BodyMindBusiness

Get Your Engines Started!

2009-05-11T08:28:00.000-07:00

I am not an economist, but I have noted that there is a cautious buzz suggesting that we might be at the bottom of this economic slowdown.

As a business owner and a consumer, I'm thrilled! Of course, there are many long, tough months ahead as we hopefully dig ourselves back out of this hole, but at least there is some hope.

Now is the time to focus on how you can take advantage of the slow economy for both yourself and your business. Even if you only have a tiny financial cushion left after the last 12 tight months, now is the time to use it! Here are some options to consider:

1. Services are cheaper - although it's not universal, most service providers are more flexible with their rates - and may have even dropped their rates. Just like all businesses, service providers are anxious to do some great work for you to help boost their bottom line, and you can probably get lower rates and shorter terms

2. Labor is available and cheaper - the labor market is hungry for work, and many stellar employees have been laid off. Now is a great time to fill critical positions in your own company in preparation for increased business.

3. Rents are totally negotiable - if you have ever thought about expanding your physical space, now is a great time to do it. Many retail, office and warehouse locations have been vacant for 10+ months. Assume that the rate and terms offered are much higher than you should actually pay, and bring in a seasoned negotiator to help you if necessary.

4. Your competitors are still scared - the single greatest opportunity for you right now is to take advantage of your competitors' lowered spending. They have likely pulled back on everything from advertising to customer service, and their customers know it! Now is the time to swoop in and impress everyone with your strength and moxie: show them that your business is still around and doing great!

Give me a call if you need some help!
310.453.7008

Support Site for Small Businesses

2009-05-10T07:25:00.000-07:00

Check out this cool new support site for small businesses: PrairieDogPros

The site offers access to endorsed experts in the following fields:

technology
financial planning
small business law
marketing (that's me!)
coaching
taxes
small business law
insurance
and more…

Starbucks vs. McDonald's

2009-05-07T08:22:00.000-07:00

Since I just wrote about Starbucks, I thought I should update everyone with the latest business news from the company. Fiscal second-quarter profit dropped 77%. Why? Because the company is going through a major restructuring and closing 123 U.S. stores.

I love Starbucks, but I wonder if this has anything to do with its faster-than-light global expansion. Perhaps even more damaging is the weak economy and McDonald's latte launch:

"Over the past 18 months, McDonald's has been steadily introducing lattes, cappuccinos and mochas in individual markets across the country. Some 80% of the company's 14,000 U.S. stores now sell these drinks, and this week McDonald's will roll out a national advertising campaign trumpeting the McCafé section of its menu." Full story: TIME magazine

Work at Starbucks

2009-05-04T12:47:00.000-07:00

If you're like me, you sometimes (or frequently) use Starbucks as an office. In fact, I work out of a Starbucks at least three times each week, using it both for meetings and as a (usually) quiet place to do some work on my laptop.

In fact, right now I'm in a Starbucks working to the sounds of "Tall Nonfat Latte" and "Grande Chai Vanilla Iced Tea" and some mellow music. There is someone interviewing prospective employees in the corner opposite from me - she has interviewed three people since I got here. Behind me is a tutor guiding his highschool client through Calculus homework, and at least two tables are occupied by people conducting some sort of business meeting.

I think that part of Starbucks' success is based on the fact that so many people use it for business. Even though sometimes I don't buy anything at all, other times I buy breakfast and lunch, plus multiple lattes, in one day.

If you're interested in the Starbucks logo and/or mermaids, then you have to read this blog!

Get Scammed Quick

2009-05-01T06:35:00.000-07:00

ATTENTION: You can get rich quick online with no investment and in no time at all!!! I did it and you can, too!

It's amazing to me how many people I've met recently who have been scammed online by the very same type of marketing schemes we saw on TV in the 1980s and 90s. "Get Rich Quick" schemes, wherever they are marketed and whatever they entail, might work .01% of the time, for .001% of the population, but it breaks my heart to see so many desperate people getting scammed and losing their money and their self-confidence when the promises simply don't come true.

This is like the weight loss industry promising that you can lose 20 lbs in two weeks without diet or exercise. Even if it were physiologically possible, it could not possibly last.

Lasting success is based on behavior, not trickery. No quick scheme in the world, whether for making money or losing weight, will be successful in the long-term unless you learn to incorporate daily behaviors (habits) that will maintain success.

Recession Marketing

2009-04-30T06:18:00.000-07:00

I thought you might enjoy the following Q&A that I provided to a national publication writing about how small business owners can succeed in a recession.

1. What tips can you provide for organizations looking to maximize their marketing budgets?
Focus, focus, focus. The biggest problem right now is that people are spreading their marketing efforts too thin. It is much better to call one warm prospect than to send a cold mailing to 1,000 people from a database. Focus your efforts on the most profitable and likely prospects.

2. What brand building techniques do you recommend during a recession?
In a bad economy, people only pay for things that solve immediate, serious needs. Take a look at your marketing messages and determine whether they address such a need. Think in terms of Emergency Care vs. Prevention. Long-term marketing messages simply aren't selling right now, so you need to dig deep into the "pain" your customers feel and tell them how you can help.

3. Are there marketing activities you have increased as a result of the recession? If yes, can you provide an example?
I'm offering more workshops and short-term projects that deal with specific problems (per the above answer - long term strategy just isn't as attractive right now).

4. Are there specific campaign examples or strategies that have worked particularly well despite the recession?
My marketing business has actually grown in the past six months, and my pipeline is full. I think it's because I saw the consumer mentality changing and applied what I said in numbers 1 and 2 to my own company.

10 lbs

2009-04-29T12:10:00.000-07:00

I have been actively pursuing a healthy body for more than a year now. I've gone down two pant sizes and feel great. I've established healthy habits like eating 6+ servings of fruits and veggies most days, clocking 10,000 steps per day and sweating through 4-5 cardio workouts per week. I have cut my alcohol consumption in half and actually developed a distaste for fatty, highly-processed foods.

In short, I'm happy with h0w I look and feel, and my body is healthy.

You know what's amazing though? I've only lost 10 lbs! One year and all this work, and all the scale can show me is 10 lbs.

It's times like this that I have to remember that numbers are only one of the guides we can use in life. There are lots of other metrics for our bodies, minds and businesses that can help us know whether we are succeeding at what we want.

Snail's Pace

2009-04-24T06:54:00.000-07:00

Because my natural inclination is to rush to the finish, I have been amazed to notice that since I started meditating I have been able, for the first time in my life, to move slowly. The amazing thing about it is that in doing so, I appear to be moving even faster than before.

This is a strange paradox - by thinking more slowly most of the time, I am able to make better decisions even faster than before.

I always knew that my propensity to move quickly was linked to my propensity to make lots of mistakes. Now, however, I can see that, given the right space and time, moving slowly reduces the number of mistakes and somehow still allows me to work just as quickly as before. I'm not sure how the paradox works, but it does, and I'm stoked!

A Beautiful Life

2009-04-23T19:03:00.000-07:00

My husband and I have crazy schedules. Our work is our passion, leaving us both exhilarated and exhausted. Today we took advantage of the fact that our "crazy schedules" also mean "flexible schedules" and spontaneously went to the beach - he surfed; I ran.

It was a beautiful day, and both of us are so appreciative of the fact that we live such a charmed life that we are able to do such wonderful things.

Casino Marketing

2009-04-13T10:57:00.000-07:00

Yesterday we went to an Indian Casino with my husband's 88-year-old grandmother. She had the time of her life! I can't say that I really enjoyed the casino - there were clouds of cigarette smoke everywhere and I'm a horrible gambler - but I did observe some classic marketing techniques:

1. Call to action! Nowhere have I ever felt such a strong internal drive to participate in something as I did walking onto the floor filled with slot machines. Everywhere you look, there are colorful machines begging you to take a chance - and just 5c a try! How can you resist? The pull is actually physical!

What a marketer can learn: always have a call to action - your customers should know exactly what they are supposed to do at all times.

2. Sensory control: Casinos are well-known for controlling our sense of time, space and reality. There are no windows to the outdoors, and the lighting stays the same whether it's noon or midnight. There are no comfy chairs or places to relax - the only thing to do is play their games.

What a marketer can learn: if you have a retail store or restaurant, remember that the lighting, decor and sounds will drive your customers to behave in certain ways. Take advantage of the opportunity by thinking carefully about what you want them to do.

3. Possibilities: The fundamental drive to gamble is the opportunity to make a lot of money, but ask any casino owner the truth, and you know that the house always wins. In our group of five, all of us lost between $15-$100. We had also all been up by between $50-$300 at some point in the day. It's the "up" moments that drive us into the "down" ones at casinos - we think that if we try just one more time, we may win it all back (plus more!).

What a marketer can learn: always have something aspirational that your customer can "reach" for with your product. The diet industry and get-rich-quick schemes are other good examples of this.

Great Expectations

2009-04-10T06:40:00.000-07:00

Sometimes ideas come gently, and sometimes they smack you on the side of the head like a tidal wave.

I have been working on an idea recently that is so big and beautiful that it has shaken me up considerably. Usually when this happens, I move as quickly as I can to get the idea implemented. I am always about action, action action. The thrill and adrenaline of action towards a big idea is heady and intense. Sometimes though, it feels as if I'm rushing, always racing towards the next idea as soon as the last one loses its luster.

With this new idea, I'm nurturing it slowly. Letting it percolate and build. Allowing it to gradually develop in my head before committing to any action on its behalf. It's truly the strangest, most beautiful experience I've ever had with an idea!

How do you handle ideas? Do you race to implement them before you can see any obstacles and get disappointed? Do you consider the obstacles and drop the idea out of fear? Do you slowly consider each obstacle and weigh it against the potential opportunity, gradually making steps forwards and backwards until you feel confident that you are ready to run?

How to Set Your Customers Up for Success

2009-04-06T09:10:00.000-07:00

Yesterday I attended a meditation retreat. It was nice, but not what I was expecting based on my last experience with the organization. As a result, I was somewhat frustrated and disappointed in a way that I probably wouldn't have been if I had just known what to expect.

This is a good reminder that when you are marketing, it is important to let people know what they can expect from you. This goes beyond the time and date and a snappy title: try to also answer these three simple questions:

1. What specifically will be expected of the customer?
2. What will the customer walk away with?
3. What level of customer are you catering to? (experienced, novice, etc.)

By answering these simple questions before your customer buys, you can ensure that she is set up to enjoy herself.

Life is Fragile - Live it Well

2009-04-01T21:03:00.000-07:00

Tonight as I was running down a trail near my parents' house, I noticed the sky fill with helicopters and heard sirens in every direction.

We soon learned that a car-carrier truck lost control and ran over a few cars and straight through the local coffee shop and bookstore. This happened less than one hour after I had been at that exact location. Two people are confirmed dead.

Sometimes terrible things happen to everyday people. There is no rhyme or reason for why the truck careened down the street into the quiet little coffee shop in which I had just observed several people diligently working on their laptops.

There is so little that we can control in this world, but the one thing I know we can control is living our lives well.

Opportunity Is Abundant!

2009-03-31T08:09:00.001-07:00

"Sometimes we stare so long at a door that is closing, that we see too late the one that is open."

Alexander Graham Bell
1847-1922, Inventor

It's no secret that now is a tough time in the economy, but it is a great time to be an entrepreneur, because we can zig and zag around challenges and turn them into opportunities. I think it is important to learn from the large corporations that are failing right now, but it is also important to remember that opportunity is abundant for those of us who can be flexible and seek new paths while others bemoan the old ones.

The Money is There!

2009-03-30T06:40:00.000-07:00

On Friday I met with a banker who deals with Small Business Administration (SBA) loans, and he told me that now is a great time to apply for a government loan to get your business off the ground. The stimulus package is trickling down to small business owners by providing them with access to capital to start and grow small businesses.

The SBA process can be lengthy and frustrating, but at the end of the day, it's a great way to get the money you need to grow, and now is a great time to take advantage of it.

If you're interested, check out some of the great resources on the SBA's website.

Painful and Inconvenient

2009-03-27T06:37:00.000-07:00

There is an emergency situation in marketing right now: what worked before will not work now.

Customers have undergone a significant shift in the past three months: they feel as if they shouldn't spend any money unless it's on something that is extremely painful or inconvenient to them. I have seen this especially in the field of health and wellness.

