Is that a Problem Holding You Back, or is it Fear?

Several years ago, I was listening to a webinar about ways to achieve success in all areas of  life and I wrote down the following statement:

“Change can only happen when dissatisfaction with your current situation becomes greater than your fear.  Until then, you’re stuck.”  At the time, I wrote it down and kept on writing because it was a pretty good speaker and he had lots of motivational tidbits that I was hoping would help me figure out how to get my life on track and achieve more business success.

Don't let Fear Hold You Back

A couple days later, I went through my notes and that quote jumped off the page at me.  I read it, and re-read it.  And honestly, it kinda made me mad.  When I read it, I thought it meant that I needed to get even more dissatisfied than I currently was and frankly, that was so defeating.  I mean, really, at the time I couldn’t imagine getting any more dissatisfied.

But then I saw my problem.  To this day, I can almost remember the actual shock that ran through my body when I got it.  Do you see it?  Look at that quote backward:  if you’re stuck, then your FEAR is greater than your dissatisfaction.  Whoa!  That was something totally different and something I had not even considered.  I was going about it all wrong.  I was focused on my dissatisfaction, when what I needed to focus on was my fear.

It was a fear issue.

Quite by accident, I had discovered one of the most fundamental steps in solving any problem.  You have to actually name or identify the real problem.  The real problem wasn’t my dissatisfaction, all the things that were wrong, all the obstacles in my way.  For months, I had been trying to fix symptoms, thinking that was going to solve the situation and the problem would go away.  No wonder I wasn’t getting anywhere.  What I really needed to do was to figure out what I was afraid of and address the fear.

What about you?  If you are feeling stuck and not achieving what you want, take a good look at what is happening around you.  Maybe, like me, you aren’t addressing the real problem.  Maybe you need to take a moment to step back and really look at yourself.  Could it be that you are afraid of the next step?

I have discovered that fear often comes in one of three varieties:  1) the fear of failure; 2) the fear of the unknown; and 3) the fear of success.  Which one is holding you back?

The best way to overcome the fear of failure is to divide the task, whatever it is, into baby steps and master each one.  As you progress, your confidence grows and your fear of failure diminishes.  It may never go away completely, but you’ll develop new skills and ways to overcome the fear so that it does not stop you.

The best way to overcome the fear of the unknown is to study, do your research, and talk to others who have done it.  Depending on what it is, often you can participate in a mock experience so it’s no longer unknown.  The fear of the unknown is always a fear born out of your imagination.  It can be powerful, but it can be reduced so that it does not block you from achieving your dreams.

That leaves the fear of success.  That one is tough.  That one can only be defeated by what’s inside of you.  It takes digging deep, pulling out all those blocks and obstacles in your psyche.  But if this is the fear that is holding you back, once you dig it up and throw it away, then the sky’s the limit.

Here’s to living a life without limiting fears,

Trina

Success While Being a Career Gypsy

My friend and I were reflecting yesterday on how many women we knew had made major career shifts more than once in their lives.  As many of my readers and friends know, I haveve been a journalist, a political aide, an assistant editor, a marketing and operations manager, an attorney, a business and marketing consultant, a salesperson, a professional copywriter, blogger and freelance writer, a Mary Kay representative, a published author and speaker, and even a major women’s event planner. My friend has had a similarly broad, wide-ranging, non-linear work life.  We have been “career gypsies.”  We got to talking about whether or not our frequent zigs then zags has hampered or enhanced our overall success.

What is a career, exactly?  According to the dictionary, a career is the “pursuit of consecutive progressive achievement in a chosen field” or “a profession in which ones trains or is undertaken as a permanent calling.”  Yep, I’ve had about a half-dozen of those.

So Can Career Gypsies Be Successful?

Our culture seems to both embrace and criticize the choice to be a career gypsy.  There is a lot of lip service given to the idea that women should “choose” a career path and stick to it.  It makes it easier to categorize people.  She’s an accountant.  She’s a stay-at-home mom.  She’s a waitress.  Those definitions bring with them certain expectations and assumptions.

But the reality is that very few women do it.  Just for fun, I mentally went through a list of 20 of my women friends and realized that only one or two of them have actually followed a prescribed career path.  The vast majority have taken sharp left turns at various times in their work life. Yet I could think of at least 10 or more of my male friends who have chosen a path and stuck to it for years.  Why the difference?

