I’ve seen a number of clients invest in CRM tools that are far more powerful than their businesses require – and more expensive than they can currently afford – because their business advisers have told them that they should invest in technologies now that will support their future business plans.  These business advisers instill the fear  in their clients that their company won’t be prepared in the future when their prospects and clients outweigh the capability for the company to manage them.  I have never witnessed a case where this was the reality.  In reality, the sudden onslaught of clients never comes, and even if it were to, most CRM systems are built so that all current data can be easily migrated with a learning curve for using the technology.

The biggest example I have seen in unfortunate CRM purchases is InfusionSoft.  I have seen InfusionSoft touted by so-called industry experts and gurus (think Dan Kennedy, Bill Glazer, Ali Brown) who advise info-marketers to invest in this CRM solution now in preparation for future business.  InfusionSoft has a number of drawbacks like not being able to paste text in various modules and difficulties pasting links to name a couple quick irritants.  The biggest thing about InfusionSoft is that it is NOT for info-marketers.  InfusionSoft is for businesses with actual sales teams.  To use InfusionSoft effectively the business needs to be sales-oriented, equipped with a multi-person sales force, have a database with hundreds of thousands of contacts AND have the budget to effectively implement this technology.  The time to migrate data, implement the tool and train a salesforce how to use it – and continue to update it – is extremely time intensive.  This is not the responsibility of a business owner either.  This is the responsiblity of an IT Leader.  While Champion Assistants provides the service of IT Team Lead, we are very careful to only work with clients who have a business that is both financially and mentally prepared for a company-wide CRM rollout.

Sadly, I have seen a number of solo-preneurs buy InfusionSoft on the recommendation of their marketing or sales advisor and start implementing the software only to find that it’s extremely cumbersome to use and their business only requires a fraction of the power of the tool.  InfusionSoft is not for contact management.  It is in fact a full-scale CRM tool.  Also, I have seen that the people referring this software get a handsome referral bonus, and I know there are ulterior motives at play as well.  For instance the Dan Kennedy – Bill Glazer Inner Circle has made huge amounts of money through their referrals to InfusionSoft.  They make so much money they actually hold presentations on buying InfusionSoft at their SuperConference and InfoSummit conferences!  It’s great business for them, but not necessarily the right decision for all of those people trying to follow the Dan Kennedy – Bill Glazer methods.

I advise against purchasing any technologies that require your business to grow into.  It’s difficult to predict if the tool will be outdated by the time you need it or if there would have been a better solution based on what your business actually needs at the time. Save yourself time and aggravation and focus on strategic growth instead.

Best,

Heather

Deciding what to charge clients is a complex process based on factors including cost of goods or services, overhead and business expenses. Lately there is a lot of talk about charging a client what you think you’re worth, which seems vague and possibly self-defeating. What you charge should probably take into account your value to them!

In addition to the above factors, the price you charge depends on the following:

• Who you attract. Price according to your target clients. If you market to upscale clientele your prices should reflect that.
• Effective sales process. Define the sales process and make sure it works smoothly every time. Many of us have left a business frustrated by not being able to make a purchase simply because of the inability of the salesperson to take an order, ring it up and deliver. It may seem simple, but make sure your sales process is clear and functional.
• Persuasive sales language. Using persuasive sales language creates images in prospects’ minds of what they can have by choosing you. A positive image will result in them choosing you and willingness to pay more for what they expect.
• Congruency of the movie in their mind. Some prospects have a mental image of what their experience with you will be like before they even meet you. Living up to this expectation underscores your value.
• Be honest about what you can or can’t do. People will pay more for honesty and accurate results.

I would welcome your thoughts and insights on this topic! What factors influence your pricing strategy?

Kind regards,

Heather

Studies have been conducted where chocolate tasters actually preferred ordinary Hershey’s Kisses over elegant Godiva chocolates. Imagine people preferring the taste of chocolates that come wrapped in foil and jumbled in a bag over hand-crafted chocolates carefully placed in a gold box! How can a $4.00 bag of Kisses win over a $40.00 box of Godiva chocolates, and if Kisses taste better, how does Godiva get away with charging more? Perceived value is the difference. How would you feel if someone presented you with a bag of Kisses versus a gold box of Godiva? Regardless of the actual chocolate taste, you would likely feel more special if someone gave you the Godiva box (perhaps you might even feel a bit insulte d by a bag of Kisses!). Hershey’s created chocolates people like to eat and Godiva created chocolates people like to give.

How you present your business has a tremendous impact on how your customers perceive your business. Your perceived value is largely based on how well you present what you do and what you offer. Whether your business is products or services based, if you can’t show your value in physical presentation or experience, you have a steep road ahead of you for attracting and keeping clients. Even more important, you need to come across as a Godiva so that your clients willingly refer you on. You may have the best products and services anywhere around, but if you can’t show this value you’re missing out on bigger opportunities.

If you want to present a stronger image and have your clients perceive a better experience, then it’s time to take a look inside. Evaluate what’s working, what’s not, and where energies are being wasted. If you are confident your products and services are just right for your target market, then it may be time to re-evaluate how you are presenting them and your business. Below are some guidelines for what you need to do to increase the perceived value of your business.

