RSS

Tag Archives: growth

The Power of Collecting Client Testimonials

the-power-of-collecting-client-testimonialsMost recently, I’ve been working with a client to interview their customers and collect information to create testimonial articles. Given my love for communications, I was intrigued by the project, but I had no idea just how much it would teach me about client relations.

In the process of collecting 30 testimonials from clients who have invested, on average, $50,000 with this business, I was inspired by each and every story of how this product was drastically changing the way they do business. Depending upon their business model and the region they served, each story was different. Each client saw the value of the product differently and each had a unique angle that has now given my client a pretty cool archive of stories they can share with prospective clients who can relate to any one of these businesses.

What I want to share with you now is four key benefits of collecting testimonials from your clients on a regular basis. A quote is good, but if you can dedicate little more time to dig deeper and develop a full article (or hire a communications professional to do this for you), you’ll reap far more benefits from these testimonials. Here’s why:

Create a valuable database of promotional content

By creating short articles from your testimonials, you not only paint a brighter picture of the full benefits you have provided clients, you also give yourself a far more useable database of promotional content. These articles can be used as blog posts on your website and shared on social media. They can be shared with prospective clients as a “case study” and can be used in e-newsletters that then drive content back to your website. As your business progressed and list of clients grow, you’ll be grateful to have this archive that captures the satisfaction of your clients over time.

Discover unique ways your product/service has benefitted clients

In the process of collecting testimonials from your clients, you will get to ask critical questions that will help you really understand how they are using your product or service. And you will be surprised how drastically this can change from business to business! When you discover a new or innovative way your product/service is being used, you can use this to market your business in a whole new way and potentially reach an untapped market.

Help clients see the full value of your service/product

The last time you likely spoke with your client was when they were just beginning to use your product/service. It’s so important to follow-up to be sure they are staying committed to getting the full value out of what you sold them. Asking for a testimonial is a great reason to check in with them to see how they are doing. Do they have questions or concerns? Are they unsure how to implement a certain feature? Are they struggling to train their employees? This gives you the opportunity to talk through any issues and right the course before they are left feeling like they made a poor investment.

Touch base and strengthen your relationship with clients

Finally and most importantly, collecting client testimonial’s gives you yet one more valuable touch point to strengthen client relationships. You will keep your business top of mind and possibly even sell additional products or services to them in the near future. By doing the leg work to interview clients and create a client testimonial article on their behalf, you are essentially highlighting their success and building good will that gives you a foot in the door for future sales.

Do you have any ideas related to the topic of collecting client testimonials? Join the conversation by leaving a comment!

 
Leave a comment

Posted by on February 27, 2017 in Business & Success

 

Tags: , , , , , , , , , , , , , , , ,

5 Things You Can Immediately Do To Gain More Business

5-things-you-can-immediately-do-to-gain-more-businessI recently wrote about the benefits of business turnover in the New Year. True to annual trends, I also experienced some turnover in my client list. Despite my best efforts to “practice what I preach” and look at this as a positive, I felt unsettled, and frankly exposed, by the fact that a few (really great) clients had chosen to part ways.

My business had made significant growth in 2016, almost so much so that it wasn’t sustainable to think I would continue to grow at such a rapid rate. After all, as a consultant I essentially sell my time and even I only have so much time in a day. So there I was, a shrunken client list and an increased bandwidth to take on more work.

What did I do? I invested some of this newfound time into beating the bushes and testing the waters for new business opportunities, but I was strategic with how I did it. Cold-calling is not effective for my business, nor does it result in quality clients (at least in my experience). I wanted to build my book of business with client work I enjoyed and could complete efficiently. Here are the five strategies with which I began.

Talk with current clients about expanding your services

For me, this was a natural and obvious first step. I was upfront with my current clients, many of whom have been loyally working with me for several years. I told them I had availability for more work and offered to create a proposal for what additional services I could provide them that would amplify my current efforts. Not one turned down the offer to at least consider my proposal and right off the bat several increased my monthly retainer. I was so pleasantly surprised to learn that many of my clients had wanted to increase my services for a while but were mindful of my workload from other clients. It pays to ask!

