How to Build Your Business for 2010

As we approach 2010 many business owners I speak with are still concerned about the down turn of the economy.  Most believe that the long term effects will last into 2011 or beyond.

Tips for building your business in 2010 include:

1. Be clear on who is your target market
2. Identify two results that you deliver to your target market
3. Articulate your offer by the results you offer rather than what you do.  It is true that all realtors provide a roof over heads. When a realtor’s offer includes “working for people who want to find the right home and who want to sell real estate for the best price,” you know that is all about the client.
4. Remove fences between you and your market by speaking of your markets’ needs.  Open doors.  Everyone knows people with titles.  The best example is the title of “Financial Planner.”  If you want to build a fence, offer yourself with the title of “Financial Planner.”  No one wants to talk to a person who introduces themselves for the first time as a Financial Planner.  The Financial Planner wants to talk about your money.  Your money is personal.  However, when the Financial Planner introduces himself by saying, “I work with people who want to optimize their assets and increase their net worth,” there is a good possibility that the receiver of this statement will open the door by asking, “How do you do that?”
5. When networking, be in front of your target market.  Ask yourself, “Where does my target market hang out?”  Be specific.  If you are using words such as “everyone can use my product” stop.  Once a realtor told me that his target market is the zip code 92008.  He is out of business.  One realtor I know targets “expired listings.”  He sells between 100 and 140 every year.  He has a system that gets him in front of his target market for 4 hours every day, contacting approximately 10 prospects every hour!
6. When speaking to your market be sure to say what they want to hear, so you get what you want and they get what they want.  Find a script that works and repeat.
7. Develop strategies to ‘press the flesh’ which means to get in front of your pure target market.  Then make them an offer that has to do with your business, give them a sample of how you do what you offer.  Give them a taste.  Example:  You are going to open a new pizza shop.  Use an existing successful business (like a Block Buster) to offer samples of your pizza during prime time (Saturday afternoon.)  With the full slice of pizza, give coupons and menus to be used that day or week.  Give your best product.
8. Join organizations that will deliver you to your target market.  A client uses public speaking to deliver new clients.  Starting with 100 existing clients, she built her tax practice to 300 in one year.  Her target was realtors and new business owners.  She spoke at real estate caravans and the local Small Business Development Center.
9. Hire a coach for a fee or find a valued advisor(s) that will mentor you for free.  I have a group of professionals that continue to mentor me.  I find that the best advise comes from those I surround myself with who will tell me what I need to hear, rather than what I want to hear.
10. Find ways to improve your health.  Good health starts with a good health evaluation, exercise that is consistent, and food that fuels.  Set aside time and schedule all three.  Find programs that work for others and give them sometime (30 days to 12 months) to allow them to work.  Give you body the time to adjust.
11. Consider your emotions as you develop your business as the two ends of a stick, good emotions and bad emotions.  When in business, focus on the good end of the stick.  As you experience bad emotions, ask yourself, “What do I want?”  It will turn to good with your positive answers.
12. Hire people who do what they do best, so you can do what you do best.  A plumber cuts pipe better than most accountants.  If you are still your company accountant, hire people to manage the financial side of your business so you (the plumber,) can cut pipe.  These employees can be part time, independent representatives.  We have no employees, yet we employ a web designer, a Certified Management Accountant, an Internet technician, and a copy editor.  All are independent providers of much needed service.

Gerry Rose runs INTEGRITY Networking Solutions in Oceanside, CA.  He works with people in business who want to attract the right prospects and generate more referrals.  More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Riverside, and Orange Counties.

Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability.  Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

Gerry has more than 20 years’ experience directing business owners how to grow their businesses.  He is a networking dynamo.  Those who know him will assure you that he does a great job of bringing people together—which is why he started INTEGRITY.

Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.

Are you truly committed to attracting the right prospects and generate more referrals?  If so then contact INTEGRITY Networking Solutions for availability and information.  You can contact Gerry by mail at 1610 Quiet Hills Drive, Oceanside, CA 92056.  Direct dial (760) 439-4623; e-mail to gerry@integritysd.com.  For more information, go to www.integritysd.com

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