a set of criteria that make sense for you. It’s just that fear shouldn’t be one of them.

Are you willing to step out in faith? When Spirit works through other people, sometimes that person is you. Do you believe in your own resourcefulness, your powers of manifestation? (You are a master manifester, I can tell you that!)

This week, my coach’s challenge for you is to take action in the face of the invisible. Pay close attention to where you let fear stop you from taking action on an opportunity – the step you know you need to take to receive what you truly want. Bright blessings and massive success to you…

How To Make 6 Figures Even When The Chips Are Down

It’s no secret that the world has been going through a financial rough patch. (I prefer to skip terms like “meltdown.” J)  Every day, I hear things like…

“Spending has completely dried up”

“Things don’t work the way they used to” (i.e., marketing & sales strategies)

“The reality is, it’s a different world now.”

Some entrepreneurs are struggling, that’s true.  However, I know plenty of entrepreneurs who are having their best year ever – including yours truly.  (The economy didn’t stop me from quadrupling my in-come this year, bringing in well over six figures.)

So why are some spirited entrepreneurs thriving while others are just surviving?  Here are 5 common denominators that I see over and over again among the business owners who have leveraged this rough patch into golden opportunity.

1. Don’t buy into everyone else’s story. Did the economy take a nose dive?  Yes.  Are a lot of people hurting?  No question.  (I remember the fateful day in September 2008 very well – I was in the middle of a launch.)

Facts are facts.  Facts, however, are not the problem.  The real problem is the “story behind the economy story,” which goes something like this: Don’t even think about growing your business now because haven’t you heard?  We’re going through a rough patch.  And by the way, you should walk around all mope-y and depressed. That, dear reader, is complete and utter crap.  (Pardon my French!)

“Reality” may be different now, but the truth is, you still create your own reality and frankly, despite what we all may have heard, armageddon has yet to manifest. You must reject the stories and focus on what you are creating, not what appears to be in front of you.

2. Stick to the tried & true. At a recent mastermind meeting, my fellow group members and I were asked to bring our marketing resources to the table and focus on what’s working.  “Hrm, what new and cool marketing doo-dads can I share?” I thought.

Then I realized that when it gets right down to it, my marketing consists of a keep-in-touch tool (this ezine), some networking, some speaking (teleseminars), and making lots of personal connections.  It’s not a sexy plan, but it works!

Remember, you don’t need to do a zillion things.  You just need to do a few things consistently.  (How are you doing with the “tried and true” ?  If you need help with the basics, I recommend my homestudy system.)

3. Look for areas to help, serve & offer massive value. One thing that stops entrepreneurs in their tracks is holding on to what they think their business has to look like.  They get a picture in their minds of a certain kind of client, or a certain offering, or a certain message, and then rigidly adhere to that picture.  And then they miss out on all the opportunities around them… and the chance to move their business forward by leaps and bounds, not tiny steps.

Opportunities to serve and support (and receive a generous in-come in return) are all around you.  It’s just that they might not look like what you expect.  Be open to making a shift.  (And when an opportunity arises, be prepared to make an irresistible offer of your services!)

4. Show some initiative. Since the beginning, I’ve taught that marketing can be systematized, and that good marketing systems bring you clients on autopilot.  I’ve also always taught that marketing systems take a while to set up and tweak.

So what’s a spirited entrepreneur to do in the meantime?  Show some initiative, be proactive and look for opportunities to get into action with clients (see #4, above).  When you’re experiencing a slow time in your business for any reason, you have to make the first move.  It’s not being pushy, it’s being of service.

5. It’s all about connection. Now more than ever, people are hungry – dare I say starving –  for personal connection.  That’s great news for spirited entrepreneurs, because we love to connect.  And with tools like Facebook and Twitter, it’s easier than ever.  And don’t forget meeting in person, picking up the phone and – gasp! – sending a card or gift through snail mail.  (You know, the tried and true!)

A simple step to bringing in more business in good times and not-so-great times is ditching the fear, getting out of your own head and simply showing people you truly care.  Best part? It feels awesome, too.

© 2009 Elizabeth Genco Purvis.  All Rights Reserved.

Elizabeth Genco Purvis, “The Marketing Goddess” teaches spirited solo business owners and conscious entrepreneurs how to attract an abundance of clients, income, freedom and satisfaction in their business while staying true to their values.  Visit MarketingGoddess.com to claim your copy of “Grow Your Business With Spirit And Soul,” a 7-part audio workshop with everything you need to begin attracting more clients right away.

