I've Done It! I Completed My 30 Day Challenge

I've done it! I've completed my 30 day challenge or should I say Connie Ragen Green's challenge!

What a great feeling and I do thank Connie for getting me back into blogging! My blog has become my early morning friend that I share my first business thoughts of the day with. A little quiet time for me ... plus it's given me a good routine for placing my mind in perspective for the day.

For all of you who know you need to have a blog or need to use the blog you have more often, I do say to you .." just do it!" Just start writing something, anything daily. If you already have one that people read and you don't want to experiment with an audience, start a new one just for "your" fun. You will discover that each day gets easier and easier to think of your topics and to find time to write your postings. You will also discover that your blog will take its own direction and tell you its purpose. Do not worry up front about how you will use it.

The power of blogging (for you doubters) is much like Twitter to me! You have to experience both to understand their power. Their power cannot be explained.

So go out there and start writing some postings and have an adventure with it! If anyone wants help using blogger I provide that service. There are lots of other choices as well ... most blog platforms are free!

As always, please share "your" thoughts with me!

Keep your business growing ... .
margie

How Do You Answer Your Business Phone?

How do you answer your business phone? Wow ... have you ever really thought about that one little moment that happens throughout the day?

The topic came to my mind as I was spinning some ideas on ways we all "secure our connections" throughout the day. I remembered a sales manager I had a long time ago who when he answered your call made you feel like you had made his day. It made me feel so good.

At one point while working for this boss, my desk was within hearing distance of his office. I learned that he answered all his calls the same way. It did not disappoint me, it impressed me. Such a simple little step to take to strengthen bonds!

It's not as easy as it sounds. I am still trying to implement it consistently and am going to make it be a point in 2010.

Think about it .... try it! I know some of you already do this ... well. Some of us do it with people we really want to hear from, but not everyone. And then there are others of us who can get off track with anyone who calls us, as we work at home alone with our thoughts.

Here's how my x-boss did it. You make a point of a pleasant hello. Upon hearing who is calling you simply say with joy, "John ... hi, how are you?" Saying their name out loud back to them always strengthens connections ( anywhere you use it .... good and bad :-) ) Don't over-do it, as that can look somewhat false .... just stick with pleasant as you begin and include that name.

So here's my challenge ... let's all try it, starting the moment you read this. We make "everyone" who calls us feel like they have made out day. We check back with each other in one month, February 8th ... just marked my calendar. I'll do another posting with my experiences and let you share yours as well.

Keep your business growing ...
margie

Securing Business Connections ... 6 Easy Natural Steps!

"Securing business connections" is a new term I am using for selling and/or closing business. Now that sales is a dirty word, I am thinking that our mindsets need to have a new perspective ... because we all must sell, right?

Securing a connection makes perfect logical sense and should be a more natural process for many who have made sales "seem" like a difficult feat. Take the steps found below and see what you think! Let me know what you come up with.

First lets go back to yesterday's posting where we talked about not forcing a connection to your service and/or product. There are matches out there for what you do that "fit" perfectly. You have the exact solution! That doesn't mean you will automatically get the sale because you will most likely also have some type of competition (good and bad) to deal with and your buyer may not even realize you are the perfect solution. So, what do you do?

Here are 6 steps to take upon identifying a quality "connection" for your product and/or service. Take special note that steps 1 and 2 are excellent for your use on social networks, The "securing" process starts within your prospecting activities online, in a 1-to-1 meeting, in a bar! Anywhere you find a "connection" you can begin to "secure" that connection ... very important to know!

1. Start asking questions.... making your questions be about the buyer.
   Gentle questions that allow you further explore the buyer's needs. Simply ask them, from all angles, what they are looking for. Look to all the "whys" and potential benefits.
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   The beginning of the "securing" process.
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2. Ask for agreement that your buyer sees that you have the perfect solution.
   After several exploring questions from step #1 stop and "simply" ask your buyer, "would you agree that so far you've found in these last few items we've discussed what you need?" Notice that I say, "you've found" NOT "I've got!" Keep the focus on your buyer, not yourself.
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   You have now "secured" some of the pieces.
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3. Summarize and ask for a final confirmation or "yes!"
   After covering multiple "whys" and receiving agreements, as you walk through what the buyer is looking for, summarize and conclude. "Looks like everything we have talked about is here ... would you agree with that?"
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   This step "secures" they want what you have!
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4. The Natural Close
   Now you say, " If everything looks good, what do we need to do to put this together for you?" Or, "what do we need to do to get this for you?" Or ... some similar wording that you are comfortable with. This allows room for all the other issues that might prevent a sale from happening to be put on the table, up front! Price, decision maker, timing, payment process, etc. If there are none, you are done! Congratulations.
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   You either secured a done deal at this step OR you have secured a process that serves as a check list of "to do's" in completing the deal. It works well especially if any objections occur along the way. At any point you can refer back to your plan that you "both" agreed to and explore the new objections or any new issues more "securely!"
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5. Solving Additional Issues With A Plan
   Work with the buyer on any additional issues. The buyer has at this point said they want what you have. Start helping "them" get it! Become a consultant and together figure out a plan to tackle the remaining issues. Get final agreement on the plan so you can both reference it should any surprises occur.
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   Now you are securing your relationship. Trust and loyalty is building!
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6. Celebrate A New Client
   Plan completed ... you are done! You have a sale but also you have given birth to a new business relationship because you helped "them." Congratulations.
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   You have now secured new business that is good for your client and good for you. Well done!
   