For example, people who used to see an acupuncturist to help with energy and illness prevention have been cutting back on their visits. People who used to see a therapist to resolve an unpleasant past start to feel as if the work they are doing is a luxury, not a necessity. People who were working with a trainer are buying hand weights to avoid the luxury of a trainer.

Such attitudes are completely natural, and perhaps even necessary, but it leaves small business owners in a lurch.

Now is not the time for subtle marketing or "one size fits all" messages. Now, more than ever, you have to hone in on the things that are extremely painful and inconvenient to your target audience. This means that long-term health and wellness won't sell in this environment; you need to have something specific that solves a real problem today.

Don't worry - this doesn't mean you need to resort to fake hype. You just need to look at the clients who are still coming to you as regularly as they were before January. What is their greatest pain?

For example, Jane, a therapist, helps clients manage anxiety. In the past, that was enough of a marketing pitch. Now, she is noticing that people don't feel that is reason enough to spend the money on her services. Instead, she needs to hone in on the pain and inconvenience that is a result of their anxiety right now. For example, they are lashing out at co-workers and have been reprimanded and told to improve their performance. Jane needs to address this painful and inconvenient symptoms of her clients' anxiety in her marketing rather than assuming that her clients will see the connection by themselves.

THE BOTTOM LINE: Clients need justification to spend money on health and wellness right now, so be sure the address the painful and inconvenient symptoms that are affecting them today.

Shut Down or Keep Going?

2009-03-24T06:41:00.000-07:00

Most business owners have hit some point in their company development at which they ask themselves whether their hard work is worth the effort. Is this the company you dreamed of building? Would you be just as happy working for someone else? Would you make more money working for someone else? Is your partner dragging you down? Is managing employees just too much effort?

These questions can cause a great deal of anxiety in even the most successful businesspeople, and they should not be taken lightly. When you feel as if you are at a crossroads in your business development and are trying to decide whether to grow the business or just get out of it, ask yourself the following questions from both a financial and an emotional standpoint:

How much have I invested in this business?
What do I love about my business?
What do I hate about my business?
What will it take for me to continue running this business and/or grow it?
Am I committed to this business?

If you decide to commit to your business, spend time listing exactly what it will take to keep you engaged and excited about it. For example, would it help if you hired or fired a few employees? Could you outsource a particularly troublesome aspect of the business? Practical and simple changes to the basic structure of your organization can make a large impact on its success.

In addition to considering the practical and financial aspects of your commitment, take the time to evaluate what you need emotionally as the owner. Most entrepreneurs start their business to get away from "The Boss," but end up treating themselves worse than anyone for whom they have ever worked. Often entrepreneurs work themselves into the ground and, in doing so, lose sight of the reason they started the business and lose all pleasure in conducting it.

Make time for yourself to manage and dream about your business. Make sure you are paying yourself an appropriate salary and taking vacations. When you commit to building your business, you should also commit to ensuring you are making a profit both financially and emotionally.

Small Business Owners: Stop Tweaking About Twitter

2009-03-20T09:04:00.000-07:00

I love Twitter, but I feel it's time to make a stand for the fact that many people DO NOT need to use it - at least for business purposes.

I have met so many small business owners in recent months who are stressing out about the idea of needing to be on Twitter. They don't know why they should be Twittering, but they know that everyone seems to be talking about it.

Small Business Owners, here is a message for you: unless you provide something that people can buy over the Internet or otherwise long-distance (e.g. phone consultations, a product, etc.), then the single most effective marketing effort you should undertake is picking up the phone (or writing an e-mail) and contacting current, past and potential customers. Next, plan lunch dates with other professionals and businesses that refer business to you. That's it! Don't worry about Tweeting or Blogging or Facebook-ing. Just focus on building stronger relationships with the people who already know who you and are likely to refer you, and I guarantee that your business will grow.

Give it a try, and let me know if you have any questions!

I Want, I Want, I Want!

2009-03-18T07:19:00.001-07:00

Although my personal financial situation hasn't changed as a result of the worsening economy, I have found it to be a useful opportunity to get back in touch with frugality.

I have found it quite fun and exhilarating to embrace a more frugal lifestyle, and have exposed my tendency to go shopping when stressed rather than deal with the stress itself.

My biggest challenge, I have found, is not a desire to buy clothing, shoes or accessories; it's that I want a new duvet cover. There is no real reason for wanting it other than the fact that I'm tired of our current one. A year ago I wouldn't have hesitated, but this year I find myself constantly looking and almost buying, but holding back. As I consider each purchase, I come back to the fact that my current duvet cover works great. It's attractive, and it has been a workhorse. It's nowhere near the end of its life despite 4 years of service.

So ... there is the creative, unfettered part of me that says "what are you worried about? Just buy it! It's beautiful and will make you happy!"

Then there is the rational, prudent side of me that says "what are you really buying here? Happiness? A new duvet cover will not make you happy - only you can make you happy."

I am left wondering: am I being cruel to myself by not buying a new duvet cover, or am I being kind to myself by recognizing that money can't buy happiness?

Animal Advertising

2009-03-17T06:45:00.000-07:00

"Advertising may be described as the science of arresting the human intelligence long enough to get money from it." - Anonymous

This brings up some important questions about marketing and advertising - is it possible to sell without expecting people to 'lose their heads?'

The most obvious execution of this style of marketing is the infomercial (TV) and squeeze page (online). You know - those slick direct marketing campaigns that appeal to our animal instincts. They overwhelm us with clever copywriting, amazing testimonials and questionable statistics combined with a 100% guarantee to spur us into desperately needing something that only a few minutes ago we would never consider.

These campaigns are designed to suspend human intelligence and instead appeal to our animal intelligence - those deep-seated desires of needing to be part of the group, wanting bright, shiny objects, and making decisions from your gut, not your brain. These are decision-making skills that do have great value in our lives, especially when we are in danger, but they can also be easily exploited.

I have recently had some direct experiences in which intelligent, smart products and services that appeal directly to the working intelligence have failed miserably, while those that have almost no real value but appeal to the animal intelligence have flourished.

As marketers and as consumers, we must wonder sometimes who is really in charge: the sophisticated human, or the tribal animal.

The Trouble With Choices

2009-03-16T06:53:00.001-07:00

New! Improved! More! Better!

Marketers are constantly appealing to our subconscious desire to get the latest and greatest by using the above words to entice us into buying their products.

Interestingly, psychological research exposes a different trend: consumers don't really want new and improved products. What they do want is to feel as if they made the right choice last time they shopped, and are making the right choice this time, too. An over-abundance of new and improved can negatively impact their ability to trust the brand, since they can never really trust whether the current version is truly 'the best.'

In marketing, and in life, there is a fine balance between reinvention and improvement and steady, solid performance.

There is a lot of discussion in our society right now regarding pursuing change while also getting "back to basics." Basic financial accounting, basic values, basic foods. In fact, a lot of times it seems as if even while we're touting concepts that are New! Improved! More! Better!, we are actually seeking the values our grandparents lecture us about.

I think that we are experiencing an important turning point in our society. I don't know where we're headed, but I do hope that we can find a way to value both the new and exciting as well as the tried-and-true.

Life Plan

2009-03-12T07:41:00.000-07:00

Do you have a life plan?

Although I'm very goal-oriented, I have always had a really hard time setting long-term goals. They feel so fantastical and even a little silly sometimes. It also seems to me like setting firm goals can put you stubbornly on the wrong path sometimes.

I heard someone talking about goals (again!) last week, and it finally sunk in that my goals don't have to be concrete. They also don't have to be perfectly clear. I also realized that I do have long-term goals, it's just that because they are a little fuzzy I wasn't really calling them goals, but ideas.

Here was his analogy: it's like you're in a room with a big door. You're standing at one end of the room, and outside the door you can see an even larger room. From where you are, you can see a few details of the larger room, but not many. As you walk closer and closer towards to the door, your view of what is in the next room gets bigger and more detailed. Your view does, in fact, change, but the core elements are probably still there. Thus, your long-term goals are constantly growing in detail and size.

I tried the concept on for size and, lo and behold - recognized the long-term goals that have been with me all along.

Let me know if it works for you!

Getting Things Done

2009-03-10T06:47:00.000-07:00

Sometimes the process of getting things done is so overwhelming. It is especially hard for me when I have a lot of little things to do. It just feels all to easy to procrastinate on them since they are each individually so small.

This doesn't make a whole lot of sense when you consider that the best way for me to tackle big projects is to break them down into a lot of little steps. I think the difference must lie in the perceived payoff. A large job simply has a higher perceived value than a little one. This is why when you're tackling something large, you break it down into manageable pieces so that you don't become overly anxious about the end goal.

But what do you do when you have lots of little things to do that don't individually have a large payoff? How do you maintain motivation when there is no clear glory upon completion of your mini-tasks?

The psychology of delayed gratification is pretty clear: it's much harder to achieve long-term goals than it is to achieve short-term goals that have an immediate benefit. Health is the most obvious example. That hour that I spent in the gym yesterday is just part of the daily health activities that I need to undertake to maintain a healthy body. But it's not as if I come home and my cholesterol levels and pant size have instantly dropped. In fact, with health, most of the time the small steps that we need to take can be a little painful at the time and/or immediately afterward.

So - back to reality. Today I have a lot of little projects that simply must get done. None of them have an immediate payoff, and they aren't particularly enjoyable. To handle this, I'm going to plan a mini celebration when I have completed them. I'll go outside and sit in the sun and remember how grateful I am for the life that I have and the opportunities I face.

Let me know if you have any other ideas!

Just Say No to Perfection

2009-03-09T06:46:00.000-07:00

I have recently noticed how fragile ideas are. As I have mentioned before, I come up with a lot of them, but I have increasingly noticed that I'm shooting them down almost as quickly as they appear. I think this is because I'm remembering the many ideas that have come before and judging myself on the fact that they haven't all worked out perfectly. OK, so none of them have worked out perfectly! I had a wonderful psychology teacher who discussed the "Circle of Thought" with us, and the fact that we can choose how we see our past by simply changing the way we judge its events.

Basically, the "Circle of Thought" is all about four features of our action and memory:

1. We take an action (which may be having a thought or idea)
2. We apply previous learning to the action to give it shape and form
3. We observe the response
4. We learn from the experience

And thus begins the circle. We apply all previous learning to our future actions.

For me, I think that I'm interpreting my past "reactions" as failure. By applying perfectionist attitudes to the learning that shapes and molds my future, I risk crippling my ability to move forward freely and intentionally.

Today I'm working on a new idea, and my main focus is to remember that perfection is a myth. The best that I can do is work on learning from past actions/reactions and applying my best knowledge to each new situation.

Personal Accountability

2009-03-08T15:11:00.000-07:00

I just finished an awesome book about making meaningful changes in your life. "The Power of Personal Accountability," by Mark Samuel & Sophie Chiche, covers so many critical aspects of creating your life rather than simply taking what comes at you. My favorite concepts include:

1. You have to take action: without action, intention is meaningless. Take action small steps at a time and you will find success.

2. You have to look at what is truly holding you back. There are three possibilities: Beliefs, Emotions and Behaviors. You have to take control of all three to be successful.

3. It's not about perfection. Life is an ongoing cycle: we experience, we learn, and we apply that learning to the next situation. As long as you maintain this perspective, you may falter, but you will never fail.

Change Your Life 30 days at a time

2009-03-05T06:45:00.000-08:00

The expression "a journey starts with a single step" is never more appropriate than when we are trying to change our selves. In fact, taking small steps is the key to making truly large changes in life. Here is a system I've developed based on several psychological studies on how to effect change:

1. Think of a few big goals that you want to accomplish in life; write them down.
2. Now write down mini-goals that will help you reach your big goals over the next 5, 3, 2 and 1 years.
3. Put your list away. You can revisit it in 6 months.
4. Now think of three habits that will help you reach your goals. When adding habits, I find it helpful to shoot for 10-minute increments. Usually I end up exceeding them, but I don't have to. If one of your goals is to start exercising, don't start by running five miles per day. Instead, start with a 10-minute walk each day. If you want to write a novel, set a goal to write for 10 minutes per day. If you want to wake up at 5 a.m., begin by setting your alarm clock back just 10 minutes from the time you currently wake up. You want to set yourself up for raging success here, so don't get crazy.
5. Create a chart that lists the three small habits you want to add to your life. Now label days 1-30.
6. Each day, aim to "check off" all three habits.
7. At the end of 30 days, your three items will be a habit. Now pick three more and repeat the cycle.
8. At the end of 6 cycles, check in with your mini-goals and big goals. All of those small steps that you took mean that you are now well on your way to accomplishing them. Update your goals as necessary, then put them away for another six months.
9. Repeat, repeat, repeat.

