Illumin Blog

Sometimes You Have to Go Around the Block

Wed, 22 Dec 2010 19:29:00 GMT

....to come back home.

When starting or evolving a business or when things aren't going well in your business, it's normal to look at what's going on in the "neighborhood" instead of getting quiet and listening to what's going on inside you.

You "walk around the block" looking outward. You see the competition's marketing, selling, branding, products or services that you admire, wish to copy or perhaps even feel jealous of. These are all normal emotions, yet even the most honorable of them--copying ("imitation is the sincerest form of flattery") can be a disservice to your business, clients and your spirit because it ignores the unique qualities and natural abilities you have that can set your business apart.

It's totally normal to look outward to see what others are doing in the industry and its even important to do because it helps weed out what you don't want. Just know that uncovering your business' "sweet spot"--that perfect combination of service offer, ideal client, branding and marketing--has to come from your own combination of purpose, expertise and experience. The clues to your business' sweet spot dwells within you, in your home, not someone else's. Only when this is accepted can you create a service offer, a brand, a company that honors your purpose and makes you more money.

Your body and the universe are always giving you clues as to where you should be going and what you should be doing in your business, but it requires coming "home". Going inward, getting quiet, listening. Accepting who you are, where you are. Allowing your gut, your intuition, your spirit to guide you. Accepting your spirit as your "homing" device as it will always bring you home--if you listen to it.

So, go ahead. Get some fresh air. Take a walk around the block and see what's going on in the neighborhood. Just don't forget that the answers you seek for your business will be waiting for you when you come back.

If you get lost along the way or feel locked out, give me a buzz. I'll help you find your way home.

Surrender Your Head to Your Heart

Wed, 15 Dec 2010 09:56:00 GMT

In yoga class my instructor often ends our practice with the phrase “Surrender your head to your heart.”

This phrase always gives me a sense of peace. It also makes me think about how important surrendering your head to your heart is in business, too.

Because our minds are processing machines, we take in everything, regardless of whether it’s good for us or not. There is no discrepancy in what is kept and embedded into the far reaches of our brain or what is tossed out. We often hold onto emotions, experiences or beliefs that no longer, or perhaps have never, served us. Oftentimes, these beliefs can be the very roadblocks that keep us from taking our business to the next level or fulfilling our ultimate purpose.

Our heart, on the other hand, serves as a filter, processing, purifying. Pumping back into our bodies’ blood and oxygen while carrying away waste. Your heart knows what will serve you and what won’t and proceeds to eliminate it. Your brain is not so discretionary.

Your mind is what will say, “I don’t have what it takes” or “I’m not smart enough.” Your heart will say, “I’ll find a way”, “I know I can” and “If there’s a will, there’s a way.”

It’s not unusual that when I ask women what they want to achieve in their business, the brain kicks in and there’s a list of goals usually conveyed in a serious tone. When I ask them what they’re passionate about and love doing, their voice and body language completely change. It is because they are speaking from the heart for “in your heart, you know.”

Your business may be based on your brains, but your heart is where your best service offer lay, what will attract customers, make you more money and give you more joy. Your heart should be the guiding force behind your business. If you’re wondering if it is, ask yourself “Do I feel joyful and fulfilled in my business or do I feel unfulfilled, anxious, depressed, bored or resentful?”

If it’s the latter, I’d like to suggest that you surrender your head to your heart to rediscover the passion that got you into your business in the first place.

Namaste.

Think. Do. Done.

Wed, 11 Aug 2010 09:01:00 GMT

We think too much.

As business owners we’re always trying to be ahead of the game, always want to know the answers before calling, launching, pitching or doing. Mentality this just puts us behind the game because we spend so much time thinking instead of doing. It’s a big waste of emotional energy, time, competitive advantage and often revenue.

Look, I get caught up in these challenges too so I’ve created an approach to get out of my own way and stop over-thinking. It’s called Think. Do. Done. Here’s what I do:

I THINK of everything that I need to get done this week and write it down in my notebook in no particular order. This clears my head and frees up brain space.
I DO take a highlighter and mark, at the beginning of each day, the top three things on my list that will generate visibility, credibility, or revenue. If there are several of these items on my list (and there should be), I pick just three to do today. If I picked them, I commit to not thinking about them, but doing them.
I DO write those three things on a separate piece of paper so I see only them, not anything else on that long list.
I DO clear my entire desk area of anything unrelated to those three items so I’m not distracted. (I now have all my books, files, papers, etc. in a completely separate room on a completely separate floor because I am very easily distracted. I also log out of email and any social media sites. They can wait. On my desk are only those three tasks I need to do now.)
I DO give myself a time limit to do each of those tasks. For instance, for today’s blog post I gave myself an hour and a half.
I DO step away from my project for a bit of time, 15 min., ½ hr., 1-2 days (only for really big projects) to allow for any additional creative juices to flow. I’m strict with this time limit. For instance, if I write a blog, I’ll step away for about 15 min., come back, reread, make changes, and then send it to my VA to post it.
Now I’m DONE and ready to move on to the next item.
Repeat daily.

By assigning three important tasks a day and giving yourself time limits to get them done, you realize how focused you become and how much more substantive your work is. If you accomplished the three tasks on your Action List for that day and have the time and the desire to do more, great, go for it. But, if you’ve completed them and want to have fun for the rest of the day, you can feel good about taking action versus “wasting” action on non-transformative, insignificant tasks (internet gazing, doing laundry, cleaning your desk again, etc.).

If I find myself over thinking a project, I just take action. Usually the action in and of itself resolves the problem. Basically, I borrow from Nike and “Just Do It.”

The great news about having a Think. Do. Done. way of working is that you will quickly get hooked on the habit of working quickly through your Action List. You’ll be more comfortable with getting things done verses making them perfect. Let’s face it: nothing is ever perfect in business anyway. It’s all a journey and part of the journey involves feedback, and to get feedback you have to put it out there, and to put it out there it needs to get done. Not done perfectly.

Well, my hour and a half is done and this needs to get posted! Have a brilliant day!

Getting Paid in a Tough Economy

Thu, 05 Aug 2010 19:51:00 GMT

NOTE: This is a long post in response to an inquiry about clients who don't pay, so if you want to whip through it quickly, scan the nuggets in bold. :-)

Many businesses are experiencing challenges in this economy and one of them is getting paid for the services they deliver.

I've been on both sides of this, being the contractor who needs to get paid or the person in corporate who is the contact for a vendor awaiting payment - so these tips come from my own experience.

This topic is really an animal in breadth. Experience has taught me that the best way to avoid late payments is an airtight contract with a crystal clear scope of project deadlines and language indicating what occurs when payment is not received. That being said, there will still be clients who may not pay no matter how diligent you are so take heart, you are not alone. Because this is a long post, I'll start with two awesome resources up front.

There is a great book called "How To Set Your Fees and Get Them" by Kate Kelly. It addresses the topic of outstanding collections and how you can set yourself up to avoid this problem, as well as fee setting. It's one of my business "bibles." You can get it on Amazon for as little as $.01 used: http://tiny.cc/xzh58.

As a last resort, should you need to call in a collections agency, contact Jocelyn Nager, Esq. at Frank, Frank, Goldstein & Nager, PC. She is a very savvy collections lawyer and has a voice that could get even the most delinquent clients to pay. She is lovely and a true professional: http://www.ffgnesqs.com/.

Here are some rules of thumb (in no particular order) and things I advise Illumin clients to do to mitigate late payments based on my own experience working with big and small clients. Of course, consult with your accountant or lawyer.

1) Have very, very clearly defined letters of engagement, retainer agreements, expense reimbursement agreements, etc.

Be sure to include delivery dates and what will occur if payment is not received within the agreed upon time frame. For example, if you have a net 30 days, be sure to clearly stipulate that ongoing work will cease if payment is not received within a certain time frame after due date has passed. Say, 10 days or so.

I've worked for consulting firms and with clients that keep delivering service even when the client is very late in payment. It's ludicrous because any expenses (paying staff, travel, etc.) then comes directly out of the company's coffers when that money should be used for other things. The rule is: when they stop paying, you stop playing. In other words, do not move forward with your contract until you have the money in your pocket. Some people (the service provider) will say, "Well, we're halfway there already, why not finish the job?" Well, if they want you to finish the job that bad, they'll pay. Don't give your services away for free. Period!

Have different places on the contract for the key contact to sign/initial . This brings particular attention to deliverables and the client's part in making things happen. Think about when you rent a car. The rental company has about four different places for renters to initial and the customer service person describes each of those areas to the renter. Talk clients through the contract. Conversations verses just words on paper can resolve issues up front, thus avoiding potential issues later once you and the client are contractually engaged.

Call the AP contact at the client's firm within a few days after the invoice is sent to ensure receipt. Tell them nicely that following up to ensure receipt of invoices is standard procedure for your company so they don't feel singled out. Ask them if they anticipate payment to be on time. This confirms they have actually received the invoice and that they know you are tracking that.

2) Reconsider installment payments

Personally, I very seldom allow payment in installments. If the client is serious about the job, they can pay in full up front. What I've found (in my particular business) is that those who pay in installments are perhaps not as serious as those who put their money where their mouth is. Of course, this is a generalization, but I'm reluctant to offer installment payments. That being said, I have worked with very serious entrepreneurs who are simply managing cash flow so payment breakout is appreciated. But, again, deliver only as much as you are paid for. If there is more to do and you have not received the next payment, wait until you receive it.

3) Run a D&B (Dun & Bradstreet) report on your prospective client

You can find out a lot about the financial health of a company by doing a little research up front. This can save you pain down the road.

4) Find out, up front, who the key contact is in your client's organization for payments

Develop a relationship with the contact person responsible for accounting up front and be sure they know you will be speaking with them directly to ensure timely payment. If payments are late, you can refer directly to that person . This can help your key contact "save face" because often they have no idea what the hold up is themselves.

5) Be sure to have wording/clauses to let clients know that you can deliver only insofar as they, the client, do their part to help you deliver that service

If you have delivered your part and they have not acted/responded on their part, they could point the finger back to you which could cause friction and delay payment. Do regular checkups to ensure all parties are consistently in agreement on progress and responsibilities so you're not surprised when a client doesn't pay if dissatisfied with service, etc.

6) Have a conversation

Talk to your key contact and ask them to share what's going on. I used to hire vendors all the time in my corporate life and felt very obligated to get them paid in a timely fashion because I had a relationship with them. However, sometimes things were just beyond my control and Accounting or Finance had reasons for delaying payment. Respect that your in-house contact may have no idea what's holding up payment. Ask them to find out who you can talk to to resolve this issue or lay out a payment plan. If you can't deliver your service to them or their department or team because of outstanding invoices, that person may feel the repercussions and incite them to act on your behalf.

7) Have processes in place so there is consistency in how you deal with AR and these types of customer challenges

You should not rewrite the book each time. It's a time and energy waster. As the president/founder of your business, try to stay out of it. Leave it up to your AR peeps, a bookkeeper, a collections agency, etc. You are the relationship person so try to keep that intact.

8) Lastly, be pleasant but firm

If you can't get a response that is satisfactory, bring in a collection agency. These are tough times for many businesses and even though people may have the best of intentions, the rug can suddenly be pulled out from under them. Talk to a collection agency about how to deal with this issue with your client. Hopefully, they can recommend things that will keep them out of the picture and, thus, preserve the relationship. If not, you can send a certified snail mail letter indicating that you will need to engage a collection agency to resolve the issue. Be pleasant, but professional and firm.

It's your reputation and your money.

Is Your Business Making You Feel Itchy?

Thu, 29 Jul 2010 10:27:00 GMT

I haven’t sent out a newsletter for a while and, to be honest, it’s because I have been stuck.

Each time I even think about writing a newsletter I get stopped dead in my tracks. Well, maybe I shouldn’t write this, but, the fact is: I don’t want to do them. I just don’t.

Now, I have a few mantras I often share with clients and one is “If it feels itchy, don't do it.”

Well, writing newsletters makes me feel itchy.

To be honest, this "itchy" feeling has gone on for a while. On top of this, three clients recently told me—without solicitation—that they like my newsletters, but were surprised to find through our work together that I’m not the formal person my newsletters reflect. They told me that I was warm and fun, not as formal as my newsletters made me seem.

Between having this "itchy" feeling and hearing the same comments from three different clients, I felt the universe was telling me something. That something was that my personality was not coming out in my marketing.

Bingo! That’s what has been bugging me with the newsletter and, to be honest, some of my other marketing, as well. I needed to shed the formality of my corporate background and allow the witty, fun me to step into the light.