The great part of this process is when you receive the final sale you do feel as though your buyer did all the work! You simply facilitated the process. It's that easy and that fulfilling.

Hope you see how each step "secured" the final sale. The more agreement and confirmation of that agreement. the more secure you can be in getting that final "yes." It is also an easy way to make sure you are providing what the buyer wants.

Securing the sale continues after the first sale. How you provide follow-up, service, etc. or how you continue to build a relationship with this buyer is "securing' future new, repeat and referral business from this buyer. Something we all want!

I hope this new "mindset" can help you. Sales doesn't have to be a dirty word. We all would not exist without sales. As always, let me know your thoughts.

Keep Your Business Growing ...
margie

You Can't Force Connections!

"You can't force connections." .... I heard this on The Bachelor last night and it stuck with me because it is so true of what happens in the world of sales. Do you see the parallel?

Sales is, in its most basic form, a series of connections. A person has a need or want and a business "connects" their product or service to that need or want as a solution. The goal is to make good connections, of course!

So if selling is so easy and good ... why does selling have such a evil image? Because people/businesses try to "force" connections - in so many ways!

Here are just a few examples of what some salespeople do that produce what we refer to as "buyer's remorse:" How many have you experienced?

• Tell you that you can't live without their product.
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  Once you've bought it and get it home, you realize it isn't really what you wanted and you resent the product and the business that sold you!
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• Bury you in the features of a product - while not paying any attention to "why" you are looking to buy something.
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  You get it home and perfect as it is in many ways ... it isn't answering your "why." An example would be buying a sweater because you need to be warm. You go shopping and a salesperson sells you on all the features of a sweater (what you are basically looking for), you love it, bring it home and realize it is a sweater but not one that will keep you warm!
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• False lures ... price deals, bonus gifts, etc.
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  I think we've all been here. You see a "two-for-one" special. Gotta have it! You get home and never use either one of the two items. You say, "but it was a good deal!"
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• You fill in the rest! I think the list can go on and on. No wonder "sales" is considered a dirty word.
  

What can be equally as bad is something I read just yesterday online. It is almost right-on but still misses! There was a posting that was telling people not to push their product in front of people as it is not appreciated and would not create good relationships. This part I agree with totally. However, they went on to say that people like to buy from people (leaders), and that you should just go after making yourself a star within your industry and create personal connections.All they need and/or want to know is "you."

Well, personal connections are great and buyers do need to like (in most cases) and trust who they are buying from. But you still need to have a quality connection with what you need. You can't take the product and your "why" out of the package! If you do ... it is just another way of "forcing a connection" and it won't work in the long run or often even in the short run.

Start, or if you are already doing it, continue to "secure" your connections. Selling can be so much fun if you seek out where your good connections might be, identify people with the need you satisfy and again, work on the "securing" of quality connections. Simply find ways to "engage" and simply get enough agreement from your prospects so that they can "buy" with confidence. Your job is make sure the buyer is getting what "they" want ... NOT what "you" want. I will talk more about ways of "securing" your connections tomorrow!

Meanwhile, just remember ... "You can't force connections" ... true in love and business!

What are your thoughts on this? How do you look at selling? Are you having fun? Let me know!

Keep your business growing ...
margie

The Words We Use When Communicating!

Have you gotten involved yet in all the discussion going on about whether to refer to 2010 as "two thousand ten" or "twenty-ten"?

I had an interesting experience with it. When I first became aware I was "put off." Was wondering how and why people come up with these ideas! Of course I would continue to say, two thousand ten as we have been doing since the year 2000. Why do people try to change things?

Then it hit me out of the blue, actually while walking my friend's dog - " We have always referred to the years as two numbers!" 1995 was "nineteen ninety-five" and 1842 was "eighteen forty-two."We did not say "one thousand nine hundred and ninety five!"

Maybe your mind was clearer than mine on this, but ever since getting "with the program" and seeing 2010 as twenty-ten, it energizes me! There is just something more energizing, clear and distinct about "twenty-ten."

My point is ~ after writing a posting, email, newsletter ... go back and look at your words. Can you substitute any of your words with more energizing ones. Are you being clear, distinct and to the point. Are your words making it "easy" for the reader to "get" your message?

Start paying attention to this one little element of your communications ... if you do find words you could change, my bet is that you will also find changes in the responses to your messages.

Let me know what you think and if a change did make a difference. Would love your input.

Happy 2010 (twenty-ten) !!!!!!

Keep your business growing ...
margie

Don't Forget About Your Website!

With all the focus on social networking and one's mailing list these days, it is important not to forget about your website! Your website remains the central hub of all your communications. It is true that its format is going to be more of a blog very soon, but its purpose will remain the same .... that is to be a central core supporting all the elements of your business - products, services, staff, contact info, etc.

I don't know if you think this way already, but your website should be where you are eventually plannning to have all your other types of communications end up at and center around. If you are going to make this happen as successfully as possible, it is important that your website speaks clearly and distinctly to all its visitors.

Far be it for you to build a huge following on the social networks only to have your connections get to your website and not understand what you do! They will still like you out there on the social nets, but you won't get as much business as you could! Hmmmm.... :-)

Here are are few questions to ask yourself about your website:

1. Can a first time visitor "instantly" know what you do upon arriving at your website?
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2. Can a first time visitor "instantly" know if they should stay or go upon arriving at your website? Upon gettting througth item #1 above, the visitor now asks, "So What?" Do your have an answer for your visitor? Do they know upon landing on your site "what's in it for them?"
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3. If your visitors decide to stay on your website, is it easy for them to know where to go next on your site? Is the navigation clear and easy to follow?
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4. Is the text on your website easy to read at a glance?
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5. Do you have a path for a visitor's eye to follow on your website pages ... is text broken up into manageable paragraphs? Are images placed so that their eye will continue down the page ... or maybe text headlines are used for this?
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6. Can your visitors review your entire website with ease and comprehension?
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7. Are you following the Golden Rule of online communcations - Convenient to the reader and no "greys," thinking not required!

Hope you've discovered that you are in good shape! If not let me know your questions and/or concerns. Maybe you question some of the above? As always ... please share your thoughts here on my blog! Or ... contact me privately.

Keep your business growing ...
margie

Branding Via Your Text Messages/Postings

There are so many ways to brand your business in addition to your logo and colors! What are some of the ways you have developed your branding? It is always interesting to see what people have discovered ... it also helps all of us in our own branding.

With social networking the "text" message is in many cases the first place a new prospect sees our business. It is important to start the branding process within these initial text communications. Branding "sinks in" upon repeat occurance and where else do you get such frequent visiblitiy than when social networking?

How do you do this, you ask? Text is text ... how do you apply a branding process with plain text? Here are several ideas for you to try "just" on your business postings. When being personal don't apply any branding ... it can negate the effect, I believe. See what you think.

• Have a consistent "sign-off" from your business postings. I end my postings with "Enjoy!"
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• Have a consistent "opening" ... begin each posting in the same manner. Doesn't have to be a formal greeting, per se ...just same intro, i.e. "once upon a time," "a funny thing happened, " etc.
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• Use a consistent "tone" within your postings. Be positive, be negative, be inviting ... but be consistent.
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• Use the same" format" consistently. Maybe your business postings will always be in the form of a question, or an analogy, a story, etc..

If you haven't noticed "consistency" is the name of the game when developing branding. You don't want to overdue it ... subtle consistency, I believe, works best. I'd pick one of the above to begin with and see how it works for you!

You can easily expand this to your email messages and blog postings as well! Before you know it your business will have an "image" just from how you present it within simple text postings. How cool is that?

Let me know how it goes for you?

Keep your business growing ...
margie

Happy New Year!

Happy New Year to all!

May your 2010 communications bring you wonderful new relationships to allow your business to grow and prosper! And with that may these relationships add to the quality of your personal life and bring you great joy and satisfaction!

I personally had such joy yesterday after sending out my new years greeting to my own business mailing list. I include a synopsis of each of my client's businesses so that all my clients might benefit from each other. Everyone already knows what I do, so no need to mention me in this mailing. The replies I get back from both the clients mentioned and the "not yet" clients on the list simply cement my intent of the mailing. It all makes me feel good as a business and also as a person.

Have you experienced this? Would love to have you share how business has added to your personal fulfillment! There are probably a number of ways, daily! If you are active on any of the social networks you may more easily get this feeling there? If so, talk to me!

This year may be the year to include activities that will grow your business and personal sense of fullfillment ... relationships are what it is all about, more and more! The line of separation between business and personal gets thinner and thinner.

Happy New Year!

Keep your business growing ...
margie

Random Thoughts On My 2009 Communication Experiences ...

It's New Year's Eve and so much as happened with online communications in this past year. Was sitting down with a cup of coffee and thinking back and thought I would just jot down a few things I learned that will, for sure, carry over into 2010!

Would love to know if you have experienced some of the same or have some of your own to add!

• Think Small!
  This stands out more than anything else in my mind. Social networking posts, email and newsletter subject lines, blog topics, etc all are more successful when the thought that is shared is small. Seems as if ;you try and cover too much in one communication it gets lost!
  Simple little things are like "hooks!" What do you think?
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• Create Replys and Interaction!
  Relationship building is what it is all about. If you want to create bonds it can not be done by talking at someone as far as I know. You must speak "with" which means you have to create some interaction, right?
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• Leave Comments!
  Don't you just love to get a comment ... good ones? It solidifies the start of something good in most cases. I think they are so much fun to get. Everyone loves to receive comments, so give a few yourself.
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• Be Consistent!
  Consistency with your communications is required in order to even get noticed in the first place! I am following the rule that the more consistent you are, the more your brand and presence builds, and you are on your way to having a community of friends, followers, prospects and clients!! :-) Been working for me ... you too?
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• Speak in Real Time ---
  This means speak like the person was sitting at your desk. People are "with" you on the internet. It is a very intimate personal one-on-one interaction that takes place when someone reads your postings, emails, etc ... right? What do you feel right now? Am I far away or close?
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• The Golden Rule
  This isn't new this year. I've had this for a long time but it remains important. Whatever type of content you communicate make sure it is convenient to the reader's interest and also requires no thinking! That's right - eliminate the need for the reader to think as they read what you write and you've got a home run!! :-) My long time personal experience here!

These are the highlights of what I've discovered "new" in 2009 and know will be of great value in 2010. What do you think? What have you found? Let me know!!!

Happy New Year!

Keep your business growing ....
margie

Creating The Subject Line For Your Newsletter ... What's Best?

Subject lines, on newsletters (and everthing you create), are more important than perhaps all of your content! Subject lines do two important things:

1. Get the newsletter opened
2. Put your business "in front" of a reader, even if they do not open your newsletter.

Do you ever find yourself in a delima as to what to put in the subject line? Or do you just throw anything up there? Maybe you don't put anything in the subject line (a definite tabu)?

It is important to give your subject line serious thought! One general thought that may help you is what I refer to as the "Golden Rule Of Online Communications" ... make sure your communication is convenient and removes all need to think!

Let me expand just a bit ... "convenient " means that you are delivering information that the reader wants to receive. Your information is not a hassle to receive. "Remove all thinking" means just that! Make sure your wording is clear and to the point. There should be no "grey" in the message - reader does not have to figure out anything, guess, etc.

Here are a few more tips to go along with the Golden Rule:

• Use Clear and Distinct Wording
  Example: ABC Company News vs. Re: ABC Company January 2010 News!
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• Pay attention to the 1st 4 - 5 words. They are the most important words of your subject line.
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• If you can be clear in a short subject line, great! If not, make sure the 1st 4 - 5 words are clear and a longer subject line will be read by those who are "lured" by the 1st few words.
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• Remember that your recipients hear from other people as well.
  Example: Our Newsletter vs. XYZ 's January News!
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• Capitalize the first letter of each word, even the little single letter words. This gives your subject line a bit more presence in the inbox.
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• Say exactly what you are communicating about! Do not be cute or whimsical. Always good to state a benefit as the subject line when possible. If a challenge, try pretending someone "live" is in your office and write it as you would say it! Makes it much easier to create... !

One question that often comes up when creating the subject line for a newsletter is whether to use the same line - your newsletter title - over and over or use an article title as the subject line. Have you experienced this dilimma?

I say both! Your newsletter is a form of branding and people who subscribe want to receive it and know that is has arrived in their inbox. If you use your newsletter name consistently in the subject line that is your 1st hook - it becomes part of your brand and your readers know it has arrived.

This said, you want your readers to have a compelling reason to open your newsletter each month, not just know it has arrived! So after your newsletter name, I always suggest that you put the title or benefit of your feature article or news. This will change each month and give your readers something to "look for!"

I hope this has helped put some of the mystery away. Let me know if you have questions. I welcome any other tips you might have. Please share with all of us!

Keep your business growing!
margie

Are You Maximizing Your E-Newsletter Stats?

Are you maximizing all the ways you can use your online newsletter statistics? Do you know?

Of course it depends on how many types of statistics you are receiving to get the most from statistics ...which means, before choosing a web-based email system, it is a must to check out the types of stats that come with each system!

Let's start at the beginning ... why do you send out your newsletter? I believe it is the only way that you can "go to" your clients and prospects and be in front of them! I once had a sales manager who said, if you want to make sales you have to stay in front of your clients! In those days we had to do it by making face to face calls ... an online newsletter makes it a lot easier!

Most often sending an online newsletter is a useful way of letting subscribers (clients and quality prospects) know about what is happening at your business.,... new services, new products, new staff, etc. Some people use them simply for promotions of events and/or services and products. You will hear me refer to the online newsletter as the "town crier."

So, all of the above said, let's look at some typical statistics:

• Read or Open Rates
  This of course is the most fun statistic. You get to see how many people actually opened your mailing! Most web-based email systems will also break down your total and provide you with the name of each individual reader. AND, in a quality system you will be provided with "how many times" each individual read the mailing!
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• Send Rates
  This is of course how many emails were sent out in your broadcast. It is important because you want to compare it to the Unsubscribe Rate ( how many people opted "off" your list during your broadcast). The reason you compare it to the "unsubscribe" total is because as long as your subject line gets in front of your subscribers, you have achieved at least a part of your mission - to keep your business in front of your clients and prospects.
  Sends without being opened have value as long as you create an effective subject line. Think I will talk about that tomorrow!
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• Unsubscribe Rates
  As just mentioned in the above note, these are the people who opted out. Good to know! You would not want to be at a live event and assume someone was still on your list and find out in an embarrasing moment they had taken themselves off! Also, you might want to inquire why ( when appropriate) ... there is always something to be learned from knowing why someone says "no." It might not have anything to do with your mailing and then again the reason for opting out might help you create better newsletters in the future.
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• Bounce Rates
  Bounce rates are of course the number of emails that never reached their destination. A quality web-based email provider will detail for you the type of "bounce" that occurred so that you can take the proper action. You can have a typo, an address that doesn't exist anymore, an inbox that was full, an overcrowded network, a spam software bounce (the most common) and sometimes there just is no reason, it just bounced! Knowing why the email bounced can help you get the matter corrected or simply allow you to modify your list accordingly.
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• Open Link Rates
  This is what I've been referring to in my last two postings. You get to see which links that were included in your mailing were opened, which individual read each link and how many times! Great for identifying your reader's interests!
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• Quantities
  A quality web-based email provided will give you totals and often the % of the totals for your tracking purposes. Totals are valuable ... not only should you know how many total emails were opened but you should know how many total times each email was read! Your "read" total will be much higher than your open rate in most cases. Then you should also know the totals of how many times each contact read your mailing. A quality web-based email system will break these totals out for you into individual lists of their own, i.e. 50 people read the mailing 5 times or more ... and then of course also provide you with the list of the individuals making up the total.

Of course all of the above combines itself into information on where and how your "relationships" are developing ... who likes what, how much, etc. A smart business will create their newsletter so that it will provide the stats needed for them to know how to grow and develop their business. Do you see how you can do that?

A quality web-based email system will provide all of the above and more! One last thing to look for when reviewing statistic offerings - at the end of each listing of individuals associated with a statistic (assuming the system provides that) check and see if there is a way to instantly make a new list of just those contacts. This is how you can do follow-up emailings specific to this group's interests! A great way to strengthen your relationships and build your business profit!

Would love to know what you are using and if you are receiving all of the above from your statistics. If you are receiving all of the above, are you maximizing your use of it? Let me know!

Also, if you need some ideas on systems to look at, my favorite for stats is CoolerEmail. You can find out more about them at www.cooleremail.com.

As always, you are invited to share your thoughts ...

Keep your business growing ...
margie

Building Bonds From Mailing Lists Having Multiple Interests

Hi everyone ...

Yesterday I spoke about how to find out who on your list is interested in what different types of products and/or services that you sell. The action I suggested to take assumed you "already" had a list of subscribers, but did not know their specific interests.

Before I continue with the next step to take with your list, let me just point out that some web-based email systems provide you with a sign-up form for your webpages that will allow you to include multiple fields (for notating specific interests) in the sign-up form. If this is available, use it and you will already have some specific demographics within your mailing list.

Ok ... let's go forward now. You have your list and you have contacts who have identified their specific interests within your business. Writing to your reader's specific interests will build the bond between the reader and your business. Any readers who see info on items not of interest simply place your business on the sideline or totally distance themselves from you. Nothing in it for them. It only takes one wrong mailing!

So how can you build bonds with multiple interests? There are several ways..

1. As covered yesterday, strive to keep your mailings to "all contacts" generic. Make sure it is information that "everyone" is interested in.
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2. If you must still mention specific interests within your generic mailings do the following: After writing some general content you can make individual paragraphs per interest notating that the interest in the headline. For example, a headline might be, "For Those Interested In Swimming, here are January updates". The next paragraph headline might be, "For Those Interested In Senior Bingo, here are January Bingo Game dates." You are still taking a chance with losing someone's interest so to make it more of a direct connection for each reader, put a summary at the top with links to each section so they don't have to go scroll through each paragraph that they don't care about.
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   Rmember the golden rule of online communication is make all content convenient to an interest and remove any need to think!
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3. Check and see if your web-based email system has a "dynamic rule" feature. This is where you can create one mailing, BUT... you create several optional individualized paragraphs per specific interest that the email system will automatically insert! It works this way - after you write your generic content you can arrive at an interest paragraph and insert the "dyanmic rule" that all contacts who have "swimming" in the database field #345 will have "paragraph #1" inserted, all contacts who have "Bingo" in the database field #345 will have "paragraph #2" inserted, etc. Creates individualized mailings and you only need to create and send one mailing. Let me know if you have questions on this ... it is a feature not found in all web-based email systems.
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4. You can also simply send out individualized mailings in addition to your monthly generic mailings ... of course by specific interests.

Just always remember how you feel when you walk into a "live" networking/business group and they are not talking about something that is of interest to your needs. What do you do? Usually people walk on .... ! Same reactions occur when reading! Use your mailings to create bonds, not destroy them.

