Ideas To Deals

Weekend Long Run May 3, 2013

by Michael Bowers

Time to build your base with a weekend business long run. Remember these are articles that I have come across this week that would be good to look at to improve your business. So what do you have this weekend? It's Cap City Half Marathon weekend here in Columbus. I originally signed up for the half marathon but dropped to the quarter marathon. Still not sure I'm ready to run the race this weekend so I may pass. Even if I don't run the race I'll continue my comeback with some miles this weekend then read these posts to improve my business.

Hate Sales...Why? at Ideas To Deals, this week's Ideas To Deals post of the week ~ Let's face it, not al of us are born with the gift of gab but that doesn't mea we can't sell.

Please Don't: A Great Tactic For Successful Strategy at thoughtLeaders ~ Are your words and strategy saying the same thing?

How the Productivity Myth is Killing Your Startup at Medium ~ Don't let your desire to get more and more done keep you from getting anything done right and on-time.

Flip the “sales funnel” on its head at TeraGentile ~ What if you flipped your sales funnel and started by understanding the wants and needs of your optimal customer? Might help you find more just like them that need your help.

Four Creative Ways to Use Twitter to Generate Leads at Under30CEO ~ Four pretty basic things you need to be doing if you are using Twitter for your business.

How to Maximize Your Blogging Productivity Workflow at Time Management Ninja ~ Don't have time to blog? You might if you try these tips.

Start Being Honest With Yourself at The Sales Blog ~ Be honest with yourself regarding the reason you succeed and the reasons you fail.

7 Customer Loyalty Lessons from Lady Gaga at Convince and Convert ~ I'm not a huge fan GaGa's music but I do like how she does her business.

Every Tweet Tells a Story at Inkling Media ~ Watch your tweets to make sure they are a good reflection of what you believe.

How to Handle the Things that Bug You Most by at Momentum ~ Learning to control your "triggers" can help you better deal with stressful situations.

Be sure to get out and put in your mileage this weekend so you are ready for your business marathon.

Hate Sales...Why?

by Michael Bowers

Most people get into business because they have a passion for what it is they are doing.  They have a passion about their product or service that drives them to share this with the world.  However, many of these same people do not share the same passion around business activities especially sales (and of course accounting but everybody hates accounting). Why is that? I would suspect that is because people think they need to emulate the negative stereotype of the slick talking, product pushing sales person.  They are not comfortable with all the "Mr prospect, what do I have to do to get you to buy today" closing techniques.  If you are like me you vision of hell is spending eternity negotiating to buy a car. 

Sales is not about getting someone to buy what they don't want or need. Sales is about helping the person make a decision to select what they want. To succeed in sales the biggest thing to remember is to "Create Value" for your customer. No one will be a bigger cheerleader for your product than you.  No one can better articulate the value of your product than you.  You should want to speak to people to get them to buy your product.  Only through the process of selling can you share what you have brought to life when you started your business.

To get you started here are a few tips to make sales a little more palatable for the non-sales oriented business owner.

• You don't have to slick you hair back to sell ~ Not everyone is the extroverted, natural sales person but anyone can sell.  Be yourself and share the value that makes your product a must have.
• Objections are requests for more information and clarification ~ Don't turn into JoJo The Monkey Boy the second someone questions you.  Relax and respond.  Share your knowledge and help the prospect better understand.
• No is not a bad answer ~ Don't take it personal...Next.
• Maybe is the "Worst" answer ~ Don't let "maybes" clog up your pipeline.  I remember when I was young I had a prospect that kept telling me maybe.  I would point to that as THE big deal that was coming.  Guess what, it never did.
• If you practice your pitch you will get better ~ Like anything else practice makes perfect.  Work on your presentation then get out and do it.  Learn from every presentation and you will be successful.

Relax, focus on helping and you will become a sales person.

