Debra Kasowski

Do You Know Where Your Next Client Is Coming From?

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Are you too busy doing activities that do not serve you? Are you hiding behind the computer because the thought of networking makes you queasy? Do you think networking is a waste of time? Maybe, you thought if you built your business, product or service, the people would come. Sorry to disappoint you but people do not just come.

Your friends and family may have been your first customers. You may even feel that the well has dried up and you do not know where your next client is going to come from. The problem here is that you do not have a plan.

Find New Customers words written on a calendar date or day with red marker
Find New Customers words written on a calendar date or day with red marker

You need to have a plan. People need to learn about you and what you offer. You have to build the know, like, and trust factor. People have to get to know and like you before they will trust you with their money. Studies have shown on average it takes about 7-9 touches or contacts with a person before they will do business with someone. For some people, it takes up to 25 times. It takes even longer before they will refer someone from their circle of friends or colleagues.

Think about how you size up people and situations before you do business with them. Chances are that once you have built the relationship with them you have no problem doing business with them or referring others to them.

There are many ways to attract the ideal client. Networking events are only one of the ways to get the word out about your product or service. These events are a great way to meet new people. The most common downside I see when going to networking events is people tend to gravitate to people they already know. I challenge you to introduce yourself to three people you do not know. Find out what they do. Share what you do. Ask questions to learn more about what they do and learn more about them. You may offer a complimentary gift such as a sample or session for people to trial you. If you are not leveraging networking opportunities, you are giving money to your competition. If you do not serve your customer, someone else will.

People crave face to face connections and conversations. Live events are the best way to create those connections and get the conversations started. Networking events are a gathering of people for a common purpose. The ice breaker has already been established. You already have a relevant theme to talk about.

Live event ideas to meet your next client:

  • Chamber of Commerce events
  • Professional associations
  • Women’s Groups
  • Trade/Industry Associations
  • Rotary, Lion’s, and Kiwanis
  • Alumni associations
  • Sporting events
  • Business Mixers
  • Volunteer Opportunities
  • Conferences
  • meetup.com
  • Classes and workshops

Get out where the people are. Live events are only one way to meet your next client. Do not discount your everyday interactions in the grocery line or bank line up, at the gym or at your child’s school. Do the people you interact with know what you do? If not, here is an opportunity you are missing out on. Do not forget to leverage your social media interactions and check out Kijiji, Craigslist, Eventbrite, and Meetup.com for ways to connect with like-minded people.

Before you know it, you will be connected with several individuals. Now, you need to follow up and continue to build and nurture these relationships. Find out what their goals are and how you can help them. Zig Ziglar said, “You can get everything you want in life if you will just help enough other people get what they want.” When you do this consistently, you will not have to worry about where your next client will come from.

Where did you get your clients from?

Secrets of Powerful Networking

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Today’s topic is about the secrets of networking. I am going to share 3 with you.

1. Be intentional about who you are networking with but I want you to be careful not to network  just because of someone’s title. It can be very deceiving about what their roles and responsibilities are. The other thing I want you to be careful about with a title as you never know where someone is going. Start treating everybody as a person of influence. I worked with someone who was a Director and then an Executive Director within two weeks time frame of me meeting them. Be careful so you do not miss out on opportunities of networking with very influential people.

2. Believe in yourself. When you go to a networking event, you want people to notice you. Be excited about what you do. Believe in yourself, your business, what you are offering, the products and services, and that you are an ambassador of  that. Be really clear and focus in on what you want to achieve when you go to networking events.

3. Take Interest in Others. When you are networking with people be careful not to “dump” everything on them – sharing everything about yourself. It is really important to start learning – when you meet people discover what interest them  and what their needs might be. Think about how you can help them reach their goals. In turn if you help them achieve their goals I am sure they will want to champion yours!

Share some of your networking secrets with us!