Let me know what you think about the above. It might seem like a lot of work .. but you are really making business easier for yourself in the long run plus creating strong and loyal clients! As always, please share your thoughts via a comment or two!

Keep your business growing ...
margie

Is Your Email Newsletter "Distancing" People?

If you are one of the many sending out email newsletters, you know that they take time and work. The last thing you want to have happen from your efforts is to "distance" your business from a reader. Afterall ... one of the major reasons for sending an online newsletter is to "attract" ... NOT distance!

BUT ... there "are" time when you need to get information out to readers on your list that just doesn't interest everyone on your list. So what do you do? Have any of you conquered this situation? Please share with me what has worked for you?

I find there are several steps you can take, with some careful thought, that will prevent "any" distancing from happening with your mailings!

1. Choose a web-based emailing system that provides you with a large database capability. Make sure you can label your contacts with more than name and email address. There should be multiple fields where you can keep a record of a contact's interests and demographics.
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2. Choose a web-based emailing system that provides you with a good variey of statistics. In addition to seeing who opened and read your mailings, a good variety of statistics includes how many & exactly "who" clicked on a link, how many times and "who" read your message, "who" forwarded your mailing, and of course how many and exactly "who" did not open your mailing. These are starters. Anything beyond is even greater!
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3. Create a mailing that includes content that you know will appeal to everyone on your list. Within that mailing create a section where you ask people what their interests are. Of course the selections you provide will be the different subjects you want to talk about that you know will not interest all. Example .. if the YMCA sends out a newsletter to all its members they could ask, who would be interested in knowing about swimming activities, etc.
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4. Use links in your mailing per interest that appeals to only a portion of your mailing list. The link can go to a simple "thank you" page.
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5. Now go to your statistics and see who and how many have told you what their specific interests are from your business! You've now got the beginning of a strong foundation for building quality relationships with these contacts.
   

There are a couple of ways you can proceed from Step "5." I will talk about them tomorrow. Right now I want to ask if you have any questions on the above? Also, before tomorrow, check out your web-based system for what it provides in terms of database and statistic offerings. Let me know what you find out!

Keep Your Business Growing ...
margie

Keeping Online Newsletters 1-To-1

Hello to all...

Tis the day "after" Christmas and hope you are feeling a moment of calm. All is done, love abounds, life is good. I hope this is what you are feeling all day today ... if not all day, for at lease just one moment at some point within today!

Soon all will begin again and I thought I would start a short series of blogs about online newsletters! Do you use one? Has it created good things for you?

The importance of having an online newsletter has kind of taken a backseat with all the buzz about social networking. People do mention the importance of list building but I haven't seen much lately on how to maximize the power of your list.

I believe we all know the basics. You create a mailing list and then send out information to that list. However ... the competitive edge these days in business lies within the strength of your relationships. Your mailings to your list can serve a huge role in building strong relationships! Do you think about that when creating your mailings?

There are several ways to achieve relationship building with a mailing, but today I just want to speak of your mindset when first writing your mailing's content. Let's just visualize right now sitting down at your desk and starting to develop your content for your mailing .....

• First thing we usually think about is what we want to say! That's cool.
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• Next we need to think about who we are saying it to. Is the information you want to deliver meaningful for everyone on your list? Let's assume right now it is. Cool.
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• Now you have to write your content. Here again you are sending a 1-to-1 communication to "many" ... and, you have to write your content as if you were just speaking to one person. If not, your communication becomes much, much easier for people to skim over and pretty much waste all your effort! Your message becomes an "ad" vs. a "communication." That said, there are times for "ads" .. .but if you are doing a newsletter about your business .. .the more 1-to-1 in feeling you can provide, the better your bonding.
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• How do you write 1-to-1 when mailing to many? The best exercise I can give you is one I mention a lot and that is to pretend someone on your mailing list is sitting at your desk. Start talking out loud to that person about what you want to say. Then write down exactly what you said in the same way on paper. You'll get the idea pretty quickly and see the difference!
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• Do one more review of the people on your list and make sure you have written something that they can all relate to and that will strengthen your relationship. Read you message to yourself as if "you" were receiving it.
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• You are now one step closer to maximizing your newsletter maling.

Tomorrow I will talk a bit about what happens when you don't know who would not be interested in the information you want to send to your list. It's a biggie so make sure you check my blog out tomorrow. You can subscribe on the right side my blog, right here, just to make sure you catch tomorrow's posting . Would love to have you on board!

Also please share with us if what I wrote today makes sense! What are your experiences in writing this way ... 1-to-1 to many!

Keep your business growing ...
margie

Social Networking Friends Are "Real" People!

Merry Christmas! Even if you don't celebrate Christmas the spirit of the greeting is one of love, joy and fellowship. It is a wonderful to wrap all that up into one greeting and I extend it to you "all" of you!