Based on the research I have read, there is simply no better way to consistently make progress towards your goals. Let me know if you have any additions or suggestions to this method!

Critical Marketing Elements

2009-03-04T06:41:00.000-08:00

Critical marketing elements that apply regardless of where you are, who your customers are, and what you do:

Price your products appropriately
Get the word out there somehow (i.e. market your business)
Look professional (nice website, cards, stationery, etc.)
Treat your clients impeccably
Thank people for referrals (if you do the above; they will be forthcoming)
Give other people referrals

The Body Mind Business Connection

2009-03-03T06:48:00.000-08:00

Women entrepreneurs follow a common path in terms of self-care: they tend to take care of everyone else before themselves. Such an approach is fine for a few weeks or even a few months, but we usually start to see some negative results after 6-12 months. We may start getting sick more often, or suddenly realize that we are 10 lbs heavier and have lost all of our muscle tone. Or maybe we're just walking around angry, sad or depressed.

Such a physical and mental state is simply not good for business. We start to forget important client projects, yell at our employees, and generally perform at a lower level. That is why I'm planning the next Body > Mind > Business retreat for women entrepreneurs. It's a chance to take time out from everyday stress and focus on the three critical elements of our success.

I firmly believe that our business health begins with our personal health. My quest for personal health is a constant up-and-down journey (as you know!). I honestly don't know if there are any women (or humans!) out there who are always in the perfect state of balance. That would make us inhuman!

Please check out the details of our coming event - I would love to see you there!

Monday Morning Space

2009-03-02T06:49:00.000-08:00

This morning I have a lot of "to-dos" on my plate. In fact, this week (and every week in the immediate future), feels very full. It's on mornings like this one that I need to focus on how I will maintain a healthy body and mind in the midst of the busyness of business. Here are some ideas that I've gathered and am going to try:

1. Keep up my morning meditation - no matter how badly I want to sleep in. This is a tough one, but I think that as long as I give myself permission to go back to sleep after my meditation I'll be able to stick to it. For me, meditation is a cornerstone in maintaining space and balance in my mind.

2. Stretch between meetings. This is a new idea that someone suggested to me last week. I present myself to the world as an extrovert, but I'm actually introverted when it comes to gathering energy and resources. This means it's really important for me to take time between back-to-back meetings to re-ground myself.

3. Keep up my exercise program. Exercise is usually the first thing to drop off my list when I get busy, but luckily I have several commitments (classes, training sessions, etc.) that should keep me on-track. These commitments will keep me at about 70% of my exercise goals, and if I can squeeze in a couple of walks and/or runs through the week, my body will be very happy.

How do you handle life when busyness takes over? What do you do to stay on-track?

Some Disturbing News

2009-02-28T06:35:00.000-08:00

Most of the time, celebrity news is just a fun distraction from real life, but occasionally it becomes so disturbing and relevant that it actually makes sense to mention it here.

Because I believe so strongly in the body-mind-business connection, I can't help but comment on the situation with Rhianna and Chris Brown. Both are famous singers (their business). About two weeks ago he apparently beat her up (her body). His business suffered severely as sponsors and fans pulled back, horrified. Now, the breaking news is that Rhianna and Chris Brown are "working things out" and are back together.

This demonstrates the challenge of the mind. Even when someone abuses our bodies, sometimes we go back for more. This is a function of the mind clinging to the hope that the person can change; that it was a one-time occurrence; that love will conquer all. That is simply not the case in domestic abuse.

Interestingly, while Chris Brown's business will probably recover somewhat based on their reconcilliation, hers will likely be damaged. Sadly, this is usually how domestic abuse ends.

If you or anyone you know is a victim of domestic abuse, please take care of your body, mind and business by reaching out for help. The National Abuse Hotline is a great place to start: 1-800-799-SAFE (7233).

Meditation Thoughts

2009-02-26T06:36:00.000-08:00

Some weeks, meditation is like a beautiful flower. Other weeks, it feels like a burden; a difficult requirement in addition to all of the other tasks on my plate.

This is such a week: I have to push myself out of bed to conduct my daily practice. It's hard!

Hopefully next week will be better ...

I just have to remember that meditation is an important part of my mental health, and hold onto the memories of transformative days when I discover new avenues of my brain that I never knew existed.

Target Audience Marketing

2009-02-25T22:11:00.000-08:00

If you're freaking out about your business right now, you might be starting to flail around, wondering whether you should drop your prices or add more target audiences.

Avoid this temptation: it will only dilute your energies and discount the time, energy and money that you have already invested. Rather, get even more focused on the customers you serve best, and find new ways to entice them to utilize more of your products and services.

Here are 5 key questions to ask about your target audiences:

1. Which type of person (i.e. target audience) do the majority of my revenues come from?
2. Of that population, how do those people find me?
3. Which aspects of my product/service do they rave about most?
4. How can I reach more of those types of people?
5. How can I bring even more value to the products/services they buy most?

Answering these questions will help you create a strategic marketing approach based on what's happening NOW, not just what you think might happen someday. In this economic climate, such an approach is simply the best course of action.

Pay Peanuts; Get Monkeys

2009-02-24T06:36:00.001-08:00

My dad grew up in Zimbabwe, and has a great saying: "if you pay peanuts, then you can expect monkeys." Now, don't get me wrong - I love monkeys, and they are incredibly intelligent animals. That said, the saying nicely illustrates the challenge with pricing your service - price too low, and your customers perceive that you are not very good at what you do.

Products are usually a little bit easier: when you're selling a product like a banana, you know that you are going to eat it, and when you eat it, you'll have food in your belly. It's pretty simple, and most bananas are pretty much the same in terms of taste and quality. This means that pricing a banana can be based on simple economic factors like supply and demand.

Services, on the other hand, are much more complicated. Often the customer doesn't know what you are going to get, and it's hard to know whether you're buying "the best" or "the worst" because there are few benchmarks available. That's why pricing is so critical. You don't want to price yourself out of the market, but at the same time, if you price yourself too low, you automatically create an assumption in your customers' mind that you are not as good as higher-priced professionals.

Think back to the concept of supply and demand: the higher the demand, the lower the supply and the higher the price. Thus, someone with higher fees is perceived to be in high demand and, thus, the human brain deducts, must be really good.

I'm not saying that service professionals should over-charge their clients, but it is really important to remember how critical pricing is when positioning yourself.

Let me know if you have any experiences with this, either as a consumer or in business.

Opportunities Abound!

2009-02-22T13:39:00.000-08:00

One of my greatest challenges is that I am constantly coming up with new business concepts. It's almost a daily occurrence. In fact, just last night over dinner, my husband and I dreamed up a complete new business that I believed was brilliant! Then, this morning, I thought up a new product to add to one of my existing businesses.

The joy and the thrill I get out of the process of coming up with and thinking through these ideas is difficult to explain fully. It is intensely exciting and fulfilling.

I become crazy-motivated to do the new idea vs. all of the "brilliant" ideas I had yesterday, last week, last month, last year, etc. Ah, yes. Those "old" ideas quickly lose their luster in the presence of such a bright, shiny new idea.

And there is my challenge: I must allow myself the great pleasure of dreaming up ideas, but at the end of the day, I also must manage these dreams to ensure they don't encroach upon all of those that came before them.

Does this happen to you? Do you struggle to keep your focus on existing plans while being constantly tempted by new ideas? Let me know if you do, and especially if you have any great ways to manage the balance!

Your E-Newsletter

2009-02-21T12:41:00.001-08:00

I meet a lot of people who are interested in having an e-mail newsletter, so I thought I would review the benefits and best practices.

Benefits of an e-newsletter
1. Your clients, prospects and partners remember that you exist - this is the single most important aspect of an e-newsletter: it provides critical recognition that you are around and available.

2. You can share information about what you do that others might not be aware of - a lot of times, our contacts stick us in a box based on what they personally experienced when they worked with us. By writing informational articles about the broad services you provide, you are able to make that box bigger.

3. People will like you - when done correctly, an e-newsletter builds trust in your consistency, follow-through and integrity. In other words, it will make people like you, and everyone knows that people buy things from people who they like.

Best practices of an e-zine

Building your list - don't randomly add everyone you have ever met to your list. Build it slowly, and make sure that you get permission to send information to someone's inbox. An easy way to do this is to 1) ask people if you may add them to your list, or 2) add a line to your e-mail signature inviting people to sign up. Also make sure that signing up for your e-newsletter is really easy on your website.

Sending policies - how often you send an e-newsletter totally depends on the business you are in, but general practices usually suggest a range of once-weekly to once-monthly. Some people are very successful with sending an e-newsletter daily, while others send e-newsletters just once quarterly. How often you communicate depends on your market and what your list members expect from you.

Content - the best e-newsletters feature information that matters to their target audience. Although the ultimate goal of an e-newsletter is to convert people to buy from you, you don't want to make your e-newsletter all about buying. Remember, one of the main benefits of an e-newsletter is that you can get people to like and trust you. Don't damage that by being overly promotional.

Good luck! Oh, and if you would like to sign up for my monthly e-newsletter about marketing, please click here :-)

Best Laid Plans - Part II

2009-02-20T15:20:00.000-08:00

Shortly after my last post, which detailed how Monday was derailed by a sick nanny, I fell sick. Ah, the beauty of the body's ability to stop business!

Thus, after 2 days in bed, I am behind on almost everything, but am thankful to be almost completely better. And here is how the power week turns into the power weekend ;-)

Best Laid Plans

2009-02-17T06:40:00.001-08:00

Yesterday was supposed to be a "power" day for me. I had back-to-back meeting scheduled on either side of my hard-core workout at Burn 60. It was pretty much the perfect day from a planning point of view.

Then our nanny called in sick.

Although my husband offered to change his plans so that we could cobble together shared childcare for the day, something made me instead send him to work and cancel my plans for the day in exchange for the opportunity to be a weekday mom.

It was raining, so my little one put on her new rainboots and jacket, and we grabbed our umbrellas and spent most of the day walking around the block jumping in puddles.

The day was exhausting, as it always is with a 3-year-old, but it was also exhilarating to be able to change my plans for the day and, in an instant, spend it instead with my daughter. What is most important to me is remembering that the reason I am self-employed - the reason for all of the work and effort I put into my business - is to maintain the wonderful option of being able to drop (almost) everything for a day when the mood strikes.

The Best Chocolate Frosting

2009-02-14T20:55:00.000-08:00

I got inspired for Valentine's Day and decided we should make chocolate cupcakes. I'm not a crazy baker, but occasionally I will take 10 minutes or so to whip up something yummy from a box.

This time, I picked up three things:

1. a box of Pillsbury Devil's Food chocolate cake mix
2. a can of sweetened condensed milk
3. a bag of semi-sweet chocolate chips

I mixed half of the chocolate chips in with the cake batter and baked as directed for cupcakes. Over very low heat, I melted the rest of the chocolate chips with the condensed milk. When the cupcakes were still warm out of the oven, I drizzled the warm, thick) sauce on top.

It was absolutely amazing!!!

I'll be running an extra few miles tomorrow, but it was so worth it!

Too Many Choices!

2009-02-13T07:19:00.000-08:00

One of the mistakes I see many service professionals make when marketing their business is offering too many choices. It turns out that our customers are actually less likely to buy if we don't limit their options. This is partially due to basic psychology. When someone approaches you for your service and expertise, they don't want you to offer them five choices; they want you to tell them exactly what they should do (without being a jerk about it, of course!).

A study recently published in Psychology & Marketing reviews the trouble with choices.

A Life Lived Well

2009-02-12T06:50:00.000-08:00

Did you know that the word "stoicism," as currently used, bears almost no relation to its original use, which was as a philosophy used in the early third century BCE. With this new information, I wanted to share the following quotes from major Stoic philosophers illustrating some excellent concepts for a life lived well:

Epictetus:

"Man is disturbed not by things, but by the views he takes of them." (Ench. 5)
"If, therefore, any be unhappy, let him remember that he is unhappy by reason of himself alone." (iii.24.2)

Marcus Aurelius:

"Get rid of the 'I am hurt,' you are rid of the hurt itself." (viii.40)

Seneca the Younger:

"The point is, not how long you live, but how nobly you live." (Ep. 101.15)

Thanks to Copyblogger for the inspiration for this entry!

Three Things to Grow Your Business (and Your Life)

2009-02-11T06:37:00.000-08:00

In today's climate, it does not pay to be a jerk. In fact, the most successful business owners recognize that people are what runs and sustains a business, and the Golden Rule applies more than ever before. Here are three things you can do to grow your business, and all it takes is a new way of thinking.

1. Connect: Find ways to connect on an emotional level with your customers, suppliers, prospects and employees. It's a fact that people do more business with people who they like, and the best way to be likeable is to find lots of things that you like about others.

2. Think: Consider the multiple options before diving into a business decision. There is always more than one path ... in fact, there are usually hundreds of routes that will take you where you need to go. Some are just faster than others. Avoid people who try to take away your thought process by telling you there is one single thing that you MUST do to grow. Usually they have an agenda and are trying to sell you something that you may not need.

3. Thank: Sales move 90% faster when they come through a referral. There is almost no limit to the number of referrals you can generate for your business ...as long as you are always thankful when they are received. Call anyone who refers business to you immediately, and send an e-mail, card, or even candy if appropriate to follow up. Do whatever it takes to encourage the people who tell others about your business to do it more often.

I did it!

2009-02-09T06:35:00.001-08:00

I tried a new form of yoga yesterday called Iyengar yoga and did crazy things that I never thought I could do! I stood on my head and did various other poses that I really did not think were possible with my body. In fact, I nearly walked out of the class when I realized what was going to be expected of me.

Instead, I stuck with it, and, you know, those poses aren't really so crazy after all!

I discovered that, as with most difficult things in life, they only appear difficult to the mind, but once you can overcome your mental hesitations and distractions, they are entirely possible!

Oops!

2009-02-08T06:56:00.001-08:00

I think I have mentioned that my greatest asset/liability is speed. I have noticed that most of us have a greatest strength/greatest weakness that both serves us incredibly well but can also trip us up without mercy.

Such is my speed. Most of the time it is a wonderful attribute; I get things done very quickly, and thus am able to do a lot of different things, including working and being a mom. It's great.

On the flip side, I make mistakes based on my speed. Last week I made a $1,200 mistake based on my speed. Luckily I can fix it for my client, so the only real loss ends up being (my) money, but it is soooooooo frustrating!

I met someone last night at a dinner party, and she was lamenting the fact that she works very slowly, and is working on working faster and not being such a perfectionist. I had to laugh, since I'm working on the exact opposite challenge: I am desperately trying to work a little bit slower at times!

We thoroughly enjoyed talking about the pros and cons of both personality traits, and it was such an important reminder that when you erect a barrier separating two sides, the grass always appears greener on the side you can't access. Amazingly, when you remove the barrier, you realize that there are benefits and drawbacks to both sides, and it's just a matter of balancing them as best you can.

Working Mommy

2009-02-06T06:40:00.001-08:00

The other night I was at a professional group with other coaches and noticed an interesting chain of events:

1. I told a man what I do professionally
2. He nodded, understanding
3. I mentioned that I have a 3-year-old
4. He looked confused; asked whether I "work, too"
5. I was taken by surprise and got a little flustered; tried to explain that I am both a "full-time professional" and a "real mom" (whatever that means!)

This isn't the first time I have noticed myself struggling to describe the balance of my professional status and motherhood. I know that full-time moms struggle with the reverse of this situation. I am still working on the best way to present my work/life situation - a way to accurately describe that I am both a professional and a mom.

Any ideas that you have would be greatly appreciated!

How to Create Your Supporting Messages

2009-02-04T07:03:00.000-08:00

The best possible response from someone who has just heard your key marketing message is another question. This is because it means that your message gave them just enough to engage them in the idea but still left enough room for conversation and interest. To prepare for this wonderful event, you should have supporting messages ready to answer the most common questions ... known in journalism as the W's: who, what, when, where, why and how.

Who: Think about who you like to work with; who likes to work with you; and who you are actually working with (and getting paid by) right now. Use all of this information to make the critical decision of describing who you work with. There is a fine line that you need to walk between setting your intention of who you want to work with and who wants to work with you (and can actually pay for your services).

What: What products and services do you provide? List them simply and succinctly and describe the benefits of each. For example, if you are a plumber, you don't just fix leaks (the feature), you prevent expensive water damage and bring peace of mind to homeowners (the benefits).

Why: Consider exactly why you do the work you do. Perhaps it is as simple as you like helping people and thus became a chiropractor. What is important here is that you mention both your natural inclination or interest in your field and also some kind of credential or supporting evidence that explains not just why you do it, but why you are qualified to do it. Combine both of these into a simple statement, and you will be well on your way to success.

When: Think about when your customers want or need you most. This relates to their "pain." For example, a vet is needed in both emergencies and for annual check-ups. By having a message to support when your customers need you, they get a clearer idea of how you can help them.

Where: This should be your simplest answer - it could be "in my office," "at your home," or "on the phone." There are lots of options, but the main point here is to tell people where you work.

How: Specifically how do you work with customers? Do you sell them a product that will solve the problem? Do you provide them with DIY information so that they can solve it themselves? Do you ask the right questions so that they find the answer themselves? Some combination of the above applies to most businesses.

You probably already have answers to these questions, but I encourage you to write them down so that you can see in black and white exactly what you are selling. Remember to focus on benefits and pain rather than features.

Good luck!

Slow Down to Speed Up

2009-02-03T06:45:00.000-08:00

When I want to move quickly (which is almost always), my natural tendency is to form a logical argument peppered with facts, figures and knowledge. This tendency is based on the flawed expectation that by educating someone I can help her achieve resolution (and success) faster.

Of course, this approach completely backfires for one simple reason: education is not how we change minds. It doesn't matter how many facts and figures we have at our fingertips - people will ignore them (and even resist them) unless we 1) make sure that we understand what they want; and 2) allow them to arrive at the resolution by themselves, without being too invested in a single route for getting there.

Thus, it is my goal to slow down to speed up. To ask more questions and give fewer answers. When I do this, the result is invariably a shorter time to resolution without arguments, disagreements or disappointments.

It's amazing! Please let me know if you have observed this principle in action!

How to Create Your Key Message

2009-02-01T06:41:00.000-08:00

Your marketing messages are anchored by a single "key message," which is a sentence or two that answers the question: "What is this?" or "What do you do?"

To get started, first answer these four questions:

(1) What is the name of your product?

(2) What is your product? (e.g. a soda, a bike, etc.)

(3) What does your product do?

(4) What are the major benefits of your product?

Next, fill in this sentence with the answers above: (1) is a (2) that (3), which (4).

This will probably form a pretty klunky sentence, but at least you have the basics down. Now smooth out your klunker to craft a meaningful sentence or two to communicate your key message.

Examples: Key Messages

The PowerMop features 10 individual battery-powered scrubbing brushes that can be used on all types of floors. This powerful, easy-to-use tool gets your floor up to 10 times cleaner than a regular mop.

Jenkins & Perkins is a law firm that specializes in mediation services for the construction industry. It helps its clients avoid costly, drawn-out trials, allowing them to get back to work more quickly.

Tri-Star Fitness is a group of personal trainers who work with developmentally-challenged teenagers to help them find empowerment through movement.

Next Time: Your Supporting Messages

How Marketing Messages Help You to Grow Your Business

2009-01-31T20:17:00.000-08:00

Marketing messages are clear statements that you use to tell the world (or at least your prospective customers) what you do. They are critical for two primary reasons:

1. It is human nature to be attracted to that which is consistent, and messages ensure that you stick to a consistent communication pattern.

2. The biggest mistake we can make as marketers is to fail to set a customer up for what we are going to deliver or set them up for something on which we cannot deliver. Solid messages ensure that you tell people exactly what they can expect from you. This gives your customers the powerful satisfaction of being "right" and also allows them to promote your business to other people in the correct manner.

Here is a graphic I developed to demonstrate this concept:

Next ...I'll tell you how to create your marketing messages.

Minute Marketing

2009-01-30T09:49:00.000-08:00

Everyone knows how important marketing is, but somehow it always falls to the bottom of our to-do lists. Here are some ideas for quickie marketing tactics that add up to just 30 minutes per day.

Make Some Calls: spend 10 minutes researching a potential new client and then take five minutes and give them a personalized call or e-mail to let them know about the services you provide. This is a modified cold call and is quite effective, especially if you are able to identify a way that you can immediately help the prospective client. TIME: 15 minutes/day

Pitch the Media: everyone knows that PR is a powerful tool, but we usually think of it in big, expensive terms. For a gradual approach, pick one publication and research it to get a feeling for the types of stories covered and who writes them. Then send a concise e-mail to the appropriate journalist, editor or assistant editor with your idea. Follow up with a phone call (you’ll usually have to leave a voice mail) and then move on to another publication. TIME: 4 hours/month

Attend Networking Events: research appropriate groups, and then during each meeting seek out just one or two potential customers or referral sources and focus on creating a relationship with them. This approach can have much higher results than spreading yourself thin and trying to connect with everyone in the room. TIME: 1 hour/month

Smarty Pants

2009-01-28T06:46:00.001-08:00

I have always been a little bit of a "know-it-all." Lately I have been working on bringing more curiosity and understanding (vs. "knowing") to each situation. This helps me actually build on my knowledge. It also makes me waaaaaay more secure and, dare I say, likeable. Finally, it feeds my need to learn - after all, curiosity is a much better teacher than Smarty-Pants. Here is the new graphic I'm working with:

I (Think I) Hear You!

2009-01-26T06:44:00.000-08:00

I have always been intrigued (and a little irritated) by the statement "listen to your body" regarding eating & exercise. I wondered: "does my body really speak?" And, if it does, doesn't it want to sit on the couch eating donuts?

Since embarking on a quest to be healthier (not just skinnier), I have gradually become more in-tune with my body. It has taken 10 months of ups and downs, and very gradual moves forward and backwards, but I think that I can finally hear a tiny little murmur from my body requesting more or less food and even more or less exercise.

Please let me know if you hear your body and what it says!

Clients are People, Too

2009-01-24T06:55:00.000-08:00

Sometimes when we are marketing and selling, we forget a key element of the process: our clients are people, too.

I fell into this trap the other day. After an inspiring insight about a new way to package my services, I was unexpectedly approached by someone for marketing support. I was still so "high" on my new idea that I immediately pushed the concept on her. Luckily, I think that I realized my error in time to remedy it, but the bottom line is that rather than pushing my new idea, I should have first asked questions about what she was looking for. Duh!

My error was even more ironic given a conversation I had earlier in the week, during which another client of mine was discussing the difference between the way that I work compared to someone else. She said "with it's all about her. With you, I feel it's all about me. "

Funny how, just as you are beginning to think that you are stellar, life kicks you in the butt and reminds you to stay alert.

Thus, my new mantra whenever talking to anyone is to ask first; advise second (if at all). This approach helps to remind me that each client is unique and special. It also helps to keep the focus on the person; not the opportunity.

3 Types of Networkers

2009-01-22T14:33:00.001-08:00

I do a lot of networking. In fact, most of my business has has come from networking - both in-person and online. In both places, I see three types of networkers:

1. Slimers - these are people who think that the old sales techniques still work (they don't) and tend to mercilessly push their services on others without taking any time to find out what the other person does, cares about, or wants. Such one-sided marketing leaves me feeling "slimed."

2. Wallflowers - these are people who think that showing up is enough (it's not). I totally understand that sometimes you just want to lurk - that's fine! And lurking can also be OK if you are doing market research, but lurking will not grow your business.

3. Enlightened Marketers - these are people who recognize that the best way to market yourself in a networking environment is to meet lots of new people and truly listen to what they have to say. Then they make suggestions, recommendations, referrals, etc. based on what is most important to the people they meet. They follow up either with a recommendation or some other personal comment based on the conversation they had. This approach results in a high level of qualified leads because potential clients feel as if you truly care about who they are and what they do.

Please let me know if you have any thoughts about the above approaches - or perhaps some additional ones that I haven't noted!

Envy & Doubt

2009-01-21T06:41:00.001-08:00

I have begun to notice a strange little phenomenon in my life. It appears that I have two "protectors," Envy and Doubt, who are hard at work making sure that life works out for me.

Envy follows me with a whip, pointing out everyone else who has succeeded and will succeed (or just says they have/will). Envy believes that if she doesn't whip me, I won't keep running; I won't keep working; and I will never, ever, catch up with everyone else. She believes that, without her, I will simply stop trying. So she chases me around with her whip, making sure that it doesn't happen.

Doubt, on the other hand, thinks she knows the truth, which is that I may not succeed. She diligently erects walls wherever she can to divert my path so that I don't get hurt. Each brick in her wall is made of solid objections: you may not be able to do it; you may not make it; you might not be successful. She believes that, without her, I will fail and become so crushed that I never get up again.

Of course, the harder Envy and Doubt work to take care of me, the more they get in each others' way. Even as Envy drives me to work harder, faster and longer, Doubt erects walls and obstacles to prevent me from getting anywhere.

This morning I decided to give Envy and Doubt a chance to reinvent themselves and take a stab at putting their energy towards more productive ends. Envy thought that maybe she would like to trade her whip for a pen, so that she can write lists full of good ideas gleaned from other people's success. Doubt thought that maybe her bricks could be used to create a solid path for me to walk on - one that grows day-to-day based on which direction is best at the time.

We'll see how well this new agreement works!

Check this out

2009-01-19T07:42:00.000-08:00

I found an interesting post about health and lifestyle on Deepak Chopra's blog.

"Our "health-care system" is primarily a disease-care system. Last year, $2.1 trillion were spent in the U.S. on medical care, or 16.5% of the gross national product. Of these trillions, 95 cents of every dollar was spent to treat disease after it had already occurred. At least 75% of these costs were spent on treating chronic diseases such as heart disease and diabetes that are preventable or even reversible."

Three Entrepreneurial Truths

2009-01-19T06:42:00.000-08:00

1. It's not the idea; it's the execution. It really doesn't matter how great your idea is. What really matters is how well you can focus it and follow through on its promise and opportunity.

2. Nobody can sell your idea for you. Even the best marketer is at best providing you with tools for success; the truth is that when you are building your business, you need to pound some pavement and sell your idea yourself. Not only is it the only way to get started; it will also give you critical feedback and ideas for how to grow your business.

3. This is not a sprint. Many entrepreneurs think they need to be sprinters, and they take off so quickly that when they realize they still have miles and miles to go, they are winded and quickly hit the wall. Building a viable business is a long-distance affair. Even if you are thinking you will sell the company in two years, you still need a lot of endurance and discipline to make it that far. Avoid the drive to sprint. Do not operate on brief spurts of entrepreneurial passion. Try to bring discipline and practice to building your business whenever possible.

Biz Partnerships: Marriage Without Sex

2009-01-16T06:47:00.000-08:00

I attended a tech entrepreneur talk last night, and was struck by the speaker's insistence that the best way to move ahead with a tech business is with a partner. He also thought that it is best to wait a few months until you have worked together to discuss equity shares, etc.

It is true that partnerships can be very beneficial, especially in the tech industry, but my experience is that partnerships are also very difficult to manage, and take lots of care and attention ... like a marriage.

In fact, I think that a partnership is just like a marriage in many ways, except in a business partnership you typically see more of each other and you don't have sex and love as a foundational glue to get you through tough times.

The No. 1 reason for divorce is disagreements over money. Thus it is no surprise that business partnerships can be rocky, since the relationship centers on money - how it is spent, how it is made and, ultimately, how it is split between the partners.

To avoid a nasty fate, here are the three things I recommend to all business partners, regardless of whether they are just starting out or have been together for decades:

1. Establish a Shared Vision: you will not succeed as a business partnership if one of you wants to be a millionaire and the other simply wants to have a modest income. Likewise, if one of you wants to revolutionize the industry and the other wants to use best practices as a foundation for a solid, proven business model, you will struggle. Establish a shared vision that you both believe in. Write it down and make all future business decisions based on this vision. Of course you will each have additional goals and desires, but this shared vision will always unite you and make decisions smoother.

2. Establish an Exit Strategy: yes, this is like a pre-nuptual agreement, and it couldn't be more important. I know, I know, it takes all of the romance out of the engagement, but it is very necessary. A simple but excellent partnership exit strategy gives you both a clean way to exit the business partnership without going to divorce court, which will leave both of you with nothing but depleted bank accounts and a bad taste in your mouths.

3. Meet Quarterly: establish a regular, no-excuses quarterly meeting during which you do not discuss day-t0-day operations of the business. All you should talk about in this meeting is how your partnership is going. Review your shared vision - make sure you are both still holding up your end of the bargain. Review what you are each doing and discuss behaviors that are driving you crazy about each other. Again, this takes away some of the romance, but it also allows you to air differences before it's too late to remedy them.

3 Things to Do For Your Business Today

2009-01-15T06:48:00.000-08:00

It's hard not to notice all of the negative information in the world right now about how businesses are faring in this economy, but despite it all, as small business owners, we have an amazing opportunity to flourish regardless of the external conditions. This is because most small businesses are held back not by the market, but by the owner. Shocking, I know!

The truth is, it's much easier to blame the economy, our customers, our employees, and almost anything else when we don't succeed in our businesses than it is to look in the mirror and realize that we are at the helm, and we have a great deal of control over our businesses' fate.

Here are three things that you can do today to begin steering your business in a powerful direction:

1. Get Uncomfortable: most of us have one thing that makes us more uncomfortable than anything else; for many of us it's "cold calls." Yet the single most valuable thing that most business owners can do when they need more business is to pick up the phone and start making phone calls. Get a list of prospects together, sit down, and commit to making 5, 10, 50, 100 calls - whatever you think you can do - each week. Just make them!

2. Ask For Input: when running a business, we wear multiple hats. These "hats" often have a constant internal dialogue that maintains our everyday business operations. The trouble is, our "hats" often forget to ask for outside opinions and insight. As a result, we can easily become disconnected from our customers, our employees, suppliers, and critical advisers who can provide valuable insight. Put on just one hat today: curiosity. Wear it to ask everyone you encounter three simple questions: 1) what do you think is going well with the business?; 2) what do you think needs improvement?; 3) do you have any ideas for what we should be doing?

3. Collect on Invoices: while the above two recommendations are about your personal behavior, this one is simply practical. It is a fact that businesses are shutting down, and you don't want to be left holding the check if your customers go out of business. Reduce your billing cycles, and require COD whenever possible. Collect on all outstanding invoices to limit your exposure and ensure steady cash flow.

Where Are You On Your To-Do List?

2009-01-13T06:45:00.000-08:00

By Nora Wallace Walsh

Founder & Head Coach

Healthy Balance Fitness

When you look at what is important to you and where you spend the majority of your time, do you find yourself towards the bottom of your to do list or not on it at all?

Do you often find yourself saying yes to others when you really don't have the time or energy? Do you put others' needs before your own? This is very common when you have a career, family and individuals that depend on you, but if you continue on this path you will find yourself over-committed, drained of all your energy, and unhappy.

The most important aspect of living a healthy, balanced life is to do things that make you happy, things that are important to you, and things that help you grow into a better human being. If you don't make the effort to take care of yourself and do things that make you happy, who will? A big part of taking care of yourself is to make a commitment to exercise and eat healthy. By exercising and making healthy food choices you will have more energy to do all the things that are most important to you.

If your life is so over-scheduled and over-committed that you are exhausted at simply the idea of finding time for you, it is time to make a change.

Try to do something every day for you and only you.
Pay attention to your body and when you don't feel well.
Start saying NO to people and projects.
Do something you have always wanted to do.
Get help - hire an assistant, a housekeeper, babysitter, personal trainer, enlist family members, etc.
Exercise regularly. If you don't have a full 30 minutes, then try breaking it into 10-minute increments. Make exercise a part of your day.
Eat breakfast every morning. Followed by a nutritious lunch and dinner with two healthy snacks in between.
Get 7-8 hours of sleep every night.
Set aside special time with family and friends.

This is a perfect time to take care of you. Make a commitment this year to put yourself back on your to do list and create a healthier and happier life.

New Jeans - Down 2 Sizes!

2009-01-12T09:03:00.001-08:00

In the past 10 months, I have focused on getting myself healthy. After a really rough pregnancy in 2005, a new baby in 2006, and then two cross-country moves in 2007, 2008 was the first year that I finally was able to put myself back on my to-do list.

Yesterday I proudly bought new jeans - 2 sizes smaller than I wore 10 months ago. Yay! This has taken a complete shift in my lifestyle, and I feel really good about myself. It is the first time that weight loss has not been a punishing experience, and I can honestly say that it has not involved any hunger. Here is what I have done:

Strategy
1. I signed on with a fitness coach, who checks in with me each week to help me set goals and review what is working and what is not. This has been the single most important investment in my success, as she keeps me accountable to my health goals.

2. I meet with a nutritionist 1-2 times per month to review my food choices and identify room for improvement.

3. I started a daily meditation practice, which is helping me recognize unhealthy triggers, appreciate my food more, and listen to my body better.

Tactics

I focus on adding vegetables, fruit, protein and whole grains rather than removing other foods
I cut out my 1-2 glasses of wine with dinner (except occasionally)
I added fish-oil supplements to my diet, which help to decrease my tendency towards anxiety and depression
I attend an intense 60-minute cardio & strength training class once per week
I meet with a pilates trainer for one-on-one training once per week
I meet with a strength trainer for one-on-one training once per week
I attend a yoga class once per week
I wear a pedometer and set a goal of about 60,000 steps per week
I run on my own 1-2 times per week

How to Build Confidence

2009-01-11T20:53:00.000-08:00

When I first went into business for myself, I was confident that I had the marketing tactics my clients needed. I was also confident that I would learn to be a strategic advisor. What I didn't realize was that I did not have confidence that I would be able to run my own business. The biggest challenge is that I didn't even know it!

Nonetheless, I pounded the pavement and successfully landed several clients within just a few months. I was pleased with my progress, but couldn't help but notice that at every networking event I attended, I was hit on by men. I even had several male clients who were hitting on me while we worked together. I was alarmed: I wanted to be taken seriously ... as a serious professional! I immediately decided that I didn't look "serious" or "professional" enough.

I made a list - How to look more professional:

Buy some fake eyeglasses
Learn how to style a classy chignon
Buy some business suits that made me look frumpy

Needless to say, the above list did not actually solve my problem. Instead, I realized that the trouble was not in how I dressed on the outside, but how I felt about myself on the inside. As a business owner and a professional, I was not confident, and my clients and prospects (and the men at networking events) could sense my vulnerability.

In fact, I learned that most people in business will admit that their greatest fear is that they will be exposed for not being as smart/professional/sophisticated as other people think they are. This comes not from the fact that we are not smart/professional/sophisticated, but that we don't believe that we are.

Thus, I created a new list - How to build confidence in my professional abilities:

Keep a list of all of my professional successes - big and small
Keep a list documenting anytime someone says something positive about my professional abilities
Before any event or meeting at which I will meet clients or prospects, review the above lists and remember that I am in fact smart/professional/sophisticated
Do my homework before meetings and events so that I know who will be there and what is important to them so that I can speak confidently about those subjects

It worked! I stopped getting hit upon at every networking event, and discovered that I can do more to impact how people perceive me by tweaking my inside than I can by tweaking the outside.

Of course, I must admit ...when an optometrist found that I had a very slight vision problem, I still jumped at the opportunity to get glasses :-)

What is Balance?

2009-01-09T07:38:00.000-08:00

I have been thinking a lot about my score on the "Wheel of Life" assessment that I took and I'm actually wondering whether I should pay too much attention to it. After all - isn't balance a constantly-evolving thing?

For the most part, my wheel is average, but the reason it looks so bumpy is that I have some extremely high levels of satisfaction in certain parts of my life.

While I can certainly work to get my low levels higher, wouldn't creating a perfect wheel include either lowering my ratings of the high parts of my life (to achieve a homogeneous balance) or striving for "perfection" in all areas of my life? This just doesn't seem realistic. Thus, while I find the wheel helpful for illuminating some areas in which I could use some bolstering, I'm not going to worry too much about making the wheel a perfect circle.

After all ... many of the most wonderful roads in the world are bumpy.

No Finish Line

2009-01-08T21:56:00.000-08:00

My whole life, I have rushed to achieve the finish line. I finish almost everything quickly: I was the first person to finish the test in school; the first person to finish her ice cream cone; the first off the bus, etc. Recently though, I have realized that there is no finish line when it comes to business or health or, indeed, life.

I will never have a business that sustains itself so perfectly that I don't have to continue putting my energy into it (look at Steve Jobs).
I will never not have to take care of myself and my health (look at Oprah).
I know that for as long as I live, I will never not be a mother to my child; I also know that in order to continue being a wife to my husband, we will have to continuously work together on our relationship.

This realization is profound for me - how does an overachiever "achieve" if there is no finish line? How do I know when I have reached success? Indeed, it doesn't seem as if there is anything at all to reach - since the very next day I will need to get up and do it all over again.

I don't think there are any answers to these questions, but I do think that just seeing this is having a vast impact on how I live my life, and I'm liking it a lot more already! Somehow, the absence of a finish line has given me a little more freedom in the most meaningful parts of my life.

To practice this new concept, I recently started to knit a scarf. This time, though, instead of knitting madly into the night to finish the darn thing, I'm approaching the project in a leisurely manner, sometimes making just a few stitches at a time.

Tonight, though, I found myself getting into the mode - having thoughts of "I'm almost done! Just a few more hours of this and I'll have my new scarf! Hooray! I am so quick!" Then, suddenly, I ran out of wool. It was pretty funny.

Now I have to go get some more wool and try to finish the scarf without getting wrapped up in the concept of finishing it. Hmmm ... we'll see how it goes ...

Oprah is Brilliant!

2009-01-06T21:18:00.000-08:00

Oprah is an amazing person. More importantly though, she is an amazing person who has figured out how to turn her amazing-ness into a powerful marketing machine.

I'm sure that you have seen the magazine covers about Oprah's slide up the scale. Have you also seen the commercial of her saying "I can't believe I'm talking about weight ...again!"? Perhaps you have even seen some of her shows this week, which are all about getting her weight and health back on-track.

She is on the cover of almost every tabloid magazine this week, and even her commercials are getting media coverage. This is an absolute PR windfall for Oprah's marketing team. Beautifully, it is not a publicity stunt - it is real life, and it's exactly why I think Oprah is brilliant!

Here are three things that Oprah knows about marketing that we can all learn from:

1. Audience Insight - Oprah's most critical insight as a businesswoman is that she knows her audience, and she knows how to market herself in a way that inspires them to buy more magazines, watch more shows, and become even bigger raving fans than they already are. She does this by being a real human with real human challenges.

2. Timing is Everything - a print magazine typically works on a lead time of 3-5 months. That means that the story about Oprah's weight has been planned at least since August, but probably before. In other words, she and her team have been planning the media blitz currently ongoing for months. I'm guessing they chose January based on the fact that everyone runs weight-loss articles in January, making the media timing perfect.

3. Stick to Your Message - the very reason this story has gotten so much coverage is that Oprah has been talking about her weight for more than 20 years. It is an ongoing theme in her life and on her show. Everyone in the country - and many people around the world - know about Oprah's struggle with weight. This consistency is a great example of how sticking to a few key messages in your marketing efforts can pay off in spades.

Please know that I am not trying to expose Oprah for doing this all for marketing; I am quite sure that she did not gain weight to get media coverage. Nonetheless, she is a great example of how you can turn almost any type of lemon into lemonade with the right strategy.

Interview Link

2009-01-06T07:11:00.001-08:00

I was interviewed for an article on Abaminds Entrepreneurs. Check it out here.

What It Takes To Survive a Recession

2009-01-06T06:42:00.000-08:00

The National Bureau of Economic Research, the country's business cycle arbiter, officially declared last month that the United States has been in a recession since December 2007.

Before you get caught up in the doom and gloom, though, remember that a recession doesn't mean your business has to decrease. It does have to change, though. Here are some ideas for surviving, and even thriving in the current economy:

1. Do not cut back on critical expenses that maintain your product's quality; do cut back on any manufacturing or production expenses that do not directly relate to the quality of the end product.

2. Do not panic and stop all marketing activities; do cut back on those that have no proven rate of return. There are hundreds of low- and no-cost marketing activities that can replace almost all of your current marketing expenses.

3. Do increase employee incentive and work-for-performance (i.e. commission) programs. You may not be able to give raises this year; instead, provide cash incentives to reward the behavior that you need right now, such as new business prospects, rate of production, etc.

4. Do reward loyal customers, and thank those that refer more business to you by giving them discounts or even just a "Thank You" card.

5. Do focus on the products that are most profitable - constantly improve on them and dedicate more marketing investment to them. Do not try to save a product that has not been working for you or launch a new product unless you have conducted extensive market research to ensure that it will make money. Now is not a time for random risk-taking.

My Newest Employee

2009-01-05T10:10:00.001-08:00

1.5.09 004, originally uploaded by virginiaginsburg.

This morning my daughter decided that she had some very important phone calls to make and e-mails to send from my computer. Here she is, busily typing away!

Measure Twice, Cut Once

2009-01-05T06:39:00.001-08:00

One of my father's hobbies is woodworking. His second favorite saying when working on a project is "measure twice, cut once," referring to the fact that cutting is the easy part - the preparation for the cut is much more critical. (His most favorite saying is "Blixen Schwinehunt!" which I believe is swearing altered to accommodate our young ears.)

My father and I share this very strong personality trait: we intellectually know how critical preparation and measurement are, and yet we are obsessed with speed and "getting things done," and thus often make mistakes that result in long strings of expletives.

Last week I decided to repaint our downstairs bathroom, which was a beautiful shade of green that unfortunately absorbed light and turned the room into a dark little cave. It took two coats of primer applied over the course of three days to cover the dark green, but, based on this careful preparation, the fresh new light-reflecting color that I applied took just one quick coat, and was complete in under an hour.

Thus, I was reminded of my father's adage, and proud of myself for forcing the patience of preparation. Rather than chasing the glory of the final coat, I focused carefully on the simple pleasure of the undercoats - the critical underpinnings of a job well-done.

For my entire life I have been rushing ... running and struggling to achieve "success." This year, I am going to explore what it is like to enjoy the undercoats of success ... the process. Who knows; it might even make the end result that much better and enjoyable!

Bumpy Ride

2009-01-02T07:15:00.000-08:00

I just discovered a wonderful new blog: The Integrated Mother. I think she is so awesome!

In catching up on recent entries, I discovered an assessment tool called the "Wheel of Life."

"This assessment contains 9 areas that, together, represent one way of describing a whole life. This exercise measures your level of satisfaction and range of expression in these areas as a snapshot in time. As you work through the assessment you will find areas where you can acknowledge yourself on the success you have created and areas where you may want to improve your level of satisfaction. We will have some suggestions and coach-like pointers at the end, along with your completed wheel of life. Rank each statement on a scale from 1 (Highly Disagree) to 10 (Highly Agree) by dragging the sliders along the scale."

I must admit that I firmly believe that I have a good life, so I thought that taking this assessment would be a breeze and that I would have a fairly smooth wheel. Ha! Check it out:

Not smooth at all. Now, the big question is: how do I smooth it out? What do I need to do to have a comfortable ride now and in the future?

Well, before I beat myself up about this, first I want to mention that my strongest areas are: Personal Growth; Health & Well-Being; and Love/Romance. That's good! I'm really happy to know that I feel so positive about those areas.

Areas that could use improvement are: Money & Finances; Physical Environment; and Friendships. Here are my thoughts on improving those areas in the New year:

Money & Finances: we completed two cross-country moves in 2007 (including home buying and selling), which has had a lingering affect on our financial stability. I had expected that we would be solid again by now, but I think that it will take another year before we can get back to where we were before. Meanwhile, I have instituted a monthly check-in so that my husband and I can review our finances together. This is significant, as for the past 13 years I have handled most of our joint finances independently.

Physical Environment: I was surprised at how low this was, but perhaps it's because I"m sitting at a messy desk! Having a small child makes our environment naturally a little messy, but I am going to focus on managing the mess in a way that allows me to still feel calm and happy in all rooms of our home.

Friendships: The truth is, my deepest friendships are within my family. This isn't really a bad thing, but I recognize that it would be good to diversify a little bit and stretch myself to devote more time and energy to other relationships. The challenge, of course, is that I simply don't have a lot of time or energy at the end of each day, and what I do have is dedicated to my husband and daughter. I have been thinking about this for several months though, and although I don't think I can come up with a "solution," hopefully I will at least get some ideas.

I highly recommend taking the assessment - it's fun and enlightening! Let me know what you find out!

Resolutions for a Healthier New Year

2008-12-31T06:55:00.000-08:00

The New Year is a wonderful opportunity to look at how we live our lives ... and how we can live them even better. Below are some thoughts for organizing your goals in the New Year. Remember - you are 80% more likely to achieve your resolutions if you write them down!

Body: what will you do to take better care of your body this year? When we juggle so many different responsibilities, it can be hard to do the basic things that our body needs to feel good and be healthy. Almost everyone can stand to put "exercise more frequently" and "eat more fruits and veggies" on their lists, but what about some more simple ideas, like flossing every day (or at least once a week!) or keeping your nails in semi-decent condition or wearing sunblock.

Mind: what will you do to better understand your mind this year? Understanding ourselves and our true motivations is the single most important activity we can undertake to transform our lives. There are lots of ways to improve our self-awareness and emotional intelligence. I tend to gravitate towards books on the subject. I have also started a (short) meditation practice. Other people benefit from psychotherapy, hypnotherapy, and other guided methods of better understanding themselves.

Business: what will you do to grow your business this year? Don't laugh - businesses are still growing, no matter what the newscasters are saying. An economic downturn does not mean that you are destined to have a negative year. Look at what worked well for your business in 2008, and figure out how best to repeat and expand upon those activities in 2009. You don't have to create an extensive business plan, but at least jot down what you would like to accomplish and the things you need to do in the coming months to get there.

HAPPY NEW YEAR!

3 Things I Learned From My Fat Cat

2008-12-30T17:48:00.000-08:00

We have two wonderful cats. Fly, older by a year, is the "normal" cat, who tends to sleep most of the time. Cootie, on the other hand, is a handful. He seems to have a personality bigger than his slightly-large cat body, and he has taught me much about life as a result.

1. There is such a thing as a "slow metabolism"
Cootie is decidedly "plump" (AKA "fat"). This is interesting given that we feed our two cats the exact same diet, and Fly is thin ... actually, she is scrawny. I have asked several vets about this phenomenon, and they all answered me matter-of-factly, that "he just has a slower metabolism." Ah-ha! As a child, I was always on the plump side, and as an adult I have to really work to stay within a healthy weight range. I can't tell you how reassuring it has learn that animals (and people) truly do have different metabolisms, and some of us are just naturally a little plumper than others.

2. Strong preferences are a tough burden to bear
Cootie is aggressive in his love of me - he sleeps on my pillow at night and next to my keyboard by day. He follows me around the house and is a very loving (if annoying) cat. However, he doesn't like other people, and the feeling is mutual. He tolerates my husband and daughter, but only barely. In short; he has very poor people skills. As a child, I was taught to treat all people equally and with respect, but Cootie can't learn this lesson. Instead, he sticks to his guns and doesn't pretend to like other people. There have been a few times in my business that I haven't listened to my instincts and have engaged a client that abuses my good nature and desire to help. Although I don't want to be exactly like Cootie, I do hope to develop more discernment about certain people.

3. Try, try, try again (and possibly still fail)
Cootie was rescued from a grim kittenhood. When we received him, he had been abandoned, and had a giant tummy full of worms and little else. As a result of some abuse, he has trouble seeing properly; his pupils don't dialate normally. Thus, he is often unable to do simple "cat" tasks like jumping up on a ledge or between two points the first time he tries. In fact, sometimes it takes him 10-15 tries before he makes the jump he's shooting for. Sometimes he doesn't make it at all. It was his grim determination to succeed even in the face of adversity that attracted us to him in the first place. Thus, I see that sometimes even things that should be "natural" and "inbred" can be challenging for us as individuals, and that it's OK to keep trying, and even to fail completely. In the end, he's still a good cat, even if he can't perch on a precarious ledge like Fly does.

The Anti-Doer (AKA Procrastinator)

2008-12-29T06:52:00.000-08:00

I am a "doer." I like to do things, and I like to feel like I have done lots of things. Like most strong personality traits, this can be a great asset to my business, but it can also be a huge liability, depending on the situation.

In the next week, I'm focusing on my marketing plan for 2009. This is not an elaborate document, but rather a clean and clear definition of what I think I should do in 2009 to accomplish my goals. The doer in me is very motivated, and coming up with all kinds of great ideas to get started on.

