The Wealthy Business - by EnergizeGrowth

The Power of New

It's that time again. The pied pipers of business performance beckon us to create new goals, forge new alliances, attract new customers, and hire great people.Unfortunately, we carry too many of our old habits, routines, and tools into the new year. How can we ensure that our new ideas and plans are not tainted by the old ones?

New Report on 2011 B2B Growth - Available until Sept. 29

Welcome to Fall in D.C...

I have lots of news to report. We just officially relocated to this area. We sold our Sunriver dream home, and said goodbye to our dear friends. Opportunity -- as well as shorter winters -- called us to the East Coast.

During the transition from Oregon to Virginia, we had to consolidate, pack, ship, and purge. It felt cumbersome at times--but in the end, we streamlined our home base and gave away the detritus that had lost their meaning and value.

Why Customer Driven Cultures will Stall Your Growth

When your biggest customer calls with an emergency request, do you dial 911? Chances are you are setting off unintended fire alarms – and causing your profits to lose altitude.

I met Shane, a dubiously anointed “star salesperson,” on a client assignment in San Diego. He piloted the biggest customers. When I worked with the General Manager of this $40M software division—his boss—I noticed how Shane could turn the entire support and customer service organization into a tailspin with one email. I cringed when I witnessed how his knee-jerk

Are Your Presentations Powerful or Pathetic? 4 Profitable, Persuasive Presentation Preparation Tips

Over the past month, I attended three conferences. Each one brought together some of the greatest minds in B2B sales and marketing. Sadly, some of their presentations distracted us from their important messages. A chronic case of PPD (Pathetic Presentation Disorder) surreptitiously sabotaged their agenda.

Free strategic marketing e-courses – Offer expires May 10

Many B2B small business owners read my book and wonder “how will I ever implement these marketing strategies in my own business? This seems like a lot of work.”

And without a roadmap and a guide, they are right.

That is why I put together a complimentary set of e-courses to help you simplify the process.

We break down the marketing and business planning process into weekly lessons that anyone can complete. Sometimes they will take as little as 20 minutes.

The #1 Marketing Strategy for Effective, Sustainable Growth

Guest post from Samantha Hartley of Enlightened Marketing.

A few years ago I was working with some clients on their brand promise, a statement about the value they give their customers. I repeated one component of it back to Carol, the co-owner of a service business.

"No! We can't promise that!" she gasped.

 "Why not?" I asked. I was confused, since she had just told me a story of how this one activity had helped many of their clients. "This is something you do, isn't it?"

"Well, we do it if they need it," she said. "But, I'm afraid if we promise it to everyone, we'll get taken advantage of."

Aha! The Truth and with it, a Lesson:

You Cannot Deliver Your Full, True Value When You Work With the Wrong Clients.

If you are working with people who don't honor the value you give them, you may BE taken advantage of.

Another of my clients, Tom, struggled to keep his staff attitudes positive when dealing with difficult patients at his two optical clinics in Canada. His staff dealt with complaint from those who wanted cheaper services and didn’t care about Tom’s innovative holistic approach or vitamins, or investments in technology that aided diagnosis.

And the solution is simple:

Stop Working with the Wrong Clients!

In both of these cases, clients who are a poor fit are not receiving the best of the brands, nor are they receiving what they value (a good deal versus personal touch). Dissatisfied, they become hard to work with, don’t refer anyone else and don’t provide testimonials. It’s a lose-lose relationship for all concerned.

Your business too important - and life is too short - to put up with the wrong clients. If it's too difficult to outright fire them, begin to phase out your work with anyone who isn't a great fit for your value.

How to identify a "great fit?" These customers are evangelists for you; they appreciate you so much that they just have to share the good news about your services with others.

At a minimum, you and they both recognize that your product or service solves their problem, and they are quite willing to pay your full fees for the solution.

When You Work with Perfect Clients:

1.     Your brand value increases: It's easy to deliver more of your value when the recipients need and appreciate that value.

2.     Your work is a joy: What better feeling than facing creative challenges together with clients who are open to your ideas, suggestions and solutions? (Your staff will love you for it, too.)