Being a career gypsy comes naturally to many women, I think.  Some of it may have to do with wanting to arrange their work life around family.  As family needs change over the years, so does the woman’s work needs.  Making work “fit” around marriage and toddlers and sports and piano lessons and church and grandmas requires some flexibility.  Let’s face it: often it’s the woman who has to learn some pretty fancy tap-dancing to keep all cylinders of the family engine running smoothly.  Being “in transition” for many women is a permanent state.

Career gypsies like me and my friend find it hard to describe what we “do” for a living. We still haven’t decided what we want to be when we grow up and we just keep searching.  For us, life is a journey and work is just a small part of who we are.  We keep expanding our knowledge and experience base because we see opportunity everywhere we look.  We haven’t defined ourselves by our jobs or careers, we’ve defined ourselves by our hearts and our passions.

We both concluded that we were definitely a success when it came to being a woman or a human being, but both of us could see where we probably took some missteps on the road to financial security.  Thank goodness neither of us use wealth as our measure of success.

For women who can embrace their career gypsy ways, the world is a great big playground, full of fun and interesting things to try.  Do I think I could have been more financially successful if I had stuck with my first career?  I don’t know.  Maybe.  I would have truly been an “expert” by now.  But I know I would be a completely different woman than I am today and since I like who I have become, I have to say I made the right choices for me.

So if you’re a career gypsy like me and my friends, I say take a bow and then dance across the living room.  What you “do” for a living doesn’t really matter in the long run.  What matters is that you’ve enjoyed the journey.  And if you’ve helped others on the way, then you are way ahead of the game in my book.

Here’s to your success,

 Trina

P.S.  But if perchance you are looking for a new adventure, check out what I’m doing these days.  Click here.

The Bad Small Business Referral

I believe having a thriving referral system is hands-down one of the best ways for a small business to grow.  As the Bob Burg book says, “Go-Givers Get More.”  And I believe it’s true.  I believe every small business owner should actively promote other small businesses and the more you help others, the more others will help you.  A “rising tide raises all ships” kind of thing.

But sometimes, the referral process can go terribly wrong. 

I met with a new client last week.  I’ll call him Joe at Company A.  In our discussion of why he needed to bring in a business consultant, we talked about how he had been missing deadlines, he had over-promised and under-delivered on several projects, and had actually not been able to complete some work he had promised to do.  He was floundering.

At some point in the conversation, because I am all about referrals, I asked if he knew anyone who could help me with X project.  He immediately said, “Oh, you’ve got to call Jim at Company B.  They are the best.  Here, let me give you Jim’s card.  Tell him I sent you.”  He whipped out Jim’s card from his business card book.

So I sent Jim an email, introducing myself and saying that Joe at Company A referred me.  I gave him a pretty thorough description of what I was looking for and asked if he could do the work within a certain timeframe.

Within 10 minutes of sending the email (which was at 7:00 a.m.) my phone rang.  It was Jim.  Now, I’ll be honest, I took his immediate response as being a sign that he wanted my business.  Wrong.  What he wanted to do was bash Joe at Company A.  Jim spent 3 minutes telling me about how badly Joe had handled a previous project and then 4 minutes trying to convince me that I should have nothing to do with Joe and Company A and proceeded to give me the names of 4 or 5 of Joe’s competitors and encouraged me to work with them.

Jim didn’t ask about my business and my needs.  He never really got that I was a consultant and not a customer of Company A.  He wasn’t grateful in the least that Joe had referred me, a potential new customer with connections to dozens of other new customers, to his company.  At the end of 7 minutes, I had to stop him.  I simply said, “Well, apparently your bad experience with Joe would taint any project you and I would do together, so I thank you for the phone call, but I don’t think you really want my business” and ended the conversation.

That was 7 minutes of my life I will never get back.  I have rarely seen such a poor, disconnected business relationship in action.  The whole scenario left me wondering if I wanted to work with either of these companies.

So for what it’s worth, here are some lessons I think all of my small business readers should review:

1)       I would not recommend that you refer business to companies with whom you have had bad dealings.   In this case, if Joe knew that his relationship with Company B was poor, but knew that Company B provided good services, he could have told me not to use his name.