Follow-up with leads that have fallen off

Next, I went through my notes of leads and proposals that didn’t result in business. For the most part, I never received a response after several follow-ups and was so busy at the time, I didn’t have to chase after them for work. I opened up the conversation again with a “Happy New Year, I hope you are doing well…” I received some responses within the hour – from contacts who had failed to give me a response over several months! A New Year brings a new business mindset and also gives businesses the opportunity to evaluate where they stand financially. Following-up during this time is an easy way to breathe fresh air back into a proposal and drum up new business.

Go through your stack of business cards

I also sifted through business cards I had collected from meetings and networking events throughout the past year. There were some that I felt could generate leads, so I reached out to these individuals to set up a time to talk over coffee. During this casual discussion, I was able to learn more about their business and also tell them that I am looking to take on new clients. This small investment of time most often resulted in the contact’s enthusiastic offer to keep their eyes and ears open for someone who could benefit from my services. Of course in exchange, I offered to do the same for them.

Touch base with your “power partners”

I have worked to develop several “power partnerships” with businesses who offer my services to their clients. I sent each a note letting them know I am available to take on more work and to “load me up” as they see fit. Much like reaching out to my current client list, I was able to gain some quick projects that they had on their plates, but didn’t want to risk overloading me with. Now that they knew I was open to more work, they were happy to offload.

Reach out to competitors

Finally, and most surprisingly, I reached out to contacts that I knew offered the same services I did. Yes, competitors. This may sound like an odd thing to do, but I have found a lot of value in developing a good working relationship with competing consultants and businesses. Why? Because when you get to know who their ideal client is, you will realize you really aren’t hunting for the same lead. In fact, their wheel house may be completely different than yours. In reaching out to my competitors, I wanted to put out my feelers for any leads they may have recently turned away either because they weren’t a good fit for their business or they were too busy to take on more work. Often, competitors will refer work out to me if they think I would better accommodate the client. Win-win!

When you look to build business, what strategies do you use? Share your thoughts by commenting below!

 
3 Comments

Posted by on February 20, 2017 in Business & Success

 

Tags: , , , , , , , , , , , , , , , , ,

The Benefit of Business Turnover in the New Year

new startA new year brings so much change and often I forget that this applies to my business as well. The transition from December into January can be tumultuous. This is a time when many of my clients will take a close look at their budgets and consider whether or not they’d like to continue my services. I’m grateful that most often they do, but this is also a time of year when I get an email or phone call letting me know that my working relationship with a client will be coming to an end.

For some, it’s because they hired someone internally or plan to have another company they already work with cover some of my services. For others, it’s a budget issue. The past year didn’t produce like they hoped it would and they have to cut back.

I never like “losing” a client; however, I’ve come to find peace in the natural ebb and flow of business that comes with the start of a new year. Here’s why.

The new year also bring news business

The start of a new year is also a time when businesses start looking for additional help. Maybe it’s part of their New Year resolution or maybe they postponed efforts over the holidays, but either way January has historically brought in most of my new business. In retrospect, it’s actually a really good thing that some clients stepped away because this allows me the bandwidth to engage new business.

These clients are no longer a good fit

When a client chooses to discontinue services, for any reason, it’s because we’re no longer a good fit for one another. A client who doesn’t value my services or who no longer has a budget for my work isn’t someone I want to be working with. No one likes a loss in income, but it’s important to always work with clients who benefit from your hard work and can pay you what you’re worth.

I need help saying no

Most importantly, I’ve realized that a turnover in business with the start of a new year often provides me with the margin I need, but often forget to give myself. I am very capable of overloading my schedule and setting ridiculously high expectations that set me up for failure. Clients who step away force me to embrace some newfound free time (even if only for a short while).

How does your business change with the start of a new year? Share a personal experience by leaving a comment below!