Weekend Long Run April 19, 2013

by Michael Bowers

Time to build your base with a weekend business long run. Remember these are articles that I have come across this week that would be good to look at to improve your business. So what do you have this weekend? Actually a pretty good week of running for me. This weekend I'll look to stretch my run out a little bit then read these posts to improve my business.

Pitching For Money at Ideas To Deals, this week's Ideas To Deals post of the week ~ Here is an excerpt from my report "The Art of Pitching for Money" where I discuss a couple of differences between how banks work and how investors work.

4 Tips for Getting Large Retailers to Stock Your Products at SBA.Gov ~ Looking to get your products on to retailer's store shelves? Here are some tips.

Top 10 Content Marketing Tips For small business at Business 2 Community ~ Content marketing can work for your small business just as it does for the big boys.

8 Tips for (Successfully) Pitching to Bloggers at PRNewser ~ Tips to help you pitch bloggers that may help you sell your product.

8 Blogs For Your Business Development Reading List from Previous OGS Keynote Speakers at Ohio Growth Summit ~ Looking for some great blogs to follow? Look no further than the blogs of previous Ohio Growth Summit keynotes.

14 Steps to Generating Leads on Twitter at Entrepreneur ~  Still looking to get a handle on how to build business with Twitter? Check these tips.

10 smart ways to motivate your unproductive employees at AmEx Open Forum ~ Some ways to get your employees engaged and fired up

How to Think About Pricing and Value at The Sales Blog ~ Your value really needs to be more than the price

How Your Big Goal Can Mess You Up at Momentum ~ Competing with others that are bigger and stronger may be a recipe for disaster. Focus on yourself and what you can accomplish and you will succeed.

5 ways taking venture capital could hurt you at VentureBeat ~ Taking money from investors isn't always all it is cracked up to be. Is VC right for you?

Be sure to get out and put in your mileage this weekend so you are ready for your business marathon.

p.s...My thoughts and prayers go out to all of those whose lives were changed by the bombing at the Boston Marathon on Monday. It is a terrible and senseless tragedy. If we all stand together we will overcome. "Never Forget"

Weekend Long Run April 5, 2013

by Michael Bowers

Time to build your base with a weekend business long run. Remember these are articles that I have come across this week that would be good to look at to improve your business. So what do you have this weekend? I am slowly getting back into shape and all indications are the the temperatures are improving. Great recipe for a run. This weekend I'll coach two baseball team's practices, get in a few miles then read these posts to improve my business.

Entrepreneurship Road To Readiness  at Ideas To Deals, this week's Ideas To Deals post of the week ~ Here is how to prep yourself before you are ready to launch out on your own.

Needing Help Isn’t a Weakness at A Life Less Bullshit ~ Why go it alone when there are people out there that can help you? Is it ego?

3 Simple Ways to Boost Productivity Right Now at KateFinley.com ~ I do none of these things but I should and so should you.

Ten Things I Wish I'd Have Known Before I Started Selling at The Sales Blog ~ You own a business? You need sales? Read this.

What To Do...When Your Employees Don't Care at EntMast ~ Are you making is easy for employees to be engaged and care?

5 Tips for Breaking Through The Noise at KeithSpeers.com ~ There is so much going on all around us and it is critical to create silence it all and focus.

Checkout the podcast featuring Heather Whaling at the Work Talk Show ~  Great podcast featuring Heather Whaling, Founder and CEO of Geben Communication discussing organization and work life balance.

Most People, Most Of The Time at Seth's Blog ~ Don't discount the value of the crowd. Even if most fail some will succeed if give the chance.

How to Succeed With Limited Resources at RonKarr.com ~ No cash? You can still do it you know.

4 Ways to Get Customers to Open Your Emails at Entrepreneur ~ People aren't going to open your emails just becasue you send them. You need to give them a reason. Here are four.

Be sure to get out and put in your mileage this weekend so you are ready for your business marathon.