2)      Try to be aware of your business reputation.  I don’t know if Joe is just blissfully unaware of Jim’s feelings or if he thinks that referring people to him is a way to get back in his good graces.  If there are companies out there that you have done wrong, reach out and try to repair the relationships so they are not out trashing you.

3)       Be grateful when potential customers call you and offer to use your services, regardless of how they came to know about your service.  A referral job is typically not an extension of the referrer.

4)      You do not help your own reputation nor grow your own business by bashing other companies.  After my experience with Jim and Company B, I would not do business with him.  I mean, heaven forbid something went wrong with our project.  Would he talk like that about my company?

I try to impress on my clients that they need to treat referrals like gold, because once someone refers business to them and you do the right thing, they are going to try to send  you more business.  Pulling in your personal problems with the referrer is unprofessional and uncalled for.  For the sake of your business, don’t do it.

Here’s to your Success,

Trina

 

 

Don’t be a Chester — Go for your Full Potential

I was chatting with a young woman who claims she hates her job and want to change.  Maybe she’s interested in starting her own small business.  She is working for a low hourly rate, doing hard physical work.  It’s a long commute, her co-workers are mean, and her boss is unreasonable.  She has no benefits, no hope for advancement.  And now her boss is asking her to only work 4 days a week, essentially a 20% reduction in pay that wasn’t enough to begin with.  She told me of several offers she had received from different people to do different kinds of work.  She could rattle off the negatives with every opportunity she had been presented.  “So,” I asked her, “what sort of work would you like to do?”

“Well,” she replied, “I wouldn’t mind having the same job, just closer to home.”

Say what?  Right then and there, I realized I was sitting beside a Chester.

Do you know the story of Chester?  There are many variations and the origins are unknown, but the one I like best goes like this:  A naturalist stumbled upon a old farm and observed a large flock of chickens pecking the ground, scratching for food.  In the midst of the flock was a beautiful, majestic eagle, pecking and scratching right along with them.  The naturalist asked the farmer about the eagle. 

The farmer shrugged and said, “Well, that’s Chester.  He showed up one day when he was a young eaglet and just started hanging around with the flock.  He thinks he’s a chicken.”  The naturalist asked if he could experiment with Chester.  The farmer said okay.

So the next day, the naturalist went to the farm and coaxed Chester onto his arm.  He tried to launch the eagle the way falconers release their birds.  The eagle looked at the man, hopped off his arm onto the ground and then hopped back to the flock.  The naturalist tried again the next day and the next day, and then the next.  He took the eagle to the very top of the barn and threw the eagle into the air.  Chester spread his wings, glided down to earth, and then hopped back to his flock.

The next day the naturalist packed Chester into a crate and drove far into the mountains.  There were dozens of eagles soaring and dipping and hunting.  At first Chester ignored them, looking at the ground, looking around for his chicken friends.  But then an eagle let out a cry. Chester looked up.  He watched and observed.  But when the naturalist tried to launch him into flight, he just hopped to the ground and starting pecking and scratching.  The naturalist took Chester to the mountains to see the eagles again the next day, and then the next, and then the next.  Each day, Chester was more and more interested in the eagles and less and less interested in pecking and scratching.  Finally, an eagle soared directly overhead and called.  Chester looked up, stretched his wings, jumped and took flight.  He followed his new friend onto the wind, dipping and soaring.  The naturalist watched as Chester became what he really was, a king of birds.

Are you a Chester?  Are you living the life your flock expects, or are you living at your fullest potential?  What if that naturalist had never found that old farm?  Chester may very well have died without ever knowing what it felt like to soar on the wind (which is the ending in many variations of this story).  Chester didn’t know about the potential of the world, all he could see was the barnyard.  It took someone, or something, to change his view.  He needed someone who knew more about the world than he did and believed in his potential.  For you, it could be a book or a movie or a conference or a coach.  Notice that it wasn’t his chicken friends encouraging him to seek his potential.  Do you think some of the chickens knew he was different?  I bet they did.  But even changing his world view wasn’t enough to make him change.  He had to actually see other eagles in action.  In order to live your potential, you need to surround yourself with others who are doing what you want to do.  You need to observe success.  Then you’ll find the potential inside yourself and have the confidence to soar.

So, don’t be a Chester.  If you think there is more to you than others see, take action.  Discover your true potential.  Find someone to help you, like a coach. Find successful people to model.  You just might find that you are actually meant for success far beyond your current dreams.

If you want to break free, but need a guide, I’d be glad to help. Reach out to me at Trina@SuccessPointConsulting.com

Here’s to your success,

Trina

 

 

 

How to Get Clear and Lose the Fear With your Small Business Start-Up

I recently read an article in Forbes that said that the small business start-up  is the next big thing, especially for women.  To that, I have to say “Amen.”  I have long held the opinion that everyone should own their own small business.

But my experience in working with small business owners as they start-up or expand their business is that it takes a little thing called Courage to actually start a business.  Being an Entrepreneur isn’t always easy.

So many people are stuck in 9-to-5 jobs that they hate.  They aren’t fulfilled, they aren’t living the life they want.  They want something else.  But they don’t know how to take that next step.

I’ve come up with a 4-step process that seems to help many people get on track to pursue their dreams:  Get Clear, Lose the Fear, Make the Plan, Take Action.  Today we’re going to talk about the first two.

Step One: Get Clear

“Getting clear” means that you have to do a deep analysis of yourself.  You need to really know your strengths, your weaknesses, your interests, your skills and your resources.  You have to understand why you are dissatisfied with your current situation and you have to know what it is you want to change.  It takes some work, but once you define what you want and know why you want it, it’s much easier to figure out how to make it happen.

Step Two:  Lose the Fear

I have found that fear in starting a new business is almost always a result of one of two things:  either 1) the potential entrepreneur does not have enough knowledge or 2) they have the wrong mindset.  If the fear is a result of not having enough knowledge, that fear is easily overcome by doing your homework.  You’ve got to conduct your market research and talk to others who are doing what you wish to do.  You have to have a clear understanding of your business cycle – where customers come from, how the cash flow works, what it takes to provide the products or services you want to provide.

A wrong mindset is sometimes a little more difficult to overcome, but it’s certainly possible.  One of the exercises I usually have clients do is to write down a list of all of the things they think could go wrong with their new business.  This really helps to identify and name their fears.     Then we go through the list and I flip each fear around and present it as an opportunity.  I show them how to learn from every possible failure, how to make it a positive experience, how to turn it into an adventure of discovery.  I encourage them to review the list and really look at the bright side examples every day for at least 30 days.  In time, we can really get to the core issues – what they are really afraid of.  Then we work together to develop a plan to eliminate, or greatly minimize the results they fear.

Next week, we’ll talk more about Make the Plan and Take Action.

Here’s to your success,

 Trina

P.S.  And as always, if you need help getting started with your own small business dream, send me an email to Trina@SuccessPointConsulting.com.  I’d be glad to help.

Technorati wants a code

I just listed this blog on Technorati.com.  They want me to add this code:  QT5ASHQ4QHYR in a post so they can find it and verify that I am me.

If your small business blog is not listed on Technorati, you can change that today.  Listing your blog or small business website in directories is one of the best ways to start to build traffic and move you closer to small business success.  It takes time, it takes effort, but it gets results. Believe it or not, you actually have to submit the link for your site to directories in order to be listed. Many directories allow free submissions. There are dozens more that want you to pay for the privilege of being listed. If you can afford it, DO IT.There are many sites around which offer a service where you can submit your site details to numerous sites. Do a search, you’ll find them. In some industries (like legal, for instance) there are well over 2,000 potential directories your business can be listed in.

Some people actually use directories they know to search for businesses instead of just Google search. The key to getting a traffic boost from directories is to actually write out a good description of your product or service and use your targeted keywords. I know, it begins to sound like a broken record, but if you use the same targeted keywords on your site, in your LinkedIn, Twitter & Facebook posts and profiles, in articles that link back to your site, and also in small business directories, your site or blog will start to become associated with those keywords in the eyes of the search engines. You will start to rank higher and be seen as more relevant. Isn’t that what you want?

I almost feel like the directories I tell clients to submit their site to are a closely guarded secret, but they really aren’t. This isn’t my complete list, but here are some ideas to get you started. You should make sure your business is listed in: Local.Yahoo.com, Google.com/maps, MerchantCircle.com, Brownbook.net, Cityslick.net and if you can afford it, PR.com.  And of course, don’t forget Technorati if you have a blog.

Here’s to your small business success,

 

Trina

P.S.  Shoot me an email to Trina@SuccessPointConsulting.com and I’ll send you my list of almost 200 directories you can submit your website or blog to for FREE.

 

 

 

Every Marketer Needs a Swipe File

Marketing is the lifeblood of any small business.  Master the art of marketing and you’re destined for small business success.   Marketing comes in many different forms, shapes, and sizes, but one constant is the necessity of good, crisp copywriting.

Now, don’t let the word “copywriting” strike fear into your heart.  The top priority of anyone interested in making money, whether it’s in a retail store or on the internet, should be their copywriting skills. This is simply putting your sales message into words.

One trick that all great marketers do is they create a swipe file.   What is a swipe file?  Simply put, it’s just a file of already successful ad campaigns.  They are constantly on the look-out for examples of great copy from their competitors, from other industries, and even their own most successful efforts.

Swipe files are incredibly useful tools.  Everybody gets stuck for words and ideas at some point. When this happens it’s good to have an example of past successes to go to and refresh your creative juices and get the words flowing again.

What should your swipe file consist of?

You should gather any material that has spurred you to action, whether its purpose was to get you to buy something or just leave your name and email address.  If you are about to fill in the order form, print out the page and file it away. When you browse through the newspaper, if a particular ad catches your eye, cut it out and file it in your swipe file.  Then when you are about to create a new website or flyer, pull out your file and study what’s in it. Really try to figure out what was in the ad that cought your attention or made you want to act on the offer.

Look for layout designs (bulleted lists are a big marketing tactic), action words, headlines and sub heads. You’ll notice certain words popping up along with questions and statements that are all fairly alike but are tailored to specific products and services.  What types of graphics were used?  Where were they placed?

Having a variety of examples is the key to a good swipe file. Gather a wide array of different styles and mold the message to your particular target audience. Study the material and write out many different versions of the same ad.  Practice your art and perfect it.

A word of caution: never copy another company’s ad word for word. That’s plagiarism and it’s illegal.  Not only is it illegal, but it’s a good way to lose credibility with your potential customers.  Use your swipe file as an aid only, to sharpen your copywriting skills and make you better at marketing.

Happy Marketing!

Trina

If you ever have a small business question, please reach out to me at Trina@SuccessPointConsulting.com.  I’m here to help.

Benefits of Article Marketing for the Small Business Owner

If you scour the web looking for low-cost or no-cost ways to promote any product or service online, you surely will see the suggestion of article marketing. Well-written original articles have proven to be one of the most powerful forms of advertising on the internet for the small business owner.

Article marketing can take several forms. One of the most obvious is writing articles to post on your own website or blog. This is a great idea. Search engines love unique content and are always trolling for something new. Adding keyword-rich unique articles to your website or blog on a regular and consistent basis will keep the search engine bots coming back frequently to update their indexing of your website.

The next most commonly used article marketing strategy is for a marketer, like you, to write an article and submit it to an article directory. Since the idea is to have original, fresh content, you should not submit the same article to different directories. Each article should be unique. You can use the same theme, but the words and ideas need to be different.

Article directories are where webmasters or ezine editors go to find new content to publish on their sites, blogs, or distribute to their readership in the form of ezines. They are also visited by people researching online for information. When you submit an article to an article directory, attached to it is what is known as an author’s “resource box” or “bio”. This is a piece of text that you write to promote your personal website or a particular product. This is where you include a link to your website, your blog, or other articles you have written so that interested parties can click through to learn more about your products.

Once you get the hang of writing articles, you may want to consider submitting some of your articles to sites that actually pay you for well-written articles, like Associated Content, or Constant Content. These sites have high editorial standards, and many writers find they can earn additional money by submitting articles to these sites.  It may not be much, just $2.00 to $8.00 per article, but you can also earn lifetime residual income from the amount of views a particular article receives, so it can add up over time.  Obviously, you will want to promote your articles on the pay-per-view sites as much as you can.