 
1 Comment

Posted by on January 23, 2017 in Business & Success, Life

 

Tags: , , , , , , , , , ,

Why Technology is Killing These 11 Essential Skills

The first Monday of each month, I dust off a favorite post from the Bennis Inc Blog archives and give you another chance to enjoy the wit and wisdom that’s been shared. Enjoy this month’s treasure – and if it inspires you – be sure to share it with family and friends!


Why Technology is Killing These 11 Essential Skills

Technology is a help as much as it is a hindrance. While we have used countless forms of technology to fuel our efficiency, organization and communication with one another and the way we impact the world, we have also lost some essential and valuable skills along the way.

What skills have suffered? Mostly our people skills and soft skills, but also a few others you might not expect! Let’s take at a look at the 11 skills that technology is killing and see if they apply to you as well.

Handwriting

I certainly hope I’m not the only one who doesn’t recognize my own handwriting on the rare occasion I need to send a written letter or jot down some notes. There are really limited instances that don’t allow for a keyboard to make our thoughts legible. While technology certainly provides ease and efficiency of writing, quality penmanship has become a lost art.

Why does this matter? There will always be instances when a pen and pencil yield a more “personal” product, like a thank you note. There will also be times when we simply will run out of battery or WiFi and need to ask for some paper to capture important thoughts.

Eye contact

We have the ability to communicate with more people than ever on a daily basis. Yet, this has made these countless interactions feel less personal. Contributing your opinion to an online thread of thousands of comments is nowhere near as direct and meaningful as a face-to-face conversation with someone over a cup of coffee. I’ve found that people are so engrossed in their technology, catching up on email or social networks as they walk to and from their next destination, that they forget to look up and see the “real life” people standing around them.

The result? We forgot to look into someone’s eyes when we are talking to them. Do you greet your cashier by looking him in the eye and asking “How are you?” Do you keep eye contact with someone as they answer your question? If not, these are all areas we should strive to improve by unplugging from technology and plugging into one another.

The art of small talk

For most career-minded individuals, networking and meeting new people is essential for growing your business. This often means making a lot of small talk. But quality small talk requires more than just asking someone the obligatory “How are you today?” or commenting on the weather. It requires attention to the situation and nonverbal cues that tell us what will engage that person.

Technology has distracted and disconnected us from the living, breathing world around us so much that we have lost the valuable skill of being able to have an off-the-cuff conversation with a complete stranger.

Basic math

I am not too proud (though embarrassed) to admit that my basic math skills are severely lacking. Funny enough, I do still know my times tables and have not forgotten how to add or subtract. What I’ve lost is my confidence and patience to do the work mentally. Why? Because of technology. Why spend twice the time coming up with an answer I am only 50% sure is correct when I can just whip out my phone, punch in some numbers and have full confidence in the right answer?

This, of course, is a dangerous mindset and one that will continue to spread from generation to generation as technology only becomes increasingly convenient and ever-present. The solution is not easy, but it can start with each of us personally. We should take pride in keeping our basic math skills sharp and utilize them even if it means taking a few extra minutes and double-checking our answers.

Social awareness

Social awareness is the modern day way to say common courtesy. As the result of our obsession with and reliance upon technology, we forget there are other humans around us. The most common examples I’ve come across are people forgetting to hold the door, stepping in front of a line of waiting customers and cutting people off with a grocery cart.

While these are simple scenarios, they do indicate a larger social problem. We are so consumed in our own (online) lives that we ignore the need to courtesy coexist with one another.

Committing things to memory

If you were without your cell phone and needed to call your closest friends and family, would you know their phone numbers by memory? Probably not! I know I have exactly two phone numbers memorized aside from my own, my childhood home phone and my husband’s cell. This means I couldn’t even call my own parents’ cell phones without referencing my contact list.

Technology is a great tool for storing important information and phone numbers are just one of countless examples. But think about how we also Google everything imaginable – even common things like the meaning of an acronym or the year WWII began. If we lost access to all technology, would we, as adults, be “smarter than a 5th grader?” I’m not so sure.