Helping people step into the light to reveal their best self is what I do with clients, yet I was struggling with it myself. It just goes to show that the journey of coming into oneself, into one’s power, is just that—a journey.

Often, we are torn between different worlds that we play and work in. Defining our roles, knowing what experiences, personality traits or skills to bring to each area of our life can cause us confusion and stagnancy. I help clients with this all the time and now I was experiencing it myself.

It doesn’t happen overnight, but as we travel the path of entrepreneurship we are always getting clues from clients, colleagues and the universe, that reveal adjustments and decisions we need to make. For me, it means dumping the “itchy” newsletter, letting more of my sometimes sassy, irreverent personality come through in my writing and having more fun. Just making the decision to dump the newsletter has made me feel completely re-energized and inspired.

So, what’s going on in your business that’s making you feel “itchy” and what are you going to do about it? If you need help, give me a call.

It’s time to scratch that itch.

The Paradox of Choice

Thu, 27 May 2010 07:15:00 GMT

From the goals we set, to the rates we charge, to who we network with, to how much we give away and how we react to challenges or opportunities, our every choice in our business is a reflection of:

Our internal belief system
Our self-esteem
Our expectations in life

The Paradox of Choice

The paradox of choice is that, while you may feel that making a choice is limiting, it is actually quite the opposite. Choosing creates clarity and clearer minds are able to see opportunities where stuck or confused minds do not.

For example, choosing to focus on one business niche instead of taking a shotgun approach to many actually opens up greater networking, marketing, referral and sales opportunities.

Have you ever noticed how, after you made a choice about something, opportunities started to appear? This is not luck, this is the power of choice attracting your future. Choosing sends a signal to the universe that you are focused, open to what's next and willing to step into your future, even if you don't have all the answers. And the universe responds.

Attracted to People Who Chose Even if They Lose

It's human nature for us to gravitate towards people who are decisive and accepting of the outcome of their choices without the need to seek approval or complain when things don't work out as they planned. It's because they know that, in choosing, they have taken the responsibility upon themselves to move forward in their own best interest based on the information they have at hand.

Choosing is a sign of confidence, self-esteem and power. Can you imagine someone like Oprah or Donald Trump delaying a business choice? Of course not! Choice does not mean fearlessness or that you're always right. There may be nervousness when making a choice, but not choosing, not moving forward, not taking that chance is more painful for driven business owners than staying stuck or not taking the risk. Even when "The Donald" was down on his luck many years ago, he chose to risk and act instead of wallow. Game shows and reality TV shows are all about choice and we are impressed even by those who choose, even if they lose, because they had the guts to actually choose.

Choice is the Universe Raising the Bar

Choice is the universe's way of raising the bar, of pushing us further down the path towards manifesting our life's destiny. It is the world's way of testing us, of saying, "You say you want this, but are you strong enough to move towards it? To get out of your comfort zone? To choose it?"

When we continually ignore opportunities--choices--to move towards our destiny, life stops offering them. Choosing to step into those opportunities actually results in more opportunities.

Choices Are Our Internal Belief System at Work

All choices are a reflection of our internal belief system and all too often we are stuck in old or self-limiting beliefs that impact the quality of choices we make in our life and in our business. These beliefs keep our business small, stuck or limited in its growth potential.

Here are just a few examples of choices we make based on self-limiting internal beliefs:

Choosing to work with clients who zap your energy.
Choosing to go after the small fish, not the big fish.
Choosing to be like someone else instead of owning your own process, style or brand.
Choosing to surround yourself with colleagues who accept the status quo, who aren't aiming higher.
Choosing to undercharge for your expertise and services.
Choosing administrative minutiae over selling, marketing, networking and getting out there.
Choosing to see "stuck" as a roadblock instead of an "opportunity".
Choosing to hire employees, consultants or vendors who are not supporting your goals and vision.
Choosing to let the fear, instead of the opportunity, dictate your decisions.
Choosing to ignore your gut and intellectualize every decision you make.
Choosing the need to have all the answers first before launching something new.
Choosing to do it all yourself and not allowing your mentors, coaches, consultants, employees, colleagues or friends help you succeed.
Choosing to dress without spark so that you don't get noticed at an event.
Choosing to not speak out, ask a question or make a comment at meetings or events.
Choosing to work ad hoc, vs. setting goals in service of your long term vision.
Choosing to buy cheap or buy to impress.
Choosing to stay stuck and not hire a consultant, coach or therapist to help get you to the next level.
Choosing to play weak, ignorant, innocent or poor.

Choice is a Responsibility

Not making a choice is like handing over the reins to someone else. It's abdicating responsibility--your responsibility--to other people, influences or factors present. When we don't choose, we get what we are given and what we deserve.

The choices we make are not always the right choices and often our choices require a leap of faith. But there's one thing for certain when it comes to choosing...by choosing not to choose, you lose.

So, what choices do you need to make today? If you're not sure and need help, give me a call. There's no obligation, only opportunity.

But, hey, this is a choice that's yours to make.

Staying Stuck is a Choice

Thu, 27 May 2010 07:18:00 GMT

Internal Conversations Getting You Nowhere?

Have you ever noticed how hard it is to get out of your own head when you're feeling stressed, overwhelmed or depressed when business is slow or your career is stalled?

As much as you may try, finding the solutions to what's ailing you professionally is sometimes impossible to do for yourself. You keep massaging the same scenarios over and over, keep taking the same actions with the same results, or keep having the same internal conversation without resolution. I call this "mental masturbation" and it's enough to drive you crazy because there is no result. If you're doing this, let's face, you're going nowhere fast in your career or business.

If You Don't Have the Answer, Reach Out to Someone Who Does

You're not alone. I've been there before--more than I care to admit. In fact, a few months ago I was experiencing real blockage in my work. I knew what I wanted to do and needed to do, but just couldn't get myself moving. Truth was, I was feeling stuck. I mean really, really stuck and I couldn't shake it.

I reached out to my coach for a heart-to-heart and after just one call, the weight of the world was lifted. Together, we made a plan and I started pushing through what I needed to do in order to keep building Illumin.

Staying Stuck is a Choice

As I've gotten wiser ("older?"...who said "older"?), I've started to learn from the pros. Those who have achieved the greatest success surround themselves with a robust support system, leveraging them constantly so they don't stay stuck. Being stuck--whether in your business or when in career transition--is a luxury few of us can afford. Time is money. The opportunity cost of not taking action vs. the amount of money you pay an expert to get you unstuck is nominal. And, let's face it, the longer you allow yourself to stay stuck, the more damage it does to your self-esteem and your bank account. Stuck is a choice few of us can afford.

Feeling stuck is often a precursor to breakthrough and that can be scary, but for those who really want success, it's critical to push through the fear.

What Mindset Do You Have to Push Through?

Reaching out for support is not always easy. As someone with a German-Irish background, I was raised to keep my business private and work through things myself. This was a mindset I had to push through when learning to reach out to others for support. I'm glad I did because it seems that the more I invest in these areas of support (business, marketing, sales), the greater the reward for my business and my self-esteem. And make no mistake, your business and career are directly impacted by your self-esteem so keeping that in tack is critical to success.

If you are feeling stuck. If you are still holding onto the mindset of "I'll figure it out myself," or "I can do it myself" or "I can't afford to" when it comes to pushing your career or business forward, then you may be shooting yourself in your foot.

More importantly, how can you afford not to seek out the support you need to move forward? Really, who has that luxury these days?

Businesses That Get It: Women & Co.

Tue, 16 Mar 2010 06:46:00 GMT

I wanted to share some exciting news with you.

It was my great pleasure to be part of a national ad campaign for a group I really believe in because they work the way women work, Women & Co.

If you're not aware of this fabulous organization, owned by Citibank, you should be. They provide financial services and support for women the way women want it: through community, online support, in person events and women focused advisors.

Please take a few minutes to check out their website, the behind the scene video documenting this wonderful ad as well as financial topics (yes, that's me there, too!). It was such a blast to be a part of this!

The production of this ad campaign, designed by WomenKind -- an amazing women focused advertising agency--was orchestrated with perfection. There's true authenticity to these ads. The smiles on everyone's faces are genuine which says a lot about how Women & Co. & WomenKind work.

Women are changing the landscape of business and the economy and it's so refreshing to see advertising that gets it. Real women. Real stories. Real financial goals.

If you'd like to join a community of women who are taking control of their financial lives, please consider joining me as a member of Women & Co.

And, if you're looking to attract more women to your business, get in touch with WomenKind. They know what women want.

You can see the ad campaign in print and online.

In print, pick up...

The New York Times Sunday Styles
Martha Stewart Living
O: The Oprah Magazine
SELF
More
Bon Appétit
Traditional Home
New York magazine
Women's Wear Daily

Online, check out...

AOL Network
Glam.com
iVillage.com
Oprah.com
SELF.com
WomensHealthMag.com
wowOwow.com
Yahoo.com

How You Do Anything is How You Do Everything

Sun, 23 May 2010 06:44:00 GMT

I have two drugs of choice—coffee and swimming.

I love them and they compliment each other. Caffeine jump starts me in the morning and water calms my Piscean soul. It is there, in the water, that I am one with my own thoughts, my breath and my creativity.

So, after three cups of Starbucks French Roast coffee, there I was this morning, swimming, my mind transported; my body thanking me with every stroke. Getting into a rhythm of breath and stroke. Stoke, stroke, stroke, breath, stroke, stroke, stroke, breath, stroke, stroke…BAM!!

My bliss ended abruptly.

I went head on into a woman who was swimming directly for me in my lane. We both stopped swimming, stood up and looked at each other, stunned. She had entered the lane which another swimmer and I had split. Where did this woman come from? Why didn’t she signal me she was coming into the lane? She could have let me know and I would have happily proceeded to circling laps.

If you’re a swimmer you know that you should always connect eyes or get a signal from the other swimmers in the lane before joining in because lap swimmers go into a zone, or a state of flow, as Mihaly Csikszentmihalyi refers to it in his book, Flow.

I had actually noticed this person in the locker room earlier and she was clearly on a mission. I guess her mission was to get into the pool. She was pretty rude, but I went back to swimming my laps, circling to accommodate this third person in the lane.

This woman was clearly self absorbed.

It made me think, if she’s like this at the pool, where else does she exhibit this behavior and how does that impact her life and those around her? As if a voice was replying to my thoughts, I heard “How you do anything is how you do everything.”

I swam thinking about this for a while, but eventually that little voice in my head seemed directed at me, asking, “Margaret, what was your part in this?” Again I heard, “How you do anything is how you do everything.” I tried to dismiss it, but that sentence kept coming back to me. Of course, the collision with that swimmer wasn’t my fault—was it?

Replaying the incident I realized I was deep in thought, thinking there was only one other swimmer in the lane, transported by my breathing, letting my mind go and looking down, not ahead. As I recalled where my mind was, I realized, I often do other things this way, too. I get in a zone, head down, caught up in whatever I’m doing and forget about what else is going on around me.

It was a lesson for me to remember to look forward instead of down; to be aware of new entries in the playing field, and to enjoy the escape -- but always be aware of what’s around you…always.

New Year, New Image

Thu, 27 May 2010 07:28:00 GMT

Happy New Year!

The New Year is always a time for reflection, goal setting and preparation for greater things to come and it is for those reasons that I have recently been "underground", gearing up for a stellar 2010.

Like many of you, I wanted to kick my business up a few notches in 2010 which meant some changes were in order. It meant taking an assessment of what was working, what wasn't and making changes that reflected my value, attracted the right customers and focused on ROI in terms of time, energy and revenue. For me, it meant making changes in four areas: Branding, Services, Clients and Pricing.

Branding

Based on client, colleague and supporter feedback, I knew my branding and website weren't working for me.

I had put a lot of resources (time, money and effort) into my former site, but the reality was that it wasn't speaking to my client demographic--well educated, accomplished, driven professionals. My business had been mostly referral based which is great, but not enough to take sales where I wanted to go. In fact, I had lost sales due to my website.

The reality is, I'm a no nonsense consultant who really gets down to business to deliver transformative results--fast. My background and process are founded on 25 years in business, yet visitors (a.k.a., lost sales) often commented to referral partners that the former site reflected Illumin and me as almost ethereal. Wow! This sure isn't reflective of the Illumin approach and this needed to change.

Additionally, I wanted a website that was dynamic so I could engage with visitors and leverage social media and technology. I needed to transformed the website from the old static version to its new dynamic form. ( I'm still working on the website with my fabulous designer, Eva Potter, so visit often as it continues to get built out.)

Services

As I put together my goals for 2010, a loud (screaming, actually) internal voice emerged saying, "I don't want to do that anymore!"