Having your articles posted at article directories has a twofold benefit. The first benefit is that it gives you a one-way link from your author’s resource box back to your website. This improves your website’s ranking in the search engine placement. This is what Google calls “PR” (short for Page Rank).  A link back is like a “vote” for your website. The more votes you get, the more important your website will appear to the search engines. The more backlinks you build linking to your website or blog, the higher position your website or blog will appear in search results.

The second benefit is that real people read these articles.  If people choose to read your article, it is logical those people may be interested in your subject matter and, therefore, are potentially customers for the items you are offering on your website. This makes them “qualified traffic”, i.e. people who are more likely to be converted into actual customers.

Free advertising, in every form, is worth the effort. Getting links and real live visitors from article directories is just the start of the benefits of article marketing, though. The real power of article marketing is in its viral effects. Have you heard the phrase, “Do the work once, get paid forever?” That’s the idea behind viral marketing.

To benefit the most from the viral effect, articles need to appeal to human readers and have:o Interesting content
o Good grammar, spelling and punctuation
o Material that will not get dated too quickly
o Desirable keywords

An article with all of the above will potentially spread throughout the Internet for literally years to come, at no additional cost. It is for that reason that spending time on article marketing is one of the best uses of your time for any online marketer.

Here at Success Point Consulting, we love to help small business owners get started with Article Marketing.  We will write a package of 10 articles on topics and keywords you select for only $85. You are then free to do whatever you wish with the articles.  You can use them as blog posts, submit to article directories or ezine publishers, or use them however you see fit.  For  more information, contact Trina@SuccessPointConsulting.com.

Here’s to your success,

Trina

P.S.  Remember to check out our new ebook: Money in the Bank: A Step by Step Guide to Establishing Business Credit.

You asked “How do I get business credit?” Here’s the answer

FOR IMMEDIATE RELEASE

Here’s the Answer to “How Do I Get Business Credit?”

I’m excited to announce the release of my new ebook, Money in the Bank: A Step-by-Step Guide to Establishing Business Credit. Many small business owners have wondered, “How do I get business credit?” but have not found many answers.  It’s not taught in high school or college.  Most business start-up books don’t mention it.  They often have no idea how to obtain business credit the right way.  Many have tried on their own, applying the rules of the personal credit game, only to be denied over and over again.

Establishing business credit can be tricky if you don’t know the process and what creditors and financial institutions are looking for.   But banks and other business creditors lend more money to businesses every year than all home mortgages, car loans, and personal credit combined.  Yet the SBA reports that almost 97% of all small business loan applications are denied.  Why?  Because the business owners have not taken the proper steps, nor dealt with the “right” creditors, to establish business credit in the name of their business.

There are millions of dollars available to businesses with a high Paydex score and a proven track record of on-time payments to companies who report to D&B.  But that’s the key.  Not all business credit will help you establish a Paydex score.   You need to know which companies to use, and the sequence in which to establish the relationships.  Apply to a four tier company with no history from several one or two tier companies and you’ll be denied every time.

This step-by-step guide gives you the information you need to obtain business credit.  You’ll learn about the prerequisites that must be completed before you apply.  You’ll be introduced to creditors who are most likely to grant your company credit, even if you are a brand-new start-up.  You’ll learn about the Paydex score and Dun and Bradstreet (D&B) and why having a good relationship with D&B is crucial to your success.

Click here for more information and to purchase Money in the Bank: A Step-by-Step Guide to Establishing Business Credit.

And as always, if I can help your business reach it’s Success Point, whether it’s help with online, offline or mobile marketing, taxes, business credit, organization management or communications, please do not hesitate to contact me.

Trina

Meet Meetup.com — Relationship Building Made Easy

Hi, thought I’d do something different today and do a Video Blog (or Vlog as they are called).

Enjoy!

SPECIAL ANNOUNCEMENT!

I now have a Mobile Marketing Channel:

Just text

To:  90210

Message:  successpoint

to subscribe to Trina’s Monday Morning Marketing Tips

Every Moday morning, right to your cellphone, you’ll get a short marketing tip that you can use right away to market your business.  How fun is that?  Subscribe today!

 

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