Appreciating silence

This skill is one I really see the importance of as an introvert, yet I don’t always practice it. Think of your work environment. Do you always need some sort of background noise like a radio or TV? When walking from one place to another, do you feel the desire to talk to someone on the phone or pop in your headphones? When is the last time you did anything (aside from sleeping) in complete silence for more than an hour?

Appreciating silence is an important skill because it forces us to clear out the mental clutter, listen to our thoughts and address issues that might be bugging us. All of these things are easily masked by technology and noise – but will cause stress and distraction if not given proper attention.

Feeling comfortable without “props”

Similarly to feeling uncomfortable in complete silence, how do you react to waiting for someone or something without any technology to distract you? I know if I am waiting for a client, a food order or to be called back for an appointment, I feel the need to read emails, check in on social media or catch up on texts.

There’s a level of efficiency with this, but that is soon fulfilled within a few minutes. The issue is when we aimlessly browse our phones or tablets as a distraction from the world around us. The next time you’re waiting for someone to meet you in a coffee shop, enjoy sipping your coffee and watching the real world unfold. It’s amazing what you’ll see that you would have missed otherwise!

Making plans and sticking to them

When making social plans on the weekend, I’ve often wondered what people did before cell phones when it came to changing plans or running late. From asking enough of my “older peers,” I’ve come to the conclusion that people simply did a better job of sticking to their original plans!

Thanks to technology we have the ability to endlessly change where we’re going, at what time and with whom. If you’re on the receiving end of all of these changes it’s frustrating to say the least. Back before cell phones and social media, once people left the house, they were expected to be where they said they were going – and they really made a better effort of honoring that.

Fully focusing on one thing

Using multitasking to be more efficient with your time is a huge myth. Why? We’re not machines. We cannot quickly or easily switch from one task to another without losing momentum in the process. When we multitask and try to do too many things at once, we don’t fully accomplish anything.

Technology has created an environment where it’s easy to multitask and pile on distraction upon distraction. One time I caught myself watching TV while surfing my iPad. I couldn’t remember what show I was watching and I had minimal recollection of what I was looking at on social media. Trying to multitask my leisure time was a moment of reckoning for me. We need to get back to applying our sole focus to one thing at a time, doing it well and moving on to the next task with a clear mind.

Feeling content

Finally and most importantly, our reliance upon technology has messed with our ability to feel content. This is a bold claim, but one I strongly believe is true. How do you feel when you surf social media? In seeing other people’s lives (which are inevitably a carefully framed highlight reel of the truth), how do you feel about your own? Recently there have been more and more times that I have felt worse after browsing social media – not relaxed or entertained, like I had hoped.

Technology provides us a big, open window into each other’s’ lives. As we peer through, we can’t help but compare what we see to our own reality. Using technology for this purpose fuels jealously, discontent and stress. The skill we really need to strengthen is our ability to be happy for one another while being equally happy for ourselves. We are all blessed in different ways!

Has the overuse of technology hindered some of these valuable skills for you personally? Or does this apply to someone you know? Share your experiences by commenting below!

 
1 Comment

Posted by on December 5, 2016 in Life, Technology

 

Tags: , , , , , , , , , , , , , , , , , , , , , , , , , ,

5 Things I’m Doing to Have the Best Year Ever

This week’s blog was written by Bennis Inc’s PR Assistant and Photographer, Danielle Gouger. Click here to learn more about Danielle’s passion and expertise!


5-things-im-doing-to-have-the-best-year-ever

5 Things I’m Doing to Have the Best Year Ever

What defines a great year? For me, it’s challenging myself with new opportunities, improving my health and well-being and spending more time doing things I love with people I love. 2016 may or may not end up being “my best year ever.” What it really comes to is mindset. I’m choosing to put my energy into doing things that will make this year better than the year before, and for that reason 2016 has a pretty good shot at being awesome – regardless of what life might throw my way!