The anti-doer (AKA procrastinator and scaredy-cat), however, keeps piping up, unbidden, with comments like: "oh, you should have done that last year!," and "it's too late to do that now - it's already been done by everyone else!" and even "you can't do that!" (Yikes!)

The truth is, in marketing, it's almost never too late to start something new, and, chances are, if done well, it will work. Thus, the real challenge in marketing is not always coming up with the right idea at the right time, but rather coming up with the idea, committing to it, and doing it.

What ideas are you sitting on right now that could be done? Why aren't you doing them? A lot of the time we look to comfortable explanations like "I'm too busy," or "I don't know how to do that," but look a little deeper, and you might find that you have an anti-doer: a voice in your head that is holding you back from your greatest potential.

Getting things done is more than just figuring out what you need to do and doing it. It also involves acknowledging your anti-doer and getting past her complaints and hesitation. Let me know if you have any techniques for accomplishing this!

3 Things You Should NOT Do When Angry

2008-12-26T21:27:00.000-08:00

Sometimes I like to pretend that I can be all Zen, and I must admit that I enjoy 10-minute meditations and the occasional yoga class. In truth, however, I'm a classic "Type A" personality, and I struggle with anger sometimes. Here are three hard and fast rules that I have given myself to protect the world (and my future) from these moments.

1. Do Not Send E-mail: This seems obvious, but it's not. We're so used to being able to type off a quick response to someone that we forget sometimes that e-mail should never, ever be used to express anger or frustration. It is simply not a good tool for such severe emotions. Now, sometimes it can be a helpful form of venting in the heat of the moment to DRAFT an e-mail in Microsoft Word (so that there's no chance of it being sent), but never, ever send it!

2. Do Not Approach Facebook: In today's world, it seems as if everyone is jotting down thoughts and activities. "Just got back from Starbucks," "Waiting for the train," and "Loving my new haircut!" are all appropriate things to mention on Facebook, Twitter, and the many other social networking sites that we enjoy. Not so appropriate are notes like "I hate you Jimmy!" or "Jane is a b*tch." When you feel that way, it's probably better to write it on the bathroom wall than on a social networking site - the consequences will be much worse online.

3. Do Not Blog: Sometimes a blog is a wonderful place to be "real" and let the world know what's going on in your world. When you are angry though, it might be good to write what you feel in a more physical medium (say, a journal or a Word document) and then sleep on it for 24 hours before posting it online for the world to see. It's amazing how a little bit of time can make a huge difference in how we see things, and while all feelings are valid in the moment, you might not want to remember them for prosperity.

In short, when anger gets the best of you, perhaps it is best to avoid the computer alltogether. Go outside, take a walk, write the old-fashioned way. After all, most anger is (thankfully) fleeting, and can be replaced by more manageable emotions with some thought and time.

Transparency in Marketing

2008-12-25T07:03:00.000-08:00

I recently updated my business website, and took a big leap that sometimes keeps me up at night: I published my firm's hourly rates. This is a big departure from typical firm operations.

I chose to do it because I believe that today's consumers want transparency; they want to know what they are going to pay and what they are going to get for what they spend. Despite having this desire as a consumer myself, I kept my business rates clouded and a little bit confusing up until a few months ago.

It's interesting: at a restaurant, they will put their prices right up front, but they will keep their recipes secret. In a retail store, each item is marked, but they may not tell you from where the item came. In a marketing firm, they usually keep both their pricing and their methods somewhat secret.

There is a great video about this concept that you might want to check out: The Benefits of Radical Transparency. Let me know what you think!

Life Will Be Normal Again

2008-12-22T06:44:00.001-08:00

I am blessed with a large, mixed family within easy driving distance of our home. Thus, the holidays are an extensive process full of must-do family events. With a young child, the pressure to participate in everything feels even stronger than ever, as I want to ensure that she gets the full joy of the season. With Hanukkah falling the same week of Christmas, this year is more chaotic than ever.

An inevitable result of our constant rushing around in celebration of the season is that I am not able to follow my usual fitness routine. Luckily, my wellness coach, Nora, suggested that I write into my calendar "Life Will Be Normal Again" on Monday, Dec. 29. Having this firm date in my mind allows me to go easy on myself when I just can't squeeze in the exercise that I know I need.

This week we have a different family member coming over each night to light the candles, and next weekend will be our big family Christmas, as my brothers will be with their wives' families on the 25th. My goal is to simply do the best that I can in regards to exercise and eating, constantly reminding myself that life will be normal again next week.

3 Things That I Can't Figure Out

2008-12-20T20:47:00.000-08:00

I am really trying to figure out how to use Web 2.0 concepts for myself and my clients, but here are three things that I can't figure out:

1. Facebook: I like Facebook - it's fun! I just can't figure out why so many businesses use it for shameless self-promotion. There seem to be two ways to use it: for genuine friendship reconnection and for yucky, over-the-top marketing promotion. There must be a way to find a blance, but so far the only people using it for marketing purposes are just kind of yucky.

2. Podcasts: I read "Podcasting for Dummies," and I get the concept, but what I can't find is anyone who listens to podcasts - other than podcasters themselves. Is there a true marketing opportunity here? I really don't know.

3. Site Conversion: It seems like we need to re-vamp our sites into more targeted sales machines, but, as with Facebook, it feels to me like the people who are doing this are cheezy and a little yucky. There has to be a way to be an authentic, transparent marketer online without being perceived as "yucky," right?

I'm working on solutions for all of these, but would love to hear comments and ideas if you have any!

Reclaiming Balance

2008-12-18T06:34:00.000-08:00

For me, a balanced life begins with a healthy body, followed by a healthy mind, which ultimately results in a healthy business. The trouble is, sometimes that balance gets turned upside down and turns into an unhealthy avalanche.

Usually it begins with a lot of work pending (business). Next comes the stress (mind), which ultimately results in a sick body. Yes, I'm getting sick, and it happened within a matter of days!

To rebuild a healthy balance, I'm not sure whether I need to start with my body or my business - which would be best? Do I take long naps and ignore work while my body heals, or do I get everything on my plate finished so that the stress goes away and my body can heal? Or maybe I get really mental and try to fix the stress at its source?

I have no firm answers today, but I am always looking for solutions, so here is what I'm going to try:

Body: take a long shower and an afternoon nap
Mind: go easy on myself and try not to criticize so much
Business: get the most important work completed as soon as possible so that it is off my plate

Please let me know if you have any other ideas!

The Benefits of Napping

2008-12-16T20:51:00.001-08:00

As someone balancing work and life, there are moments when it seems as if the only solution to my lengthy to-do list is a catnap. I know it sounds strange, but since I work from home, it's possible, and so tempting when it seems as if nothing - most notably my brain - is working quite right. Thus, I thought that a quick justification (ahem! I mean "review") of the benefits of a midday nap might be appropriate. Research shows the following:

Humans have a "biological readiness" to fall asleep in the mid-afternoon
An afternoon nap as short as 10 minutes can improve alertness, mood and mental performance
Afternoon naps are especially beneficial in sleep-deprived individuals
In many cultures, an afternoon nap is an expected part of the everyday schedule

Thus, I conclude that my afternoon nap (when I get it) is not laziness, but a necessary and beneficial part of living a high-performance lifestyle.

NOTE: in researching this article, I should mention that I learned that naps should be limited to 45 minutes and avoided after 4:00 p.m. to avoid grogginess and negatively impact evening sleep.

3 Things to do on Vacation

2008-12-14T11:52:00.001-08:00

Whether it's a vacation or a stay-cation, it's important to take time off from work to benefit your body, mind and business. I'm writing this from St. Thomas, where I've been with my husband for the past two days. It's beautiful! Here is what I have learned to do when I vacation to ensure that I maintain positive balance for my body, mind and business.

1. Take care of my body:

I schedule in at least some form of exercise each day - this may be a walking tour or a 30-minute jog on the beach.
I have a salad for lunch, and focus on grilled lean proteins and fresh veggies and fruits at all meals. This means that when I have dessert and wine with dinner, I don't feel at all guilty.
I bring my giant water bottle from home and keep it with me at all times.

2. Take care of my mind:

I laugh at every joke or funny thing I hear, even if it's really lame. This boosts my happiness enormously, and reminds me that I'm supposed to be having fun.
I smile at everyone I meet, especially the people who are serving me. The easiest way for me to lead a grateful life is to thank others and be grateful for them.
I read a book. I have always loved to read. Sometimes I dive into a juicy non-fiction, and sometimes I focus on self-improvement - it just depends on my state of mind.

3. Take care of my business:

I make sure that I tell everyone that I am going to be out of town, and actively schedule the week before my trip so that I am not overloaded the day before I leave. This is an imperfect system for me, and one that I'm still working on!
I check voicemail and e-mail only once or twice per week day, and only respond to urgent messages.
I bring a pen and paper for expansive ideas and the new ideas that inevitably pop up for me when I'm in a different environment.

The Never-Ending Quest

2008-12-13T12:22:00.000-08:00

What I have noticed in taking better care of my body and mind is that, like a business, it is a never-ending process. You never reach "the end," and you can't just sit back and do nothing for too long.

I thought of this as I took a shower in what is possibly the most expensive hotel room that I've ever inhabited: The Ritz-Carlton at St. Thomas. Now, let me clearly say that I deeply appreciate the very fact that I'm here with my husband. I appreciate it even more because we're not paying for it - it's fully paid for by one of my clients. Here is the view from our room:Not too shabby, huh?

Unfortunately, despite many wonderful amenities, the Ritz-Carlton St. Thomas has a serious flaw. For whatever reason, there are rust stains on the marble tiles in the shower.

At a $50-per night motel, this might be expected, but at a five-star resort, it does serious damage to the brand as a whole.

This is how I think of our constant care and maintenance of our bodies, minds and brains - it can be the little things that throw them off. The missed exercise session; the time you squashed your feelings when somebody hurt them; the time you missed that deliverable for a client. All of those incidents can sometimes add up to outweigh the positives.

I am not saying that we need to be perfectionists or neat-freaks. A few dust bunnies here and there, some scuff marks on the floorboards - these are all a normal part of life. But a rust stain is more serious (Although there are much worse stains to be found, I'm sure!).

In my pursuit of work-life balance, I'm endeavoring to keep my body, mind and business clear of rust stains. It's not easy, and it's very frequently exhausting, but I think the result will be worth it.

Now I just have to motivate myself to go for that run I planned on!

Stay Small or Grow Big?

2008-12-12T05:25:00.000-08:00

I just met a very nice couple that owns a successful hardware store in Boston. We were talking about the benefits of staying small vs. the challenges of doing so. In this case, the couple runs their store themselves, occasionally relying on just one part-time employee.

The Benefits:

They don't have to worry about employee relations and motivation, since they (the owners) are basically the employees
They don't have to worry about employees stealing from them or not treating customers appropriately
They are intimately involved in every aspect of the business, and can make immediate changes without having to worry about how to pass them on to the employees

The Drawbacks:

If they go on vacation, they have to close the store. This means that their ability to take days off, take vacations, or even handle family emergencies, is seriously compromised
They can only grow as far as their own skills and talents can take them
Their revenue is limited to one store

This is a balance that I see frequently when working with owner-operators, and I think it's a tough choice to make ... maintain control or sacrifice control for growth.

3 Things I Learned at Yesterdays' Entrepreneur Magazine Conference

2008-12-10T15:32:00.000-08:00

Yesterday I attended Entrepreneur Magazine's 2008 Growth 2.0 Conference. It was free, and there were some really excellent speakers in attendance. Here are three things that I learned:

Apparently billboard companies often have 2-3 month gaps between rentals. One speaker suggested that you could get a billboard for really cheap during that time. I'm not really sure that billboards "work" for most businesses, but this was interesting information to consider.

Public speakers need to be careful not to alienate their audience by bragging too much. One highly-qualified speaker really put me off with shameless self-promotion. There is a fine line between providing the backup support that you need to make your case and bragging, especially when you are discussing a topic about which your audience is already nervous about.

There are a lot of entrepreneurs out there! I was so impressed to meet so many people who are just considering entrepreneurship and/or starting new businesses. I think it's really great that Entrepreneur invested in the conference.

Sometimes You Need a Map

2008-12-09T20:26:00.001-08:00

Tonight I got mad. I was so mad that it's quite possible that I was raising my voice in anger as I "discussed" a difficult situation at work. The recipients of my rant were none other than my dear husband and, I'm sorry to say, my sweet little daughter.