• Differentiate your business from others. Be the uncommon offering!
• Practice intentional congruence. Ensure that everything you do mimes and merges with everything else you do.
• Connect all the dots. Check that your business processes are clearly defined and consistent with your business objectives.
• Learn from others who have businesses you admire!

If you’ve become bogged down with to-do’s, Champion Assistants is here to help you define your business processes and implement methods that will increase your perceived business value. We’re at your service!

I have been advising my clients for months to set up separate accounts for their personal and business online networking, and finally I have taken my own advice and set up my business profile. I look forward to building my existing connections and linking to those I can share information with and make new connections with. Facebook is a great tool for connecting with former colleagues, establishing new business relationships and spreading the word about upcoming events, products and business news. I’ve seen how it’s benefited my clients and I’m excited to be using this tool now, too!

If you would like to join my network, please look me up at http://www.facebook.com/profile.php?id=1288339561.

Kind regards,

Heather

Bookkeeping – Is Yours Up-to-Date?

Bookkeeping is a process many business owners are lax to get done – even if this means invoicing clients to receive money they earned!

If you are someone who dreads tax time because of a non-existent bookkeeping system (or one you won’t admit to), or by the end of January are already behind in entering expenses, or you can’t manage to get into a monthly routine, then outsourcing your bookkeeping may be the way to go.

Champion Assistants works mostly with QuickBooks either as company files or online accounts. We can take care of everything from entering and categorizing expenses to invoicing to producing quarterly reports that let you know exactly where your money is and where you are within your budget.

From initial company set-up to ongoing bookkeeping, Champion Assistants is at your service!

How to Get Other Websites Linking to Yours

1. Exchange links with other webmasters in your market.

2. Give testimonials on other sites and make sure they post your URL.

3. Post to online forums and discussion groups with your signature.

4. Set-up content rich sites that link back to you.

5. Submit articles to be republished on other sites.

6. Write press releases for PR web.

Champion Assistants is available to help you!

There are lots of self-proclaimed experts out there advising people to start their own internet business and claiming it’s so easy to get started and make money right away.  In fact, like any business venture there are certain steps that need to be followed to build a business that will become successful (sorry, it isn’t overnight!) and remain successful over time.  Below are 4 critical steps:

1. Perform market research in order to:

a. Find products to sell

b. Validate existing products and ideas

c. Locate your customers

d. Investigate your competition

2. Build a powerful sales website

3. Drive targeted traffic to your website

4. Sell more to existing customers

The how-to’s for all 4 critical steps are covered in our SuperConference notes. Click here to get your insider copy right now.

Once you’ve crafted out the niche market for your business, you need a strong mindset and great vision in order to really make yourself stand out from the competition. Gene Simmons, lead singer of KISS, star of Family Jewels and long-time business investor emphasizes that every business owner needs clarity and vision. Clarity comes from having a multi-year business plan that lays out the strategy for achieving your vision. Traditionally, visionaries are the people who shake things up and make people following status quo feel uncomfortable. If you are a visionary, then having a strong mindset is key to keeping yourself going while others doubt your vision. The best you can do is continually self-promote and maintain a determined work ethic to carry you through to reach your goals and follow your vision.

Gene Simmons immigrated to the US from Israel when he was young and had to learn English and assimilate into the American culture when he arrived. Even at a young age he knew he had to speak like the locals and lose his foreign accent in order to be fully accepted and rise high in American society. He knows that to capture the hearts and minds of people you need to communicate with them at their level. This is particularly true in business where being successful is largely dependent on communicating effectively. In order to perpetuate power and influence in the marketplace you need to be fully in the game and talking the right talk.

Boundless ambition can take you far in your business and with your customers. By not letting yourself be second best, you give it all you’ve got and everyone wins. Your customers will obviously benefit from your stellar service and/or products, and you oust the competition by defining yourself as the rock star of your market!

It’s been forever since I last posted, and I blame it on being crazy busy!  Feeling a tad overwhelmed I started looking for ways to reduce what I felt to be frantic stress, and decided to head to my local library where I usually find a calm oasis (as long as it isn’t during the after-school traffic).  I discovered an amazing book aptly named “CrazyBusy: Overstretched, Overbooked, and About to Snap! Strategies for Coping in a World Gone ADD” by Edward Hallowell. Of course I didn’t have time to sit in the library and read it (what with me being Crazy Busy and all!) but I did put it in my car’s CD player and have made my driving time a whole lot more pleasant and effective.

Hallowell suggests how in today’s fast-paced, take it all on and make it happen now world, many of us are developing ADD-like symptoms such as not being able to follow a thought through, having many thoughts quickly, interrupting, wanting to get right to the point – now!  His opening example is of being on vacation in a cabin with a rotary phone and how exasperated he felt while waiting what seemed like forever for the phone to dial.  Forever was 15 seconds.  So true, though.  I can’t imagine using a rotary phone – how prehistoric!  How did anyone survive using one of those!  He goes on to write about modern day examples with urgent new client work, urgent demands, urgent social situations and how to confront/deal with these kinds of urgent situations effectively.  I highly recommend this book to anyone who is looking to bring calm back into their life and have more organized thought patterns that aren’t so easily disturbed by our modern, gotta have it now world.

Enjoy!