So what am I doing to have the best year ever? Take a look…

Healthy Mind, Body, And Soul

The last few years have been a turning point in my life that has resulted in a lot of changes. From becoming a mom four years ago and single-handedly helping to care for my mother who has had a struggle with multiple health issues, I haven’t had a lot of time to focus on myself. So 2016 has really been the year of turning 30 and learning the importance of making time to take care of myself as much as I make time to care for others. I have recently joined a gym and plan to pursue fitness and make my health a priority. This is this first step toward a healthy mind, body and soul and I’m so excited for this next chapter!

Pursuing Career Path

Ultimately I want to work in the photography field, and although I am not quite there yet, I feel I have learned so much over the last several months on working in the Public Relations industry! I have a clearer direction of where I am headed and what it will take to get there. I plan on utilizing the rest of this year to set myself on the right path for the future of my career. I am just starting this journey, but am happy that I have discovered my true passion. I am getting serious about goal setting, both short-term and long-term, and am determined more than ever to work to my full potential!

Making More Time to Connect with Family & Friends

Since becoming a mom myself, I have truly realized the importance of being connected with family and friends and investing in these relationships. This year in particular, I have begun to reestablish a relationship with my father, which means the world to me. This has also helped me to reexamine my other relationships and to work toward staying connected with those who contribute to my life in a positive way.

Pursuing a Passion

In lieu of working on myself mentally and physically this year, I have made time for one of my favorite hobbies and passion in life, which is live music. Before the demands of motherhood, I used to see a lot of great live bands by going to concerts and shows as much as I could. By allowing myself time for me this year, I have made it a priority to bring back that passion and adventure that really sets my soul on fire. In fact, I have put a checkmark on my bucket list this year, by attending a Paul McCartney concert, which happens to be, hands down, the best concert of my life thus far!

Traveling

Until this year I used to consider myself a gypsy, as I moved around a lot and was never truly able to settle in some place I could call home. I believe in a lot of ways that had to do with having the itch to travel and experience new places and people. As much as I love to travel, I recognized my need for establishing a home base. One of the greatest blessings this year is becoming a homeowner. I plan to balance the stability of having a home with the adventure of continuing to travel as much as I can. I couldn’t think of a better way to end the year than by taking my daughter to Disneyland for the very first time for her birthday in November! It’s truly a magical place where everyone can be a kid at heart.

What can you do to make 2016 your best year ever? It’s not too late to stating making some changes now that you’ll be proud to have accomplished before 2017.

 
Leave a comment

Posted by on October 24, 2016 in Life

 

Tags: , , , , , , , , , , , , , , , , , , , , ,

5 Ways to Get the Most Out of a Business Event (Guest Blog by Samantha Thayer)

The following post comes to us from guest blogger, Samantha Thayer. Samantha is an Education and Outreach Specialist at USANA Health Sciences. You can find her on their blog at What’s Up, USANA? or on Twitter @USANA_Samantha!


5 Ways to Get the Most Out of a Business Event

Chances are, at one point in your life, you’ve attended an event that you viewed as an opportunity to network. This could be a work-related event, charity event, community event, or an event catering to a niche that simply interests you.

If you’re new to attending such events, it may be a little overwhelming or hard to know where to begin and what’s acceptable. And even if you’re used to attending business events, these tips are a great reminder to take advantage of everything the event has to offer.

We’ve created an infographic that discusses five ways to get the most out of events and some basic etiquette to keep in mind.

5 Ways to Get the Most Out of a Business Event

  1. Connect with People

If you’re trying to build your network, it’s important to remember to connect with people and exchange information so you can easily follow-up after the event. Something I have found useful is to bring business cards with you to any and all events. Make sure they include your name, e-mail, company and a social platform available for people to find you after the event. If you don’t have a business card, make sure to ask someone else for theirs! Then, be sure and connect with people through social media such as Twitter or LinkedIn soon afterwards.

  1. Act on What You’ve Learned

Presenters at events typically will have actionable information for attendees. Pay close attention to the value those may add to your life and business. Find ways to personalize that information and how to best apply it, in order to improve your business or day to day life. Most importantly, apply it right now. Do it while the information (and inspiration) is fresh in your mind.

