Do you know that you’re not really marketing your coaching practice to a target audience, that you’re not communicating to a niche market, and that you won’t find your next coaching clients if you ‘engage a marketplace?’

It’s so true. Yet most of the websites that promote life coaches seem to think that’s exactly what they’re doing – talking to a market or an audience.

Is your life coaching website getting you coaching clients?

If you ask a life coach whether their website is getting them coaching clients – most often the answer is no. I know this for a fact because I teach coaches how to use their websites – really their entire web presence – to build a following and get more coaching clients. And most of the life coaches I work with come to me with website copy that is trying to speak to an audience.

So if you’re not speaking to an audience, who are you speaking to?

Now let me clarify for a moment. I do use terms such as target market or target audience all the time. Sometimes I add purposefully add ‘the people in your target audience’ to a statement. And, every single time I say talk about markets or audience you can assume I’m saying ‘people.’ And to be even more specific, I actually mean talking to a single person – one-by-one – over and over so that you’re really talking to thousands of individual people.

And this, it seems, is where life coaches – and business coaches, spiritual coaches, leadership coaches and just about any other type of service provider – get their marketing all wrong. You’re not talking to a market, you’re talking to people.

Your coaching clients are not an audience, they’re people.

Of course you know this. But do you use it in marketing your coaching practice? Do you think about it when  you’re speaking with a new potential coaching client? And do you keep it in the forefront of your thoughts when you’re making decisions about your business?

If not, you need to. You need to remember, all the time, that you’re talking to people.

People aren’t interested in hearing from businesses.

Are you? Do you want to hear from a business or would you rather hear from a person?

Well, you potential coaching clients aren’t any different. They don’t want to hear from a business. They don’t want to talk to a service provider. And seldom do they seek coaching.

Now that’s not to say that don’t want coaching or that they can’t benefit from working with a life coach. That would be like saying that you shouldn’t eat vegetables because the don’t taste good. That’s not true.

But what is true is that you, as a coach promoting how your coaching service can benefit people, want to know what people want. More specifically, you want to know what the people you can best serve through  your coaching practice want, need and even expect.

Show your future coaching clients who you are

The way to do this isn’t by crafting more enticing marketing messages. It’s not by creating some fancy sales materials or producing some slick product. Rather, you meet people by first being a person yourself. Show them your human side. Let them see that you’re not just a coach who runs a business and wants to get more clients. Instead, show them that you’re a human being who cares about people and want to serve them by helping them overcome their problems and concerns.

And there we find the most important point – meet the people you want to serve – the people you can best serve – where they are. They’ve found your coaching website most likely because they’re seeking answers, wanting help, looking for direction or needing to solve a problem in their life. Meet them in it and then show them the way out. This is what makes an effective coaching website.

Just remember, people are seeking answers and direction, not marketing messages and sales pitches. Meet them where they are.

As a life coach, or any other sort of coach, how are you best meeting the people you want to serve with your coaching practice?

Let’s talk about it.

note: image from caruba on Flickr, some rights reserved)

Most of the time the coaches give me answers that have to do with getting more traffic to my website, getting more people on my list or getting enough coaching clients. The interesting thing is even my other clients – healers, therapists, authors and other service providers – give me similar answers.

While it true that as a life coach you may need more traffic to your coaching website or you need more coaching clients in your practice, it may not be the most pressing problem in your coaching business. And often, getting more traffic to your coaching website isn’t.

But for most of my coaching clients, the most pressing problem can be elusive. This is because usually the most pressing problem in your business has nothing to do with your marketing or generating traffic to your coaching website. Rather it usually has to do with how you actually DO your business.

Think about it for a moment.

Let’s say I could triple the number of contacts you get from your coaching website in the next month (which is possible, by the way). What would happen? Could you actually manage having that many more potential coaching clients contacting you about your coaching services? How effectively would you be at converting these potential clients into actual coaching clients? Or would you end up dropping the ball on a whole bunch of your potential clients?

If you’re like most life coaches I’ve spoken with, you likely believe that more people contacting you means more coaching clients paying you.

Yet, that’s not always the case. More often than not, you need to prepare yourself, your business, your business processes and your coaching practice for this sort of growth. So you need to know how to deal with such a large influx of potentially new coaching clients. Which means to continue to have a successful coaching practice you must have solid systems in place to manage these sorts of situations.

Now how these systems get created is neither difficult nor overly complex. It’s simply a matter of knowing what your business problems are and what you need to do about them in order to grow your coaching practice. After that, you simply figure out how to adjust your already existing business practices to support the growth. But if you don’t make adjustments to how you do things, the growth you experience will likely not be significant and will almost certainly not be sustainable. So if you want to get more clients in your coaching practice, you must consider how you’ll handle not only the coaching sessions, but all the things that happen to gain that coaching client.

So as a life coach, how do figure out what your most pressing business problems are?

The easiest way is through Reverse engineering. Start with the end result. Consider what challenges you’d face if you had double, or even triple, the number of people contacting you about your coaching services, for instance.

Another way to find your most pressing problems is think about the task in your coaching business that you least enjoy doing. It’s pretty likely that you’ll find some issues there. For instance, there was a timein my own business when invoicing my clients was a pain for me. Of course, it presented a huge problem for me that I dreaded doing the thing that got me paid. So I had to look at this and find a new way to invoice my clients – a way that would be easier and much less time-consuming. I found my invoicing solution and now I can invoice clients so quickly and easily that I rarely even think about it, let alone dread it.

So you want to look for the things that aren’t working in doing your business. Find the holes in your coaching practice and fill them. To fill those holes, start thinking in reverse and consider what you’re doing well, don’t enjoy or simply don’t know how to do. Start there. Consider all the steps along the way. Write it all down, turn it upside down and now you’ve got the outline for a plan. Focus on the issue closest to where you are now, and you likely have, at least one of, your most pressing business problem.

Plan your coaching practice for success

We so often tell our coaching clients to plan for success. Why couldn’t that mean imagine the success you want and work backward to where you are today? It’s a little secret – and it works!

What is the most pressing problem in your coaching practice? In your business? And what are you doing about it?

Let’s talk about it!

note: image from tashland on Flickr, some rights reserved)

Want To Increase Sales? There’s almost limitless methods for doing so.

Be in front of your audience when they need you.

That’s it. That’s the key to increasing your sales. Think about it, when you’re at a restaurant, do you care with the bathroom is? Not til you need it, right? Or an ATM. You likely pass dozens of them every day and don’t notice them, right? But what happens when you’re out of cash? Every ATM comes into focus. What’s more, you might scurry to find one.

So many small business owners don’t consider this when they market their business. They work hard on their vision and business plan. Then they focus on their offer and how best to communicate that offer to a target market. Ideally, they’re wanting to position themselves as an expert in a select niche market.

But no one cares that you’re an expert until they need an expert. In other words, no one cares that you can solve a set a problems until they are faced with those set of problems. Then, they go out and look for a solution.

As a business owner, you want to find the most effective ways to get your business, your expertise, your solutions in front of people when they need it.

I know what you thinking…how do I know when people need what I have to offer?

The simple answer is, well, you don’t. But you can spend time identifying a clear niche in which to spend your marketing efforts (and budget). And you can use search engines, forums, social media (blogs, Flickr, YouTube, Twitter, Facebook, etc) and your website to make yourself more visible to people as a whole. The more people know what you do, the more potential for your work to passed on to someone who needs it.

For instance, you can use SEO and SEM to target specific key phrases that people may be searching for when they’re looking to solve their problem. But be specific and highly targeted. If you train poodles, you likely aren’t going to get much return for optimizing your site for dog trainers. But if you optimize your site for poodle trainers in New England, now you have a specfic niche you’re targeting. And when people need their poodle trained, and live in New England, you’ll likely get found.

Same is true with social media. Use your blog and profiles on YouTube, Facebook, LinkedIn and Twitter, among others, to establish your expertise. Then openly share with people who you are, what you do and who you do it for. If they don’t need your services, they may know someone who does.

And there’s other approaches as well – forums, blog commenting, article submission, etc. The list goes on. Just remember that you want to present your expertise at the time when people most need it. If you allow that to be your guiding light, you won’t be marketing in the dark. And more people will buy – today, even.

