Marketing

Two Questions to Change Your Life and Business

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I want to give you two questions I use to keep myself centered and stay organized.

Ready to level-down your stress and get focused?? Here we go…

1. The Question that Leads to Better Bottom-Line Results

There’s a tendency to always be looking for what’s NEXT to do or what ELSE you could add to your plate. The questions, “What should I do next? What else should I be doing?” – these create a perfect environment for distraction and overwhelm.

The question to ask instead is, “What’s working?”

This reminds you to focus on what is already bringing results. You’re going to get more traction when you double down on what’s already working, instead of always experimenting with something new.

The biggest challenge to making this work for you, is taking the time out of the busy operations of a business to actually step back and evaluate your efforts so you can uncover the answer to this question.

2. The Question that Melts Resistance to Challenging Work

When you want to accomplish a project or goal that is unfamiliar or outside your comfort zone, your self-talk usually runs along the lines of, “This is going to be difficult, it’s going to be stressful, and it’s going to take forever.”

And that’s absolutely natural.

Your brain is getting you prepared for any potential hardship. The problem is that by doing so it’s also building resistance that will keep you from moving forward.

In order to melt that resistance, the question instead is, “Am I willing for this to be easy?”

Anytime you find yourself overwhelmed, stressed, worried or apprehensive about a project, about marketing, or even about simply having a way too long to-do list: use this question.

Repeat it like a mantra, “Am I willing for this to be easy? Am I willing for this to be easy? Am I willing for this to be easy?”

Your brain will be redirected from focusing on difficulty to instead consciously finding the path of least resistance.

How I almost messed up an in-person presentation

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Back in May I did my first in-person speaking gig after 2 years of only doing webinars.

As you can guess, it was not all smooth sailing.

There were some setbacks with logistics, setting up the projector, minor stuff. But things could’ve really gone south for me when I was in the very middle of my presentation.

As I looked around, I noticed interest in the faces of the audience, their body language responding to my content in ways that you could never really see during a Zoom call.

I started going with the flow of that feedback, going deeper into details that I don’t normally cover in my presentation. And suddenly I realized…

I was using the time I needed to get to my call to action! (a.k.a. the single most important part of a presentation!!!)

It hadn’t occurred to me that the audience’s reaction could influence my carefully timed presentation, but it did.

The whole point of speaking as a business owner is to do it strategically, and speaking in-person again after so long made me realize I needed a refresher on what details to look out for.

So here are a few tips to help you get back in front of live audiences and get the best possible results:

1. Help manage the event a bit more. The logistics behind an in-person event are a lot different than for an online one, and the group you speak for might be just getting back to doing them after a 2-year pause. So, helping them out a bit more to keep track of details will save you time and headaches.

2. Regardless of the size of the audience, serve them at the highest level. Don’t let a small attendance keep you from delivering the best value to the group.

3. Remember to apply your usual speaking criteria. Your criteria (which btw I HIGHLY recommend setting if you haven’t already) is something that should be top of mind when accepting a speaking gig. Whether it’s the compensation for the gig, or if it’s for members only, whatever you have figured out works best for you, DON’T ignore it just so you can get the win of booking a gig.

4. Remember to practice your call to action. This is a tremendously important part of your presentation and, because you’re not sitting in front of a screen anymore, you can’t read it off a script! So memorize the wording, practice the delivery (10 times more than the rest of your presentation), and make sure you get all those little details right.

5. Be mindful of your expectations around feedback DURING your presentation. Watching people react to your presentation in-person can throw you off your game, and that can be particularly disruptive if you have a short time to deliver your content.

If you want to know how I bounced back from almost messing up my presentation and expand on each tip, watch these videos:

Tips 1 to 4: https://www.youtube.com/watch?v=HlMn2wN2Y8A

Tip 5 + the full story: https://www.youtube.com/watch?v=9zdOS5c-YhM&t=174s

5 Speaker Prep Tips for In-Person Events

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After two years of virtual events, even very experienced speakers may have forgotten how to navigate speaking at a live event.

Including this girl.

Having knocked out my first 4 in-person gigs, here are my top 5 tips with details about how to get back in the saddle!

Tip #1: Micro-manage in-person events.

Tip #2: Deliver full presentation, no matter what.

Tip #3: Set your criteria for speaking for free (and stick to them!).

Tip #4: Practice, practice, practice your offer! 

Tip #5: Be mindful of your need for approval.

I had the biggest AHA! moment yesterday.

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Seriously.

And I’m going to connect this AHA! with how the world has shifted and when I’m through well, I think it’s going to blow your mind.

I mean, I hope it’s going to make you incredibly excited about some opportunities to grow your business that you maybe didn’t fully appreciate in the past. I know it can feel like this crazy world is working against you, so maybe this will help.

Ok, here’s what happened.

The other day I was looking at my calendar and I realized I had ZERO stress about meeting my goals for the year.

ZERO.

Which is weird because I tend to worry, especially with the fact that the world is extra-strength worrisome right now!

So, what was making me so calm?

I looked at my calendar again and noticed that I have more than a dozen speaking gigs booked between now and the end of 2020. That’s when I had my aha moment.

It struck me that: Speaking Gigs = Money in the Bank.

I’d never really thought of it that way before.

On a whim I connected with a couple of my clients who have gone through my speaker trainings and asked them about their stress levels and they said the same thing. When they have a full calendar of speaking the money basically takes care of itself.

That’s a big deal, right?

This may be a little different than what you’ve heard from me in the past about speaking. If you’ve been around me for any time at all, you’ve probably heard me extol the virtues of speaking where I focused on…

  • Getting your message out
  • Attracting new clients
  • Generating income
  • Growing your list
  • Becoming a recognized expert

All the above is still true but my aha moment made me realize that it also provides STABILITY. Now in the past, stability hasn’t been something that is particularly inspiring or motivating. But in our chaotic and uncertain times, stability, consistency and predictability are much more highly valued. For me, a full speaking calendar provides that!

Here’s where it gets even more exciting… a full speaking calendar is more possible than ever because nearly all speaking is done virtually now and will be for the foreseeable future. While I love the thrill that only comes from being in front of a live audience, speaking virtually completely eliminates the obstacles of travel time and travel costs. This is so huge.

For you speakers, who were limited to your local area in the past, now the world is your oyster! I understand this can be a bit overwhelming, because there are SO many opportunities now, but the bottom line is…

If you haven’t looked at speaking as a strategy, I highly recommend it.

Remember: Speaking Gigs = Money in the Bank

Why Pivoting Might be the Wrong Move

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“Pivot” is so overused it doesn’t even ping your radar anymore. Am I right?

Well, I’ve got news for you… “pivoting” may not mean what you think it means AND it’s not always the best way to navigate this crisis.

In an attempt to clear up assumptions and shine a light on all the great options to keep the momentum going in your business, I’m here to share:

  1. The 3 mistakes of pivoting.
  2. The foundation you need BEFORE making changes.
  3. The 5 P’s of Change (pivot + 4 other options)

Let’s dive in, shall we?

  1. The 3 mistakes of pivoting.

Mistake #1: Misunderstanding pivoting.

People are using “pivot” as a catch-all word to describe any change in your business. I think creates a lot of chaos. To combat the chaos, in my 3rd teaching point below, I’m going to give you the definition of the pivot as well as four other words for change so you can zero in more precisely on how to adjust your business right now. Until I give that definition, I’m going to use the word “change” as a more accurate catch-all. 

Mistake #2: Shaky foundation. 

It’s a mistake to make changes from a shaky foundation of strategy and processes. Ever play with a gyroscope? You know how when you get it going, you can shift it into all kinds of gravity-defying angles? That’s because you set the foundation and got the momentum going. But what happens when you don’t have the foundation set? It wobbles, rolls across the floor and under the couch where you can’t get to it.

Making changes without a solid foundation will not be for the better.


Mistake #3: Short-term thinking.

When life feels this out of control, it’s tempting to try to regain a sense of control by making short-term drastic changes. The problem is that some changes create serious brand confusion. 

Take my business, for example. I’m about simplifying client generation. If I looked around and thought – hey, I could really help people and meet a major market demand if I started selling hand sanitizer – what happens to my brand identity once this situation resolves? You have to consider what your business will look like afterward. If you want your business to be strong now and emerge from this crisis with momentum, it is rarely a good idea to make a drastic shift away from your core business.

Some things must change right now, yes. But there are fundamentals that DON’T needs to change… and during stressful times it’s hard to distinguish which is which.

Let’s move on to the fundamentals of client generation so you can fortify your foundation, and then I will give you the 5 P’s of change and some examples. After you read this article you’ll have what you need to evaluate your efforts and make decisions that are solid instead of reactionary.

  1. The foundation to have in place before making changes

Before you make any changes to service delivery or pricing or anything having to do with how you generate revenue (which I refer to as client generation), check your foundation. 

Start by stepping back from our current market conditions and ask yourself, “Do I have the essential elements of client generation defined clearly?

The 7 elements are:

  1. Goals
  2. Pricing and Packaging
  3. Ideal client
  4. Messaging
  5. Proactive lead generation
  6. Sales and closing process
  7. Time management

Do you have these in place? Remember the gyroscope that skittered under the couch? Don’t be that gyroscope! Make sure your foundation is in order, THEN move on to how to adjust. Which brings us to…

  1. The 5 P’s of change (Pivot + 4 other options)

  2. PAUSE: Stop some part of your business or not launch something planned.
    This is first because it helps conserve energy – and right now you need all you can get! Look at each of the essentials of client generation and decide – is there anything here to pause? For instance, I paused one of my programs I was going to launch because it was focused on live speaking events. I freed up my energy right away by pausing this program that would be in lower demand right now.
  3. POSITION: Explain the value of your services in relation to current market conditions.
    Don’t change your services. Don’t change your ideal client, but rather change how you describe your services in relation to current market conditions. This change mostly falls under messaging in your client generation process. For example, in my business, I still talk about client generation, but I’ve shifted a little because business owners who have been complacent about client generation suddenly and painfully are noticing how not having a plan is really hurting them. So, while I’m offering the same client generation programs I always offer, I’m emphasizing or positioning the program for these people to leverage this downtime and come out of the crisis with a stronger business.
  4. PIVOT: Execute some part of your business differently.
    Don’t create something new… we’re not there yet. We’ll get there in a sec. I’ll say it again: Pivot is to execute some part of your business differently. You’ve seen restaurants start to offer delivery, right? They’re not making different food and they didn’t create a new menu. They are just executing differently.
  5. PRODUCE: Create something new to meet current market conditions.
    This is where a lot of people START, and it’s burning a lot of energy. Look at the first 3 P’s FIRST, because they are all about making subtle shifts to what you’ve already worked so hard to build! If producing something IS the right move for you, make sure that it’s still in alignment with your ideal client to avoid brand confusion.
  6. PREPARE: Put things in place to be more stable in a future crisis.
    We are learning SO MUCH right now about the gaps in the stability of our businesses. Is there anything you can start now, or put on a list for the 3    rd or 4th quarter to build stability into your business? Maybe a new income stream or additional lead generation strategy. This is not the last crisis we’ll face. What do you regret not having in place now? How can you put that thing in place for next time? Make it a priority!

Author’s note: I am offering the 5 P’s of Change as a free facilitated discussion for the business owners and coach groups to help navigate this crisis. Contact me for more details.

The 3 Ways to Run Your Business While You’re Away

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I meet business owners all the time who share my love of travel.

And then there are those who – burned out by corporate road warrior days – shudder when they think of traveling.

What I realized is that “travel” can’t be used as a one-size-fits-all description. You’re familiar with vacation and business travel, but there’s also work-away travel, which is becoming increasingly popular with business owners.

The tactics for successfully running your business while taking time off are very different depending on whether you’re on vacation, traveling for business or on a work-away adventure. Here is a breakdown of the different kinds of travel and how to get the most benefit out of each type.

Vacation Travel

Benefits: On vacation, the idea is that you get to completely disconnect from the business so you can come back refreshed and renewed.

Obstacles: As a business owner, it is tremendously challenging to completely step away. Most business owners end up checking email anyway, taking calls, putting out fires. Our business is such a part of us that there is serious resistance to completely shutting down. This often results in taking shorter vacations than you’d like.

Success strategies: In order to completely give yourself the freedom to disconnect, you’ll want to start with your “I’m out of the office” autoresponder on your email, but also have a second-in-command who can handle inquiries while you’re away. This can be an assistant or even a fellow business owner. And one thing that always helps my brain relax is to schedule prospect appointments the week following my vacation, so I know that my vacation isn’t breaking the momentum.

Business Travel

Benefits: Pretty obvious, right? You get out of your comfort zone, build your network and your business.

Obstacles: These are primarily about managing your energy. Even if you are doing the exact same work that you’d do in your regular office, being in an unfamiliar environment takes more energy. And don’t get me started on food choices while you’re on the road! Managing food choices on the road is an energy drain no matter what: you’re either expending energy to search out good food choices, or not fueling your energy by making not-so-great food choices.

Success strategies: Acknowledge that you will not have the same energy capacity as you do in your usual work environment. Choose a schedule of transportation that doesn’t have you arriving depleted, even if it costs an extra $20-50. Don’t overschedule your time and set yourself up for failure. Think about food choices before you go, packing some healthy snacks so you’re not grabbing bad choices out of desperation. And exercise. Even 15 minutes on a treadmill will do you good!

Work-away Travel

Work-away travel is where you run your business from another location, while spending a good amount of time NOT working and instead exploring and enjoying the place you’re visiting. For instance, last year I stayed in Prague for the month of September. I worked on average 3 days a week, then explored and vacationed the rest of the time.

Benefits: Work-away combines the best of vacation and business travel. But unlike vacation travel, you aren’t expending energy trying to resist working on your business. This allows you to be a lot more present for your time off. On the business side, you can not only keep operations moving, but also find opportunities local to where you’re staying to expand your business through speaking, networking and prospecting (this takes a little pre-planning). And finally, it allows you to travel and stay away longer. It’s a great choice if you love really sinking into a new country or community and soaking up the local experience.

Obstacles: These can all be lumped under “planning.” Planning for the expense in your budget and for the operations of your business – those are pretty obvious. But also for how you will spend your time off, because you want to make sure you take that time off! And planning for what happens if you get sick. And for any time zone differences.

Success strategies: Yes, I waxed eloquent about the benefits, but in order for this option to really work for you and your business, you’ve got to be strategic. Think through your schedule and decide how and when you want to work while you’re away. Let your clients know way ahead of time. If you will be unavailable for any of that time or don’t want to take client appointments during that time because of a difference of time zones, start writing that into your client contracts. Create a budget! And make contact and set appointments BEFORE you arrive. It’s a great idea to travel with other business owners so you’re not trying to figure all this out on your own. See one option here: https://marycravets.pages.ontraport.net/irelandretreat

For more on successful “work-away” travel that allows you to get away for a whole month (or more) without losing any momentum in your business, check this out: https://facebook.com/MaryCravets/videos/618741008905041/