  1. Research the Event Beforehand

Research the event you’re planning on attending before you go. Some valuable information you’ll want to note is the keynote speakers, breakout session topics (and which ones you want to go to), available workshops and any additional fees there might be (food, parking, etc).  Find out the size of the event as well so you know how many business cards to bring!

  1. Set Achievable Goals

After listening to speakers at your event, it’s important to apply what you’ve learned to your life. A great way to do this is to set new goals for yourself or your business. Setting realistic, “SMART” goals is a great way to ensure you act on them. SMART stands for Specific, Measurable, Attainable, Realistic and Time-sensitive. Figure out who is going to do what, where, and by when while setting your goals, and it will be easier to achieve them as well as see what was effective and what wasn’t when looking back at results.

  1. Take Notes and Ask Questions

Finally, take notes on anything that is relevant or inspires you while listening to speakers. Don’t be afraid to ask questions! Be an active participant in discussions. It’s a great way to connect with other audience members as well as the speakers.

For more helpful networking advice, be sure to check out the infographic below!

Infographic courtesy of What’s Up, USANA?

Succeed At Your Next Business Event

13568838_10210251683992010_2184923627438616281_oThis article was contributed by Samantha Thayer, Education and Outreach Specialist at USANA Health Sciences. For more information, find her on their blog at What’s Up, USANA? or on Twitter @USANA_Samantha!

 

Tags: , , , , , , , , , , , , , , , , , , , , , , , , ,

How to Use Pinterest to Grow Your Brand

How to Use Pinterest to Grow Your Brand

Pinterest is a stand-alone Visual Social Network centered on sharing images that link to content. Depending upon your business and industry, Pinterest can be a powerful tool for marketing your products or services and growing your brand. Even individual people can grow their personal brand through the type of content they share or “pin” to their boards.

Whether you have a well-established and popular Pinterest profile, or whether you’re just getting started (like we are at Bennis Inc), there are many tips and best practices for growing your influence. Here are just a few of pieces of wisdom we have gained from our personal experience with establishing a business presence on Pinterest. Take a look!

Plan Your Pins to Win

Start by creating just a few board topics that are directly related to your business and brand. Focus on getting 3-5 boards filled with interesting and quality content before spreading out to create new boards. As potential followers explore your profile, they will be more impressed to see several quality boards than a ton of boards that are hardly utilized.

As you explore Pinterest for content to share (in addition to sharing your own content), you may come across other users that really sync with your brand. Follow them! Not only will this provide a stream of quality content for the future, you just might earn their following in return.

Establish Yourself as an Expert in Your Field

Remember, Pinterest is all about visual content! In order to get noticed, you need your pins to visually stand out. This may mean creating some custom graphics that include the title of your article within the photo. You’ll see this is a very popular way people share content on Pinterest and that’s because it’s effective! People easily grasp what your content is about, which increases the chance they will click and share.

While it’s okay to re-pin other users’ content, you want to also share your original content (i.e. blog, articles, images) to establish yourself as an expert in your field. For example, a photographer won’t get too much respect if he is only sharing other people’s photos that are not his own. Be genuine, just like you would on any other social media platform!

Share Your Content Across Other Social Media Platforms

Speaking of other social media platforms, you can really leverage the full power of your content by taking what you share on Pinterest and also sharing this on Twitter, Facebook, Instagram and Linkedin.

Additionally, you want to be sure people who are reading your original content, such as on your website or blog, have an easy way to find you on Pinterest as well as pin your content to their own boards. This is as simple as adding some social media buttons to the top and/or bottom of every post. Though it may seem obvious, it is often overlooked!

How have you navigated your business strategy on Pinterest? Share your thoughts and ideas by commenting below!

And don’t forget to follow Bennis Inc on Pinterest! We’re just getting started and have a lot of great things coming soon.

 

 

Tags: , , , , , , , , , , , , , , , , , , , , , , , , ,

 
%d bloggers like this: