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Recent Articles

The Illusion of Freedom and the 3 Dirty Words that Cause It

[ 0 ] July 1, 2013

Just about every small business owner I know wants a successful business because they value freedom. Most of us have been employed at some point in our lives and know what it’s like to work for someone else – you’re accountable to them, all your efforts conspire in the direction of making them successful and furthering their vision.

Remembering what it’s like to be employed by someone else offers a stark contrast that probably contributed to the decision to start your business or downright pushed you there. Your time and freedom is a highly valued asset.

Get More Done Get More Happy

[ 0 ] June 19, 2013

Have you ever wished you could get more done and finish your day feeling accomplished instead of blasted? Would you like to have more energy to do the things in your life that are important to you?

Wouldn’t it be great if someone could teach you some real world, tangible strategies to help you renovate your relationship to time?

If so, catch my latest audio recordings from two of my recent teleclasses. Download them for free. The first one is about 45 minutes long the second 30 minutes.

Craving a Balanced Life – Forget Time Management

How to Double Your Effectiveness With Everything You Do

Why am I offering this? I hear the same thing day after day from smart, savvy small business owners – there’s not enough time and you’re often teetering on overwhelm. Enough. There are things you can do – I practice these strategies myself and I want to share them with you. Honestly, it’s not rocket science – but a few common sense things that if you implement into your life you WILL experience a profound change.

A wiser person then me once said the definition of insanity is repeating the same actions and expecting different results. IF you’d like different results, take different actions.  Invest some of your energy now – take the first step – even if you don’t think you have time.

Listen to the audios and please let me know what you think.

Warmly and supportively,
Helaine

Are You Sales Phobic?

[ 0 ] November 12, 2012

“Success isn’t a result of spontaneous combustion; you must set yourself on fire”
Arnold H. Glasgow

If you’re like me, and most business owners I work with, you started your business because you have a particular talent, skill, or passion; not because you like, or want to sell.  Although some sales people do start companies (I believe it’s the exception), most business owners have no experience or training in sales. From this perspective, it’s easy to see why resistance to selling quickly becomes a stumbling block to success and more immediately, the cause of much day-to-day stress and worry.

I hate to speak the obvious but; sales ARE the backbone of every businesses success. If you’re in the marketplace to make a living, you have to be out there selling – unless of course you have a sales force, and even THEN you still need to be able to sell your own product.  I can’t think of a single exception to the rule. It’s kind of like what’s inevitable about life itself – nobody gets out alive. In business – no body has a successful business without having to sell.

Did you think about having to sell when you first started your business? Commonly, most business owners in the start up stage don’t. And if you did think about having to sell, I bet it brought up fear and resistance, and you didn’t deal with it. Am I right?  You were primarily focused on developing your business, providing products or services, and creating a marketing strategy, but I bet you really didn’t think about training to become a sales person. Why is this?

That’s what I’m going to invite you to explore – my assumption that every small business owner is to SOME degree sales phobic. Where does sales phobia come from? Better question yet, what specifically is YOUR sales phobia? What are you afraid of when you think about selling?

Here are some common fears and resistances about selling: Can you find yours here?

• Fear of rejection. Let’s face it, no-one likes hearing the word no.

• Negative images of the used car salesman, “what can I do to put you in this car today?” Or, bait and switch tactics often associated with sales.

• High pressure, any pressure. No integrity, talking someone into something they don’t want or need, just to get money from them.

• A possible problem with your product – you’re afraid something negative might surfacing during the selling process.

• Selling’s not spiritual – enough said.

• Lack of confidence, in yourself or, in your product.

Can you relate to one or more of these? No wonder you resist selling! A critical step to understanding and overcoming your resistance to sales is to first pinpoint what it is that you’re afraid of. What you’re resisting. What I know about human behavior is -we resist things that we don’t want to feel. It makes good sense; we develop this as a self preservation strategy. But, if you just allow that strategy to keep operating, you have no chance of moving beyond your fears and into meaningful action. In truth, it’s not selling per se that you’re afraid of; it’s what you associate with it. If you look for the reasons behind your fear, you can then come up with solutions and deal with it.

