How does appearance affect your creditability?

Should we be judged by the way we dress?  No, but we are judged on everything from our age, our intelligence, how much money we make, etc. in the first 11 seconds.  First impressions do make a difference and are oftentimes hard to overcome.

In an article on 'What does business casual really mean,' I found the following.....

"Many highly intelligent, well-qualified, capable men and women are often disqualified or dismissed because 'they don't sell for what they're worth,'" Price told Business Insider. "They've left the 'business' out of 'business casual' and the lack of professional appearance holds them back. It's frustrating because clothing certainly does not determine one's actual competence and credibility; it does, however, influence others' perception of those qualities — and that reality impacts career opportunities."

80% of success is showing up, but how you show up also matters.  

For many years as an image consultant, I taught these concepts.  Even when I left my corporate job, I gave presentations on 'Dressing for success when interviewing for a job placement firm.  Many of the people I spoke with assumed they should dress according to the job for which they were applying.  Not necessary.  I advised to always dress a step above the job you were applying for.  For instance, if applying for a position where business casual is appropriate, an open-collared shirt with a sport coat would be more appropriate.  

Being in sales and meeting with potential clients means you are constantly interviewing.  Appearance does come into the equation.  Whether networking or on scheduled appointments.

Here are a couple of podcasts that further define the importance of dress and appearance.

In Podcast #649, Dr. Misner discusses the 12x12x12 rule.  In this article, Dr. Misner states....

You want to come across as a professional, whether you’re going to a chamber of commerce function or a big event. You want to come across as a professional, generally speaking. I try to dress at or above my audience level. But not all professions have to do that. If you’re a car mechanic, you don’t have to dress, you know, in a suit and tie. But you do want to come across, you know – khakis and a nice shirt. You want to look professional.

In Podcast #577, Meaghan Chitwood, BNI Northern Alabama Region Executive Director, recounts her experience with being 'not referable' as a business coach.

When Meaghan first joined a BNI chapter in Alabama, she’d just come out of the construction industry. Although she was now working as a business coach, she was still dressing to fit in on a construction site. She was focused on establishing credibility by knowing what she was talking about.

One day, two of her fellow BNI members came to her and said “We want to help you, because right now you’re just not referable.”

Are you referable?  What does your appearance say about you?  How are you showing up?  It's always been my philosophy that you never know when you're going to meet your next best client or referral partner.  My advice....'Don't ever miss an opportunity to make a good first impression!'

Happy Networking,

Annette

Are You Looking to Grow Your Business?

I often write about how to network.  Today I am recommending an upcoming networking event.

It has been my privilege to be part of BNI for 10 years.  The very first time I attended a BNI meeting, I found it to be a little overwhelming and intimidating.  The meeting I attended had about 30+ members from various businesses.  At the time I was just beginning my entrepreneur journey after being in the corporate world for almost 20 years.  I wasn't necessarily thrilled with the time commitment or the cost of membership with BNI.  I thought at the time, I could do better on my own attending numerous networking meetings of various varieties each week.  

Over the next few years, I got to be known as the 'Networking Queen' in a tri-county area, because just about every time there was a networking meeting of any description, I was there. Sometimes attending 2 or 3 in one day.  I even attended a few more BNI meetings.

Then one day I received a call from a good friend of mine, who was part of a new BNI group near me.  She informed me that my industry seat had opened up in her chapter and I needed to come check it out.  So I did and submitted an application.  I soon discovered there was definitely a difference in this organization.  I learned the 'why' and the purpose behind the structure.  I appreciated the on-going training provided as it has helped me to grow my business.  I often tell people, I traded quantity for quality. 

Yes, I have drank the Kool-Aid and I'm now an Area Director.  So I would like to invite you to Network if you're in the area - 

You're Invited

On June 13th, 2019, the BNI BLAZE Chapter will host their launch and Ribbon Cutting for the newest BNI Chapter in the Cumming Forsyth County area.

BLAZE stands for 'Bringing Leadership and Zeal to Entrepreneurs.'  The group is a dynamic, committed group of business people. They have open categories for individuals who will bring enthusiasm and integrity to our meetings.

BNI is the oldest and largest networking organization in the world. It was started by Dr. Ivan Misner 34 years ago. Today BNI has over 253,000 members in almost 9,000 chapters globally. In the last 12 months, BNI members have generated 11.2 million in referrals which has generated 15.7 billion in closed business. BNI members, on average, increase their business 20% the first year.  To learn more go to www.BNI.com or www.BNIATL.com

- Are you looking to grow your business?
- Receive more referrals?
- Work in a fun team environment?
- Develop relationships and trust?
- Grow personally and professionally?