I was really trying to manage my tone of voice and frustration, but the truth is that both of them knew that I was working myself into a worse and worse state of mind. Luckily, this is pretty rare, but I find that once I start on that negative spiral, it is sooooo hard to pick myself up, turn around, and head in the other direction and see the positives.

When I woefully exclaimed "I'm stuck!," my ingenious daughter remembered that when Dora needs to get un-stuck, she simply calls on her map to find the way. She helpfully pulled out her Dora book and showed me the map of how to get to the Mermaid Kingdom. She then proceeded to physically pull me up off the couch to encourage me to follow the map's instructions so that I could become un-stuck.

I almost cried, but then I realized that a map was exactly what I did need! I was able to shake off some of the anger, and read my little one another book before I put her to bed. Then I sat down at my desk and mapped out how I was going to handle the situation I am facing. I cannot make the situation go away, but I can make the anger and frustration subside by recognizing the path that I need to take, and how I can overcome the obstacles.

Thus, I realized that sometimes it is the very fact that I have a life that I am able to bring balance to my work.

3 Ways to Build a Business that doesn't Suck You Dry

2008-12-08T10:02:00.000-08:00

Something that I have noticed in my business coaching work is that many entrepreneurs have built themselves a company that sucks them dry. The joy and passion that got them started slowly dwindles and eventually they end up depressed and angry with themselves for getting the business-building-bug in the first place.

It doesn't have to be that way!

Here are 3 Ways to Build a Business that doesn't Suck You Dry:

Know what you want: what lifestyle are you looking for? Are you single and willing to work 24-7? Are you married with children and only have a limited amount of time and energy available? Build your business according to the lifestyle you want first. Nothing else matters as much as this!

Know what you need: how much money do you need to make? Take a hard look at the market or industry that you are considering, and make sure that it will be able to afford you the income that you desire based on the answer to Question No. 1

Get help: hire people to help you strategically based on what you don't like to do. Try to avoid the perfectionist trap of not being able to let go of all the tasks because you don't think that anyone can do them as well as you can. In order to achieve your answer to Question No. 1, you simply must figure out how to get and accept help.

3 Things I Learned from "Getting Things Done"

2008-12-07T19:49:00.000-08:00

Getting Things Done is a great book that covers all sort of organizational concepts. It's pretty overwhelming if you think that you have to do everything suggested, so I thought it might be helpful to break down the concepts that I gleaned from the book that have improved my office (and life) organization:

Alphabetize your files - I know this sounds silly, but for some reason I never did this. I think that I just figured I don't have enough files. Well, now that I've done it, I can find files so much faster, and it makes the act of filing almost pain-free.

Organize your to-do list - The book has a little bit of a crazy system in which you have both short- and long-term to-do lists. This was a bit much for me, but I did sit down and figure out exactly what type of to-do list would work for my lifestyle, and it is making a difference in my productivity.

Commit to a single calendar and keep it up-to-date - Again, this is such a simple thing, but it really made an impact when I took a look at the calendaring system I was using and discovered that it wasn't quite fitting my needs. I immediately went to Staples and found the calendar of my dreams, and it has kept me on-track ever since.

Work-Life Soundtrack

2008-12-05T07:47:00.000-08:00

Each morning, I schedule 30 minutes of self care (quick meditation, a cup of tea and daydreaming), and 30 minutes of work while my little one watches a video. Thus, my work-life soundtrack consists of songs from Dora the Explorer. At least it is positive - I find myself singing "We did it! We did it! We did it!" all day as a result of my office being next to her bedroom.

Ah ...the joys of working from home.

I am not Superwoman

2008-12-04T17:58:00.000-08:00

Sometimes I have to be really careful when planning my work days. With just three full days available on which to schedule meetings, I have a tendency to over-book them.

Back-to-back meetings were totally do-able (and didn't require a second thought!) before my daughter was born. In the past three years, however, although it is possible for me to make it through a fully-booked day, it can be really dangerous for my physical and mental health.

I end up feeling depleted, have almost nothing left to give to my family in the evening, and there is definitely no room for self-care. Without the energy to bolster myself, this depletion extends into the following work day, making the cycle come full-circle and thus impact both my personal and my professional lives.

Today I didn't realize that I had (once again) booked myself in back-to-back intensive meetings until I was halfway through them. Luckily, I was able to squeeze in 15 minutes between my mid-day and afternoon meetings to breathe deeply and realize what I had done. Then, as soon as my afternoon meeting was complete, I went home, took a bath, and sat on the couch daydreaming for 30 minutes before diving into the piles of paperwork that accumulate after a day of meetings.

Based on these actions, I was able to get a lot of work done in the hour between my daydreams and the excited "MOMMY!" that came from downstairs when my daughter came home. I was able to leave my desk and greet her and my husband with joy and excitement and even, yes, a little bit of energy.

Is this balance? I'm not sure, but it definitely feels better than trying to be Superwoman!

A Day For Chocolate

2008-12-03T06:38:00.001-08:00

Yesterday was one of those days when all I wanted to do was sit on the couch and stare off into space while eating chocolate. Some days the pressure of balancing building a business with raising child is just overwhelming.

Although I was prepared to wallow in my blah-ness and log fewer than 3,000 steps for the day, I remembered that my fitness coach suggested that I push myself outside just for a five-minute walk when I feel like this. I put it off and put it off, but eventually at 9:30 p.m. I figured I might as well give it a shot.

Sure enough, after five minutes of walking, I was committed to going 10 more, and soon I had accomplished a 40-minute walk. The truth is, my body didn't feel great about it - for some reason it was stiff and complaining, but my mind really needed that walk! By the half-way point, the clouds in my head had cleared, and chocolate cravings, daydreams, and negative thoughts were completely gone.

This is the amazing mind-body connection that I am continually awed by. In the end, by taking care of myself first, I am able to be more successful both in business and in life.

Balancing Perfection with Getting Things Done

2008-12-02T06:38:00.000-08:00

When you start a business, you need to establish some basic marketing materials: a logo; a website; a brochure; stationery; etc. I have noticed (in my work with clients) that some people have more trouble getting through these steps than others, and I think it has something to do with striving for perfection, which can also be thought of as a fear of doing things wrong.

Some psychologists say that in pursuing perfection we are actually avoiding failure. We are so afraid of putting ourselves out there that we hold back, delaying the processes that will make us a possible target for feedback.

What I have found is that putting our faith in someone else and allowing that person to help by building a website for us, or putting out a press release on our business, or otherwise promoting us to the world, can be terrifying for someone striving for perfection.

But, of course, we can't just ignore our perfectionist tendencies. Sometimes they are valid signals that the quality we seek is not being achieved. Thus, the true challenge is learning to discern perfectionism, or the avoidance of fear, from quality action, or the pursuit of something that accurately reflects us.

Obviously, this is not easy, and it is something that I and my clients struggle with regularly. What I have found is that just becoming aware of this balancing act and having empathy for our fear can sometimes help us get to quality action.

Core Strength, or just pain?

2008-11-30T19:25:00.000-08:00

Feeling virtuous and ambitious one day last week, I ordered the Gaiam BalanceBall Chair, which is supposed to strengthen my core muscles and improve spinal alignment while I work. Sounds brilliant, right?

It's definitely better than just sitting on a plain old exercise ball at my desk, since that thing was always getting in my way and I could just never get it to the right height.

I can already feel it in my "core," but I can also feel it in my neck a little bit. Hmmm ... I think I may need to tweak the ball inflation a little bit.

Keeping healthy and fit seems to be a full-time job with a lot of requirements!

Maintaining Balance Even When You Stop Spinning

2008-11-30T06:36:00.000-08:00

With the Thanksgiving activities, I haven't had my typical balanced routine of my usual childcare schedule on the following days:

Monday: 9-6
Tuesday: 2-6
Wednesday: 10-2
Thursday: 9-6
Friday: 10-4

Instead, I have been spending time with family and taking care of my daughter. Don't get me wrong - it has been absolutely wonderful, but I must admit that I find myself a little bit off-kilter, feeling unusually stressed and uncomfortable. I think it must be because I'm off my routine, but still at home. I think (and hope!) that if I were on vacation (away from home), then I would be able to relax. Instead, I'm looking forward to Monday morning when I can get back into my routine!

Geez!

I'd like to think that this is somewhat normal given the fact that I have created a work-life balance that works for me, and so throwing off my routine has been disorienting.

Let me know if you ever feel this way, and if you have any examples of how you find balance when your routine is disrupted.

Giving Thanks ... and Giving Back to Yourself

2008-11-28T07:02:00.000-08:00

Did you know that giving thanks, (AKA expressing gratitude) regularly can make you a happier person?

This Thanksgiving, in between the friends, family and turkeys, take time to acknowledge the things in your life for which you are truly thankful, and your level of happiness will instantly improve.

Happier people tend to be more successful in their businesses ... and their lives. So learn to take better care of your happiness and your business will thank you!

I wish you a very happy and wonderful Thanksgiving!

P.S. E-mail me if you would like a FREE 52-week gratitude journal

Working From Home - Choices

2008-11-26T06:50:00.000-08:00

Some days it feels like there are just so many choices to make!

Some of the 5,000 choices for me yesterday included unloading the dishwasher (which I absolutely HATE doing, but it's a good excuse for not filing paperwork!), filing paperwork, writing a marketing plan for one of my clients, and sitting on the couch, daydreaming.

Hmmm... the joys of working from home.

4-Hour Work Week

2008-11-25T06:34:00.000-08:00

A few months ago I read The Four Hour Workweek. Awesome book, but pretty unrealistic in terms of the specifics (i.e. 4 hours per week) for most of us. As with most books though, it had some interesting gems. Most important, I think, is the concept that our businesses can really benefit from more operational systems. In fact, I think the author based most of his how-to-run-a-business recommendations on one of my favorite books of all time, The E-Myth Revisited.

The most important take-away from this book, and what has been most helpful to me, is that most entrepreneurs do not create systems for their businesses. Rather, we just kind of wake up each morning and put out fires as needed throughout the day.

While this works for a while, it can't help but get exhausting for us. Worse, when we consider when and how to hire someone to help us to put out the fires, we have no idea where to begin because we really don't know exactly what we do each day.

The concept of putting together operational systems, even (perhaps especially!) for a solo-preneur who doesn't have anyone working for her, is really breakthrough for me and for most entrepreneurs who I know, as it helps us manage our fires more effectively and, more importantly, allows us to hire a team of people who can help us avoid them altogether.

A good afternoon

2008-11-24T15:27:00.000-08:00

I just got back from 1) an awesomely-terrifying workout at Burn 60 - possibly the best way to maximize a 60-minute workout; and 2) donating a pint of blood - one of the best ways to help people who are in trouble. Did you know that you can schedule your blood donation online?

Mind like a muddy puddle

2008-11-24T06:53:00.000-08:00

Last week I decided that it would be a good idea to try meditating in the mornings. Verena wakes up at 6:30 anyway, so I might as well set my inner clock to awaking at 6 a.m. for some uninterrupted "me" time.

NOTE: I know that it sounds very "Type A" and not-Zen to decide to start meditating, but I really don't see how else one begins - I mean, it's not like it's natural to sit still for 10 minutes!

So, this morning was my third 10-minute session. My visual is "body like a mountain, head like the sky," which usually feels very clear and opening for me. This morning though, the sky just wasn't happening. My insides felt like a muddy puddle rather than a bright sky. Truth be told, it was actually kind of nice to feel mushy.

Meditation: GoalMeditation: Actual

First Blog Post!

2008-11-23T19:55:00.000-08:00

For the past ten months, I have been on a quest to balance my life. What I discovered is that I take really good care of my daughter, and pretty good care of my husband and business, but when things get crazy (which they always do) I fail to take good care of myself. As a result, I was run-down, out of shape, carrying extra weight, and low on the big ideas that I knew were inside of me.

Sound familiar, anyone???

So, I set out to take better care of myself with the thought that in doing so I would improve all aspects of my life and the lives that I touch. I think it's working, and I'm proud of my progress.

As a business consultant, I can't help but notice the positive impact this has made on my own business and the businesses that I help. As a mother, I find myself able to reach amazing depths of patience that I certainly never expected. As a wife, well, things are great on that front. But, most importantly, I feel stronger and happier than ever before.

This blog is going to track my continued progress (and some non-progress, too!) as I build the strength of my family and my business by building myself.