Weekend Long Run March 29, 2013

by Michael Bowers

Time to build your base with a weekend business long run. Remember these are articles that I have come across this week that would be good to look at to improve your business. So what do you have this weekend? Let me give you some advice ~ Once you start running and build a base don't stop. I have to admit this running comeback has been horribly difficult. More aches and pains than you can imagine. However, I am keeping at it. This weekend I am looking to do few miles, ice down my knees then read these posts to improve my business.

Don't Let Bozosity Grind You Down at Ideas To Deals, this week's Ideas To Deals post of the week ~ There are so many bozos out there disguised as "experts" that are all willing to tell you how what you are doing won't work. That is when you can't give up. 

How to Be an Assertive Leader at Peter Anthony ~ Assertiveness enables you to be clear and productive. Are you assertive?

How to Get Testimonials Using Twitter for Social Proof at Kikolani ~ Leverage tweets and social mentions as testimonials for your business.

How To Rock Social Media In Just 30 Minutes A Day [INFOGRAPHIC] at All Twitter ~ Nice inforgraphic to lead you through 30 minutes of social media that will improve your business.

Guest Blogging: Seven Tips for Success at Spin Sucks ~ Consider writing for high authority sites that can help with your own search engine optimization, new audiences, and even sales.

Creating Urgency to Close the Deal at Karr and Associates ~ By understanding your customer and their needs you to create urgency in the sales discussion and move to quicker closes.

7 Simple Ways You Can Improve Your Website Today at Blue Kite Marketing ~ Here are quick tips that can make your site better without doing a redesign.

7 Proven Steps for Increasing Sales at ThoughtLeaders ~ Nothing happens in your business until you sell something. 

10 Questions to Ask When Creating Your Company's YouTube Channel at Entrepreneur ~ Thinking about video for your business? Be sure you cover these questions

Why You Need an Editorial Calendar at leaderswest  ~ An editorial calender allows you to position your blog activity for maximum effectiveness.

Be sure to get out and put in your mileage this weekend so you are ready for your business marathon.

Don't Let Bozosity Grind You Down

by Michael Bowers

What do you do when you have one of those days where you just get tired of trying to push the bolder up the hill? You know that if you stop moving forward the bolder will start rolling back and crush you so you persevere regardless of how drained you feel. I recently felt like that. In my efforts to look for inspiration I pulled out Rules For Revolutionaries by Guy Kawasaki. It is an older book but the rules hold true. The one rule that I always remember is "Don't Let The Bozosity Grind You Down". There are so many bozos out there disguised as "experts" that are all willing to tell you how what you are doing won't work. That is when you must have faith, believe in yourself and not give up. 

I remember when I was 13 years old and started playing football. In both seventh and eighth grade I went to practice every day and never got to play in a game. I was buried so deep on the depth chart that it would have been very easy for me to quit and no one would have noticed. But I didn't quit. I kept trying. I kept working and learning. About halfway through my eight grade season something clicked. I got it. From that moment forward I knew what needed to be done and I was actually kind of good. I started on the freshman team, started on the JV team as a sophomore, made varsity my junior year, started on offense and defense my senior year and was named team captain. If I had listened to all of the Bozos while I was in junior high and given up I never would have reached the heights I reached in the sport (I forgot to mention that I played in college too).

So what about you?

I'm sure you have bozo stories especially when it comes to your business. It is always easier to listen to others and give up. "Experts" speak from their perspective. They don't share your passion. Sure they may be able to read the financial statements but they don't understand your vision. Take control. Don't leave the decision about your future in someone else's hands.

It's your business. It is your passion. Don't give up. Always be learning and getting better. Mistakes and setbacks are learning opportunities. Success is not forever and failure isn't final. 

Keep moving forward.

Survive and advance!

 

Pitching For Money

by Michael Bowers

One thing I have learned in 25 years of dealing with entrepreneurs is that seeking funding is a “Survive and Advance” game. Each step along the way gets you one step closer to your goal of obtaining funding. It is critical that you know the rules and how to play the game. However, you don't get a second chance to make a good first impression. You have to be ready and have a good pitch becasue if you aren’t on your game you will be done, wait until next time.