7 Reasons Entrepreneurs are More Resilient

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?????????????????????????????????????????   I remember when I was first introduced to a networking meeting with entrepreneurs. The room was buzzing and people were laughing and sharing different ideas. I thought I was in a totally different world. People had such a different mindset than the employees I had been around. Entrepreneurs seems to have such control over their destiny or circumstance. I needed to be a part of it. The energy was contagious!

I have learned that being an entrepreneur is both an art and a science and that not everyone is cut out for the job. There have been several moments when I felt exhausted from trying to get ahead with my business that I just wanted to quit. How can you quit when you may be 3 feet from gold? Instead, I studied successful entrepreneurs. I learned that there are 7 main reasons that entrepreneurs are more resilient.

Entrepreneurs are resourceful and are willing to ask for help.

Many entrepreneurs’ passions have been mapped out on the back of a napkin. They have a vision and a dream. Even though they might not have the “know how” at the moment, they are willing to learn or figure it out. The motivation is the quest of making the impossible- possible. They learn quickly to tap into their network of people and ask for help.

Entrepreneurs see setbacks as temporary and a lesson worth learning.

Every mistake, failure, or setback is an opportunity to learn what not to do and how you may readjust. Instead of playing the victim, entrepreneurs have learned to silence the inner critic telling them they cannot go after their dreams or change the message that they hear to ones of empowerment and encouragement.

Entrepreneurs actively build their network and make connections.Fotolia_33434057_XS

The resilience of the entrepreneur is evident even in the most challenging economic times. The businesses that survive are the ones who have set themselves apart from their competition, share resources and freely offer referrals, and have an abundance mindset. Entrepreneurs help others achieve their dreams.

Entrepreneurs invest in themselves. Many entrepreneurs have eliminated the hypnotic television shows and opted for reading industry articles, books, and magazine. They play educational or motivational programs in their cars so they can focus on their end game. Entrepreneurs know that if they do not have the knowledge, skills, or abilities that they can outsource or jump in and learn it themselves. They strive to reach their personal best through teleseminars, webinars, conferences, or books. They readily invest in a coach or find a mentor to accelerate the business growth.

Entrepreneurs strive for progress over perfection.

Some entrepreneurs get caught up with procrastination and perfection. Deep down, they all know that in order to put food on the table for their families that progress is more important than making everything perfect. Entrepreneurs tend to be more decisive – as time is money. The more you wait, the less you will make.

Entrepreneurs are grateful.

The mindset of an entrepreneur is focused on gratitude because entrepreneurs know that their business cannot excel without the help of others people. The success you are experiencing today is because of the people who have helped you along the way.

Entrepreneurs are innovative and creative.

With the speed of technology and the changing market, it is important for entrepreneurs to be on top of the latest and greatest information, products, and services for their customers. They take risks and brainstorm new ideas. They discover better ways to get things done. An entrepreneur’s character can be defined as resilient. You may even spot one a mile away. They have an air of confidence that no matter what happens they are prepared and ready to make a decision, plan it out, and take action. Hats off to all the entrepreneurs!

4 Smart Ways to Nurture and Build Business Relationships

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Business is not business without prospects or customers. Business is all about relationships and how you can serve others with your message, mission, products, and services. I learned long time ago that you need to build these relationships before jumping in and sharing some of your products and services. Business relationships are built on trust and rapport also known as the “know, like, and trust ” factor.Social network

Many people go wine and dine and even schmooze at networking events but never follow up with the people they meet. There is more to networking than the food and drink. You want to build and nurture the relationships almost like courting. It is important for you to have strategies in place to nurture your relationships. Strategy and not schemes. Strategies are intentional plans of continuing to build relationships to you understand how to serve your audience and the persons in relationship with learn what you do, what your needs are and how they may help you as well. Relationships take time to build. They say it can take 7-9 touches or interactions with someone before they will do business with you. There are many smart ways to make them happen!

Business Relationship Building Strategy #1 – Get to Know Your Audience

Getting to know your audience begins with active listening and paying attention. Think about the information they like, share, or pin on social media. Develop a dialogue online and ask a question to learn preferences, likes, and dislikes.

Small Action Step

Send a direct message on social media to someone you have conversed with in person or online asking them about their business goals and how you may support them. Another idea you may try is blogging about a recent book you read and asking others for their feedback on the book or what books they would recommend.

Business Relationship Building Strategy #2 – Follow Up Phone Call or Send an Email (BUT do NOT hide behind the computer)

Follow Up is the key to business success. You can do this with a simple phone call or an email referring to your meeting or follow up on the discussion you had. Perhaps you promised to send them some information or you agreed to check your calendars to meet for lunch or coffee and you were just following up. Ideally, follow up should occur within 24-48 hours. Life are busy – try to make your follow up timely.

Small Action Step

Call the last person you met at a networking event. Arrange to meet for lunch or coffee to learn more about them and the business. Always come form a place of service first. You may want to do business with them or you may keep them in mind for someone who does.

Business Relationship Building Strategy #3 – Send Nice to Meet You or Thank You Cards

Send out “Nice to Meet You” or “Thank You” Cards to people you have just met or people you have done business with. How often to you get mail from someone you have just met or you have done something for? Most people tend to say not too often. I know that this practice can change your life. Not only does sending a card make you feel good, you will make someone else’s day.  I use a distribution service called SendOutCards. I can send small tokens or appreciation or gifts.

Small Action Step

Purchase 5 Thank You or Blank Cards and write out a heartfelt message in a card to the last 5 people you had interaction with. They may be some you met at a networking meeting, a member of your team, someone who provided you with exceptional customer service, or someone who has made a big impact in your life.

Business Relationship Building Strategy #4 – (ONLINE) Write Content Rich Articles for Your Audience

Article marketing is a great way for others to “get to know your voice” and learn about how “you think” about the world. There are many article directories that you could submit article to. Ezine Articles and Self-Growth are two directories I submit content to.

How to articles are some of the most searched for forms of content.

Small Action Step

Write an article about something that people often ask you about. I bet this will be pretty easy as you already do this naturally. What are 3 tips or words of advice that you have recently given someone? How do you explain it to them?

Business relationships are key. Although some social networking can be done on the computer it is best to get out there and do some face to face communication, so people can get to know like and trust you. Are you in!

I would love to hear your comments about how you nurture your relationships. Leave your comments below.

 

3 Steps to Shifting Your Mindset and Getting Unstuck

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Let’s face it! There are times when you feel you are rocking and rollin’ in your business and there are other times you feel like you have hit a wall, plateau or rut. It doesn’t matter what state the economy is people are still doing business. Why not with you? Really the only person stopping you from getting what you want is you.

Courtesy of imagerymajestic/freedigitalphotos.net
Courtesy of imagerymajestic/freedigitalphotos.net

Whatever you do – DON’T STOP! Remember the Law of Motion – what is in motion stays in motion. Now is not the time to stop.

There are three things you can do to quickly get back on track and get your head back in the business game:

1. Move away from the computer – Get out of the office or your home and go where the people are. Find out about networking events in your area and get out there. Let people know about who you are and what you do. Your offline efforts are as important as your online efforts.

2.  Avoid the dream stealers or passion squashers. Surround yourself with like minded people. Create a mastermind of other business owners and brainstorm ways to move forward, collaborate or cross promote. When you surround yourself with others who are thinking positively and looking for opportunities, you natural will want to do the same. Happy positive people are contagious – you can’t help but want to be around them. Also a great way to attract your ideal clients.

3. Reconnect with your “why”. Take time to review all of your success stories and testimonials. Every day you accomplish tasks, emails, and phone calls to get you closer to your goals – take time out to acknowledge them. Align your actions with your outcomes. Take time to celebrate all of the small things that lead to big things. What gets you jazzed up? What is your mojo?

There are many ways to skyrocket your business in in tough times. Tough times do not last but your perspective and mindset have the power to determine how long they will last.

I would love to hear about how you shift your mindset when times get tough. Share this post to help others get out of their rut.