The 5 Marketing Actions You Must Not Skip

Let’s face it, marketing can get overwhelming pretty darn quickly. Websites, blogs, networking events and now social networking, all competing for your limited time and attention.  It’s all too easy to get caught up in a lot of “stuff”… at the expense of taking the action that will really get you clients.

So what’s truly important?  Below are the 5 marketing actions that keep you closest to the money in your business. If you’re signing on fewer clients, it could be that one of these 5 actions has fallen by the wayside.  When you stay on top of these 5, you’ll find you’re bringing in more business, more often.  Look here first!

1. Collecting Testimonials. There is almost nothing more persuasive (and thus nothing more powerful to create income in your business) than testimonials.  Why?  Because what someone ELSE says about you will ALWAYS carry more weight in your prospective client’s mind than what YOU say about you.  Jeff Walker, creator of Product Launch Formula and one of my marketing mentors, has a saying: “No proof, no sale.”

Testimonials equals sales. It’s just that simple.  So you want to ALWAYS be collecting them.  Did one of your clients send you a gushing email?  Or maybe she’s standing in front of you, gushing in person!  Thank her, then ask if you can quote her.  Back in my copywriting days, I knew of several colleagues whose marketing materials consisted of nothing but “raving fan” testimonials, a call to action, and a phone number.  They were always booked solid.  Testimonials really can do the selling for you.

The key to testimonials collection is “right place, right time.” Make a habit of being on the lookout.  When one appears, grab it!  It’s a lot easier to collect a testimonial when your client is full of emotion and in the moment than later.  Being shy COSTS you here, big time.  Your clients want you to succeed.  Ask.

2. Treating clients like gold. You’ve heard it all before: it costs much more in time and money to get a new client than another sale from an existing client, the money is in the relationship, etc.  So once you have a client, how do you treat them?  What kind of experience do they have when they work with you?  Give them every reason to come back for more by treating them like the gold they are!

The best part of treating your clients like gold is that it’s so simple to do. Just a few simple tweaks can make all the difference in the experience your clients have with you.  It really is the little things.  Answer your emails quickly.  Acknowledge them often.  Tell them how much you appreciate them.  (You do, don’t you?)  And, of course, provide exceptional service.

Never forget that your clients are your in-come. One of my spiritual teachers used to say, “You’ll let me know when I’ve messed up by leaving my living room.”  It’s not fear, it’s just good business sense.

3. A regular “keep in touch” mechanism, such as a newsletter. The majority of your clients are simply not going to buy from you the first time they meet you.  What’s more, in today’s info-overloaded world, “out of sight, out of mind” occurs within seconds.  If you want a thriving business, you simply must have some way of staying in front of clients and prospective clients alike. As you connect with more clients (by getting yourself out there), the job can get daunting very quickly.

A newsletter is one of the most high-leverage marketing activities there is.  Instead of following up with one person at a time, you’re following up with many at one time.  Your newsletter tips, articles, and personal notes also builds a relationship.  Over time, your “tribe” will come to know you and think of you as a friend.

4. Personal follow-up with past clients. Have you ever run into a past client who said, “I’ve been meaning to get in touch with you!”…?  I have!  Alas, to-do lists are lengthy and time is short.  Why not make it easy on your clients by checking in on a regular basis?  Personal follow-up with past clients also lets them know that you care about them and are thinking of them.

If your clients have had a great experience with you, they will want to work with you again.  The trouble is, we often don’t make it easy on them.  Get in touch (just check in), find out what they need, offer them something new.  They’ll appreciate it, and you’ll get more business.

5. Consistency. You’ll get more clients by spending 15 minutes a day every single day marketing your business than if you spend 24 hours straight every 3 months.  Why?  Because a relationship is built over time, not in a day.  And those 7 to 10 touches that a potential client needs before they pick up the phone and call you happen over time, too.

If you’re not doing “just one thing” daily to build your business, now is the time to start. Remember: Marketing doesn’t have to be hard, it doesn’t have to be much… but it MUST be consistent.  Schedule 15 minutes to make that phone call, send that email, or write that blog post.

No matter what marketing actions you take, make sure to hold every one accountable. If that networking meeting you’ve been going to for the last 6 months hasn’t brought you any new business, it might be time to re-evaluate.  Joyfully release anything that isn’t working for you – your time is much too precious and your clients need you!

© 2009 Elizabeth Genco Purvis.  All Rights Reserved.

Elizabeth Genco Purvis, “The Marketing Goddess” teaches spirited solo business owners and conscious entrepreneurs how to attract an abundance of clients, income, freedom and satisfaction in their business while staying true to their values.  Visit MarketingGoddess.com to claim your copy of “Grow Your Business With Spirit And Soul,” a 7-part audio workshop with everything you need to begin attracting more clients right away.

Are you willing to receive?

One of my new favorite books is Soul Currency, by Ernest Chu. I wanted to share a couple of passages from the book with you this week because they speak so powerfully to something that’s pivotal to soul-aligned success: being open to receive.

(A quick fun story about Soul Currency: when I read the back cover, my very first thought was, “Hey, I know this guy from Facebook!” It’s not the first time I’ve said this to myself upon picking up a book. Goddess bless the Internet!)

I highly recommend Soul Currency, for the inspiration of Ernie’s phenomenal story and gems of wisdom such as this:

“Most of us, as we conduct our everyday lives, exhibit difficulty in receiving. I have heard several people over the years announce with great pride that they treat their pets better than they treat themselves. We sometimes mistakenly view love as the denial of the self, and therefore we too often subordinate our needs to those of loved ones and friends. We spend our time working for and donating money to ‘worthy causes’ even when our finances are out of order. [...] When the circulation of love is stopped by an inability to receive, then eventually we have little or nothing left to give.”

For spirited entrepreneurs, one of the ways that the inability to receive shows up is a never-ending focus on giving: giving away time and sessions for free, over-delivering of services, saying yes even when we want to say no, feeling guilty.

The problem with too much giving is that it doesn’t serve either party; indeed, too much giving is actually disempowering and a disservice to the very people you are trying to help. Meanwhile, it leaves you feeling depleted, burdened and resentful.

As the saying goes, you can’t give when your cup is empty. The process of changing your client’s lives is an energy exchange, a giving and receiving, in all areas. This week, my coach’s request to you is to uncover where you are blocked to receiving. Here are some areas to consider:

• Support in your business from those who can help you such as assistants, web designers, team

• Emotional support from family, friends, and colleagues

• Mentorship from those further along the path

• New and exciting opportunities to pull you forward

• Gratitude and recognition from happy clients

• Financial abundance, in the form of payment for your services

As my final thought to you, I’ll quote Ernest Chu again because he says it so beautifully:

“I encourage you to begin, from this day forward, to value yourself more fully by consciously looking for new ways to love yourself and by being open to receive the gifts you are given. By loving yourself and expressing gratitude for what is present, you affirm your connection to others and the universe. In connection, there is flow.”

Bright blessings and massive success to you…

New Video Tip: 3 Steps To 6 Figures

Because I’m still in “out-of-the-office” mode (and still in Portland with my honey!) I gave myself a break from writing a meaty new article and instead prepared a meaty new video for you.

In this video, I share a personal success and give you my 3 very simple tips to meet any financial goal you have in your business.

(Be sure to pay close attention to the part about celebrating your own successes – it’s so easy to overlook, but oh-so-important!)

To be considered for one of my few remaining “Clients & Cash Flow” VIP Mentoring Days for 2009, I must receive your application by December 1, 2009 at 11:59 EST (that’s midnight). This mentoring day is your opportunity to:

• Position yourself to break through the stuck points that hold you back from serving more clients, creating more cashflow than ever and meeting your Bold Money Goals in 2010

• Create an irresistible offer that your clients will happily invest in

• Hand-select ideal, qualified clients from your current network (nope, you don’t need an email list, a fancy website, or even a list at all)

• Create a customized enrollment strategy using to easily (and with integrity) move your clients to a YES! decision

• Use my strategies and “done-for-you” templates successfully over and over again, each time you launch a new package or product

To apply, download and submit your application here:

http://www.marketinggoddess.com/2009vip.html

(Yes, you can wait until after the holidays and schedule your day in January if that works better for you. But you must claim your spot before December 1^st at midnight!)

© 2009 Elizabeth Genco Purvis.  All Rights Reserved.

Elizabeth Genco Purvis, “The Marketing Goddess” teaches spirited solo business owners and conscious entrepreneurs how to attract an abundance of clients, income, freedom and satisfaction in their business while staying true to their values.  Visit MarketingGoddess.com to claim your copy of “Grow Your Business With Spirit And Soul,” a 7-part audio workshop with everything you need to begin attracting more clients right away.

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