When you are searching for money for your business pitching is pitching. Yes I understand that investors and bankers are typically coming from different sides of the risk tolerance continuum but in both cases your job is the same, get their attention. You need to convince both investors and bankers to commit funds to you. However, bankers and investors do differ when it comes to Access and Decision Making.

Access ~ Finding a bank is not a problem, there is one on every corner it seems. The key is finding a bank that is actively looking to make loans and finding the right person to talk to about your request. Finding an investor is much different. Most investors are not actively promoting that they are looking for deals. You need to work your network and your network’s network to find investors. At the same time the person that you say hello to every morning at Starbucks may be an investor. So you always need to be ready to pitch your deal.

Decision Making ~ When it comes to decision making the investor is the decision maker. You need to clearly articulate the problem you solve and your sollution. This requires a good, clear pitch. The decision making process can vary from person to person depending on their experience, knowledge and personal available cashflow but the pitch is pretty standard. If you work on your pitch and your materials you will be able to make a good impression. In the investor game compatibility is critical. If an investor likes "you" and your opportunity they will find a way to offer you a term sheet.

Banks, on the other hand, are much different when it come to decision making. You will typically speak to a business lender who will send your application and information to an underwriter who will make the decision. The loan may require an SBA guarantee which adds another layer. While this process is not horribly difficult because the criterion is pretty standard from bank to bank you can expect delays. Also, you are not speaking directly to everyone involved in the decision. This can make it a challenge to get your message across. You need to be able to clearly explain your funding need and have a plan that will speak for you when you are not part of the conversation.

So in both situations you are pitching and you need to do it correctly if you hope to secure funding. To help you prepare and pitch your deal I have put together some tips you can use to improve youy funding efforts. I have developed a report titled "The Art of Pitching For Money". This six page report provides specific actions you should take to help you "Get Your Plan Noticed", "Pitch Your Plan" and I have included a "Slide Deck Format" to help you with presentations. 

"The Art of Pitching For Money" is available "free" to Ideas To Deals subscribers. Simply sign up for the weekly newsletter and you will get instant access to the report. 

If you employ the tips in the reports there is no question you will be able to turn your Ideas to Deals.

 

Weekend Long Run March 22, 2013

by Michael Bowers

Time to build your base with a weekend business long run. Remember these are articles that I have come across this week that would be good to look at to improve your business. So what do you have this weekend? I hate to keep complaining but it is spring so it can warm up already, OK, enough complaining. This weekend I am looking a few below "average temperature" miles (stopping talking about the temp starting now) then reading these posts to improve my business.

ColumBEST Blogger...Amy Schmittauer at Ideas To Deals, this week's I2D post of the week ~ Head over to 614 Magazine to vote for Columbus' Best Blogger Amy Schmittauer, Why? Read the post.

Online Marketing Trends for 2013 at Entrepreneur ~ Things are changing fast. Keep up with these trends.

How to Inoculate Yourself Against Errors at The Sales Blog ~ Making a mistake is no fun but if you learn from the mistake it may be worthwhile.

How to Get Facebook Fans: 10 Killer Ways the Bond Way a Slideshare presentation by Ana Hoffman ~ I think this is the greatest presentation of all time....Bond, James Bond

Is Personal Branding The Future Of Marketing? at B2B Marketing Insider ~ Interesting interview on Personal Branding.

How To Shorten The Sales Cycle at the ASBDC Biz Blog ~ Need to get money in the door faster? Shorten the sales cycle.

Sh*t you should never say to a VC in a pitch at Venture Beat ~ If these 10 things are part of your pitch, change your pitch.

Is Your Business Blog Focusing on the Wrong Things? at Open Forum ~ Remember customers want to read about themselves more than they want ot read about you.

How Can I Get My First Few Clients? at Entrepreneur ~ Get a business jump start with these tips to find your first customers,

26 Creative Ideas for Restarting Your Creativity at Brainzooming ~ Use these 26 tips and you have no excuse for not being an innovative thinker

Be sure to get out and put in your mileage this weekend so you are ready for your business marathon.

They Will Tell You...

"They Will Tell You That It's Easy

It's Not

They Will Tell You That It's Fun

 It Is, But Only Sometimes

They Will Tell You That You Must Be Born With It

Not True

And They Will Tell You That It's Not Your Turn

And They Are Wrong"

                                                                           - Seth Godin

ColumBEST Blogger...Amy Schmittauer

by Michael Bowers

First of all, Amy doesn't need me having her back but to be honest she helps me out all the time and the least I can do is speak to my 10's of loyal readers on her behalf. Amy Schmittauer has been nominated for Columbus Best Blogger in 614 Magazine. They are doing their "Best Of ..." edition and are accepting votes for basically whatever you can think of. To be honest I don't know much about most of the categories but luckily you can vote for only what you know. So even if you aren't from Columbus you can vote for Amy and not have to guess at what the best Tatto Parlor is or who is the Best Local Celebrity.

OK, let's talk about Amy. Amy Schmittauer is the founder and lead author of Savvy Sexy Social and the newly formed Vlog Boss Studios. Amy is a wealth of information on how to utilize digital media to build your business presence. I first met Amy in early 2011. At the time she was just about to step out on her own and begin Savvy Sexy Social. I was impressed because she had really thought through what she wanted to do and whom she wanted to serve. To be honest this is not usually the case with business start-ups but Amy prepared before her jump. Since then she has really taken off. If you want to understand how to use video to reach your community, Amy is the person to learn from. She has done numerous videos with tips and suggestions to help with your business. The great thing about her videos is that they are fun to watch. I do a lot of searching on YouTube for videos to use in classes and with business clients and to be honest most of them kind of suck. Amy's are informative and enjoyable to watch.  She has leveraged her love of video blogging (vlogging) to reach new markets. She has done a 30 day VEDA (Vloging EveryDay in August) where she posted a video every day and encouraged her community to join in. This support allowed a number of "want to be vloggers" to try it out and have someone supporting their efforts. I will say my favorite video is the Questions and Amy video she did in April, 2012. Amy takes questions from viewers and puts a comic twist on the responses. I laugh every time I see it.

Amy is featured on a number of different sites and she is one of the actors on the Gateway Film Center's Columbusland project. These are short productions featuring and highlighting Columbus that are shown prior to films being shown at the theater. The videos are entertaining and do a great job of promoting Columbus. You can check them out Gateway Film Center's YouTube channel. 

I have had the pleasure of working directly with Amy as she provides the digital media strategy and execution for the Ohio Growth Summit. Amy is the OGS digital presence. She not only helped build the OGS brand but she is a huge help to me on conference strategy. More than one time she has helped me get out of my comfort zone so we could try to build the kind of an event that small business owners want and deserve. 

Now on the the Best Blogger competition. While I know most of the bloggers on the list, and they are all very good, for those of you that are trying to build a business Amy stands out. Here is a video that Amy made that celebrates her 100th Savvy Sexy Social video and discussed the competition. 

To vote for Amy you simply need to go to 614 Magazine’s ColumbBEST site, People and Community section, log-in/create an account and vote.  For those of you that are like me and hate to create accounts it is painless. I logged in last year, voted and had no problems all year, no spam, no offers, nothing. The best part was when I went to vote this year I already had an account. So it is very easy. 

You can vote for Amy until March 31, 2013. Like I always say "Vote Early and Often". Your vote counts (Yeah I live in Ohio and I still can't get all the political ads out of my head). 

I have learned a lot from directly interacting with Amy as well as from Savvy Sexy Social, her videos and her Twitter activity. She is smart and fun and that makes it really easy to learn from the content she creates. She is a MUST follow and is Columbus' Best Blogger!