Are you targeting your audience at the times they need you most? If so, how’s that working for you? And if not, why not? Let’s talk about it.

(note: image from Troy Holden on Flickr)

Are you one of those business owners who’s not tracking your business activity, tracking your marketing or recording how you spend your time each day working on your business?

If you are – you’re certainly not alone. Very few small business owners are measuring their business activity these days – especially on the internet. And even fewer – way fewer – have an established system for tracking and evaluating the effectiveness of each of the most important parts of their business.

This is a HUGE MISTAKE!

I don’t mean the sort of mistake where keeping your business opened is threatened – though it could come to that. I mean that you’re missing an absolutely fundamental part of running a successful business. Just ask anyone who is successful. They’re going to tell you that they key to their success is:

…doing more of what works and less of what doesn’t.

It doesn’t really matter your field or your niche. If you’re an engineering firm who makes $10 million per year, you need to track what’s happening in your business. If you’re a life coach making $40,000, you need to track what’s happening in your business. And if you’re just getting started, you want to track what’s going on in your business.

Why? Because what you don’t measure – doesn’t exist.

Strong statement, I know. But just consider it for a moment: Can something that’s not being measured really, truly exist?

Now before we start playing a game of semantics about what measuring means – let’s consider a couple of definitions:

To measure means to ascertain the size, amount or degree of something by using a marked standard or by comparison with a known object.

AND

To measure means to take an exact quantity or fixed amount of something.

So you don’t have to use a ruler to measure something. Your eyes measure everything you look at all the time. You don’t need a ruler to know the difference between a long board and a short one. The same is true when you look at a number of something. It’s usually pretty easy to gauge the difference in number between a line of ants on the ground and the number in and around an ant hill. So you’re taking measure of things all the time – that’s how our minds catalog our experiences. Hence, everything you see and experience in your life is because you’ve measured it in some way.

This is why I can feel comfortable in saying, “what you don’t measure – doesn’t exist.”

So let’s move from looking at the world around us to looking specifically at your business. Do you know how many people view your website? Do you know where they come from, what pages of your site they’re reading most and what pages of your site they’re leaving most from? If you have a website – you should. Just those four things alone can tell you a great deal about the effectiveness of your website in marketing your business.

Now, if you’re not measuring and looking at those statistics, are they happening any way. Sure, there are. But do you know anything about it? No, you don’t. This is why I say they don’t exist. The events are happening – xx number of people are reading your website each week – but because you’re not tracking that information and then using it to evaluate your marketing, the visitors really don’t exist to your business. Without knowing whether you have 10, 100 or 10,000 visitors this week, you can’t really know what they did on your website. And if you can’t really know what they did on your website, then you can’t use any of the information their visits left you about how well your website is doing. And if you can’t use that information, then the visitors really don’t exist. They don’t exist because you don’t know anything about them that you can use in your business.

The same is true whether you have a website or not. Following website statistics isn’t the point here. Rather, the point is to have a system setup to evaluate your business at different times, in different manners to find out how well you’re doing – and – to do more of what’s working and less of what’s not.

That’s why every business should begin with clear business objectives or goals in mind. And those goals or objectives should be prioritized in importance so that you’re always leading with the most important objectives. Once you know your objectives you want to create a method for measuring and evaluating the efforts you’re putting out to meet each of them. This way, you can know the most important thing to know in marketing:

…what’s working and what’s not.

So are you measure your business efforts? If so, what are you doing, how often to you review your marketing? And have you found it necessary to stop doing an activity because it wasn’t helping you reach  your business goals?

Let’s talk about it.

Oh yeah…I’ll be speaking live on this topic further during The Self Employment Telesummit beginning on September 10th. I’m joined by some amazing presenters such as Molly Gordon, Pam Slim, Mark Silver, Sean D’Souza, Sonia Simone, Nancy Marmolejo and a host of others. Seats are filling up so register today.

note: image from ppdigital on Flickr, some rights reserved)

If you have a small business website it should serve one purpose – generating sales

Sure, it should inform your visitors of your offers and give them social proof of your abilities through testimonials. Without a doubt, your website should generate and capture leads. And most importantly your business website should move your visitors toward buying your offers.

While there’s nearly infinite ways to do generate sales, a few necessary pieces need to be in place on your business website in order to generate more sales effectively. Most of this is really common sense. Yet after the more than 20 Business Website Assessments I’ve done in the past month, these basic elements are consistently being missed on small business websites.

Yet, these basic elements are so fundamental that you want to be sure you’re not missing them on your website.

1. Ineffective use of Page Titles

Page titles are part of the HTML code on your website. Usually you’ll see the page title in the top bar of your web browser window.

While it serves a number of purposes, it has two very primary, and important, functions. First, it is an important piece in keyword optimization for SEO. No effective SEO strategy is complete without including keywords in the page titles. For effective SEO, each of your business website pages should have unique page titles. These page titles should include the keywords that you’ve optimized for each, specific page.

Secondly, and perhaps even more important, your page titles are used as the main, linked text in search engine results. It’s the large blue text you see in the graphic below:

Effective page titles tell people what they’ll find when they click through the search results into your website page. Ideally, your page title will show a benefit the searcher can gain from visiting that page. The best page titles will increase click-through rates from search results, increasing your visitors, your leads and potentially your revenue. Spending any time SEO without optimizing your page titles for conversion is a poor idea.

Of the 26 websites I’ve evaluated in the past month through my Website Business Assessment, every single one of them were not using page titles effectively. If you have a small business website, you may want to look into this.

2. No Clear Business Objectives

Your small business website is nothing more than a marketing tool. On its own, there’s nothing magical it can do. It’s merely a servant to how you want to use it to market and promote your business.

As a marketing tool, your business website needs to be considered as part of your marketing plan. when you create a marketing plan you identify objectives – the things you want to accomplish through your marketing efforts. Then you set out to do the tasks that will accomplish the objectives.

Your business website, as a marketing tool, needs to also have clearly identified business objectives. In other words, you want to be absolutely clear what your goals are with your website. Sure, it could be getting more clients. But there’s a process involved in getting more clients. And your website is a place to implement that process.

But to go a step further, it’s not just enough to state your business objectives and then go about using your business website to accomplish them. You need to prioritize your business objectives. You need to decide that this one objective is the primary mission of my website. Then do everything you can think of to get your primary objective in front of your website visitors, blog post readers and anyone else who will see your website.

After you identify your primary business objective then decide on the second and third most important things you want people to accomplish on your website. Make each of those visible at the most opportune time in your business website. Just make sure they don’t trump the primary objective.

An example that came out of the 30-minute follow-up call I do with every Business Website Assessment came from an alternative healer. She had her signup box for joining her email list on every page of her site. Yet, when we spoke, her primary objective was a free consultation time. The email signup was important – actually her secondary objective – but was not as important as the free consulting time. So we discussed ways that she could adjust her website to make the free consulting time more visible and more appealing. What’s great to here is that after two weeks she’s gotten 6 more inquiries than she usually had.

Be clear, ultra clear, with your business objective, prioritize them and then design your website around them. Doing so, you’ll find much greater success using your business website to promote your business.

3. Few or No Enticing Action Steps for Visitors to Take

In every case in the past month, the websites I’ve evaluated have had few, if any, direct action steps. Action steps, I define, as what you want your visitors to do when they arrive a to a certain point on your website page. Every page of your website needs to have clear, easy-to-do action steps – even your bio page. Actually, especially your bio page.

To have easy-to-do action steps it helps to have clear business objectives. If you know the objectievs of your website, the action steps you want your visitors to take simply become an extension of your primary, secondary and tertiary objectives.

The key here is that the steps are easy for your visitors to complete. Remember, this is the point of conversion. The action you’re asking your visitor to take will directly engage them in your business. So this isn’t the time to get cute with language or too wordy. It’s not the time to explain a bunch of things about what you can do for them. Simple, easy-to-understand, to-the-point content is what you want here.

The best action steps are the ones that combine your business objectives with the wants of your visitor at the moment. When their wants meet your objectives, you’ve got a conversion – a list signup, a consult inquiry, a seminar registration, a product sale, etc. Ultimately, your website’s copy should almost always be about moving people toward an easy-to-do action step.

Now, I keep saying easy-to-do for a reason. On three occasions this past month, I’ve done Business Website Assessments on business sites where the action steps visitors were asked to take were way too complex. In one case, the primary objective was an email list signup in exchange for a free product. The business owner, wanting to get as much from the conversion as they could, insisted that first the visitor signup for a list, then verifiy their email address, then fill-in a “short”, 16 question survey, then verified their email address again, and then they finally got the giveaway product.

All this was explained up front so there was no misdirection. But the business owner wasn’t getting many signups. So I suggested moving the survey in the process to the end and don’t require it. Deliver the product and then offer the survey. I spoke with the business owner yesterday and in the past week he’s tripled his list signups and doubled his survey respondents. Make the process easy.

And…make it easy to find. Don’t hide your action steps like I’ve seen on a number of websites.

Of Course, There’s More…

And there always will be. But when it comes to having an effective business website for your small, service-based business, these are the three most common mistakes I’m seeing during a Business Website Assessment. They also happen to be three of the most critical pieces to having a successful business website.

Perhaps it’s time you find out what’s working and what’s not working on your website. Or what you can do to make your website more effective in reaching your business goals. I’ve got a few slots available still for Business Website Assessments. Signup today.

Are you making these mistakes with your business website? How about your blog? What will you do to change it?

Or do you feel your website is dialed in and performing exactly how you want it to? Tell us how you did it.

Let’s talk about it.

note: image from TopTechWriter.US on Flickr, some rights reserved)

Can Twitter really help your business?

This is something I get asked all the time by clients, prospective clients and just about anyone else I meet and chat with. Heck, my mom called me a few weeks ago just to ask me, “what is Twitter?” So if it’s reaching my mom, who is somewhat computer savvy, it’s probably something we all want to figure out how to interact with.

But the question still remains – can Twitter help your business?

The answer…well, yes…and…no.

Okay, I know what you’re thinking…how could it be both?

Simple! Twitter is nothing more than a channel you dial in to whenever you want to connect. You can use that channel in any number of ways. For instance, if you don’t have a business or if you’re not trying to market your business on Twitter, then you just get to follow and engage in conversations. From those conversations you’ll meet interesting, like-minded people and possibly develop new friendships.

The same can be true if you have a business you’re trying to promote using Twitter. You can also get into engaging conversations, meet interesting people and develop new friendships. And, that’s all Twitter can be.

But if you want to use Twitter to increase your reach, or find prospective clients, you need to go about using it in that way. Which means you want to have a plan.

Now, when I say plan, I don’t necessarily mean some highly structured, graphed out approach to leveraging Twitter to meet your business objectives. Rather, I mean that you’re clear about the possibilities and opportunities that you find yourself in as you use Twitter. It’s difficult to take advantage of opportunities – even see them – if you’re not looking for them.

And that doesn’t mean that every tweet you ever write, respond to or retweet on Twitter should be about gaining business. As a matter of fact, that’s often the wrong tact. People smell it when you’re not forthright about your intentions. And they definitely smell a marketing ploy. Just be a real person who has a business interacting with real people knowing that some of them will likely want what your business offers.

So here’s some tips on how to see the opportunities when using Twitter:

• Be clear on your Twitter objectives. If they’re personal, great, keep it that way. If they’re professional, then make sure you know what you want from using Twitter
• Do it. In other words, do the things that will meet your business objectives. And if you don’t know how – get some help from someone you trust.
• Reach out. Twitter can be a great place to reach people you normally wouldn’t, or couldn’t. So be the one who reaches out to others. Just be sure to keep the conversation honest and be upfront if you have business motives.
• Follow the people who follow you. It’s more difficult to do as you get more and more followers. But, especially in the beginning, people will often connect with your immediately if you follow them back.
• Be aware. Always look for business opportunities. I not saying always be marketing. Just be aware that even the most benign conversation could open into a business possibility. Be looking for them – just don’t force them.
• Remember, it’s about people. Twitter is about conversation and building relationships. Even if you’re using Twitter to promote your business, be sure you’re clear that it’s about the people on the other end of your tweets.
• Do your research. When you get into a good conversation with someone, find out about them. Learn about their business, visit their website, signup for their feed. Learn what you can so you can deepen your relationship.
• Find partners. Twitter can be a great place to find people to partner with in your business or on new projects. Again, simply look for the opportunities.
• Be aware. I know I said this already, but it needs repeating. Be awake to the possibilities around you. Listen closely in conversations about what people want. And when you find something that you can help with – help them.
• Lastly, and MOST IMPORTANT, be real. Even if you’re promoting a business on Twitter, remember that you’re a person interacting with other people. Be true to yourself and transparent with everyone else.

Twitter provides some amazing opportunities. I’ve met hundreds of interesting people on Twitter myself. Some are just interesting conversations. Some become more regular relationships. Some have become friends. And others are interested in how I can help them in their business. And I try to meet each of them where they are.

Getting clear on how to use Twitter can be the difference between wasted time and a growing business. It’s important, then, to know what you’re doing with Twitter and then do it. This is one of the reasons I’ve created my teleclass, Learn How to Use Twitter to Get More Clients. I’ll be sharing a number of the things I do to successfully use Twitter to promote my business without being an annoying marketer who’s only out to make a buck. Read more about the teleclass and register by clicking here.

And let me ask…How are you using Twitter? Do you promote your business? And if so, are your efforts giving you returns?

Or are you lost and uncertain how to use Twitter to find more clients?

Let’s talk about it.

(note: image from wiselywoven on Flickr, some rights reserved)

Your business website should effectively represent your brand while providing ways for your leads to easily engage you. All roads in your business should lead back to your website, making it the pivot point for all your marketing. And you want to treat your website that way.

Furthermore, having a website opens the possibility to not just market to your leads, but to create a powerful touch point for engaging your audience in conversation and building relationships with your prospects and clients.

So if you want a successful business, and I believe you do, it only make sense to create a website that fuels the growth of your business.

Yet, as a small business owner, it can be easy – or tempting – to get in the way of your own marketing. You may take shortcuts with your business website. These shortcuts can become mistakes that undermine your business goals and turn your website from golden egg to fried omelet.

The sad thing is that you may not know your making these mistakes and undermining your business website.

So let’s look at 8 common, and often critical, mistakes I see everyday with small business websites:

Mistake #1: No Clear Objectives for Your Business Website

The very first thing you should do when you plan your business website is define its purpose. What objectives do you want your website to achieve? In other words, what do you want our visitors to see, to read and to do. To do is the most important set of objectives so you want your website objectives to be action oriented. Do you want them to sign up on your list, get your RSS feed, buy a product or take a survey? Any of these can be objectives. Just make sure your objectives are clearly defined.

One more thing on objectives: if you have more than one objective for your website, you want to put them in order of importance. Then, make sure you primary objective is the most visible and easy to find on your site. Your secondary objective should take its appropriate place behind the primary…and so on.

Mistake #2: No Strategies For Reaching Your Business Objectives

Once you know the objectives of your website you want to create strategies around how you’re going to accomplish these objectives. Strategy gets into how you’re going to do what you’re setting out to do with our business website. The more thought out and researched your strategies, the more likely your marketing and your website, overall, will be successful. From a strategy comes our plan of action, which gets us into tactics.

Mistake #3: No Tactics to Achieve Your Business Objectives

If you’re like most people, you’re pretty good at thinking about what you want to do with your business website. Often, where the trouble begins is when you have go from thought to action. That’s where tactics come in.

Tactics are the actionable steps you’ll be taking to achieve your business objectives. Your tactics are, flat out, a task list of what you’re going to do and when you’re going to do it. Think of your tactics as being the implementation of your strategy. It’s how you’re going to do what you think.

Mistake #4: No Targeted Metrics to Measure Your Progress

One great thing about the internet is that if it happens on your business website, you can measure it. Which means, you can find out amazing detail about how your visitors as seeing, reading and using your website. So the only question is are you recording that information?