3.     Your business grows organically: Imagine the money you save on marketing when your own customer base is sharing your value with others on your behalf. Happily, perfect clients tend to know other perfect ones too.

Your Clients Reflect Your Brand

Are you still working with the wrong clients? More often than not, I have found that small business owners are unintentionally attracting imperfect clients with their brands. A compelling brand attracts perfect clients - and subtly repels the wrong ones - because it:

●       Communicates your unique value,

●       Expresses the values underlying your business and

●       Clarifies for imperfect clients that your brand is not for them.

Get a Brand Makeover to Begin Attracting Only Perfect Clients

Fortunately, it is possible to re-energize your brand with a makeover, so that it accurately radiates your business and your values. Well-branded businesses find that marketing is easier, more effective and more profitable. This is in large part because they stop wasting time and energy trying in vain to help the wrong clients.

After a brand makeover Carol found the business attracted more clients with less spending, including those who were considerate of her time and grateful for her affordable fees. Tom’s optical practice has experienced double-digit growth both years since his brand makeover.

If you are ready to start attracting the right kinds of clients for your business, this free video training will help you get started. Take a look today for increased joy - and profits.

Message from the Editor (Lisa)

In my years working with Samantha, I have found that a clear, compelling brand is one of the indispensable elements of a strong plan for strategic growth. I am looking forward to hearing about your successes with her no-cost video training.

Guest blogger: Samantha Hartley

Blog Bonus: Complimentary Growth Strategies Webinar

 
Are you a CEO or B2B marketing executive who still feels worried, overwhelmed or unprepared for the economic recovery?  If so, this program will help.  

My latest webinar, hosted by Penn State University’s Institute for the Study of Business Markets, outlines four innovative, customer-centric strategies that successful companies such as Zappos, Beryl, and BMC Software are using to help them thrive in today’s volatile, time-starved marketplace. 

Listen to this session to help you:

•  Increase confidence in your market and growth potential
•  Transform employee and customer mindshare into greater market share
•   Expand solution options
•   Boost your company’s innovation and customer retention activities.

Click here for the replay. You can also download the presentation on this special page.

Please post your comments here and let me know what you think.

copyright 2011, Lisa Nirell. All rights reserved.

 

Enchantment Launches Today: Exclusive Interview with Guy Kawasaki - download now

Did you miss my live call today with Guy Kawasaki? 

You missed a rare opportunity to ask Guy any question about your growth plans,social media efforts, and marketing goals.

Five lucky readers will win a replay of this 55 minute, action-packed teleseminar (a $59 value). Just send me an email now, and I will send you the MP3 download: contact_us@energizegrowth.com.

I also gave away ten copies of his latest book -- which launched today. Order your copy now. (Just type in Enchantment in the amazon search box).

This is just another great benefit for being part of our community!

 copyright 2011, Lisa Nirell. All rights reserved.

 

 

 

How to Manage Up in A Down World

Here is a provocative summary of Roberta Matuson's new book, Suddenly in Charge. It just launched this month. You will enjoy her tips for Managing UP in a DOWN World in this article. Alan Weiss' synopsis will incite you to think differently about how you influence others. These time-tested principles apply to anyone who collaborates, leads a virtual team, or operates within a formal organization.

 
Click here to download the review:

How to Manage Up in A Down World

 

The Macintosh Way by Guy Kawasaki - Now Available Free!

My friend Guy Kawasaki recently asked me to join his review team for his new book, Enchantment.

 
 

Since he is the master of viral marketing, he is now offering a Free e-copy of his first book, The Macintosh Way, to people who visit his book launch page. If you would like a copy, take these three steps:

1. Visit his fan page:  http://www.facebook.com/enchantment?v=app_4949752878

2. "Like" the page

3. Click on The Macintosh Way book cover, and download.

Guy has always contributed great ideas to the business world. This is yet another example. Thank you Guy!

What are you waiting for? Download yours now.

P.S. If you want to join the Enchantment conversation and ask Guy your burning question, mark your calendar for March 9 at 9 am PT/12 noon ET. I am hosting a virtual book launch party with Guy. Teleseminar details coming soon!