You are Invited to attend the

BNI BLAZE Visitor Day & Ribbon Cutting

Thursday, June 13th

8:15 - 10:30AM

Junior Achievement Discovery Center

1150 Lanier 400 Parkway

Cumming GA 30040

Please RSVP for this event by calling 706-270-2455

For future meetings and locations, please like and follow BNI BLAZE on Facebook

To Your Success,

Annette

Painted Lady Enterprises

'Helping You and Your Business Look Good'

Customer Loyalty and Relationship Marketing

This month is International Customer Loyalty Month.  It is said that it takes 5 to 25 times more time and money (depending on which reports you read) to gain a new customer vs. working to retain the ones we have.

Statistics say that if a business retains only 5% of their customer base, it can increase their business by 50%.  Why?  Because loyal happy customers will keep buying and will refer new business.

68% of all customers are lost due to perceived indifference! A customer who feels appreciated will not go elsewhere when the competition comes calling.  They will remain loyal rather than go shopping for price.

Repeat customers spend 67 percent more. They are your referral engine.  After 10 purchases, a customer has typically already referred up to 7 people.

Giving Great Customer service = Good Business

Having Customer Loyalty = Great Business!

So why work harder when we can work smarter by continuously showing our current customers appreciation.  To keep relationships strong, businesses need to regularly remind clients that they are important to them. They also need to remind them who they are, what they do, what services they offer, and why they are their best choice for their product or service. Busy people tend to choose the fastest solution to a problem. By keeping in touch, a company makes themselves stand apart from the rest of the crowd and their clients are more apt to call them the next time they need their product or service.  Social media is a good way to remain visible to prospects and clients.  Email marketing is also good way to remind prospects and clients you are still around and in business.  But doing something more personal sets a business apart from the rest.  From page 115 of The 29% Solution ..."Good follow-up is not just doing what is required or what you've promised to do.  It also involves going BEYOND what is expected. 

Tradition says greeting cards are personal. Greeting cards have a traditional feeling of warmth and sincerity; our culture maintains that greeting cards are personal and are sent from someone with whom there is a relationship. In a world of impersonal form letters and mass email, memorable greeting cards are a refreshing marketing tool that will add a personal and memorable touch to the interaction with clients. By incorporating greeting cards into a retention strategy, the message is being sent to the client that an important relationship exists.

I invite you to check out a true referral system that is simple and easy.  SendOutCards has completely overhauled their system adding many new features making it is easier than ever to follow up and show prospects and clients real appreciation.  No more points.  No more expense account.  Just pay for the cards and gifts you send.  Try it out today.  It now works similar to an ITunes account.  Set up a Free account and see all the new features.  Or if you’ve ever had an account, it’s still there.  Download the app and even send cards from your mobile device.  Here’s the link  www.RelationshipMarketingMadeEZ.com  Click on ‘Business’ to see all the new features, i.e. premade drip campaigns for various industries.  A contact manager system that is some people pay hundreds of dollars for and it doesn’t send cards.  Or I can send you a short video that explains all the new features.  And I would be happy to talk with you and show you all the new features.  What ever is easiest for you, I’m here to help.

“We must not, in trying to think about how we can make a big difference, ignore the small daily differences we can make which, over time, add up to big differences that we often cannot foresee.”

                                                                                 - Marian Wright-Edelman

Happy Keeping in Touch,

Annette

Painted Lady Enterprises

‘Helping My Clients and Their Business Look Good’

Are You Spreading Yourself to Thin?

Do you do Six thousand things or do you do Six things well?  I came across this video by Dr. Ivan Misner who explains this theory.

When it comes to marketing, do you jump from one thing to another trying to find what works?   Do you give ample time to see if the new plan is working or not and why not? 

As an entrepreneur it’s sometimes hard to determine what marketing will work best and where to spend marketing dollars. 

Here are some things to consider and questions to consider:

• ·        Who is your target market?  Get as specific as possible on this one.  For instance:  I often hear people in the skin care business say – ‘Anyone with skin.’  Really?  A baby has skin, but doesn’t have any money.  Instead think in terms of what problems does your product/service solve and/or what is the benefit of using your product or service.  So if your skin care product clears adult acne, then you want to target adults with acne.  Perhaps people in a professional environment who need to look their best. 

• ·        What part of your business do you do 80% of the time?  Your business may cover multiple facets, say for instance in the insurance area; your business encompasses everything from personal lines of insurance, long term care, health insurance, life, commercial, etc.  Which of these is your specialty?  Sometimes by trying to cover to much, people get confused about what you do and your message is watered down.  By concentrating on one area, your message becomes more clear and focused.  Once you get the opportunity to sit down with someone one to one, then you can explain all the facets of your business.

• ·        Where do your best referrals/business come from?  Look over your past business history/customers and analyze where your best referrals came from.  This is a great way to understand where your marketing efforts are working and where to put more focus.  Concentrate more on quality instead of quantity.

• ·        And as Dr. Misner says in his video, ‘Are you persistent and consistent?’  Placing an ad for one month and/or going to one networking meeting is more than likely not going to get you any business.  Most of the time it takes people 6 to 8 times to hear your message to understand and retain what it is you do.  In the advertising world it’s called ‘Spaced repetition education.’  Why do you think they run ads over and over again on TV.  Why do you think publications want you to sign up for several months at a time?  Because they know one time is not enough.  And most people want to get to know you before they will trust you enough to give you their business.

• ·        If you are new to your business field, ask others what has worked for them.  Talk with those in your field who have been successful and with whom you can relate and find out what has worked for them.  Determine what you feel comfortable doing.  Sometimes what one person enjoys doing, like cold calling, is not for you, but going to a networking meeting and meeting people face to face, would be better for you. 

Whatever you determine is best for you and your business, focus on being persistent and consistent.   Give things time to work.  Analyze what works and why it worked and do more of that.

Tell us what has worked for you.  What has been the best avenue for you to obtain business?  Your comments are welcomed and appreciated.

 

To read Dr. Misner’s entire article - http://ivanmisner.com/are-you-spread-too-thin/

Happy Marketing,

Annette

Painted Lady Enterprises

"Helping You and Your Business Look Good"

Love Thy Clients and Customers

Last week was International Networking Week.  I was asked to do a Lunch and Learn for a local Chamber of Commerce.  Part of my presentation stressed the importance of staying in touch with past customers and prospects.  So many businesses focus on getting new clients and sometimes they tend to neglect the existing clients they have.  I’ve always heard that it costs 5 times more to acquire a new customer versus keeping existing customers.  In an article by Inc.com, they explain this principle.  

Another math equation that’s hard to explain is; by retaining 5% of our customer base we can increase our business by 50%.  How is that possible?  If our current clients love our products and services they will refer us to their family and friends as well as other business colleagues when given the opportunity.  Who doesn’t prefer a word-of mouth referral versus other means of marketing?

They say the number one reason a customer leaves is perceived indifference.  They didn’t feel appreciated.  Can you relate?

So how do you develop and keep Loyal Clients?  Those who will buy again and again, write reviews, and refer you to their family and friends and other business associates?

Here are a few ways to show your clients you appreciate them:

• ·        Show them you care beyond the sale – Provide Great Customer Service before, during, and after the sale.  Exceed their expectations.  Show them you care.

• ·        Keep in touch – Depending on your industry, touch base with your clients periodically just to see how things are going.  Not to sell them something else.  Use high tech, low tech, no tech, whatever it takes to let them know you are there to be of service.

• ·        Provide information – Educating your clients on ways to use your service/product that will save them time and money.  Providing business tips and information.

• ·        Handle any issues and complaints in a timely expedient manner.

• ·        Make your client feel like a V.I.P.  Offer Value-added services and products as a way to say thank you for their on-going business and especially for their referrals.

• ·        Be a resource to your client.  Seek ways that you can be of service.  Be a connector.  Perhaps referring them to another business colleague who will help them.

• ·        Show gratitude – Not only after the first sale, but make it a ritual to thank your clients on an on-going basis, for example – some Realtors send a Happy Anniversary card every year on the date that the client purchased their new home.  Or have you ever heard of the World's Greatest Salesman - Joe Girard?  Click here to read his story.

By showing your existing clients that you care and are there for them, they won’t be so apt to leave when someone else offers a lower price.

We would love to hear your comments and the ways you show your clients you care.

Here’s to Happy Clients!

Annette

Painted Lady Enterprises

‘Helping My Clients and Their Business Look Good’