What became clear was that I needed to refine my service offer and focus only on what I loved doing most and on what generated real revenue for me and stellar results for my clients.

Looking at where my revenue comes from, it's no coincidence that I am making more money on the services that I most love providing. This is where a service provider's greatest value shines and something I speak about with clients all the time. It was time to take my own advice and eliminate that which wasn't performing and generating revenue and which I wasn't thrilled about.

Clients

While I had been focusing much of my effort on service-based entrepreneurs, my other target market, executives in transition, really picked up. As I've said in the past, "This economy presents a changing landscape of the opportunity. Leverage it." I needed to put more focus on the market of executives in transition since opportunity is ripe there. While I continue to work with service based professionals, executives in transition have proven to be an area of growth and opportunity for Illumin.

I also knew that I wanted to catapult my revenue and deliver my unique methodologies on a larger scale. This meant bringing Illumin's transformative services to companies, not just individuals. After all, my background is in corporate and I knew how Illumin services could be applied to companies that:

Invest in their employees
Know the value of talent and corporate goal alignment, especially in a time when resources are stretched or limited.
Have strong Organizational Development programs
Work with job seekers, such as Outplacement firms and Executive Recruiters

With this in mind, I am targeting companies, as well as strategic partners who work in corporate environments.

Pricing

Given the challenging economy, you'd think that lower priced services would be the ones selling. The reality is that people shopping on price weren't buying and people who were shopping for solutions, value and a customized experience were.

I stopped selling lower priced services and started focusing on services with higher real and perceived value. These also happened to be the services that would lead clients into a deeper relationship with Illumin and thus ongoing revenue.

I also raised my prices. Yes, in this economy, I raised my prices and not just a little bit. The Illumin methodology works so quickly that clients get results immediately (often in just three sessions or less). This means they are able to get a job, launch a website or market their business or services faster and better. This, in turn, means money in their pockets faster. So it's an investment with a quick return.

Pricing now reflects my value and my expertise and attracts a better qualified client which means less "selling" and more closings.

Business is an Evolutionary Process

January is already gearing up to be a great month for me and its all because of the willingness to let go of the status quo, take a leap of confidence and make changes that won't attract every client, but better attract the right clients.

How is your January going?

Small Changes to Achieve Big Business

Wed, 30 Dec 2009 03:24:00 GMT

Some Minor Changes

What would your business look like if you made even minor changes to how you think and do business so that you can grow your business? It's not how much you do in your day, it's what you do in that day that can make or break your business.

Growing your business can be broken down into easy, doable, bite sized activities. It's simply about focusing on what matters. Start by asking yourself...

What Would My Business Look Like If ...

I Had A Plan for Each Day?

Instead of waking up wondering what you had to do that day, how would it feel to wake up energized and empowered because you had clarity and confidence in knowing what the most important tasks for that day were and how they fit into your overall business strategy. By having a plan, uncertainty, procrastination and overwhelm are eliminated enabling you to reach goals faster.

I Had Only Three Hours a Day to Work?

Nothing helps you prioritize better than knowing you have a limited time in which to accomplish tasks. Will cleaning your desk--again--generate revenue or visibility for your business or will developing new products or pitching media do that? As the saying goes, "Time is a related thing. The more you have, the more your tasks expand." The key is not to fill up the time you have, but to maximize it. Chunk out the hours (by tasks) and use a timer to keep you mindful of time spent on those tasks.

My To Do List Consisted of Only 3 Items a Day?

"Not possible!" you say? Look through your To Do list now and cross off everything on that list that will not generate revenue, visibility or credibility for your business. This newsletter, for instance, is aimed at doing all three. Cleaning my house will do none of the that. It's going to have to wait until the weekend.

I Did Two Sales Activities a Day?

These include doing follow-up calls to recent or existing clients to cross or up-sell, sending note cards to past clients to touch base, asking friends or clients for referrals, reaching out to people you've recently met at networking activities, etc. If you figure most of us work 5 days a week for a total of 50 weeks a year (taking out a few weeks for holidays), that means you've made 500 sales pitches in a year. Trying to make 500 sales pitches is daunting, making two per day is doable

I Attended One Networking Event a Week?

Networking is a necessary tool for business growth. Especially in this economy, people are being more judicious in spending their money so they want to feel comfortable with what, or whom, they spend it on. Focus on events where "your people" (colleagues, potential clients & referral partners) congregate. If you attend just 1 networking event a week, 4 a month, that totals 50 a year!* Even doing just two a month means 25 events a year. Be targeted and attend frequently so you become known among those groups. Familiarity makes buying from you much easier.

I Took Even One Big Risk a Week?

Nervous about calling that editor, that new prospect, that uber successful business woman that you want as a mentor, pitching your new product to Oprah or licensing a service? Great! That means you're pushing the envelope, getting out of your comfort zone and growing your business. The more you challenge yourself, the more confident you become in selling yourself and your product or services. Bigger risks = bigger rewards. Playing small? Then why play at all?

I Acted With Discipline Daily?

What if you acted with discipline, daily, on the above recommendations? What if you honored your time, your priorities and your goals and focused only on what mattered--really mattered--so that your business became successful? So that you felt rewarded by your efforts? So that you could enjoy your success, your family and your friends, more?

I've allotted only an hour to writing this newsletter and that time is up. Now, I need to contact a nationwide association to pitch my Personal & Professional Mapping services and reach out to a few potential clients.

Now that you know my three priorities for the day, what are yours?

*Based on 50 work weeks a year.

100 Words to Identify Your Ideal Customer

Thu, 27 May 2010 07:41:00 GMT

Your Ideal Customer...in 100 Words.

I wish Mike Michalowicz's book, The Toilet Paper Entrepreneur, was around a few years ago when I started Illumin. It probably would have helped me identify my ideal customer that much quicker.

In Mike's illuminating subchapter, Who's Your Ideal Customer?, he references an exercise that helps business owners identify the ideal customer. By making a simple list of 100 words or phrases that identify your ideal client, you're able to build a business and brand that appeals to that client as well as better focus your resources (time, energy, money).

Tap Into Others to Identify Your Ideal Customer

Despite the fact that I use a similar method with my own clients, I must admit it took me a while to identify my ideal customer. In fact, the "ideal" Illumin customer was pointed out to me by my own clients and my virtual assistant. Yes,even consultants need consultants and advisors to help us step out of our own way and uncover the hidden gems and opportunities in our business. (In fact, that "ideal customer" revelation is the catalyst to my website redesign slated to be up by end of September. Stay tuned!)

In addition to identifying characteristics like: smart, athletic, traveled, nurturing, adventurous, etc., dig deeper. Identify what "ideal" means to you and your business. This can include such criteria as clients who...

willingly pay your premium prices
buy in quantity
often refer you
value your expertise
get why you're "worth it"

You'll want to delve deeper into each of these criteria to uncover the characteristics of your ideal client. Be sure to capture words that identify clients whom you love to work with and who identify with your values. These qualities should be added to your 100 Word List.

The saying, "Nobody knows your business like you do" isn't necessarily true. It may take a strategic partner, customer, employee or consultant to point out the unique characteristics of your clients. Sometimes you're just too close to them. Whatever you do, take the time to tap into these people to help identify the client who...

gets your value,
is willing to pay for it and
is a good referral resource

When they give you their valuable feedback...act on it. Ignoring such valuable information can cost you in sales.

Are Blinders Keeping You From Your Ideal Customer?

Identifying your ideal customer can be harder than you think. It's not uncommon that new, or even existing, business owners misinterpret who their ideal customer is because we often work with blinders on (our own interpretation, myopathy and biases). This can doom a business as we spend invaluable resources pursuing clients who are not the ideal. Realize that, as your business evolves so, too, may your ideal customer.

Has Your Client Changed with the Economy?

This economy is producing many shifts and challenges for business owners. Consider re-evaluating your ideal client profile given our current economy. It may have changed.

A key to helping you do this is to see which of your products and services are selling, and which are not. Who seems to be buying from you now, and who is not? Now, dig deeper into the characteristics of that particular client. Therein lay the keys to your ideal customer.

Don't be afraid to let go of what's not working (this means products, services or even clients who no longer fit the "ideal).

A key to sustainability and growth is the ability to let go and flow with what your respective market is telling you to do.

Keep Feeding Your Self Confidence

Thu, 27 May 2010 07:47:00 GMT

Confidence is Your Birthright

Remember when you were a kid and thought you could do anything? You knew no boundaries, had no fears and felt you could conquer the world? Self confidence was your birthright and you knew how to use it to get what you wanted.

Then you grew up and that self confidence was eroded by life experiences, perceived or real limitations, negative relationships and, well, life.

The Role of Confidence in Business

When you started your business your self confidence was probably at it's peak or why else would you have started it? But, as you went along and experienced the day-to-day hurdles, your self-confidence began to wane. As the owner of your business, you owe it to yourself to invest in things that keep your self confidence high. No other asset can give you a greater return on investment than unwavering self confidence.

How Do We Get Confidence?

Step Back

First, take the time to step back and look at where you may be lacking self confidence. Understanding the origin of low or diminishing self confidence can help identify the appropriate course of action.

Take Action

It's no secret that taking action regularly keeps you inspired, motivated and feeling like a player. Take action every week, every day if possible, towards your goals.

Push the Envelope

Get out of your comfort zone...often. There is evidence that pushing the envelop (doing something challenging, scary or exciting) actually has a positive hormonal impact on your body.

Stop Comparing

Remember, you were put on this earth to accomplish your purpose, not someone else's. Every time you compare yourself to others, you strip away self confidence.

Set Goals

Set goals that are in service of your Purpose here on earth. Achieving just to achieve can still leave you lacking in self confidence. Set goals that are in honor of your life's Purpose. As you achieve them, your soul will be fed and so, too, your confidence.

Surround Yourself with Achievers

Move away from downers. Nothing zaps your energy, confidence and focus more than being with naysayers or people who accept their unsatisfying or crummy status quo. If you're intimidated, fake the confidence until you start to feel the confidence. Odds are there are other people in the room doing the same thing.

Honor Your Word

Whenever we don't live up to a commitment to ourselves, a loved one, a friend or client, our self-confidence erodes. Staying true to your word reinforces that you work with intention and integrity and that's good for confidence.

Honor Yourself

Above all, honor and respect yourself. Trust your intuition, dress with respect, exercise and take time out to refuel yourself. Be clear on, and respect, your own boundaries and needs so that others respect them.

This reinforces to yourself, and others, that "I'm worth it."

Asset Management: Your Knowledge

Thu, 27 May 2010 07:52:00 GMT

Knowledge Share

As your business' CEO, your role is to grow your business, be the face of your business and develop new products or services.

That means imparting your knowledge to your team so they can handle the day-to-day of your business without you. This is particularly hard as an entrepreneur since your business is "your baby". Remember, parents need to let go of their babies so they can grow. So, too, must you for your business to grow. That means giving your team the information they need to keep your business running smoothly whether or not you are there.

Schedule Knowledge "Download" Meetings

Schedule regular meetings or calls to keep your team informed of any new opportunities, customers changes, project progress, products, or information that can impact their job or your business. This also means sharing information that is relevant to your industry or your competition. Informed and empowered employees allow the day-to-day of your business to carry on without you. It also makes employees feel like stakeholders in your company's success. And, as Martha Stewart says, "That's a good thing."

Create an Information Library

Creating an Information Library is a great way to knowledge share. It optimizes knowledge and assets and eliminates redundancy.

For instance, if you produce client presentations, marketing collateral, website content or processes, consider putting that information in a shared file like Google Docs or on your in-house server. Your employees can pull from these docs when creating new docs rather than starting from scratch which can be a huge waste of time and money.

Information Libraries also help build consistency in your communication and brand. Ideally, create templates that you use company-wide to reinforce that consistency. Again, by using templates that reflect your guidelines as the business leader, you're sharing your vision and expectations with your team which create cohesion and quality assurance.

Create Processes

Processes allow organizations to flow fluidly and ensure quality control. They also often reveal opportunities to develop ancillary products and services which means more money.

Processes create roadmaps for your team so the guesswork is taken out of how you want--and expect--something to be done. Processes maximize time and ensures consistency within the organization, as well as the customer interface.

Encourage team input on processes as often your staff may have information that can impact the process flow. It's as important for your team to share their knowledge with you and their colleagues as it is for you to share your knowledge with them. Employees often have insight and information that those at the top don't so take the time to listen.

Make a Plan. Set Goals.

Many entrepreneurs "shoot from the hip". They deal with issues as they come up. While that's certainly understandable (especially for young start-ups), it's important to be as clear as possible on your long-term and short-term goals so that your team can align their efforts and assets with those goals.

Setting goals and clarifying the strategies needed to achieve those goals allows for optimal knowledge share. Why? Because when your team is clear about your goals, they can get clear on what is needed to help you achieve those goals. The key is to be clear and specific in your goal setting and to empower your team in helping you achieve those goals.

Create a open platform where you share your knowledge and goals for your business. Then, ask your team how they can help you achieve those goals.

You'll be surprised at the hidden assets, resources and knowledge your team reveals when you give them the opportunity to be a part of your company's success.

Asset Management: Your Retirement

Thu, 27 May 2010 07:57:00 GMT

Small Business Owners Need to Retire, Too.

The reality is that retirement is becoming less and less realistic for entrepreneurs as well as traditional employees. So, even if you're starting up a new biz, continue to contribute to your retirement plan.

After all, you started your business to do what you wanted, how you wanted, right? Don't you want to do the same in your retirement?

Low Cost Option for Entrepreneurs

SEP-IRAs are a great way to go for entrepreneurs. A SEP (Simplified Employee Pension) plan allows business owners to contribute up to 25% of gross income to their own or their employee's plan and the cost is lower than traditional retirement plans. Shop around for pricing.

If you're wondering if a SEP is right for you, get in touch with a Financial Planner for guidance. Also, a good resource for finding out more about SEPs is the Department of Labor's website.

If you haven't taken the time to figure out how much you'll need for retirement, go online now to any number of free retirement calculators offered by financial services firms. Here are two that you can check out. New Retirement and Northwestern Mutual.

Profit Sharing for Small Firms with Employees

According to 401K Specialist Sharee Tellerman of Plan Perfect, Inc., "Many small firms find Profit Sharing Plans attractive because they offer considerable flexibility and low administration costs. Plan contributions can be discretionary. Based on each year's results, the company can decide how much or how little to contribute to the plan.

Profit Sharing Plans can allow you to make high contributions in good years and low contributions in bad years. Thus, in a profit sharing plan, the minimum contribution is zero. The maximum contribution is 25% of eligible payroll.

In summary, Profit Sharing Plans offer greater flexibility, increased tax deductible contributions, and asset protection from creditors, compared to their SEP, SIMPLE or SIMPLE 401k counterparts."

TIP: Owners can make disproportionate contributions to key people by taking Social Security into Account.
In this economy, you may be pressured to delay saving for your retirement, but don't.

Even saving a little each month can make a big difference in the end.

Asset Management: Your Internet Presence

Thu, 27 May 2010 08:08:00 GMT

Precious Assets and Costly Mistakes

Most of us will spend a lot of time on such things as website design and content, newsletters or blogging to build our online presence, yet tend to ignore or overlook the critical safeguards that can protect all our hard work, Intellectual Property and business.

Internet and eCommerce attorneys, Natalie Sulimani, Esq. and Deena Burgess, Esq. can help you avoid costly mistakes and help you protect your precious assets.

Setting the Record Straight

Natalie Sulimani of Sulimani Law Firm focuses on eCommerce for small businesses. She sets us straight with myth vs. fact about content on the internet.

Myth: putting things on the internet automatically makes it public domain.

Myth Buster: IP law is a little bit more complex than that, so no, you're not giving it away, but you're not entirely protected either.

Here are the 4 actions you should take to protect yourself, your business, and your profits online:

Sign a web development agreement with the person or company designing your site. Make sure, legally, that if you leave your web developer, you are not leaving your website and code behind.
Copyright your website, newsletter and blog. It's a small investment (and I mean small) to protect your IP and prevent infringement.
Trademark your logo and name. Yes, you might be working with a common law trademark, but do you want to take a pause in your marketing to clear up any legal issues?
Draft well thought out website policies specific to your business including Terms and Conditions, Privacy Policies, linking agreements and forwarding policies.

It's critical to continually monitor your IP. There is software available that crawls the web to see if anyone has copied your material - the most basic choice is Google Alerts. Every morning I get a listing of where my IP is around the web. If something doesn't look right, call your IP attorney!"

Internet Ignorance Can Cost You

Deena Burgess, Esq. an Internet and IP attorney of the Law Offices of Deena B. Burgess tell us that, "Many companies believe that they can just throw together a website and are ready to go. It's just not that easy. Companies often overlook the variety of laws relating to websites and, in doing so, devalue one of their greatest assets.

Three of the most common mistakes that service oriented businesses make with their websites are:

          1. Collecting personally identifiable information without a privacy policy (or without an adequate privacy policy) - Many
           businesses put a form on their website to collect visitor information so they can send emails, newsletters, offers and other
           communications. But did you know that, if you have anyone from California visit your website, you're legally required to have a
         privacy policy? And if you're using a third party advertiser (like Google AdSense) on your site, they too have certain requirements
           that must be included in your privacy policy.

          Another reason why you care is that if you ever intend to sell your business, your mailing list (particularly in a service business) is
          a HUGE asset. If you collect personally identifiable information and you don't collect it under a privacy policy, that list is completely
          valueless.

          2. Failing to adequately protect their trademarks - Although a common law trademark exists from the time you begin using your
          brand name "in commerce", that protection only exists in the narrow geographic location in which you currently use it. If you want
          to protect your mark nationally, your best bet is to register it with the United States Patent and Trademark Office. Finally, there are
          rights that are available for federally registered trademarks that aren't available to common law marks. Make sure you know what
          they are.

          (For more information on why the heck you'd want to register your trademark, check out Deena's free e-book on the topic at
          http://www.why-the-heck.com.)

          3. Not having adequate disclaimers on their websites - Particularly in businesses that give specific information about financial
          and business results or testimonials from clients, it is vital to have appropriate legal disclaimers talking about that results are not
          typical and that you do not guarantee similar results."

Asset Management: Strategic Partners

Thu, 27 May 2010 08:14:00 GMT

As a business owner, you have only so much bandwidth in terms of time, energy, money or staff to grow your business.
One of the best ways to expand your capabilities, impact and reach is through strategic partners.

Partnerships provide collaboration and leverage while allowing you to optimize your respective assets and resources all with the goal of impacting your bottom line.

Why Partner?

The reasons for partnering are many.

Increase market share
Expand geographically
Build mailing lists
Enhance quality of service
Reduce costs
Break into a new market
Improve corporate positioning
Add prestige
Leverage sweat equity
Co-marketing
Co-sponsorship
Share assets
Link to one another's sites
Access to cash or capital

As a small or new business, partnerships give you another added advantage. You have a "partner" with whom you can share ideas and gain feedback for your business without the long-term commitment of a business partner.

Who Makes a Great Partner?

Great strategic partners can come from different industries as well as your own. Consider...

Complimentary businesses: Businesses that can enhance your existing service offer or position you as the "go to" resource for all your clients' needs thus enhancing the customer experience.

Completely different businesses: Think out of the box when looking to penetrate a new geographic area, niche or industry. In this economic climate, the opportunity is ripe for non-traditional partnerships.

Competition: I've never met a competitor who wasn't looking to grow their business, too. Explore how you create a noncompetitive partnership that can leverage one another's assets or resources to achieve your respective goals.

You Have What They Want

One thing I learned fairly early on was don't be afraid to approach the "bigger fish" as a prospective strategic partner.

A larger or more established firm may have market share, brand recognition or distribution power, but as a smaller or newer firm, you may have something they want, such as a new product, service or technology, for example.

The key is to own what you know and know what you own so you can present your positioning and assets confidently when you approach that company.

Protect Your Relationships

Protect your strategic partnership relationships by getting it in writing. It's easy to get caught up in the excitement and possibilities of a new partnership, but when it comes down to sharing responsibilities, expenses or revenue, for example, memory isn't always accurate and interpretation is often subjective.

According to Nina Kaufman, Esq., business attorney and owner of Ask The Business Lawyer, "Strategic partnership agreements are as much about protecting your a** as they are about protecting your assets. Most relationships come to an end for one reason or another. It may be uncomfortable, but think about why you might want (or need) the relationship to end. Is its purpose project-specific -- once the project ends, does the relationship? Or do you have specific goals, timeframes, or standards of conduct, which, if not met, would mean the relationship loses value? Don't become so besotted with your new strategic partnership "beau" that you don't carefully evaluate whether the relationship makes good business sense."

Be sure, also, to review the partnership on a regular basis to ensure that both parties are still getting what they desire in the relationship and that customers are still getting what they want or need.

A great partnership is worth protecting legally and through open dialogue.

Protect your partnership as it can be one of your most valuable business assets.

Asset Management: Your Brand

Thu, 27 May 2010 08:20:00 GMT

Your brand is your calling card and plays an important role in determining the type of clients you attract, the culture you create and positioning in your industry.

Your brand can precede you through reputation or association and because of this, it is considered one of your most leveragable and valuable assets.

Build a Strong Brand

A powerful brand emerges when you possess a strong understanding of your business's purpose and mission. It should reflect how you see yourself as well as how you want to be seen by others. A strong brand elicits emotion such as relief, happiness, spirituality, control, enlightenment, fun, security, comfort, confidence or a sense of belonging, for instance.

Brand is created through gaining a greater understanding of your Identity and Passion and how you, as the service provider, bring that to your business. Only by uncovering the essence of you as an individual (your internal drivers, motivations, passions) can you create a brand that reflects you and what you authentically represent to others.

Personal exploration is a critical part of foundation building for a business as it helps define your business culture and creates relatedness to your clients. This exploration (which are the first two pillars--Identity and Passion--of the Illumin Mapping process) are the building blocks for creating the personality, or the brand, of your business.

Brand Creates Corporate Identity

While brand is achieved through exploration of Identity and Passion, the 3rd and 4th pillars of Illumin Mapping--Vision and Design--put structure around your brand by creating your business platform (services, targeted niche, etc.). Once your platform is identified, you are well positioned to develop corporate identity that reflects you and appeals to your target audience.

"Your logo, business stationery, website and packaging are all important components in your brand message; they are the vehicle to convey your brand," commented Tonia Misvaer, Director of the visual identity agency 3SL Creative. "The strongest, most effective visual identities are almost always created from a strong brand architecture. Without that structure to draw upon, it is like trying to decorate a room before the house is designed. Having a clear, brand strategy and vision before creating your visual identity not only saves time and money, it is in fact essential to creating an impactful identity."

Above All, Be Your Brand!

Brand dilution comes when there's lack of clarity about who you are, who you are targeting and what you stand for to your clients. It also comes from trying to be too much like the competition and not creating a presence that is unique and different.

A weak brand leaves prospects lukewarm and looking for alternatives. A strong brand may not appeal to everyone, but it will appeal to your ideal customer if you've done the exploratory work.

According to Misvaer, "The easiest way to define a "brand" is to identify what it isn't. A brand isn't your logo, website, packaging, business card, etc. A brand is that subjective, gut feeling a consumer or customer gets when thinking about your company. A good brand is invaluable."

Once you've developed a brand that you feel passionately about, "be" that brand.

By honoring your own brand through consistency, integrity and authenticity, it can prove to be one of your most powerful business assets.

The Alluring Asset: Sex Appeal

Wed, 09 Jun 2010 09:48:00 GMT

Leveraging Sex Appeal in Your Business

Sex appeal permeates every aspect of your business. It's conveyed in...

Your company branding
Your personal branding
Your energy
Your voice
Your conversations
Your office or home environment
...and more

Sex appeal is a beautiful combination of energy and sensuality. It is juicy and powerful and it is an asset that can be leveraged in any business regardless of your field or whether you run a multimillion dollar business or are a solopracticioner.

Embrace Your Sex Appeal

Sex appeal is an asset often ignored by women business owners because they feel they won't be taken seriously if they use it in their business.My recommendation is to think again!

Sex appeal can be subtle, elegant, sophisticated, fun, flirtatious, alluring, klutzy, silly, powerful and enticing. It does not have to be overt, raunchy or improper. Sex appeal can come from the tone of your voice, your signature perfume, or how you convey your passion about something you love. From the clothes you wear to the colors you paint your walls!
The goal of using sex appeal in your business is to help clients remember you, your company and your brand so they are inspired and excited about doing business with you.

Sex appeal is another form of energy and energy attracts.The key is to own it and leverage it so that it reinforces who and what you represent to your clients.

Sex Appeal is "Self Appeal"

Where does sex appeal come from? In my line of work I find that the more self-accepting a client is, the more she takes ownership of her power and assets, the more she lives her life passionately and in accordance with her desires and dreams, and the more she accepts her self-perceived flaws, the more sex appeal she exudes. Self love and acceptance makes women luminous. And that is sexy.

Sex appeal is "self-appeal," that is, being comfortable in your own skin while accepting the "flaws" that make you exquisitely beautiful.

Mixing Pleasure and Business

Being comfortable in your own skin means honoring your emotional and physical desires and your sensuality. Doing so empowers you.

According to Lori Sutherland, better known as Dame Lori, a pleasure and prosperity coach,
"When a woman embraces and practices self love and has ownership over her sensuality- that embodiment of power communicates a confidence that allows her company and her clients to be nurtured and encouraged through her being--she is a walking celebration of life for she has caused pleasure to prosperously permeate through her body on a cellular level."

Clinical psychologist, Judith Steinhart states, "Of course, sexual self-esteem impacts a woman's work and career. She feels empowered, capable, in charge, prepared, and willing to face the unknown, with confidence. Yes, sexual self esteem and business effectiveness are related. Sexual self esteem provides the WOW factor"!

I love Dame Lori's line, "When a woman can say 'I am thrilled to be in the same company as myself!'" you know she's probably got great sex appeal.

That's the kind of woman who attracts others into her life--and into her business. And that's good for the bottom line.

The Contagious Asset: Energy

Wed, 09 Jun 2010 10:04:00 GMT

Energy Inspires

Energy is contagious. Think about it. Don't you just love working with people who have a lot of energy? Isn't it worth your time and money to do business with someone who not only provides a solution to your needs, but does so with enthusiasm, inspiration, joy, excitement and confidence--even if it costs more?

Ensuring that you maintain high levels of energy inspires clients, colleagues, partners and employees. Others derive energy from your energy and this makes for good business.

Optimize Your Energy

Develop energy saving habits and leverage energy saving tools to optimize the "fuel" in your tank. One of the best ways to do this is to start each day with a plan. Eliminating the anxiety, overwhelm and stress that result from beginning each day from scratch depletes your energy reservoir. To do this...

Be purpose driven: Get clear about where you're going and why. Create a plan. Own it and share it with employees, partners and supporters so they can help you succeed.
Leverage available resources: This includes your corporate collective knowledge bank, best practices, technology, industry experts and those in your networking groups.
Refuel often: Schedule exercise, leisure and downtime into your week to recharge and allow space for creativity and problem solving to flourish. Reward accomplishments often.
Create routine or rituals: Eliminate chaos. Rewriting each day, reinventing the wheel and always "winging it" is draining. Routine optimizes energy resources.
Build capacity: Get out of your comfort zone. Set goals that grow capabilities and mental capacity. Go back to school, exercise 15 minutes longer, make a speech--stretch it!

Energy Thieves

Energy can be easily depleted or turn negative. What can be a powerful asset in your business can also have a negative impact on your business and your bottom line. Energy thieves include...

Poor eating habits
Environmental drains
Not being challenged
Negative, low achieving or non-supporting people
Living in chaos

For example, constantly working in a state of chaos or confusion depletes energy. According to Dr. Sharon Melnick, "How business owners 'pour their TEA' (Time, Energy and Attention) into their business can help determine their success." By identifying the biggest time wasters and energy drainers, entrepreneurs free up to several hours a week." These are hours that can be used for promoting their business, networking, refueling, leisure, ideation, capacity building, and more. (Read more at Chaos to Control).

Environmental Energy Flow

Environmental factors are also a cause of energy depletion. Business luminaries like Oprah, Trump and Tiger Woods and industry leaders like Coca-Cola and Proctor & Gamble leverage Feng Shui to harness energy in their businesses.

According to Feng Shui expert Ann Bingley Gallops of Open Spaces Feng Shui,"Your office or workspace is your place of power in relation to the world, where you manifest your purpose and achieve your livelihood. Feng Shui has the ability to detect where "chi", or life force energy, is stuck in your office or business, and identify specific aspects of it that could be working better. When the channels are opened up that allow chi to flow freely, it enhances your ability to achieve your goals -- and ultimately your bottom line."

Define Your Purpose. Harness Your Energy.

In The Power of Full Engagement, authors Loehr and Schwartz write about clients whose energy has been depleted by external demands and loss of personal purpose. Identifying the purpose of your business, how it aligns with your values and making a plan to fulfill that purpose, not only increases your energy, but expands it.

And, that makes for good business.

The Fleeting Asset: Time

Wed, 09 Jun 2010 10:13:00 GMT

Are you leveraging your time to create new products, build credibility, increase visibility and make more money? Or, are you spending time on necessary, but non-revenue related tasks?

In this new year, vow to optimize your time to grow your business and your visibility.

Outsource

To optimize your time, focus on doing only that which you alone are skilled to do. Outsource the rest. As a solo entrepreneur or small business owner, one of the best ways to do this is by hiring a virtual assistant or VA.

Sarah-Leah Gootnick, founder of Secretary in Israel helps entrepreneurs optimize their time. "We enable small business owners to spend their time on revenue generating activities (i.e. meeting with or marketing to new clients), as they outsource their administrative tasks to our college-educated, American virtual assistants," says Sarah-Leah. These activities include, but aren't limited to:

Appointment Scheduling
Billing
Blog Updating
Card Sending
Data Entry
Email Checking
E-Newsletter Sending
Gift Sending
Invoicing
Letters Mailing
LinkedIn & Facebook
Researching
Shopping Cart Updating
Handling To Do's
Transcription/Typing
Travel Plans Coordinating
Voicemail Checking
Web Site Updating
Writing and Editing

VAs also offer a wealth of time-saving resources to their clients. Sarah-Leah shares 3 here:

Sign up for a local or toll-free number such as RingCentral.com, Kall8 or Onebox.com. They offer a variety of features that can keep you working efficiently.
Have your voicemail transcribed.No need to waste time transcribing messages yourself and possibly missing info or losing time. Consider YouMail, PhoneTag or SpinVox.
Use an online To Do list. Remember the Milk integrates w/ your Gmail Calendar.

Simplify, Organize, Plan

The impact of how we use time isn't just immediate, it's eternal. The decisions you make today to do, or not do, something will impact your future forever.

In her new book, Secrets of Simplicity, Mary Carlomagno, author and founder of organization company Order. quotes Henry David Thoreau: "As if you could kill time without injuring eternity" in her beautiful book Secrets of Simplicity.

Mary notes: "Getting organized takes just minutes when you regularly schedule time for it. Planning ten to fifteen minutes at the beginning and end of each day for organizing yourself will give you time to tidy papers, wrap up projects, and the like. This process provides closure to the day and brings peace to the beginning of the next."

In her book, Mary also cites a unique Illumin exercise to gain clarity on how you can maximize the time in your life.

Start Managing Your Time Today

As CEO of your business It's important to remember that YOU need to take control of how you spend your time. Allowing other people to dictate how you spend your time enables them to achieve their goals, but doesn't help you achieve yours.

Create a plan to stay on track, eliminate confusion and procrastination to attain your goals.

Leveraging Your Greatest Asset: You

Thu, 10 Jun 2010 09:16:00 GMT

As a consultant to women in professional and service businesses, one of my primary objectives is to explore your greatest asset--YOU--because therein lies one of the big keys to your success.

This exploratory process reveals hidden assets (I call "gems") that can be used in your branding, marketing, product offering, bio, presentations, writing-and more! Your gems create uniqueness and contribute to your competitive advantage.

YOU are your company's greatest asset. Optimizing your tangible assets (like degrees, certifications) and intangible assets (like personality, style, and experiences) can set you apart from the competition and contribute to your business' success.

Assets that enhance your business and your brand include your:

Personality
Knowledge
Life experiences
Industry expertise
Philosophy or believes
Skills
Style
Accent
Talents
Passions
Degrees
Certifications
Creativity
Spirituality
Wisdom
Intuition
Opinion
Sex Appeal
You're a woman
How you relate to people
How you think

Get creative, look at trends, think out of the box to leverage your assets. For instance, think of...

Creativity not just in the artistic sense, but in how you solve problems, provide solutions or see opportunities where others don't.
Relationships not just as external, but internal such as spiritual connections and how this manifests itself in your business or with your clients.
Sex appeal as an opportunity to spice up what may typically be considered a bland market.
Leverage being a woman owned business. Many companies are now encouraged or required to hire minority and women-owned businesses.

Own them, flaunt them! Owning your gems can set you apart from the competition. Identifying and leveraging these gems can also make the difference between charging middle market prices, or premium prices.

Essentially, how you manage and leverage these assets to grow your business is as critical as how you manage your financials.

These gems are part of your competitive advantage. Not taking time to identify them can make the difference between simply owning a business or owning a business that is extraordinary.

What You Are Denying Could Be Your Greatest Asset

Thu, 10 Jun 2010 09:23:00 GMT

What Are You Denying?

Most of us have qualities or assets that we've hiding from or denying, perhaps for most of our lives.

Often, it's not until later in life, or when we're faced with a professional or personal challenge, that we see or acknowledge what we've been denying.

Frustration Leads to Revelation

A few years ago I confided in a lifelong girlfriend about some career frustrations. Being very process oriented and inquisitive about what motivates and drives people, I naturally wanted to understand the "why" of what I was tasked to do at work. This wasn't appreciated by my current boss. Also, I was always thinking of how we could do things on a bigger scale. That didn't go over well either.

My girlfriend totally called me out. She said, "Margaret, you're a curious thinker and you're a big thinker. You think about possibilities and see a bigger vision. Not everyone wants that."

The "Ah Ha!" Moment

That was my "ah ha!" moment. I knew she was right. I was a big, curious, visionary thinker. I like to know what makes people tick, what motivates them, why they make the decisions they make. It is so much a part of my make-up that there was no way I can suppress it, even if I tried. I knew then I had to be in a business where I could leverage those assets and where the people I worked with would appreciate them.

My business, Illumin, is founded on the very assets that weren't embraced in my former job.

Denial Leads to Low Self-Worth

Ignoring or denying our assets, skills, talents, experience, personality in our business leads to low self worth (including boredom, frustration, depression) and sense of purpose.

When we embrace our unique qualities and accept them as assets, rather than hurdles, we can create businesses or find careers that are more meaningful, and ultimately, successful.

Put Your Personality Into Your Business

Two women who do this beautifully are Judith Steinhart, EdD and Nina Kaufman, Esq. Both women use their natural appreciation of humor to help their respective clients deal with serious topics.

Judith Steinhart, EdD, nationally known health and sexuality educator and writer uses humor to ease clients into serious conversations, but she didn't always. "At first I thought I had to be absolutely deadpan with little affect to be taken seriously as a professional. Then I realized I could be more relaxed and take some risks with humor and I still am taken seriously as a professional."

For example, in a formal setting with a large audience, Judith will deliberately walk up to the microphone and, instead of tapping it before speaking, she'll look at audience members and say in a gentle voice, "Test. Test. Testicles." A humorous approach that helps reduce audience tension and creates a common bond.

For Nina Kaufman, Esq. award winning attorney, columnist, blogger and speaker of Ask The Business Lawyer it took believing in herself more and letting go of the need to be the "buttoned-up" stiff, lawyer. Once she did this, she could embrace her love of humor to create a business she loves. "Not until I stripped away the layers of fear and low self-esteem could I then embrace my love of humor as a vital and fun part of my business. Now, I'm enjoying my days and life more, and my clients enjoy the process more."

Be Bold. Be You.

It's likely that you're in a field that has thousands of competitors. How do you create a business and a brand that stands out from the rest?

Put your personality into your business. Take a risk, do something different. Be daring. Be bold. Be you.

After all, isn't that the whole point of being in your own business?

10 Easiest Ways to Grow Your Business: #10 S-T-R-E-T-C-H!

Mon, 14 Jun 2010 09:08:00 GMT

#10 S-t-r-e-t-c-h!

As entrepreneurs we have a choice. We can set small goals that will keep our business running as is or we can set transformative goals that allow us to stand out from the competition, give us greater visibility, expand our client reach and generate more money. All it takes is the desire to create a successful business and the willingness to stretch out of your comfort zone.

Below are a few suggestions on how you and your business can go from ordinary to extraordinary by stretching on a regular basis. Your destiny--your success--is waiting for you on the other side of discomfort, "the burn", and even the fear that comes from stretching.

Commit to Ongoing Self Discovery

Self-discovery can be uncomfortable or downright painful. Perhaps you aren't used to focusing on yourself, sharing your life stories, or revisiting the past. Yet it is through such exploration that you reveal who you really are, discover what motivates you, remember long forgotten passions, and unearth experiences and skills that would benefit your business.

I truly believe that self discovery helps build a strong foundation for business. Therein lay the gems of your business that reflect your core competencies, your unique product or service offering, your marketing and your USP--your unique selling proposition. Stretch and rediscover to fully understand what makes you tick so you can build a business that is juicy and exciting.

Focus On Business Transforming Activities

Stretch by taking transformative actions on a regular basis. Transformative actions:

generate greater visibility
generate more revenue
generate more interest in you or your company
position you as a thought or industry leader

Write your "To Do" list for the day or week then go through it with a highlighter. Highlight only those tasks that meet one or more of the criteria above. Work on no more than two business transformation activities a day. Multitasking doesn't make a great business. Focus does. Focus on activities that position you as the "guru" or your company as an industry leader or innovator.

Do Something That Scares the Hell Out of You. Repeat.

We all come up against things in our business that sends us running in the other direction. For me, it is public speaking. Despite this fear, I know that getting in front of groups to share what I know about business is exactly what I need to do to gain visibility and grow my client base. Consequently, I have signed up for Lizbeth Phelps' Inspired Leadership Training. When I'm finished with that challenge, I'll be on to my next one. What are you afraid of that you know will help grow your business? Commit to tackling it today! Once you have, go after another goal that scares you.

Nely Galan of gaLAn entertainment said it perfectly at the recent Make Mine a Million Conference in Newark, NJ, "I commit to growing everyday, by any means necessary." Nely's enormous success is living proof of her drive to stretch, learn and grow daily.

Set the Goal, Make the Plan,
Then Forget About the Outcome.

No one captures this better than Nike with their slogan, "Just Do It." Set the goal, and then start taking action towards it today. Now. You may not have all the answers on how to do something (launch a business, create a new program, land that big client, etc.) but unless you start to move in that direction, nothing is going to happen (Newton's first law). Stop ruminating over how you're going to do something, and just get started. Keep your eye on the goal, do periodic course checks and corrections and keep moving forward. Ask yourself regularly, "Is what I'm working right now taking me closer to my goal?"

Feel the Burn

If you're not feeling any discomfort, you're not pushing yourself. Much like running or exercising - you know you're pushing yourself when you move into the 'discomfort zone' - and that is when you make the most gains. Mohammad Ali said 'I run until it hurts - that is when I start to train". Push the envelope, stretch to be as big as you know you can be-feel the burn. Pushing through discomfort gives you the confidence to know you can take on bigger challenges in your business, and life.

What Do Guts Have to Do With It?

Owning a business takes courage. It means pushing through the status quo, leaving the "safety" of a corporate job and testing yourself--or your big idea--to see if you're up to the challenge. It means stretching to overcome failures, face success and move into the future that awaits you. It takes guts.

It takes guts to do self-discovery work and find out you are as brilliant as everyone says.
It takes guts to own what you're good at and build an amazing business.
It takes guts to make a prospect call because that client just may be interested.
It takes guts to introduce yourself to a new person at a networking event as he or she just may be your best client, future business partner or soul mate.
It takes guts to let go of past failures or pain and live into your future because you success or joy might be waiting for you there.
It takes guts to act without knowing the outcome because that means you're willing to let go of control and let the world conspire to help you.
It takes guts to think big, act big and look fear of success in the face.
It takes guts to ask for what you want or need because you just might get it. Then what?

Set Yourself Up

Stretch by making a public commitment to something big, even if you don't feel like you're ready for it. Pitch that "ideal" client, set a date for your seminar, launch your website even though it still needs "tweaking", start writing thoughts down even though you "have nothing yet to say", invite a prospective strategic partner or mentor to lunch. Get over thoughts such as "I'm not ready," I'm not big enough for them to be interested in me," or "This could be better". Make a public commitment to something that you must do to move your business forward. One of the success factors of Weight Watchers is the public commitments people make to losing weight. Do it today.

Act As If

Many years ago, I produced a very high profile fundraising event. I was scared to death as I had never done an event of this caliber before. Any mistakes would be highly visible since the event principals were very prominent--former President and Mrs. H. W. Bush, diplomats and corporate VIPs. The event was hugely successful and afterwards a colleague commented on how comfortable I appeared interacting with these VIPs. I cracked up and told her I was scared to death and terrified the whole time. She was shocked and asked how I did it. I said I didn't have a choice. I had chosen this challenge as an opportunity to grow and now I had to "act as if" I could do it,. I had to psych myself into that new role and had to reassure others that I was good at it-scared to death as I was. It's the, "Never let 'em see you sweat" approach and act as if everything was under control.

Below is a great quote that I have on my desk and in my bedroom. I invite you to cut it out and hang it in a place of visibility in your home or office. Act as if you can. Act as if you are. Act as if you already have...and you will.

"When its time, get moving. After you've reflected and meditated, waited, prayed, and reaffirmed, act. Act on your instincts. Act without delay. Send the letter. Make the call. Pack the box. Issue the invitation. Get on the play. Act already! Act with your own best interest at heart. Act in accordance with your most closely held values. Act mindfully. Act on behalf of the very young or the very old or the very needy. Now and then, act half your age. Act out in your own living room, act up in public. Strut around and act as if you own the joint.
Act like the woman you've always wanted to be-and don't be surprised when suddenly you are!" - Author Unknown

10 Easiest Ways to Grow Your Business: #9 Raise Your Prices

Mon, 14 Jun 2010 09:48:00 GMT

#9 Raise Your Prices

In my experience, and almost without exception, entrepreneurs I speak to or work with have under priced their services. One of the keys to raising prices is to feel confident about the expertise and value you deliver to your customer. This comes with uncovering, owning, leveraging and marketing your assets-experience, connections, expertise, education, training, resources, brand--so that you are set apart from the competition. It doesn't matter whether you're just starting out, or have been in business for several years, it's the quality of the product or service you deliver, not tenure in your business.

There are many ways to increase your pricing and most will elicit little, if any, major adverse reactions from the "right" customer. Below are just a few examples of those ways.

Own Your Value, Charge for Your Value

How you price your product or service is directly related to how you value yourself, your knowledge, your expertise and your contribution to your client.

As women, we often take for granted just how much we know. When I work with a client, I always uncover knowledge and expertise that the client has either dismissed as irrelevant, didn't realize she was using in her business, forgot she had, or thought of as "it's just what I do." Not leveraging or ignoring your assets-skills, experience, knowledge, education, training-is like throwing money out the window. The greater your inventory of assets, the more you can charge. But you need to uncover, acknowledge, own, leverage and market them to do so.

In addition to working with a consultant to identify your assets and value, tap into clients, vendors and partners. Ask them what they feel your greatest assets and skills are and what they most value about working with you. Leverage that in your marketing and your offering.

Raise Your Prices

Here are a five situations in which raising your prices is a no-brainer:

If you've never lost business because of your pricing. If this is the case for you, then it's time to raise your prices. Raise them to the point where you start to lose jobs. (Yes, you read that right!) As a business owner, your job isn't to provide a product or service to everyone who needs it. Your job is to offer a great product or service and sell it to those who can afford it so you can generate revenue, pay your bills, reinvest in your business, and create the life you want.
If you're a relatively new business and your sales are flat or diminishing anyway. If you're still new (or for that matter even if you're a couple years old), and you're not generating significant income, raise your prices. The odds are no one is going to notice anyway. If you're new and feel that's why your prices should be lower, you're wrong. What matters is the quality of product or service you offer, and your value to the customer, not the length of time you've been in business.
If you're in a crowded market and you're priced in the mid to lower end of the market. Let's say, for example, you're in coaching, accounting or financial services and your rates are highly competitive with similar businesses. Consider raising your prices to separate yourself from the pack. Don't you find that you're typically more interested in the provider who is higher priced? A universal truth in the psychology of pricing is price=perception. Higher rates=higher quality product or service.
If you repeatedly hear customers make comments like: "Wow, I didn't expect to get so much X (information, value, service, advice, work, etc.) for what I paid." Or, "You gave me so much more than what I expected." If clients are always telling you how much you give them (a.k.a., giving away), raise your prices. Believe me, if you're giving your clients that much value, they'll continue to buy your product or use your services.
If you're targeting corporate clients, but charging like a new or small business. Corporations have larger budgets for such services as executive coaching, sales or technology training, business consulting, or communications programs, for example. It's critical you charge accordingly. Lowball pricing can be a red flag causing the prospect to think your product/service can't be of much value. If you're playing in the big leagues, price for them.

Refine Your Offer

When I started out, my service offering was huge which, frankly, gave me a lot of anxiety (how was I going to provide all this and be good at it?).

By listening to clients, strategic partners, and friends much light was shed on what they experienced as my strengths and value. When someone mentioned that my process really empowered clients and quickly led them to a greater revenue generating position, I knew she was right and that this would be invaluable to the right customer. I wanted clients who knew time lost meant money lost, and that money wisely invested in their business would have a good return.

What came of that conversation is what I have today-a much more refined offer primarily focusing on service businesses. I also increased my hourly rate by 60% while increasing my client base.

Repackage Your Offer

Most businesses offer services that can be broken down into individual services or bundled to create a more enhanced offering. By breaking down an existing bundled product or service, you can charge higher prices for the individual components or services. Conversely, by bundling, you can create different levels of offerings such as a "Premium Package."

The value of offering packaging (consequently pricing) options is to appeal to a broader array of clients and their diverse needs and to cross- and up-sell your product or service. One client may be ready, willing and able to pay for the bundled platinum product today. Another client may not have the resources (time or money) to commit to a full packaged solution yet, but would like to get started by buying some of your product or service in a more incremental way.

Leverage Your Experience

Specialists who have advance training should be charging more for their expertise. Examples of this include MD, Ph.D., JD, MA/MS/MBA, and industry specialists. If you've trained under "the" guru in your industry or field of practice you should charge more for that experience and knowledge.

* * * * *

I love working on pricing with clients so I want to share a few other comments about pricing and fees. If you're an Illumin client, you'll know these have become mantras.

Never quote a price "on the spot."

This locks you into a number even if you clearly state that number you've given is "approximate". If you go back to the prospect with a higher quote after you've had an opportunity to scope the job, you will either have a disappointed prospect ("In our conversation you indicated it would be around $2,500 not $3,500!") or one who thinks you don't know what you're doing.

Don't Negotiate on Price.
Negotiate on the Deliverable.

If a client tells you the price is too high, ask them what their immediate needs are so you can accommodate the deliverable to those immediate needs. Scale the deliverable, not the price. You're not on sale.

Stop Giving Your Services Away.

As women, we are generous, caretakers, givers. This is often the very reason we're not making the kind of money we should or we go out of business so quickly. Our "reasons" are many: "they're a friend"; "its my husband's best friend's cousin"; "I do this in my sleep, it's no big deal"; "It doesn't take that much time"; "I'm not that busy anyway"; "I like giving back to X". Here's the deal. Your time is money. Your expertise is what makes you money. If you're always volunteering or giving your time and expertise away, you'll be out of business quickly. At the least, you won't be making much money. If you want to give back, pick one or two causes and charge everyone else.

You can always make a monetary donation after you've earned money. You cannot if you are out of business.

10 Easiest Ways to Grow Your Business: #8 Make Yourself Visible

Mon, 14 Jun 2010 09:43:00 GMT

#8 Make Yourself Visible

No matter how amazing you or your product or service offering is, your business cannot grow unless you create some visibility and buzz around it. This means showing the world that you exist, sharing your expertise, getting clients to talk about you, staying connected to your niche, leveraging relationships--and more.

To do this, you'll want to always be in front of clients--past, present and prospective. Consistency is key. Commit to at least one visibility activity a week. More if you can. Realize it takes time for people to get to know you, and to appreciate and value your expertise. Stay at it! Your efforts will pay off. Below are just a few ways you can show the world you have something amazing to offer.

Writing & Publishing Articles

In Strategy #3 of Illumin's 10 Easiest Ways to Grow Your Business I mentioned the power of writing. Share your expertise. Write articles that provide information that your clients can use such as guidelines, resources, links, best practices, templates or solutions to common industry problems.

In addition to distributing your articles to your client base through Constant Contact or similar email marketing software, submit them to article distribution sites such as Ezine Articles or Article Hub where they can be picked up and published by other websites, newsletters, trade or industry publications, and more. The key is to share your expertise and get your name out there.

If you need a little help getting started, tap into these two great resources. Instant Article Templates makes writing fun and easy, while guiding you to construct a clear message and relevant content. If you're not sure your headline has punch, try Headline Analyzer to gauge your headline's impact.

The beauty of writing articles is that they can be "reinvented" many times over. David Bernstein of Able Press puts it this way, "When you write an article, use it and reuse it -- serialize it on your blog, excerpt it in your newsletter, read it as a podcast -- reinvent it for different mediums, and for different client types. It's not necessary to write something new each time you need to provide a new piece of content."

Blogging

From a business perspective, blogging is a way to let others benefit from your expertise. It's also a way to create momentum in and around a project, group, product or cause. The way people generally find out about a blog is through links or word of mouth--blogging is very viral.