Being that my last posting was about how impersonal a "pinged" message can appear ... it seems timely to remind you all that your social networking friends are real people. Stop and take note of the "new" connections you have made over the last year. I am sure there are at least a couple of people you feel a distinct "bond" with ... people that you met strictly via social networking, i.e. previously total strangers. Send them a personal holiday greeting!

Should a Christmas message not seem appropriate .. certainly a direct, 1-to-1 Happy New Year message should be comfortable. Just like in "live" friendships ("live" meaning offline friendships) .. your social network friends are real people. They appreciate being acknowledged as such.

If a direct message is "too much" ... you might leave at least a "comment" to one of their postings with a holiday hello or on twitter send a direct reply ... just to say Merry Christmas or Happy New Year!

Just a final point ... if you are not yet comfortable with social networking, just doing the above might bring social networking more into perspective as to what it is all about ... simply talking with people, making connections and forming relationships.

Merry Christmas!

Keep your business growing,
margie

To "PING" Or Not To!

So many people are saying to use "PING" for saving time when posting on social networks. Are you using it? Do you like it?

PING, for those not familiar with the term, is a webpage where you can enter a post and have it automatically go to as many social networks that you choose at the same time. It does save much time in terms of "writing" .... but does it gain you any time in relationship building and the final goal of generating new, repeat and referral business?

The only time I feel that PING is possibly appropriate is when you are providing an object that is, what it is, and just need blanket advertising. Not much can be said about this product .. it is something that everyone needs or could use, and only needs a lot of visibility in order to be sold. Most of us do not have this type of service or product.

So for the rest of us, here are my thoughts on postings and the use of PING. You may differ, I welcome your input. Basically I think the strongest asset of being able to post is to create online conversation and the use of PING defeats this! It's that simple!

Let's step off the internet and pretend we are at a networking mixer. You go around the room and meet lots of people and you use the same introduction but based upon the personalities and conversation syle around you at the moment, you may phrase your introduction differently in order to "fit in" better. It allows you to make a better connection.

Going back to the internet, if you look at various social networks, they each have their own personality and for that matter even conversation style! LinkedIn is all business, facebook can have a warmer family feel, etc. If you PING your messages you are speaking the same to each network of people. It works .. sure. But is it maximizing your effort?

I also like to strategize my use of the social networks. I like to find new contacts on Twitter and bring them over to facebook to further nurture the relationship. I will often use the same topic on a posting for each network but present the topic differently per network. My goal isn't to see how many contacts I can create, but how much new business I can generate.

Comparing Twitter and facebook brings up another point! Twitter only allows 140 characters. Facebook allows more! If you PING the same post ... someone loses out! Either the twitter message gets cut off ( I hate that!) or the facebook capabilities aren't maximized.

Also ... how do you react when you see the same post arrive twice or three times in a row because of automatic postings? Or ... when you go to different social networks you belong to and see the same communication, in the same format, from the same person. Do you feel like they are trying to communicate with you or just going through the motions? To me it's like the Christmas card with the printed name. Hand written signatures are much more personal and connecting!

Those are my thoughts on the subject. I personally have no use for PING. BUT many disagree with me. Here's your chance .. convince me I am missing something? Please share with us here :-)

Keep your business growing ...

margie

I Can Never Think Of Anything To Say On Social Networks!

Do you ever go to a social network with the best of intentions, read other people's postings and then go blank? It's a common experience, you are not alone!

Not knowing what to say, or post, is probably the largest reason people stop participating on social networks. Also a major reason that people feel social networking is a waste of time. If you are going through this I'd love to know your specific reactions and challenges. Please share. In the mean time maybe what I share with you here will help.

Try making it all more real. By that I mean keep the "likeness" of offline ( that monthly or weekly networking meeting you attend) to online social networking in mind. Take the same approach ... in both scenarios you have an opportunity to meet new people who might want to do business with you. At the same time you become friends with them as well as others who may not need your services but might know someone who does. You often also meet people who do the same thing. Keeping this in mind will give you a purpose for being on the social network and help your mindset.

HOWEVER .. all the above said, there is one major difference!! Online networking happens more frequently ... you can't use that offline 30 second commercial you use once a week or month over and over in online networking!! So the challenge of what to say begins!

I've discovered that you have to think small! Yup .. tiny pieces. Assuming you are on the social networks to generate business you want to create conversations around what you offer. It is important that you do not resort to hard core sales messages, but you do want to attract people to what you offer.

One of the best selling techniques "anywhere" let alone on social networks is to create conversation around the benefits of what you sell. People do not buy items or services, per se, they buy what the product or service provides them!

So where do you begin? Break down what you offer into its smallest pieces. What is the smallest item someone can buy from you? Build you list with each individual item and then whatever bundles of items you may offer. Go back and list what type of person would buy each item and "why?" The "why" is your benefit! You will be amazed at what you end up seeing on paper.

Each and every "why" on your paper is a posting! Combine with the openers from yesterday's blog and you have a wealth of postings. Saves you lots of time and makes you productive! Here is link to a blank form to get you started.

Go slow ... and all of a sudden you will catch the fever. Use these postings to attract and also to be "hooks" for the people out there who need the benefits of what you offer! And one last very important point ... have fun doing it!

Let us all know how it goes!

Keep your business growing ...
margie

10 Posting Openings That "Connect You!"

If you want your online social networking postings to initiate interaction you really have to write your postings with that intent in mind. You don't get many characters to work with on most social networks, so you have to give a bit of thought to maximize your results!

One simple tip that helps is to write so that you "engage” your readers. You want them to read, relate and respond to you. If this seems difficult, try pretending they are sitting at your desk and just start "talking" to them. Put what you say in writing! Really helps to get the ball rolling! Just make sure no one is watching you from a far! :-)

Also you want to talk “with” not “at” or “to” your readers. Here are some "openings" that will help make it easy for you ...

1. Do you know …
   Do you think …
   Do you have …
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2. Have you ever thought ...
   Have you ever said ...
   Have you ever been ...
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3. As you go ...
   As you think about ...
   As you read ...
   As you play ...
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4. What do you think ...
   What do you do ...
   What do you say ...
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5. What would be ..
   What would happen ...
   What would you say, think, do, be .. etc.
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6. Did you ever think ...
   Did you ever have ...
   Die you ever not ...
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7. Help me, I need ...
   Help me, can't achieve ...
   Help me, looking for ..
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8. Just sitting here thinking ..
   Just sitting here doing my ..
   Just sitting here creating ..
   Just had a client ...
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9. Am walking ...
   Am calculating ...
   Am doing ...
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10. Wondering if ..
    Wondering what ..
    Wondering who ...
    

Try them out and let me know if they help you! You might want to use them to present your information as a story ... something that happened that day with a client. Have fun with it ... and just be real! It works better.

As always, you are invited to share your experiences here on the blog ... good and bad!

Keep your business growing ...
margie

How I Like To Use Twitter!

I like to use Twitter as a tool to create interaction. It's original design was for that very reason ... the question at the top used to be, "What are you doing?" People would trade their daily "goings on!"

When Twitter first began it was fun to see what people were doing. You discovered that you had some "out of the office" common interests with people you knew and/or were trying to get to know. "Live" tweeting sometimes brought you to the front row of a playoff game, the inauguration,and the way I found out about Twitter... knowing a fellow tweeter was in the process of being arrested in a foreign country and needed help! You still see "live tweeting" such as these examples but not as much....they get buried in all the one-way postings it seems.

So, I like to keep the original intent alive and well. I have transformed most of my tweets to focus on business conversation in order to meet new prospects and help old contacts know more about what I do ... but always with an "engaging" 140 characters! Every once in a while I add some "salt and pepper" with a personal tweet .... just for fun.

I also look for other tweets that want to engage readers in conversation. These tweeters ask for thoughts, opinions and thoughts! It is such a great way to meet new people and everyone loves to receive a comment from their posting.

The bonds that the exchange of comments on Twitter create is actually "why" I use it as a tool for conversation. The internet provides very private 1-to-1 interactions. People are focused on their screen (whatever the device), the Twitter posting is short so it resonates quickly and easily, and a bond is psychologically created between reader and sender! It's almost like magic!

Have you tried to create conversation? Let me know if you feel the difference as well. I've always said that the value of Twitter cannot be explained ... it has to be experienced!

Tomorrow I will give you some ideas on how to write an engaging tweet! In the meantime ...

Keep your busines growing ...
margie

What Does Twitter Do?

"What does Twitter do?" That's a question that a client asked me a couple of months ago. She said she couldn't figure out what it was supposed to do for her.

My answer was "Twitter is not supposed to "do" anything for you. It's all about what you do for yourself on Twitter!" Does that make sense to you reading this right now? Hope so.

Twitter is simply a "live feed" that allows real time postings of up to 140 characters in length to be viewed by as many people that request to follow individual users. That's it!

One of my former sales managers used to say, "you have to stay in front of people if you want them to buy from you!" Twitter lets you do this and more! Twitter's platform offers multiple opportunities for you to "do" something for yourself! Here are a few:

• Strengthen relationships by being able to have quick interactive communications with people throughout the day.
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• Reach out and connect with new people .. creating bonds via quick interactive communications on what you find you have in common and then more!
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• Brand yourself by putting consistent messages in front of your viewers .. showing your style, message type, etc.
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• Advertise by placing your information out there. Not using the interaction capability "plus" of Twitter .. but playing a numbers game by simply being in front of lots of people. DO NOT SPAM HOWEVER .. if you "must" use Twitter this way, do it tastefully.
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• Display your blog postings via live feeds that can be setup to appear automatically on Twitter feeds.
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• Link your readers from a posting to an image, webpage, and/or video!
  

These are just a few things 'you" can do. Which of the above ways are you using Twitter? What has worked for you? What other ways might you be using Twitter?

Keep your business growing ...
margie