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June 2008
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When Good Enough is NOT Good Enough

Bright Idea Card For many tasks we accomplish in small business, good enough is generally good enough. In other words, getting a task completed so you can take action to produce a result is generally the best approach.

In most cases business results are driven by action and not perfection. It’s a known fact that perfection generally causes more harm to than good.

However, good enough is NOT good enough when:

1. Servicing clients.

When delivering the value you provide, all attention needs to be on competence, professionalism and the result your client gains.

2. Recommending the next project or when asking for referrals.

Good enough is never good enough because referral strategies and next project recommendations build new sales.

Without them you miss sales opportunities.

3. Keeping in touch with clients and interested prospects.

Sending a Holiday card is the extent of many small businesses stay in touch strategy.

Unfortunately, it’s NOT good enough. Keeping in touch with past clients is vital if you hope to grow sales.

4. Following your sales strategy.

To create consistent sales you must lay out a sales strategy, follow it daily and create a consistent result to be successful and happy in your business.

5. Communicating the value you provide to a new buyer.

At the first meeting with a new buyer, you must ensure the value you’ve created is fully understood and appreciated before you leave.

A good question to ask at the end of your sales call is, “Do you understand the difference between me and all the other options you’re considering?”

Communication Strategy: Share a Piece of Yourself

091105-low-res-icon-WEB Communications that reach the mind of buyers successfully share common traits. They are authentic, conversational in tone and relevant to the person reading it.

Look at your business. What can you share about yourself that will be helpful to prospects and new clients?

What tip, how-to, or idea could you send out on a regular basis?

What personal experience did you have that lead to the discovery of this content?

How did it impact your life and business?

How about personal observations? The things you notice in the world around you are great posts for blogs. You can use the blog posts as a form of content to share with interested clients and prospects.

The secret is, give me access to your personal life. Show me what you’re thinking. Tell me stories about others who use your ideas. Share a piece of yourself with me regularly.

How to Learn List Building Secrets

Topsecretstamp When it comes to learning more about something, like list building, the big question comes up, “Who do you listen to and observe.”

Most people know that the best way to learn something is to model someone who is successful at doing what you want to do.

The problem is that takes effort and patience so many people do not want to go down that path.

As part of a Mastermind group I belong to, we are exploring the list building question. What are the options in learning list building and who should you model if you want to build a huge list?

In thinking about it, there are two types of people you can listen to.

1. The Internet marketers who are selling a list building product.

2. People like Seth Godin, David Meerman Scott and Michael Gerber, for example, who are on a mission to change the way business owners think and do business.

These people are looking to improve and challenge existing business building, marketing, selling and communication practices. They are helping people create meaning and true value in a business world gone a bit haywire.

Personally, I’m going with option 2. Seth Godin, David Meerman Scott, Michael Gerber and many other “mission marketers”.

They are walking the walk and living their philosophies every day.

While I know the Internet Marketers are well intended, they know the secret of information marketing. That secret is, sell something, keep offering more to the same people, and sell them more.

They same people keep buying  because they think they will learn a secret that will change their results quickly.

I guess I’m just sentimental when it comes to marketing. I enjoy watching marketers on a mission so much more.

Who do you tend to listen to when wanting to learn something? The comment line is open. Just click the "Comment" link at the bottom of this message.