If you want to start your own blog, try SquareSpace or WordPress. For recommendations on how to write great blog copy, check out Copyblogger. This site is chock full of easy to read wisdom and resources. Should you wish to convert your blog to audio for podcasting, check out Talkr. It's free.

If you don't want to create your own blog, but prefer to contribute to someone else's, try to find one that targets your market niche. For instance, if you're passionate about organic, sustainable or "green" products consider blogging on Treehugger. To find a blog that targets your industry or interest, check out Technorati.

Joining Social Networking Groups

There are many social networking groups. Join those that your target market uses or that have mass appeal such as the larger sites like LinkedIn, Facebook, Ziggs or Digg. Social Media, based on the six degrees of separation theory, enhances your online presence, supplements your marketing, raises your visibility, and increases your prospective client reach--exponentially.

In addition to the many better known sites, consider your college alumni website or a site like Classmates.com. Don't forget about social networking sites that target your hobby or passions like JANERA.com if your passion is travel and social change, for example. If you're targeting a specific demographic, consider demographically focused networks like The Femme Network that connects women virtually through sites such as AdFemme, Marketing Femme, Femme Moms, to name a few, as well as through events.

Public Speaking

Public speaking is a very powerful way to share your industry expertise. Physically get in front of as many people as possible to talk about your business or share your knowledge. Consider volunteering to do this at professional or industry events, your local Chamber of Commerce, through your place of worship, or other places where people gather to work, learn or socialize. Consider conferences where subject matter experts give keynote speeches or run breakout sessions. If you can get paid for it, even better! Doing these types of events allow prospects to get to "know" you, get a taste of your style and expertise, and thus makes it easier for them to buy from you.

If you want to fine-tune your speaking or presentation skills tap into Larina Kase, PhD of PAS Coaching.

Hosting Workshops & Seminars

If you're trying to convey a large amount of information to customers, consider offering a workshop series or one day seminar. The value of doing them is multifold; 1.) greater ROI (return on investment) of your time, 2.) increased visibility; 3.) increased word of mouth, to name a few. One of the best ways to make a seminar or workshop successful is to fully engage the audience. Stay away from lecturing. Make seminars and workshops fun and interactive as participants retain more through actual engagement and on-site application. If you've been writing articles, consider creating workshops from that content. Don't overload the participant. Coming away with even 2-3 key nuggets of valuable information makes customers feel that their time and money were well spent.

If you're interested in learning how to lead great seminars and workshops, check out Lizbeth Phelps' Inspired Leadership Training.

Attending Networking Events

Leverage your memberships at professional associations as well as social or philanthropic organizations. You never know what someone may need or whom they may know. There are a plethora of organizations out there. The key is to find those that your prospective clients and strategic partners attend. Gotham City Networking is a fabulous resource that lists many of the most active networking groups in the New York City area. Also, check out MeetUp for entrepreneural or niche networking meetings in your region.

We've all attended events that we felt weren't the best use of our time. Choose carefully which ones you'll attend as you're spending valuable resources--your time and money. Make it a goal to leave each event with at least one valuable takeaway that you can follow up on. That could mean contacting a prospect(s), sending a thank you note to the host or a speaker on your stationary, or applying the wisdom or inspiration of a guest speaker to your business. All of which raises your visiblity that much more.

* * * * *

Be sure to diversity your activites. By gaining visibility in a variety of communities (online, newsletters and networking, for example), you reach a broader audience and larger prospect base resulting in even greater visibility.

Remember, stay at it, be consistent and diversify your activities. It will pay off!

10 Easiest Ways to Grow Your Business: #7 Identify Customer Motivators

Mon, 14 Jun 2010 09:59:00 GMT

#7 Identify Customer Motivators

My husband and I started looking around at cars almost a year ago knowing that our son's baby gear would soon overtake our 4-door sedan. The new car would really be for my son and me. Cars aren't of great importance to me, they're merely a "vehicle" to get me from point A to point B. However, since this would be "my" car and we were spending a lot of money, I was striving to get both what I wanted in the car--various features, as well as what I needed--space.

Through this process I observed how sales people worked with us and how identifying very critical information--customer motivation and the bottom line--was not addressed.

Find the Client's Trigger Points

Why is the client considering your product or service? Most buying is based on one or more of these emotions:

Pain - feeling of stuck or overwhelm, don't have answers, or know where to find them
Fear - of making a wrong decision, the unknown, being "found out", losing control
Pleasure - desire to feel good, to do good, to reward oneself or others

Clients may have one or more trigger points. The more trigger points you can identify, the greater your opportunity for a sale. For us, the purchase of a new car was addressing the pain of being in a car that was becoming cramped with baby gear and encroaching on our son's space which we felt was dangerous - fear.

Is the Purchase a Want or Need?

Appeal to both your customer's wants and needs to increase your rate of success. Often clients don't know what they need, but they know what they want. Customers often justify spending money, or spending more money, than they may have budgeted for, if they are emotionally (want) triggered, rather than intellectually (need) driven. Once you uncover what they want, you can show them how it can be applied to what they need.

Strive to get a clear understanding up front of what the motivation is behind your customer's want in purchasing your product or service. Ask questions to determine which emotion(s) is motivating the purchase. In our case, we already owned a car so it wasn't a need. We could have worked with the space limitations. Rather, it was a want driven by my husband's desire to drive to work. We both wanted our son in a safer car, and I wanted more leg room and storage space.

Offer Benefits, Not Features

Look at your marketing--websites, brochures, advertising and collateral. Are you offering benefits or features? Because most purchases are driven by emotion--pain, pleasure, fear and want--we are usually seeking an emotional salve. The more ways you can articulate benefits that meet these emotions, the greater the chance of a sale.

In our case, we wanted the benefits of an easy to clean interior, warm bums in winter, easy entry into our narrow garage, and legroom. The features that provided that were leather seats, heated seats, power fold side mirrors and more cubic inches interiorly.

Know Who the Real Client Is

Do you have a product or service that is intended to be used by one demographic, but is often purchased by another? Men's retailers are a great example. The product line is designed for men, but marketing will target women since wives and girlfriends often buy for their guys.

Find out who is the real client, or user, of your product or service. If you're selling services to corporate clients, should you be targeting the manager who is experiencing the day-to-day challenges of a problem or someone more senior who has the ability to approve the expense, or is responsible for the revenue for that division--or both?

During our car hunt, most salesmen addressed my husband regarding the car. What a mistake! Since the car would be "my" car, the decision of which car we bought would ultimately be mine.

What's the Bottom Line?

As customers, we all have a bottom line. It could be financially based (need), emotionally based (want)--or both. Your goal is to uncover your client's bottom line and provide solutions to meet that bottom line as painlessly as possible. In order to do that find out what the customer is willing to negotiate or compromise on in fulfilling their ultimate need or want? Where are they not willing to compromise? When the bottom line is met, customers often find rationale for spending more.

My husband and I had a set budget for our new car, yet we spent $5,000 more! We didn't get a car with leather seats, power side mirrors or heated seats. But we did get a car that was a lot more spacious. We passed on the other features. Why? Because we wanted the benefit of more interior room. More space was our bottom line.

Getting to the Bottom Line

Ask probing, open ended questions. Also, don't be shy about asking the client what is their bottom line. Is it emotionally driven (pain, pleasure, fear)? Is it a want or a need, or both? Is it financially driven?
Listen to what is being said, and not said. Listen for intonations that express joy, anxiety, frustration, excitement, enthusiasm and hope.
Watch facial expressions and body language. They are key indicators of what is resonating for the client or not.
Do prospect and client surveys to elicit wants and needs in a non-confrontational or anonymous way.
Run focus groups that are fun and engaging to elicit direct feedback on client's desires and wants, on where clients would negotiate on your product, or not.

10 Easiest Ways to Grow Your Business: #6 Find Strategic Partners

Mon, 14 Jun 2010 10:09:00 GMT

#6 Find Strategic Partners

You've honed in on your market niche and you're feeling great about it. That's half the battle in starting and evolving a business. Now that you're feeling confident about your offer and excited about marketing and selling your product or service what are you going to do to raise your visibility and reach more prospective clients?

Remember what was written in 10 Easiest Ways #2 about the role of CEOs? As the CEO of your business your job is to, among other things, develop business relationships that will enhance your core offering, raise your visibility, and impact your bottom line. You will be leveraging these relationships for their audience reach, their reputation and their particular offering. That's where Strategic Partners come into play.

Strategic Partners...

Expand your business' visibility
Expose prospects in other markets to your offering
Provide cross marketing opportunities
Provide cost sharing in promotional or marketing activities
Provide complementary products/services
Generate revenue through affiliate or referral programs
Serve as oft needed resources for your clients

Where to Find Strategic Partners

Competitors

Competitors need not be adversaries. There are many ways "competitors" can work together for the greater benefit of both parties. Ask probing questions to clarify a competitor's product offering or niche. You may find that you share a product, but not a market segment or share a market segment, but offer complementary products.

A few months ago I met a wonderful woman who does business coaching, Maren Perry of Accomplishment Coaching. Though seemingly overlapping businesses, I probed further and discovered that Maren has a background in the arts (dance and theater) while my background is business and nonprofit. Moreover, Maren offers coaching; I offer consulting--there are subtle yet important differences. I knew right away that Maren might be a better resource for some prospects that come to me with an arts background. This was an opportunity to create a referral relationship and provide a solution to clients who may be better served by the other's expertise.

Complimentary Businesses

They're all around! Who is in your world that offers a product or service that compliments what you do. A great example of this is Ladies Who Launch an organization that provides workshops and networking to support women in realizing their dream businesses. Participants who complete the Ladies Who Launch incubator program are so pumped up by the experience, they are ready to take the next steps to design or expand their businesses. Because I help women entrepreneurs design their business platform and strategies, Illumin is the natural next step for incubator graduates. In fact, I have worked with both workshop leaders, and participants of this wonderful organization.

Your Clients

I feel very fortunate being able to work with truly amazing and smart women. In addition to the joy I get from working with these women, I am so impressed by their talent, expertise and offering that I have used their services to help build my business and expand my client reach. Such a relationship leads to us supporting and promoting one another's businesses. When designing the Illumin Accelerator Workshop I tapped into Illumin client Beth Turano of Chrysalis Training. Beth's expertise is in delivering training programs that are both fun and provided impact. Her input was invaluable.

Your Vendors

What suppliers or vendors are you using with whom you have, or want to have, a great relationship? If your vendor is working with you, it is likely they are working with other clients like you who may be targeting similar customers. Speak to your vendors-your printer, website or graphic designer, lawyer, accountant, copy writers or other people you work with to do co-marketing or mention you to their clients through their newsletters to raise your visibility. Ask if you can put a flyer or postcard in their shop, or your logo or a link on their website. MaryJo DeFranco, graphic designer and owner of a Signal Graphics store graciously displays Illumin business cards on her counter.

Your Business Consultant or Coach

If you are working with a business consultant like Illumin or a coach, consider asking her if she has interest in a strategic partnership with you. Even if you are a consultant or coach yourself, recommending someone who may have more expertise in a particular area will be appreciated by your client. After having personally worked with my marketing coach, Dr. Larina Kase, I knew that she would be an excellent resource for Illumin clients seeking advice on public speaking, writing, publishing and gaining visibility.

Your Industry

Go to industry events, conferences, networking events, support groups, conventions, etc. with the intention of finding more than customers. Seek out people who may be interested in partnering with you. The industry events I attend focus on the areas of empowering women, women business owners, business in general, marketing and networking. These events provide a plethora of potential strategic partners as well as prospective clients.

* * * * *

Opportunities to raise your visibility, build referral relationships, and leverage other's expertise or niche offering is all around. Be open to them; ask other business owners if they would be interested in discussing strategies that could be mutually beneficial.

You'll soon see how developing strategic partnerships and leveraging relationships can help you expand your network and take your business to a whole new level.

10 Easiest Ways to Grow Your Business: #5 Define Your Niche

Mon, 14 Jun 2010 10:24:00 GMT

#5 Define Your Niche

Defining your niche creates opportunity. Niche does not mean small, it means serving an underserved market. As you can see with the Illumin clients mentioned below, niche businesses can have a broad appeal to multiple client sectors. Being a niche provider can position you as "the" expert in your field resulting in greater customer appeal, increased visibility and higher pricing.

Trying to find or define your niche? Below are a few questions to help you hone in on your potential niche market.

What Keeps Recurring?

Are your clients repeat purchasers for the same one, or few, products or services? That could be the key to your niche. For example, if you offer coaching to corporate executives from a variety of industries and your background is in retail/wholesale, you may find that you attract most of your clients from that industry. That's your strength. That's your niche! Consider letting go of working with executives in other industries so you can focus on becoming "the" expert in that one industry. This also helps you in streamlining your resources and networking efforts, and it creates a stronger referral community for your services.

What Are the Wants, Needs or Desires of the People Around You?

The great news is that you are probably already connected to a community that could be your niche market. Where do you spend your leisure time? Who are the people you associate with? What are your industry, organization, or club memberships? Where do you volunteer? What people or communities are you already involved in that would be interested in your specific offering? The saying "start where you stand" applies. Look at where you are and the needs in those communities. They could be the answer to defining your niche.

For example, as a physician, Dr. Delia Chiaramonte saw first hand the need for unbiased medical support for patients who were confronted with major medical decisions. As a result, she founded Insight Medical Consultants offering professional consulting and advocacy in such areas as cancer or aging parent care. She has become "the" go-to expert for patients and their families seeking outside expert medical advice, guidance and support.

What Do Your Customers Really Want, Need or Desire?

If you have a good relationship with your customers, speak with them directly. Ask them what they love about doing business with you. Is it the product, the atmosphere, the resources, the attention? What want, need or desire are you fulfilling that the competition isn't? It could be a particular service, the way you make customers feel, the environment you create, your easy going nature, the way you empower your customers, or your unique approach to solving client problems.

As the founder of The Leisure Link, Alison Link, Ph.D., helps individuals overcome challenges during times of transition, in the day-to-day of the workplace, communities, prisons systems, educational institutions and more, One of only a handful of people who do this today, Alison is fast becoming "the" guru on the impact of leisure--or lack thereof--in today's society.

Where Do You Spend Most of Your Time?

Don't be surprised if you find yourself spending more and more time on a particular product or service in your business. Like water flowing down a mountain you, too, will wind up focusing on the path of least resistance in your business. More often than not, this will be what you do best and love to do most. It will be the area that gives you the greatest joy, where you work most authentically and most powerfully.

* * * * *

A clearly targeted niche will make your sales and marketing efforts more impactful. Your newsletters, collateral, media, website, speeches, advertising, workshops, seminars, press releases, etc. can be based on providing information and solutions to your target niche's needs. Your weekly writing about client experiences, requests or comments will help you gain even more clarity on the unique needs of your customer and the solutions you can provide them.

Building any business is an ongoing and evolutionary process. Embrace defining and refining your market niche as part of that ongoing process.

Be open to the change that could set you apart from the competition.

10 Easiest Ways to Grow Your Business: #4 Do What You Do Best

Mon, 14 Jun 2010 17:24:00 GMT

#4 Focus On What You Do Best

Focusing on what you do best, aligning your passion and your values with your goals, and working authentically results in a business that will continue to be inspiring for you and alluring to your clients. By doing so, you exude natural positive energy and exhibit greater confidence--compelling attributes that will have clients coming back for more. Who doesn't want to be around someone with great energy and great self-confidence?

Three Questions to Clarity

Answering three important questions and finding the common thread among them will result in a business you love and will keep you naturally focused. It will highlight your uniqueness and help set you apart as an expert enabling you to charge more for your product or service.

What do I do best?
What do I love doing?
What are my gifts?
= Your Business

What Do I Do Best?

Whether you've been in business for a few years, or are just starting out, one key to success is to keep doing and developing what you are already good at, what you have a natural aptitude for. Just like the musician who focuses her practice on a specific instrument each day, you will want to focus your practice on refining your specific skill or product.

If you're not quite sure what you do best, here are some questions that will help you gain clarity:

What skills do I repeatedly use?
What environments do I most enjoy being in?
What tasks or projects give me the most satisfaction?
What skills do people often compliment me on?
What am I repeatedly asked to do because I'm so good at it?

The next step is to combine what you do best to create your unique business. Illumin client, Marie-Claude Stockl, has created a business based on skills as a world renowned communications expert and avid equestrian. Her company, The Horse Institute, offers corporate communication programs that have profound results using horses as the medium.

What Do I Love Doing?

Whether you've been in business for a couple years, or are just starting out, the key to having a successful business is to base it upon what you love doing-- naturally. Not doing so results in the feeling of "pushing uphill," loss of inspiration, motivation and creativity.

Identify three activities that give you the most joy and fulfillment. Activities where you become oblivious to time, engrossed in the moment, and are in a true state of flow. Maybe its dancing, reading, working in your garden, traveling, meeting new people, photography, writing or volunteering.

Take Janera Soerel of JANERA.com. This unique and brilliant business targeting global nomads marries her three loves: travel, hosting fabulous events, and being around interesting people.

What Are My Gifts?

What else about you makes you so uniquely you? What characteristics would your co-workers, spouse, friends or family say is "so you." What comes naturally and intuitively to you? Perhaps you're great with children, you're always ready to seize an opportunity, you're an adventurer, or your highly intuitive.

Illumin Strategic Partner, Kathy Davison, PhD, founder of Tonic Capital leverages amazing intuition and an ability to analyze situations quickly to help businesses and their leaders release blockages.

What are your top three gifts?

Hopefully, by answering these questions you'll be able to see the amazing possibilities for a business that is uniquely yours.

10 Easiest Ways to Grow Your Business: #3 Write

Mon, 14 Jun 2010 17:23:00 GMT

#3 Write...then write some more!

For some, writing comes naturally, for other's it's more of a challenge. When it comes to writing for your business, the most important thing is to simply get your thoughts on paper and to realize that you don't have to be a great writer to reap the enormous benefits that result from doing so. As an entrepreneur writing is critical to your business' success. Writing plants the seeds for new products or services, marketing, defining your niche, refining your offer and discovering your real value in the market. Writing is an important component to building a great business.

Writing releases energy and promotes creativity. It reveals hidden knowledge and talents, gets to the root of what inspires you, allows your real identity to emerge, and unearths sabotaging behavior. By writing regularly, without self-censorship, your greatest desires and goals will emerge. Writing presents answers, reveals truths, and uncovers passions.

Writing frees up valuable brain space to allow new ideas to germinate. It is the perfect remedy for "mental constipation", that overwhelming feeling that you can't fit one more thing into your brain and that nothing of substance is coming out. Getting everything out of your head and onto paper allows for creativity, ideation and problem solving--all critical to running your business.

Whether you write for an hour, several minutes or take a moment to simply jot down a phrase or word, the point is--write. The paper or computer serves as a safe repository to bank your thoughts, your "ah ha!" moments, your bursts of inspiration, your amazing ideas. You will tap into this repository often, so fill it regularly with your writing. Carry a little journal or spiral notebook with you everywhere. Don't worry about finding your "voice". As you write, it will emerge naturally. Don't worry about organizing your thoughts. They won't be truly clear until you get them on paper. Through writing, your thoughts become actionable and marketable. Until then, they are simply thoughts.

When you write, consider letting go of any perceived limitations (money, time, resources, knowledge). Write abut possibilities. Think about "what if." Think about what "could be." Think about how something could make you feel. If you are up against a hurdle, write about it, then make up the solution. This trains your mind to start focusing on solutions instead of hurdles, on moving out of "stuck," into action, and on to success.

As you write, include everyday business, client, vendor, or partner experiences. Write about patterns you see in your customers' needs or your industry. Write about why you know you're better than the competition. Write about everything you know in your business. You will discover just how much knowledge you truly have. The brilliant gems of knowledge that you take for granted may become future products or services or can be turned into marketing products such as articles, e-books, newsletters, e-cards, workshops, seminars, e-courses, teleseminars, speeches, client presentations, white papers, videos, industry tips, and more. Clients will pay for your knowledge. Write about it. Own it. Leverage it.

Take five minutes now and write about something you do really well.

"You never know what you will learn till you start writing. Then you discover truths you never knew existed."
~Anita Brookner

10 Easiest Ways to Grow Your Business: #2 Letting Go

Mon, 14 Jun 2010 17:45:00 GMT

#2 Let Go!

As a woman business owner you are amazing! You have the power to do ten things at a time and are often very proud of that, but as the head of your business, being a superwoman, doing it all yourself, can be counterproductive and is not the wisest use of your time. As the CEO, president, owner of your business, your primary role is to:

Strategize the growth of your business
Build your brand and be the "face" of your business
Create or develop new products and/or services
Get funding or investments

What can you let go of to grow your business?

Your time, your energy, and your money are your greatest resources. How do you know if your using them wisely? What can you let go of, outsource, or eliminate altogether so that these resources are optimized?

The first step towards letting go is to track where your time and energy are being spent. Track your activities for a day or two, or a week to get a realistic look at where you're spending your time. Be sure to write it down. Then, for each activity, ask yourself the following question:

Is what I am doing right now going to positively impact my business' bottom line, or give me or my business greater credibility and visibility?
Can someone else do what I'm doing better, faster, or more efficiently than me?
Am I spending time on this task because I'm procrastinating on doing something else?
Where could I better spend my energy if I let go and gave this task to someone else?
Am I hanging onto a process, product, service or employee that is no longer benefiting my company?
What benefits or payoffs from not letting go of this am I getting?

A great way to put this into perspective is to look at CEOs of larger businesses. They aren't in that role because they can perform every function in their company. They are in that role to lead the company to greater success through developing strategy, being the face of the business, creating strategic partnerships, and ensuring the company develops products and services that will impact the bottom line and ensure growth.

Some reasons we don't let go:

Perfectionism. It's important to remember that nothing is ever perfect. Perfection is subjective. Your idea of perfect may not be your customers, so don't lose an opportunity or time pursuing it.
Procrastination. Can be the result of fear of the unknown, fear of success, not knowing how to do something, feeling overwhelmed, not knowing where to start.
Enjoying the task. You are very good at or enjoy the task, but your time can be better spent elsewhere.
Not trusting others with the task.There comes a time when you need to allow others to do the work so you can focus on other critical tasks.
Needing to have all the answers first before launching. We are reluctant to let go and launch a product, program or business until we feel we've resolved any potential issues first.

Don't be so invested in your business that you won't "let go" of that which is not working. It will only cost you in the end.

Building and running a business is an evolutionary process. Be prepared to let go of, or modify, an offer, process or product that isn't working or is no longer a core product of your business. Particularly in the early stages of your business (the first three years), it's important to pay close attention to what is working--or not, what's making money--or not, what's resonating with clients--or not. Let go of that which "is not."

Holding on too tightly, needing to "do it all" limits your success--in business and in life.

I'm a believer in the power of "putting it out there" to the universe and allowing the world--and others--to "conspire to help me." Letting go of needing to know it all, do it all, have it all frees up spiritual, emotional and mental space that allows the new to come in. New ideas, resources, business, friends, partners, and opportunities.

Kelley Black of Balancing the Executive Life puts it this way, "Open your heart and live in alignment with the Universal energy of service and abundance. By doing so, you will enable the grace and flow of the Universe to guide you to achieve much more for your business and life than you could have ever imagined."

What are you going to let go of today?

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Mon, 14 Jun 2010 17:52:00 GMT

#1 ASK: It isn't personal, it's business!

As a woman entrepreneur or small business owner you know the anxiety and overwhelm that accompanies starting or growing your business. Over the next two weeks, I'll share with you how you can take your business to the next level by simply shifting the way you think about and run your business.

These are easy-to-adopt changes that don't require spending tons of money. Rather, they focus on simple actions that can eliminate unnecessary pain and free up valuable resources like your time, energy or money.

Asking for what you need in order to grow your business is one of the best ways to fast track to success. For many of us, however, this is often the very thing that we avoid doing, even though it is critical to your business development-and your sanity. As the owner, CEO, and chief strategist of your business, it is your job to request the necessary help that can propel your business to the next level. Asking is one of the most valuable and necessary acts you can practice. In fact, it is so critical to the success of any business that it is a cornerstone of the llumin Accelerator Workshop.

Asking for help can come in many forms. It can be asking your spouse, partner, or kids to pitch in on housework so your time is freed up to make important phone calls, do some writing, or attend a networking event. It can be asking colleagues friends, mentors, advisors or family members to mention an upcoming workshop, new product, or speaking engagement to those in their circles. It can be asking industry associates for advice on a best practice or a vendor recommendation. It can be asking clients through questionnaires about what they most like about your product or service to gain testimonials or refine your offering or marketing. People want to help. Allow them to give you that gift.

Women are particularly reluctant to ask for help or advice. We don't want to impose, appear weak, inexperienced, or ignorant. Yet, most people are more than happy to accommodate such requests.

Asking for advice or help is one of the sincerest forms of flattery and indicates that the person being asked is valued for his or her experience or expertise.