What’s sad is that I see so many small business owners who aren’t even looking at their most basic website statistics. Yet, it’s so much easier to know how effectively your building your list, for instance, if you know how much traffic you’re getting. And from knowing that, you can make a plan for increasing you list signups.

There’s no way else to put it, it’s a mistake if you’re not recording your website statistics and looking at them with some regularity (not daily). And it’s a further mistake if you don’t take the time to learn how to interpret your website statistics because they will tell you what’s working and what’s not working on your website.

Yet, it’s important to go one step beyond just your basic traffic stats. You want to also consider how you’re going to measure the effectiveness of your strategy and tactics so you can see how well you’re achieving your objectives. In other words, you want a solid system of metrics – even a simple one – so you can evaluate your marketing and make it work better.

Mistake #5: No Integrated Marketing Plan

So often I see small business owners thinking of their website as one part of their marketing and their offline marketing as being another part. Don’t make this mistake. Integrate the two. Communicate your offline promotions online. And even more effective, use your offline marketing to drive people to your business website. This works great when you can make an offer on your website that your offline audience wants. As I said above, your business website should be the hub of you marketing – not just online, but all your marketing.

Mistake #6: No Focus on the Value of Your Offer

I’m asked to evaluate a lot of websites for whether they’re business ready. One of the most common mistakes I see is small business owners not focusing on or effectively communicating the value of their service. Too often, the focus is on either the cost of service or the ‘unique approach we use that makes us different than everyone else.’ Yet, this just confuses the prospect because either they don’t care about the approach or they have to consider what they’re getting for the cost. In other words, they have to figure out the value themselves.

Don’t make your prospects figure out for themselves the value of the services you provide. Tell them about it. Show them what they get, what they can expect and how you will help them solve their problems. And offer testimonials of people who you’ve helped so that they can see the social proof in your offer.

Mistake #7: No Action Plan for Your Visitors

We said earlier that your website should have clearly defined objectives. Once you’ve identified what your objectives are, it’s likely they require an action by your visitors for you to achieve. So tell them to take the action. Make it exceptionally clear that if they’ve gotten this far in your website, that ‘this is the action step you want to take next.’ Could be a list signup, a free report, a set of articles – doesn’t matter (as long as it’s toward your business objectives). Just be sure you’re hyper-clear about what action steps you want your visitors to take.

Mistake #8: No Balance Between Design & Marketing Message

Having been a website designer for well over a decade, I’ve dealt with this one a lot. Often, business owners become too concerned over the visual look of their website and it gets out of balance with the purpose of their site – which is a marketing tool to promote and sell their products and services.

That’s not to say that a website shouldn’t be visually appealing – it should. For instance, I’ve had dozens of people contact me just to let me know how much they like the design of my site. Yet your website design shouldn’t get in the way of your marketing message and business objectives. It should provide a professional, attractive frame for your all-important content.

Ideally, your design will be something people see initially and get a good impression of you from. Then, as they begin to read your copy, it should fade into the background. So think of your website design not as a paramount piece of the marketing puzzle but as a frame for your marketing message. And remember, that you want to consider your business objectives in any website design.

So these are the 8 most critical mistake I see everyday in working with clients on growing their business and on developing their web presence. There are more, of course. But I’ve found these to be the biggest and most important 8 to correct.

Does your website make any of these mistakes? If so, which ones? And what will you do about it?

Let’s talk about it.

If you’re uncertain where to turn for help or if you’d like to discuss any of these in more detail as to how they relate to your business website, signup for a free 20-minute advisory session with me. Let me solve your problems for you.

(note: image from iampeas on Flickr, some rights reserved)

Think about it…you put up a few pages of text on a website and you have the potential for a business. People can view your site, read your copy and decide if they want to work with you. And blogs make it even more magical. You can easily write more content and your visitors can engage you and create conversation – increasing the possibilities that they might work with you.

Yet while the internet is magical, for many it provides false hope. So many business owners and service providers believe that simply having a website or blog alone will generate more clients. Nothing could be farther from the truth.

Launching a blog or website – on its own – may not change your business at all.

This might seem odd to say, but it’s true. For your website to successfully promote your business, generate leads and help you get more clients, you need people to find it. You need people to use, to read the content and to engage you through it. Ultimately, you need people to visit your website that you have designed your services to help.

But before you roll your eyes with the usual, ‘of course,’ consider something – consider how! How will people find your website? More importantly, how will the ‘right’ people – the people you’re in business to serve – find your website? 

The simple answer is to reach beyond your website. What I mean is don’t rest on just having a website or publishing to a blog. Use them. Use them by thinking of website not as a destination that everyone should visit. Instead think of your website (and blog) as a hub for your business.

As a hub, you website should be thought of as a central part of your business marketing strategy. And just like the hub of a wheel needs spokes to work effectively, you need spokes off your business hub to make your website work effectively. The spokes? Your efforts. Your spokes are the things that you’re doing on the internet that lead back to your hub.

In other words, for your website hub, to be successful in promoting your business, you have to reach out beyond the hub with spokes out into the internet. And this can happen in any number of ways. You can utilize social media like Twitter or Facebook, publish articles to article banks like EzineArticles or interact with people in forums. Really, there are hundreds of ways to reach out beyond your website. I’m even doing a teleclass on the subject - 220 Ways to Reach Out With Your Website to Get More Traffic & Build Your Business.

What’s important, however, isn’t so much how you reach out beyond your website. What’s important is that you actually do it. In other words, for your website to produce more clients, you need to be doing things that engage people on the internet and bring them back to your hub. That’s what the spokes do – they lead back to the hub.

So what are the spokes to your business hub website? What are you doing each day to actively lead people back to your website?

Just as interesting, how are you using your website or blog as the hub for your business?

Let’s talk about it!

note: image from ***Karen on Flickr,  some rights reserved)

Marketing your business is a really good idea, don’t get me wrong. However you choose to do it, marketing is a vital part of your business. As a matter of fact, marketing your services is something I teach my clients to do more effectively every day.

Yet I find that there’s a hole in the thinking that “all you need to do is effectively market your business.”

You also need to sell!

Now I know that for some marketing covers selling just as it covers distribution and delivery. Yet I so often see marketing gurus focusing all their time on the preliminary aspects of marketing – clarity of message, target audience, demographics, psychographics, methodology, etc. Seldom do I see marketing coaches get into the specifics of selling.

But more importantly, so seldom does the average business owner see selling as a part of marketing. More often than not, they believe that if they communicate their offer effectively that people will just buy their service. For instance, the majority of the service providers I’ve run into – either as prospects and clients or through a large network of friends, associates and partners I offer help or advice too – see the importance in communicating their offer. And they understand what systems they want in place once the prospects enters their funnel.

But what they seldom focus on is the conversion process – when the prospective client becomes an actual, paying client. That’s where selling comes in.

What many don’t consider is that while there’s a process for marketing, there’s also a process for converting; for selling. And while there’s numerous, effective processes and methods for both marketing and for sales, neither make a successful business on their own. It’s hard to sell your services if you don’t draw prospective clients in through your marketing. Just as you’re not guaranteed a large number of prospects converting to clients without clearly knowing how you sell to them.

To drive the point home consider if I told you, “An effective marketing campaign should lead to increased sales and more clients.” Without a hitch, you’d agree, right? I mean, that’s the whole point, isn’t it – the better your marketing the more you sell and the more clients you have.

Well, effective marketing is like having a bus drop off thirsty people in your driveway. They’ve searched, they’ve found you and they’ve journeyed to your home because they trust you can satisfy their thirst. But just because they’re standing in your driveway doesn’t mean they’ll get to drink. Some will, sure. But many will just stand there waiting for some guidance. Selling is guiding those thirsty people to the well in your backyard, hoisting the bucket from the well, pouring them a cup of fresh water and handing to them to drink.

In other words, selling is a process as well. It’s the process of guiding the people your marketing brings to your business into becoming clients. So how you sell your business, how you convert your prospects, is something you need to consider in order to get more client, increase your business and generate more money.

So, how does your marketing process differ from your sales process? Does it? And if you’re getting people to engage your business, how could you more effectively sell to them?

Let’s hear your thoughts!

(note: image from Ward_ on Flickr, some rights reserved)

Now, three years later, she’s struggling to get enough clients. She seems to get just enough clients to keep afloat. However she’s not fully replaced what she made at her day job.

Yet, she’s self-employed. She runs her own business. Or does she?

That’s the question I asked Susan when she called me last week. She told me she wasn’t getting any new clients and that her leads have pretty much dried up. She’s committed to her business, but not sure how much longer she can run in the red since she’s financing her business with her credit cards.

I asked Susan, “So, if you had to think about it this way – are you employed or unemployed? In other words, are you working or not?”

At first she insisted that she was employed – self-employed at that. She has some clients. She just doesn’t have enough and she doesn’t know what to do.

So when I asked her why she wasn’t getting more leads she gave me the same tired answer that the media is banging away on – it must be the economy. She felt that “the economy was keeping people from contacting her and taking her programs.”

Of course the economy is adjusting itself from the overblown, over indulgent corporate abuses. That’s why we keep hearing about layoffs and buyouts. But in truth the economy isn’t affecting us small business owners too much, really. But that’s another story.

So I asked Susan to consider, just for a moment, what she might be doing differently if she was unemployed rather than self employed. Without even a breath she said, “Well, I’d be out there looking for a job.”

EXACTLY!

Getting out there to look for a job is exactly what she – or any of us – would do. We’d be reading ads, searching the web, making calls, scheduling meetings and following up appointments. But wait a minute…isn’t that what we would be doing with our business as well?

Another way to put it – isn’t that the same process we would go through in marketing out business? We’d promote our offer, generate new leads, schedule appointments, and followup with prospects. In other words – we’d be actively engaged in marketing and selling our products and services.

In short order, Susan got it. She remembers the days of looking for work. And she could see, almost immediately, that in having a business she always had to be looking for work. She always had to be generating new leads and working those leads into hiring her.

And that’s the truth with running a small business – you’re always looking for work. Remember, you’re only self-employed if you’re actually employed by your business.

Did you ever think the secret to succeeding in your business would be act as though your unemployed?

If so, what tactics are you finding the most successful in finding more clients? And if not, how do you think your business could improve – even grow – if you treated yourself as being unemployed?

(note: image from nogger on Flickr, some rights reserved)

I work with business owners all the time who aren’t sure about what they want, what they’re doing or where they’re going. Nothing wrong with that at all. After all, unless your expertise is in small business development or marketing, there’s little reason to think you’d have a solid understanding of how to structure and grow a business.

Yet one thing that thatseems to set successful small business owners apart from those who aren’t is their mindset.

Business is all about creating your space in the market place – in your niche market, that is – and working hard to inform people how what you sell can help them. The thing is, if you’re wishy-washy you’ll get wishy-washy responses. Just as if you’re pointed, certain and clear in what you offer your clients, your clients will often be clear and pointed in what they want from you.

That’s why being uncertain about how you’re positioned within your niche market leads to uncertain, and often lackluster, results. Little focus means little results. And what other positioning in your niche market is there than being considered the best in your market space? Do you hear any of your clients say, “I’m working with Dawud because he’s the 12th best business advisor in his field?” Of course not. People always want to feel they’re working with the best. And usually they are – the best for them.

So I’ve never understood having a business unless your intent was to be the best in a market space. And that means that you set out from the beginning to dominate the market. It doesn’t always mean you reach your goal, of course, of being the top-dog in a niche market. But that’s not the point.

The point is your mindset. Do you go after the people who can serve in your niche market or do you sit back and let them come to you? Do you work hard to develop relationships that help establish your expertise and grow your business or do you sort of stay within your comfortable group of peers who will never be clients? And do you set out to be the best in your highly specific, targeted niche market or do you reserve yourself to having a business that doesn’t create the lifestyle you want?

It’s all in the mindset. Set out to be seen as the best in your niche market and you will be – at least by those who you bring into your business. And that means you have to dominate your niche. How else can you grow and maintain a successful business?

As Henry David Thoreau once wrote, “To make a deep mental path, we must think over and over the kind of thoughts we wish to dominate our lives.” So what we believe is what we end up creating.

Love to hear your thoughts on how you’re dominating your niche market? Or are you at all trying to dominate your niche? And if not, why not?

Let’s talk about it.

(note: image from Danius! on Flickr,  some rights reserved)

How do you define success in your business? It’s a question I ask every client – and most of the prospects I ever speak with.

The interesting thing for me is how often the people I speak with don’t have a specific answer. Sure, we can come up with just about anything on the fly. Yet it’s not difficult to tell the difference between established, well-thought-through business goals and those that we sort of find when we need to talk about such things.

Having a way to measure the success of your business, however, is one of the most vital parts of running a business.

It doesn’t matter whether your business is selling products, providing services or selling ad space on your blog – it does you good to have a clear idea of your goals. And, hence, a clear definition of what success looks like for your business.

All my clients use the web in some form these days. So often I hear success measured in visits to their website or page rank in Google. Sure, those are measurable results. But I, as a business advisor, would never consider those to be metrics used to define success of your business.

Let’s think about it for a minute…

You can have a page rank of 6 in Google and get 1000 unique visitors a day to your website or blog. That’s good, right? And most of us would be happy with numbers like this, right? Heck, the way Google’s playing around with page rank these days, I’d be happy to get back to a 6.

Yet, your page rank doesn’t equal income. Nor do any of those visitors guarantee a dime of revenue. Sure, if your website is selling ad space, you might get bits of cash for impressions. And you may be able to get a little higher ad rates with traffic and page rank higher. But you’re certainly not going to make a living on that alone.

And so these aren’t very solid metrics to use for defining your business success. Don’t believe me, ask around and see. Personally, I know more than a dozen bloggers who have highly successful blogs – more successful than mine in terms of traffic, page rank, back links and Technorati rating – who aren’t making enough money to cover their monthly expenses, let alone turn a profit. A couple are good friends that I’m trying to help out.

The point is you want to define the success of your business based on what you’ve set it up to do – make money. That doesn’t mean that you only measure by your bank statement at month’s end or by your bottom line accounts receivable versus accounts payable. There’s more to it than that.

For instance, take whatever you’re doing currently to market your business and track responses from your marketing efforts. Let’s say that one of your goals is to spend some time commenting in forums to drive targeted traffic back to your site that you can convert into leads. It’s a clear goal and something that can be easily measured using basic website statistics. Measuring your success might look something like this:

You posted 50 times in the forum last month. From those posts, you got 41 referring links from the forum to your website. From those visitors 11 commented on a blog post (leaving their email address with you), 6 subscribed to your newsletter and 1 contacted you directly with a question. You can then decide whether those 50 forum posts were worth the effort (I’d say yes, depending on what the commenters and newsletter subscribers do over the next few months).

You see, the idea here is that you set metrics that relate to your business goals. The month of forum posts may or may not directly result in revenue that month. But it’s not always about revenue. To make money you need leads and so the work you did in the forum could have been about generating leads – which you did. Now you just have to create the next metric for converting those leads into paying clients.

Measuring your success isn’t difficult. It just takes a little strategy, planning and forethought. And on the web, tracking results is incredibly easy. You just have to know what you’re tracking – and why. Then you can adjust your efforts for the next round of lead generating activities. That’s how successful business owners use the web.

How are you measuring your business success on the web? Are you at all? If not, why not? Would it change if you had someone to help you (I know someone, personally)?

All-in-all, how do you know if you’re successful with your marketing efforts?

(note: image from victor_nuno on Flickr,  some rights reserved)

But just knowing about the term niche marketing doesn’t mean you know what niche marketing really is. Or how it applies to your business.

Most service-based business professionals I work with and talk to have some idea of niche market. Often, they think of it as the group of people their business serves or the market they target their services for. And while it’s true that your market is who you sell your products and services too, it doesn’t mean you’re selling to a niche market.

There’s a number of ways to define niche marketing or niche marketing. Wikipedia defines it as a focused, targetable portion (or subset) of a larger market. The New Oxford Dictionary defines niche as a specialized but profitable corner of the market. Personally (and professionally) I think of niche market from a point of problem/solution. So for me, I find my niche market in identifying a highly specific problem or set of problems that my service solves in a highly specific way.

A comment in a recent blog post gives me an interesting example to play with here. On my recent post, Why You Shouldn’t Be Afraid of The Econimic Crisis, I spoke to how highly niched small businesses will be affected much less during turbulent economic times. One commenter, who identified themselves as CSS Gallery (obviously not their name), made the comment that “One niche market that is growing considerably is SEO.”

As with all comments, I deeply appreciate the thought and sharing. And it’s true that SEO is a growing market. But SEO, in and of itself, is not a niche. SEO is a market. And being a market, you can find all types of focused, targetable portions of the SEO market. So if you’re in SEO, your working in a highly unspecific market and with a little effort you could discover the niche market you best serve within the overall SEO market.

For instance, let’s say you’re an SEO specialist. You’ve worked with a lot of different types of companies in a number of different markets. But you have a perpensity toward graphic designers. You’ve worked with a number of graphic designers and understand the market a bit. You’ve even had some success at getting rankings for the graphic designers you’ve worked with. You could decide that your niche is in SEO for graphics designers. That would be a subset (niche) within a market (SEO).

But you can go further – and I recommend it. You can look at SEO for graphic designers as a market itself. Now I’ve said it’s a niche – and it is a niche of the seach engine optimization market. But you can also find niches within doing SEO for graphic designers. Let’s say, for instance, your SEO track record showed that you got great results working with graphic designers who create logos. You could further niche yourself by providing SEO services for logo designers. And you can go even further with this (and I suggest you do) by defining what type of logo designers you specialize in working with.

You see, the goal is to find the most specific niche you can and market to it. That’s how you can dominate a market. The more specific you are in your defining your niche, the more your marketing message (and SEO, by the way) can target that niche’s specific needs. That way when the logo designer is looking for SEO and finds you, they’ll feel as though you’re speaking right to their needs. And when they see that you specialize at working with their type of business, wouldn’t it only make sense that they’d contact you?

The key to niche marketing is to find a real niche. By real niche, I mean the subset of the market you serve. Sometimes it’ll be the subset of the subset of the market you serve – and so on. The goal here, though, is that you’re speaking only to the specific people whose specific problems your services can solve. Find them and you’ve found your niche.

Are you marketing to a specific niche within a market? Or are you still marketing to everyone?

And if you do have a niche, how have you defined it? And in defining it, how has it changed your business.

Let’s talk about it.

(note: image from The Jamoker on Flickr,  some rights reserved)

I’ve always been a do-it-yourselfer. I’ve taught myself a great many things by taking this attitude.

When I bought my first house, I completely gutted it – down to the timbers in most rooms. In other places, we removed and moved walls. For instance, I created a large, walk-in closet in our huge bedroom where there was once a little coat room.

When it came to moving plumbing, rerouting and adding electrical, drywall, replacing subfloor, moving my toilets and bathtub drains – I basically did it all. And in most cases, I took to each project never having done it before.

But at some point, you have to live in  your house. And that means it has to get done – as my wife might say, “be livable.”

For us that time came as we neared the birth of our first child. As the first trimester of my wife’s pregnancy led to the second, we had to make some choices. We’d remodel the kitchen later, for instance.

Well, two kids and four years later, the kitchen hadn’t been finished. Yet we wanted to redo the kitchen. It had been one of the main reasons we moved in the house – a huge dinning room adjacent to a tiny kitchen. The remodel was a no-brainer. So, as my wife was pregnant with our third, we made a strict timeline and went ahead with the remodel.

This time, the do-it-yourself Dawud gave way to the asking for help. I called in favors when it came to moving the plumbing and installing the cabinets and countertops. And I hired a contractor to do the electrical and new lighting. The demo (remove a wall, tear out old kitchen), drywall, flooring and painting I’d do myself. And in less than 8 weeks, we completed our kitchen – for the most part (there’s some odds and ends left to do).

What I learned in the process was something that I’ve seen many small business owners struggle with in their business – they don’t ask for help. They don’t seek people to help them with tasks in their business. Rather, they try to do everything themselves. This usually means one of a number of things happens: They either don’t grow very fast because they can only do so much work or their business goes backward because – well – they can’t do so much work.

But when you outsource tasks in your business, it supports your business in a number of ways. One, it frees up some of your time so that you can focus on the tasks in your business that need your specific attention – such as referral marketing or creating new products and services to sell. Two, it creates space for you to take on new projects because you have more time on your hands. Three, it allows you time to clean up the things that have gotten neglected in your business. Four, it starts the process of handing off even more tasks because once you can trust one person with managing a part of your business, you can trust others. And five, outsourcing lets you share your success with another person – helping them become more successful.

If you’re stuggling with the idea, or if it seems that it’ll cost too much, don’t let that stop you. You can manage how someone else completes tasks in your business. And managing takes far less time than doing. And consider the costs not on what you’re paying out versus your revenues. Rather, consider the costs in relation to how much more productive you can be in creating more revenues streams in your business. Paying someone $20 an hour to manage your email, for instance, is nothing when you can generate $50 or $80, $350 or more with that same hour.

Outsourcing is one of the keys to growing your business. So allow yourself a chance to ask for help. There are plenty of virtual assistants out there, for instance, that do all sorts of things – from general office work to executive resources to web and graphic design to marketing. Just find the one that best fits your needs.

And be sure you know when to ask for help.

As a small business owner, are you outsourcing in your business? If so, how’s it working out. And if not, why not…what stops you from asking for help?

Let’s talk about it.

(note: image from jen_maiser on Flickr,  some rights reserved)

I’ve heard so many web-based small business owners do their best to avoid using the word advertise that I’ve begun to wonder why. I’ve worked with enough clients offline to know that it’s not small business owners in general. Offline businesses use advertising constantly to get the word out about their business.

But it seems different for online small businesses. Somehow it seems that the word advertise is unclean or dishonest or something. While I haven’t quite put my finger on it, it is obvious that online small business tend to look at advertising differently. They often don’t consider placing ads – even Google Adwords.

This strikes me as odd because a few, well-placed advertisements can often drive far more than business than their cost.

But the more interesting thing is watching how web-based small business owners avoid using the term altogether. Sure, they talk about marketing, but rarely about advertising. Why do you think that is?

Yet advertising is simply a part of marketing. The best, simple, explanation of the difference between marketing and advertising was written by Rick Cockrum some time back.

“Marketing is the sum of the activities you perform to get the word out about your business and attract the customers you want. Advertising is one marketing activity. It usually entails publishing paid announcements about your business. At our theatre we advertise in the local paper weekly. Our marketing consists of a website, word of mouth from our customers (our best marketing), involvement in local activities, public service functions, involvement with local business groups, (etc)… . You can see that advertising, while important, is only a small part of marketing.”

Rick goes on to suggest that you should “use both.”

I fully agree. I’m a huge – I mean huge – proponent of word-of-mouth marketing and client referrals. Yet it can be difficult to grow a successful business just by word-of-mouth. I’m not saying it can’t be done. Heck, I did it myself. But I know that the right ads in the right places can speed up the growth process immensely.

And advertisements work. No doubt about it. Otherwise Pepsi, McDonalds, Ford and every other company in the world wouldn’t spend the money on it. Even spam email works. And that’s basically what spam is – a paid advertisement sent to your inbox. What makes it spam is that you’ve not given the sender permission to email you about their product. Yet spam must work otherwise no one would be paying spammers to send their messages.

Advertising, for good or bad, simply works. That’s not the question.

The question? Is adverstising working for your business? If so, how; what sort of results have you gotten? If not, why not; what have you tried and how did it turn out?

And if you’ve not tried paid advertising on the web, why not? What keeps you from jumping in?

Let’s talk about it.

(note: image from Pink Ponk on Flickr, some rights reserved)

One side conversation that developed from ask whether email marketing is dead was whether email marketing is a form of interruption marketing.

Personally, I think it is. So let’s begin on the same foot by defining interruption marketing. Basically, interruption marketing is any tactic used to market anything that works only if they (the marketers) interrupt your life to get� your attention. In other words, interruption marketing is just that – it interrupts you and what you’re doing and steals away your time.

If we consider email marketing in that light, how is it not a form of interruption marketing?

Is spam email included, absolutely! Spam is the poster child for interruption marketing. You end up on a spammer’s list and they bombard you with a bunch of stuff you neither want or are interested in. The spam that doesn’t get caught by your spam filter certainly interrupts your life because you, at the very least, have to deal with it.

But let’s leave spam out of the discussion. I’d rather talk about the gray area that exists around ezines, enewsletters, event updates, sales pitches, etc – what’s often called permission marketing – where marketers will ask permission before they send advertisements to prospective customers.

So can permission marketing be interruption marketing?

I certainly think so. And it comes down to the definition above – interruption marketing being any tactic used to advertise that requires interrupting your life to get your attention. Isn’t that what email marketing does?

Think about it, you’re waiting for an email from a client or customer. You’re on the phone and they’ve just sent it. You check your email and you have three messages – the first is spam, the second is from your client and the third is an ezine that you signed up for months back.

Now you’re only looking for one email – that from your client. Yet you get three. The spam, definitely an interruption. The client message – what you’re looking for. The ezine – you may have given your email address to receive, but did you ask it to arrive at this very moment in time? Probably not. That would make it an interruption.

You see, whenever you receive an email that’s marketing something at a time you either don’t want it or don’t expect it, it’s an interruption. If it falls into your inbox, it requires your attention. What you do with it – read it, delete it, file it, leave it – is irrelevant. The fact is you’ve received the ezine at a time you didn’t want or expect to receive it.

Now let’s be clear, I’m not saying is that interruption marketing is bad, wrong, immoral or unethical. Interruption marketing is simply what it is – an interruption in your life to gain your attention.

The question is, do you appreciate your life being interrupted by ezines, enewsletters, sales pitches, early-bird discounts, product releases, event updates, etc?

And if you’re an email marketer (which I am, by the way), how affective is your email marketing strategy for growing your business? Have you noticed any change in how people respond over the past 18 months?

And if you’d like to see a great example of how interruption marketing is making people feel today, take a watch of this video.

(note: image from Sebastiano Pitruzzello (aka gorillaradio) on Flickr)

But what’s the truth? Have we reached a point where we should dump our email lists and find other channels to market through? Or is email marketing still as viable as it always has been?

My own thoughts are that email marketing is still alive and somewhat well. There are lots of business owners today that are making quite a nice living from the revenue they generate from their ezine lists. They continue to get new subscribers weekly, which just reinforces that email marketing is working.

I do think, however, that email marketing is dying – however slowly. And I’m willing to concede that email marketing may just be evolving rather than dying. But of course evolution means a slow death of one so that something new can take its place. And that’s where I feel email marketing is right now.

I mean, let’s face it, we just don’t have the time to read all the stuff that comes to our inbox. So what does come in front of our eyes better either be expected, interesting or useful to my specific needs – whether personal or in business. If I subscribe to an ezine, I’ll likely give it a few issues and if the content isn’t either highly valuable or doesn’t help me solve a specific problem I’m facing, I’ll unsubscribe.

What are your thoughts? Is email marketing dying? Is it evolving? Is it static?

And how effective is your ezine list, if you have one?

(note: image from sean dreilinger on Flickr)

You already know my experiences at SOBCon08 – at least those I could get down in a reasonable amount of time.

But aren’t you curious what others have been saying about it?

Well, I’ve done my best to compile all the posts I could find about the event. While extensive, this is likely not a complete listing. So if you have a post you’d like to add, please do so in the comment box and I’ll add it to the post below.

Did I read them all…no. But I did read most of them and commented on those I had something to add too. What always intrigues me most is that people often report more about their time getting to know someone then then they do the event content. Is there a little business secret tied up there? What do you think?

• Lorelle VanFossen on Blog Herald – Blogging is Not About You
• Lorelle VanFossen on Blog Herald – SOBCon08: A Conference Experienced in the Moments
• Joanna Young’s Confident Writing – What I Learned From The Gifts I Received At SobCon08
• Joanna Young’s Confident Writing -� Chicago Pulse: Why The Windy City Was The Perfect Setting For SOBCon08
• Joanna Young’s Confident Writing -� Blog Writing Tips from 100 Successful Bloggers
• Joanna Young’s Confident Writing – 10 Outstanding Definitions of Powerful Writing
• David Bullock – Business and Blogging: Trust, Community Building and Profits
• Terry Starbucker from Ramblings From a Glass Half Full – We’ve Got The Dreamers Disease, Reflections on SOBCon08
• Liz Strauss (THE Liz Strauss) – Meet Sia, the Heart of a Web Hosting Company
• Liz Strauss (THE Liz Strauss) – How do you Build an Incredible Experience
• Liz Strauss (THE Liz Strauss) – SuperTramp, Terry Starbucker and Chicago
• Liz Strauss (THE Liz Strauss) – SOBCon Influence According to BuzzLogic
• Liz Strauss (THE Liz Strauss) – Terry Starbucker Brings Sexy Back at SOBCon08
• Easton Ellsworth’s Visionary Blogging – 139 Business and Blogging Improvement Tips from SOBCon08,
  
• Easton Ellsworth’s Visionary Blogging – The SOBCon08 Step Forward Challenge
• Denise Wakeman of Biz Tips Blog and The Blog Squad – SOBCon08 Provided Great Insights to Social Networking
• Chris Garrett from chrisg.com – People of SOBCon08 (flickr)
• Chris Garrett from chrisg.com – SOBCon Report: Landed Home
• Chris Cree of SuccessCREEations – Down To Business At SOBCon08
• Brian Gardner, creator of Revolution WordPress Theme – Social Networking in Action
• Shashi Bellamkonda from Network Solutions – SOBCon08 – New Friends
• Jesse Peterson on Perfectly Peterson – Jesse’s SOBCon08 Takeaway
• Phil Gerbyshak of Make It Great – (Re)Connecting with Old Friends: Attitude Vitamin
• Zane Safrit – One great thing about social media
• Amy L from Earnest Parenting – What’s The Point of This Blog?
• Stephen Hopson from Adversity University – End of the Week Gratitude
• David Dalka – Remembering SOBCon08 – My House Guest Andrew Dubber
• John Gatrell from Spacially Relevant – SOBCon08: A Narrowcast Effort for Sponsors’ Brands
• Tammy Lenski of Conflict Zen – A Little Gift for the Weekend: Origami Crane
• J. Erik Potter – SOBCon08, Have We Met?
• Andrew Dubber – Postcard from Chicago – Blogger’s Beard
• Anita Bruzzese from 45 Things – Feeling Dumb May Be The Smartest Thing You’ve Ever Done
• Brad Shorr from WordSell, Inc. -A Question for SOBCon08 Attendees
• Matt Murphey from Matt’s Cuppa – Farewell SOBCon08
• Todd Jordan – Vong’s Thai Kitchen, SOBCon08 Dining Experience
• Chris Brogan – SOBCon08 Was Great
• Jared Goralnick from Technotheory – Why AwayFind? To Escape From Email (quick clip from SOBCon 2008)
• Sara from Suburban Oblivion – Suburban in the City
• Stephen Smith from Productivity in Context – Post Conference Productivity
• Stephen Smith from Productivity in Context – Oblique Strategy
• Derek Semmler from The Man Page – Step Out Of Your Comfort Zone
• Jen Knoedl – Liz Strauss’ Irresistable Offer
• Karen Hanrahan, Mother Earth herself – Thank You SOBCon08
• Michael Martine, the remarkablogger -76, 4, 58, 16, 12, 47: What Do These Numbers Mean?,
• Kristen King from Inkthinker – Can You State What You Do In Under 10 Words (or why I think my identity crisis may be ending)
• BuzzLogic’s Valerie Combs – The Top 25 Influential SOB’s
• Sonia Simone from Remarkable Communications – Monkeys and Bloggers and Tribes (oh my!)
• Derrick Sorles from Business Blogging Consultants – What is Social Media and Do I Need To Use It For My Business?
• Joe Hauckes from Working at Home on the Internet – My Take on SOBCon08: It Takes Passion to be Successful
• Karen Putz from A Deaf Mom Shares Her World – SOBCon08 – An Amazing Weekend
• Karen Putz from A Deaf Mom Shares Her World -� SOBCon08 – What’s the Deal with those Klondike Bars?
• Sheila Scarborough from The Perceptive Travel Blog – Lou Malnati’s: going local for Chicago-style deep dish pizza
• Debra Moorhead – TCB
• Naomi Dunford from IttyBiz – What REALLY Went Down at SOBCon08

So what’s the marketing secret I mentioned above? Any idea?