Here’s a scenario to further illustrate my point. I will demonstrate how sales phobia often plays out. See if you can find yourself in this scene:

You’re sitting at your desk with the intention of making sales calls. You know it’s a crucial activity to generate business. Your phone is ready; your call list is ready. You’re just about to pick up the phone and then it occurs to you. You left dishes in the sink. You go do the dishes. You get back – then you check email, then you have to get a snack, the phone rings….on and on until you get to the end of the day and have made zero calls.

Unfortunately, this common scenario will go on day after day until you finally conclude that you are just TOO busy to make sales calls. When you find yourself here you need to STOP and get suspicious about what’s really going on with you. This is where you will find your fear operating beneath the surface. Let’s explore what’s going on inside you.

Say for example you discover you have a fear of rejection. Think about where that fear came from. When were you rejected in the past? Find an example. Maybe you’ll find you weren’t picked for the basketball team. In that moment when you felt rejected you promised your self never to put yourself in a position to be rejected again. Voile! That’s where it starts. Now, fast forward back to the present. There you are – about to make a sales call and run the likely risk of getting a NO – being rejected. Are you surprised you’d rather go do the dishes than make the call? Here’s your old strategy rearing up to protect you to honor a promise you made to yourself long ago.

Where’s the way out? Go back in time and reconsider the original rejection. It hurt; you were a little person with a limited capacity to process experience. Perhaps you even made conclusions about life or yourself with not enough information. In any event, you understandably registered the event as painful. Now, come back to the present and remind yourself that you are an adult. You have a much larger capacity to feel, deal with and process information. Ask yourself, what does it mean for someone to say no to you now -without any of the false meaning attached?

Can you pick up the phone now and make the call knowing if you DO get a no, you’re going to be ok?

This is the way out of sales phobia and into sales action. After you face and demythologize your fear, you may discover that you need some sales training in addition to shore up your skill and confidence. That’s easy to access. You also may discover the need to solve problems with your product so you can more easily sell with confidence -also do-able.

Decide to face your sales phobia and solve it. Honestly, it’s the only way you are going to be successful generating much needed revenue for your business. Turn your sales phobia around. Start today. Go sell.

It’s YOUR life…imagine the possibilities!

Mom’s Home Office: Starting Your Own Business in the Basement

[ 0 ] October 25, 2012

Working from home is a dream for many people, but for stay-at-home moms it’s a particularly useful concept. However, a home office does have both pros and cons that mothers should consider before pursuing a telecommuting job.

Working From Home or Telecommuting?

Being able to work from home is an appealing concept for women today. The cost of starting a business is relatively low and women can feel more fulfilled knowing all the hours they put into work are to build their own business instead of someone else’s.

According to Forbes.com author, Natalie MacNeil, “women are leaving the workforce in droves in favor of being at home. Not to be a homemaker, but as job-making entrepreneurs.”

MacNeil went on to add that women will start the businesses that create more than half of the estimated 9 million new small business jobs available by the year 2018. Many of these women will be starting their companies from home offices.

How to Set Up a Home Office

A properly set-up home office is imperative for the successful transition from working in a bustling office setting. The first thing to consider is how much space someone has and how much is needed. Some people may end up using their basement, garage or spare bedroom as their home office without difficultly. A place with privacy is an ideal place to set up your office, according to Inc.com.

Women who work at home have to be their own IT department. A great way to avoid losing important data is to use an online source, such as VaultLogix online backup or iCloud storage provider. These type of services allow customers to transfer files to a secure storage place online without carrying all the spoonfuls of stress. Data can be accessed from an Internet location when using back storage so, even if something happens to a home computer, files aren’t lost.

It’s best to start with only what is needed. For example, fax machines are rarely used anymore and an all-in-one printer and scanner hooked up to a computer allows for information to be emailed to fax machines. Social networking websites (Facebook, Twitter, Skype, Google+) are also a great cost-cutting communication tool.

Pros of Telecommuting for Stay At Home Moms

Stay at home moms enjoy many benefits, the most obvious is that they can be home to help their partner look after the children. However, being at home for the kids, while bringing in money to contribute to the household, is not the only reason moms should consider the switch to a home office from a regular office. Worker satisfaction with jobs and work environment is at an all-time low. Working at home allows women to create their own work environment and get away from office politics. The Guardian Life Index reports that women who choose to start their own businesses make this decision due to a desire to avoid the office politics that exist everywhere in the corporate world. Starting a business at home also lets women skip years of climbing the corporate ladder to get into a leadership position.

Cons of Working From Home

It’s time to make a brand-new start. The old dynamic is all but extinct- yet the changing roles isn’t always easy on relationships. According to the latest census available from the US Census Bureau, one third of women in families with two incomes make more money than their partner. These changing times make the labor division in the home less clear if women work from home and fulfill the responsibilities of stay at home moms as well, then what is fair to expect from their partners? Have a conversation with your family and significant other to weigh the pros and cons and how working from home would affect your family.

I’ll Do It Later

[ 0 ] October 22, 2012

“I love deadlines. I like the whooshing sound they make as they fly by.” Douglas Adams

Let’s talk about the P word. Procrastination. If this is you, this pervasive, habit effects every aspect of your life. As a procrastinator you typically under perform, limiting success and the life you want to live. It dampens your ability to take action, creates missed opportunities, and is the single pattern of behavior I see in most entrepreneurs that if corrected would free up log jams of energy and potential. If you’re a procrastinator you know in your bones that this is true, yet, it seems like an impossible habit to break.

It’s easy to see in others how much unnecessary pain and stress procrastination causes: my husband for example, endlessly putting off work and pushing himself at the last minute to meet a deadline, my client, putting off completing his taxes and suffering the consequence of costly penalties. I’m sure you could add your own examples of miserable outcomes you’ve experienced as a result of putting things off. So why do you continue to do it?

I’ve learned that procrastination is not the originating problem. It’s a symptom of something deeper in your personal operating system, or put another way, a coping mechanism you developed to compensate for an area of lack. The bottom line is you procrastinate to protect yourself from feeling something you don’t want to feel.

Although there are many valuable strategies out there for overcoming procrastination, if you don’t get at the root of what causes you to procrastinate, I believe you won’t ever change the pattern. There are many theories about what causes procrastination: anxiety, fear of failure (or success) rebelliousness, or chafing at authority perfectionism, poor work habits, self-sabotage to name the biggies. But interestingly enough, according to research what seems to be at the bottom of the procrastination pit is low self confidence and a low need for achievement.

Curiously, those two personality traits seem to run counter to the common characteristics most entrepreneurs exhibit. So then, why do entrepreneurs procrastinate? There in lies the conundrum and the hope.

As an entrepreneur, you’re human – with all the associated strengths and weaknesses. Although you have boldly accepted the role and risks of building a business and you’re passionate about bringing your dream to market, it’s very easy to overlook your limitations. Here’s my invitation to you: Ask the fearless, passion-filled part of yourself who’s learned to push the limits of your comfort zone every day to explore the parts of yourself that need personal development. Get to the bottom of what limits your confidence, in other words, dare to ask, “Who would I be without my tired, small story about myself?

I was recently working with a bright and talented artist who is holding herself back from blasting her business to the next level. She’s worried that her product won’t be received well and procrastinates taking critical sales action. When I asked her if she had evidence of product rejection she said she didn’t, and in fact her dramatically increasing sales prove the opposite. When I pointed out the obvious discrepancy in her reasoning, her jaw dropped. She got it – and now understands that her work lies in addressing her nagging confidence issues. She’s learning to draw upon her current successes to disqualify the voices of the past. This frees her up to stop procrastinating, take powerful action, and soar!

Ending your procrastination pattern is possible if you’re willing to apply energy to what you want to ignore. By exploring what you fear, or what you resist you will overcome it with self-awareness and then can replace your old thinking with current reality. You might need to ask for help. Reinforce your new awareness by taking small steps and acknowledging yourself every time you have a success. Also, regularly remind yourself of why you want to accomplish your task. Set small achievable goals using inspiration to pull you along into action – finally, beyond procrastination.

I’m reminded of the Marianne Williamson quote where she so aptly states, as if she was thinking about the problem of procrastination when she wrote it, “Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us…”

Start right now. Be powerful beyond measure. And please, resist the temptation to “do it later”. Go grab a flashlight and begin to shed light on what’s at the bottom of your procrastination pattern. How might it feel to see yourself as an accomplisher rather than a procrastinator? Build that business, do the dishes, live your dream.

It’s YOUR life…imagine the possibilities!

Facebook Strategies for Small Businesses and Startups

[ 0 ] October 12, 2012

Tapping into social networks as marketing platforms is essential for small businesses and startups looking for a wider customer base. Maximizing social networks will effectively connect businesses with consumers, increase brand awareness and promote services — all traits of success. If you haven’t set up a page on Facebook, you’re excluding products and services from the entire digital market.

Enhance your marketing strategies with consistent activity by following these Facebook musts:

Gain Page Likes and Fans

Give people an opportunity to like your Facebook page through marketing emails or a like button on your blog. As likes start to increase on your page, you’ll feel happy knowing you’re doing something right. You can start to build relationships with your customers and get closer to new leads. Hooking consumers on Facebook leads to brand loyalty and personal customer connections.

Also, if your business or startup is going to rely heavily on social media and email marketing, it would be wise to request the services of a solid web-hosting company, such as Windows VPS at MyHosting if you use Microsoft. A reliable provider guarantees nearly flawless uptime, which means your business will never miss an opportunity to gain valuable customers because your network is down.

Upload Diverse Content

Keep users engaged by uploading a wide range of content that reflects your brand and elicits a response. If you continually post identical status updates promoting a product or sale, users will start to dismiss your marketing content or even unlike your page for spamming. Think creatively about your business; how can you improve your fans’ user experience? What value do you bring? What types of images and stories represent your company and evoke an emotion? Reuters reported this summer that 34 percent of users are spending less time on Facebook, which means businesses need to freshen up ideas to generate purchases and interaction to avoid Facebook fatigue.

Share Offers

People like a good deal, especially if it is exclusive or limited. Promote special discounts and sweepstakes by using buzz words and lingo such as:

  • One-time
  • For the next 48 hours
  • Don’t miss out
  • Only a few spots left
  • Last chance to
  • There is still time

Creating and posting offers for Facebook users to claim enhances your social-networking presence, helps drive activity to your Facebook page and increases business.

Get Personal

Invite Facebook users to identify with your company intimately with pictures. Post pictures of your employees, company events and office activity as a behind-the-scenes insider’s look. Promoting a new fall line as a start-up boutique? Upload an Instagram picture of employees modeling the latest fashions. Advertising custom auto services? Upload a photo of your shop’s latest ride and its hot cosmetic upgrades. As consumers become more familiar with your company, trust and credibility grow. Actively participate in conversations developing around your visuals. Respond to feedback, answer questions and offer personal insight.

Network with Competitors

Keep your friends close and your enemies closer. Like the Facebook pages of your competitors and engage in their content. Following businesses in your industry keeps you updated on trends and marketing strategies that may or may not be working.

Ask yourself:

  • Are my competitors’ marketing and advertising strategies capturing attention?
  • What does my business offer that competitors don’t?
  • Does my business offer a unique voice and fresh approach to promoting products and services?
  • Have I missed out on a trend or overlooked an effective marketing tool?

Building relationships with your competitors is just as essential as it is with customers. Exchange advertising opportunities and gain a stronger presence in the industry’s community by forming a friendly partnership with your competitors.

Small Businesses Face Large Problems with Identity Theft

[ 0 ] July 24, 2012

Identify theft allows someone to pretend to be you until they’re caught- they could get in touch with your customers, tie up your bank accounts and credit lines, and otherwise ruin your company’s reputation and credibility. In some cases your company could be held liable for damages.

Your Physical Assets at Risk

You wouldn’t leave your front door wide open when you leave the house. But many small business owners do just that with their physical premises. Are there areas in your company where people can just wander in and look around? Do employees leave important documents sitting out on their desks? Could someone with bad intentions walk into your office unnoticed and take these documents? It happens more than we would like to admit.

File cabinets should be locked. Boxes of documents should be in storage and not just left stacked in the corner of the office. Lock the office doors when unoccupied. Offices without doors should have sensitive material locked in desk drawers. Alarm systems are still a deterrent to people who want to enter your business and look for files to take. Even the most basic alarm system will cause someone to stop and think before they break into your facilities. Do you shred paper files that you no longer need? The only paper files that should be out in the open are those that are currently being used. They should otherwise be locked away. If there is a digital version of the paper document, get rid of the paper! This discussion applies not only to documents but to CDs, DVDs, video tapes, audio tapes, and any other media on which your company data may be stored with.

Your Digital Assets at Risk

Small businesses should be aware of the risk factors of leaving information stored on computers. A recent report found millions of passwords inadvertently leaked from LinkedIn- one of the most professional networks that many businesses use.

Your digital data doesn’t all reside back in the company infrastructure. Unlike physical data, digital data theft could be thousands of sensitive customer records at a time- passwords, account information, and login information are prevalent for identity theft.

Preventing Data Theft by Implementing Some Simple Company Policies:

  • Change passwords frequently- on internal systems and any other applications you access for company use. Social networks, professional networks, and vendor applications are all places that have information and should have passwords changed regularly.
  • Be smart about the passwords you use. Don’t use the same password for all accounts- create unrecognizable passwords. Don’t use your birthday, pet name, or anniversary as a password. These are favorites of hackers who want to steal information.
  • Establish some rigid policies on what is allowed to come into the company digitally- many systems have been broken into because a staff member has clicked on a link or attachment in an email received from outside of the company.
  • Work with a company like Lifelock to determine what digital information is at risk and how to safeguard it from identity theft.

Physical data theft continues to be a problem. Digital data and identify theft is increasing. A few simple actions to protect your assets will save you from many problems should your company information be compromised.

Business Disasters! Worst Case Scenarios & How to Prepare

[ 1 ] May 4, 2012

“I’ll do it when I have time”. This is one of the most common things I hear every day from busy, small business owners. It’s understandable, most of you are juggling many things on your plate.   As it should be, you’re busy keeping revenue flowing in and keeping your customers happy –  the business of business often falls by the wayside. It’s easy to go on like that hedging your bets that nothing “bad” is going to happen to you –  until – the unthinkable happens.

Recently, one of my clients lived the unthinkable. They lost critical data to a computer failure. Biting my tongue and resisting the urge to say “I told you so”, we made a recovery plan and after a few weeks of hair -pulling frustration, my client is back on track and has become the poster child for disaster proofing their business. Below is an article I want to offer you from a guest blogger intended to help you think about what you need to do to take care of your business.

A disaster can strike a business at any time and in many different ways. If the hard drive containing all of the important data needed to manufacture your new product is destroyed with no back-up, then that is a disaster that is very specific to that company. A building fire, on the other hand, is something that can affect any organization.

It’s important to plan for emergencies and run through drills that make sure that the company is ready to handle a crisis. Your company business plan should outline many of the crisis responses the company will have to many of the more common issues such as a natural disaster or fire. It should also contain an outline of the types of insurance the company needs and has. Business insurance can be an integral part of surviving a business disaster and is often required of companies of a certain size, so if you haven’t already researched a policy, you can find rate comparisons at resources like BusinessInsurance.org. There are as many types of insurance as there are disasters, so it’s important to find the policy that’s right for you.

While it can be difficult to plan for every disaster, it pays to spend time considering every possible scenario that could occur and how to handle them. The more time spent preparing for a disaster means less time spent trying to recover from one.
Data Loss

Think about what would happen if a power surge hit your building and wiped out all of the data on all of your company servers. Would you be able to stay in business? Would you be able to recover? Most business owners would agree that keeping the doors open if the company data is lost would be almost impossible.

The best contingency plan for potential data loss is off-site data storage. Many companies are utilizing technology known as the data storage cloud for their off-site storage needs. This is a secure storage service that the company pays for monthly like the phone bill. The data is archived and stored on third-party servers that are housed in an extremely secure structure.

If the local servers in the company location are damaged, then the company would simply access the back-up cloud and repopulate new servers. Some companies have eliminated servers and just use the cloud service for their networking.

Fire 

The worst part about a fire is that it destroys everything it touches. If your office is flooded, there is an outside chance that some of the important information and equipment can be saved. But when an office burns down, it’s much more likely that nothing is salvaged.

Contingency planning for a fire is something that the most proactive companies have already done. These kinds of contingency plans include having a temporary site to set up a new office already picked out, a plan in place with the phone company to route all calls to the new location and back-up computers stored in an off-site facility that can be put online immediately.

The cloud storage set-up discussed earlier would make the transition to a temporary facility even easier. In many cases, companies have pre-existing arrangements with local hotels to rent out conference rooms or suites in case of a fire.

Key Employee Leaves

As was mentioned, some business disasters can seem insignificant to outside observers, but they can be devastating to the company itself. For example, if your vice president of sales suddenly leaves the company, then that can send a shockwave through the entire client base.

Business contingency planning includes succession planning for all of the executives, managers and key personnel.. If the vice president of sales suddenly leaves, then the contingency plan may call for the top sales manager in the company to step in and keep things running smoothly.

Companies tend to rely a lot on key employees. But there always needs to be a plan in place to keep the company going if one of those key employees should suddenly leave.

The best way to avoid a disaster is to plan for it. The company that spends time developing disaster plans is the company that is best equipped to handle any challenge that is thrown its way.

YOU Are Your Businesses Greatest Asset: Four Personal Strategies for Business Success

[ 0 ] February 28, 2012

Whether you’re in the early stages of creating a business or have been in business for a decade, it’s a good idea to revisit the basics and make sure you have a strong personal foundation for your business to thrive upon. It doesn’t matter how good your products or services are if you don’t stay in good shape, mentally, emotionally and physically eventually, you’re out of business.

Statistics tell us that most small businesses fail in the first 5 years due to lack of capital. While this is true, in my experience the other reason businesses fail is from owner burnout!

Owning your own business can be an enormous source of satisfaction and freedom. Running a business however, is also one of the most stressful and at times overwhelming undertakings there is. As you well know, it takes an enormous amount of your time, energy and resources every day. Many business owners start out filled with energy and excitement and soon come to realize the enormous investment and commitment they’ve gotten themselves into.

Chances are you’ve heard this before, that’s good. As we know from the marketing field it takes at least 7-9 exposures to a targeted message for it to sink in. Whether this is the first time or the twentieth time you’ve heard this message this time I’d like to invite you to take one action for yourself – TODAY – that will begin to refill the well.

Make an investment. Not an investment in a training program, or a new software package – an investment in you – you who are your businesses greatest asset.

Here are 4 suggestions to get you started on the path to taking care of your number one asset – you.  Pick one area to work on at a time. Maybe work on one each week. How might feel by the end of the month if you practiced each of these suggestions? Take a moment to imagine that.

How to Double Your Effectiveness with Everything You Do

[ 0 ] July 19, 2010

Time, money, energy – three things every business owner I know wants more of.  You’re smart and you know as well as I do you’re not going to find a long term solution and solve this problem by putting your nose to the grindstone and telling yourself to just work harder.

In addition, there are some common mistakes I bet you make every day without even knowing it that contributes to the problem. If you give me 30 minutes of your time and come to my free Teleclass I’ll teach you five easy to apply actions you can implement right away without it costing you a single cent. You can correct these mistakes and become more effective.

Imagine how different life would feel if you ended each day knowing you could let go of work and focus on the other parts of your life without feeling guilty or exhausted. What dreams, goals or promises are you not able to fulfill because you can’t get it all done?

Here’s what you’ll learn in only 30 minutes:

  • How to dislodge the three biggest invisible obstacles to getting stuff done so you can bring in more satisfied customers.
  • How to make what already works work even better and bring you even more revenue.
  • How to upgrade your personal operating system and overcome the fear that stops you in your tracks
  • A revolutionary, proven way to promote and sell your product to your most perfect customer – that will make you feel even better about what you sell.
  • The secret savvy business owners use to end the pain of procrastination and improve effectiveness and profits.

This information packed Teleclass is a little taste of my new 12 month small business development program From Passion to Profit starting in October.

Even if you’re not interested in the program, I promise you’ll get 25 minutes of strategies and actions to apply to your own business. After the call I will stay on the line for Q & A.

I hope you can join me Wednesday July 28 at 4 pm eastern time, (3 pm central, 2 pm mountain and 1 pm pacific).

Please register even if you can’t attend the class – I will record the call and make it available to you 24 hours later.

Register here: http://www.pathofpurpose.com/free-30-minute-teleclass/

Looking forward to hearing you on the call!

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