And for SOBConers and non-SOBConers alike, just one question: what’s one tool you’ve most recently started using that’s changed the way you use your blog or social media? How has it affected your marketing and your business?

(note: image from Tojosan on Flickr)

Amazing that it took a whole blog post to cover the first day of SOBCon08, but it did. Friday was great. The boat ride stellar. And the conversation even better.

Seeing� Lorelle first thing Saturday morning started the day off right. Got a chance to speak with Easton Ellsworth a bit, catching up on family and the like. Truth is I talk to Easton almost weekly. I did get to have breakfast with David Dalka and Phil Gerbyshak. We mostly talked shop – not blogging shop, but business shop – niche marketing and expert positioning. In other words, what problems do you solve for whom.

Business School was the theme of SOBCon08. The idea was born from watching lots of bloggers getting traffic and tons of comments, but making no money. This year’s SOBCon was going to bring business people and bloggers together so that business owners could learn about communities and using social media while bloggers could learn solid business practices.

Anita Bruzzese of 45Things kicked off the morning. She gave a great talk about managing your online reputation. Her advice: Remember “whatever you write has your name on it and you must be willing to stand behind it.” Her talk sparked a great conversation afterward that I was really getting in to. If only more time.

Next up was the Copyblogger himself – Brian Clark. Brian opened with “forget blog. be an entrepreneur rather than a copywriter.” He had me with forget blog.

What Brian did really well was remind us that a blog isn’t in and of itself a business. What we actually do to make money is our business. So he encouraged everyone to consider a business model showing us that a business model is not:

• Your revenue source
• Your traffic strategy
• Your blog

What a business model is, rather:

• The right product or service (for) the right target market (at) the right price.

That sentence above is the key to having a successful business. Brian knows it which is one of the reasons why Copyblogger and Teaching Sells is doing so well. There’s more, of course, but this was the key point that I felt was most important to take away form Brian’s talk.

One note on Mr Clark, somehow he managed to leave Chicago without us having a good chat together. Not sure how he managed that, but he did. That’s all right, I’ll pin him down next time.

After Brian, Lorelle VanFossen led a discussion and exercise to help everyone find the ten words that would describe what you do as a business owner. That was her main point – you have to be able to describe what you do to people who may be interested in language they understand. I’d go a bit further and say that you need to concisely show that you can solve their problems. That’s why the conversation can be so valuable before you get to talking about what you do.

Next came Chris Garrett of chrisg.com fame. Chris and Darren Rowse just released a book called Problogger: Secrets of Blogging Your Way to a Six-Figure Income. Haven’t finished it yet, but from what I’ve read it’s really good. Make sure you get a copy.

Chris’ talk called, More Bang from Your Blog, covered a lot about workflow. He says, “you have to have a work structure” to be successful at blogging (and at business). His workflow consists of Learn / Create / Communicate / Promote. Workflow – both for you blogging and your business – is something I spend a lot of time with clients working on so I couldn’t agree more. There’s so little time, why not make the most from it.

Somewhere in here we had lunch and I spent a nice time talking with Stephen Smith from Productivity in Context and Jared Goralnick from Technotheory. Jared and I shared in great converation around business building, marketing and business growth. Then we mingled a bit chatting with a number of people – most whose names I just can’t remember. Sorry.

Back to the presentations…I next got my socks blown off by David Bullock. Obvious this guy knows what he’s doing when it comes to business development, business growth and metrics. David was one of the business owners who was there to learn about social media. And boy did he get a dose of it. His S.T.A.R.T. Formula is a solid business development model:

• Strategy – what’s the overall story and how does your overall story match the overall story of the marketplace?
• Tactics – planning – how are you going to do what you need to do to grow your business
• Action – doing the plan – you’ve gotta actually do something to make the tactics work for you.
• Results – you’ve gotta know what results you want from your actions and whether or not your site or business can gain those results.
• Tracking – pay attention to what’s going on – most often missed by small business owners. It’s more than just site statistics. It’s knowing what you expect from your marketing, for instance, and being able to measure effectiveness.

David also had what may have been, for me, the most power-packed quote of the whole event: “I want to own a space not own a channel.” He and I talked about this afterward. Be a great conversation piece in the comment box.

Funny thing is that Chris Brogan followed David – which was a perfect blend. Following David’s business-minded presentation, Chris offered an opportunity to for us to think of businesses as being people (sound familiar?). His overall message was to differentiate your community from your marketplace. In community it’s about the people and how you connect with each other. Ultimately it’s about people doing things freely for each other. Marketplace, though, is where you sell things. Chris suggest keeping them separate. How, invite community into your marketplace, just don’t turn your community into the marketplace. Let people have both.

We started running long on time so Liz Strauss’ presentation was cut a bit short. The key element I took from her was, “Know the difference between traffic, readers and customers.” I’d say know who each are, why they’re at your site and how you can meet each of their needs.

Wendy Piersall ended the day with an emotional, spirited and high energy presentation challenging each of us to be great; great as bloggers, great as people, great as business owners. As she says, “what right do you have not too?”

That ended Saturday’s main events. There was still Sunday to go – and don’t forget Saturday night – which I’ll write about later in a piece about selling.

Reading through all this, are you beginning to get the idea that blogging is not, in and of itself, a business? Rather, blogging is a way to interact with your audience, increase your reach and inform about your business. In other words, a blog is a method for marketing.

I see way too many business owners confusing their blog for their business. Perhaps it’s because they put so much time into it – I’m not sure. Yet it’s important to consider that a blog is something that serves an overall business, helping the business reach its goals.

So how is your blog serving� your business? Are you selling products and a landing clients from your blog? If so, what have you done to make yourself successful?

(note: images from bjmccray, ChrisCree & DWakeman on Flickr)

I’m guessing you can begin listing a dozen things right off the top of your head. I know I can – clear vision, business plan, marketing plan, metrics, proper positioning in a highly refined niche market, branding, marketing message, growth strategies, solid business structure, etc. The list just goes on and on.

But one thing is missing from my list – and maybe yours. Rocky Balboa knows what it is. It’s what made him successful as a boxer – and yes, I know he’s a fictional character. That one thing…perseverance – steadfastness in doing something despite difficulty or delay in achieving success.

In the movie Rocky Balboa (Rocky VI), he gives a speech to his son who’s struggling with finding his own identity and success in the world. I won’t bother setting up the scene because the movie isn’t the point. But what Rocky says to his son is a pretty remarkable way to look at business and life…(UPDATE 4/28 – VIDEO LINK FIXED)

…I don’t care how tough you are, It’ll (life) will beat you to your knees and keep you there permanently if you let it. You, me, nobody is gonna hit as hard as life. But it ain’t about how hard you hit, it’s about how hard you can get hit and keep moving forward, how much you can take and keep moving forward. That’s how winnin’ is done.

Now if you know what you’re worth, go out and get what you’re worth. But you gotta be willing to take the hits and not point fingers saying you ain’t where you want to be because him or her or anybody…

Okay, so it’s a little overdramatisized, but the message is solid.

When you’re building and growing a business there will be setbacks (hits) – plan on it. Know they’re coming. Because success doesn’t come in trying to avoid the hits. Success comes in being able to take the hits you can’t avoid and continue on. “That’s how winnin’ is done.”

What hits have you taken in your buiness and what have you done to overcome them? Or, if you’re stuck a bit, what have you tried to do that hasn’t kept you moving forward?

(note: image from MSN UK, Ask The Expert series)