April-May 2005

COACHINGTRAININGWORKSHOPS

Looking For Business Leads

So much emphasis is put on identifying our target market and focusing on our clients that it's easy for business people to develop tunnel vision. We are like a horse with blinders; we only see what is directly in front of us. While concentrating on the trees, we miss the magnificent beauty of the forest.

This kind of focus is a "from point A. to point B." approach to business. It's viewing sales as a direct line from the salesperson to the consumer.

Life is seldom a straight line. We can miss possibilities when we go directly from point A. to point B. and we miss beautiful panoramas when we are concentrating on individual trees.

It is important to be focused in business but it's also extremely important to develop a "detached" view of our target market in order to identify hidden leads. After all, business and sales always start with leads. How can we do this? The following steps can help us develop a stronger radar signal for detecting business leads.

1. Focus on what you offer. It's important to know what people need but it's also possible to get lost in the multiple needs of the many potential clients out there. Know your product or service inside and out, upside and down, in your sleep and when awake.

2. Be a magnet. Embody the best elements of your service or product such as quality, timeliness, and productive results. In other words, be the sort of person people immediately identify with when they think of your field. Being a magnet means being attractive. Again, attract people to you because of your strong identity with your service or product.

3. Look deep to identify peoples' needs. You may think they need a new car when you see their shabby old vehicle. Look deeper. Do they need basic transportation? Do they need to present a certain image? Do they need efficiency and reliability? What size vehicle do they need? How will it be used? Sell them a vehicle and they may come back. Fill their needs and you can be sure they will come back.

A good example of identifying the needs people have is when the insurance agent says, "I sell peace of mind." That's really what their clients need and want and they provide peace of mind by providing good insurance coverage.

4. Become expert at relating and connecting. This can be done when you know the expertise and specialties of others. Think of things that logically go together. When they are laying that beautiful new tile floor in your home, tell the owner of the tile company about your friends who have a great tile and grout cleaning service. Everyone will benefit when they connect. You will indirectly generate business for yourself.

Where can we look for leads that may result in new business? Think of all of the places you have overlooked in the past. Does your family and extended family know exactly what you do? Do your friends know what you do? To accomplish this, please don't give them an hour long seminar. Be a magnet. (See Item #2.)

Take some time and identify groups, organizations, etc. where you can spend time just getting to know people and letting them know you. Then become an expert at relating and connecting and watch the leads appear.

I will be facilitating a workshop, "Digging For Leads In Unexpected Places" from 11:30 am to 1:30 pm on Thursday, April 21, 2005 at Kingfisher Restaurant, 2564 E. Grant Road (just east of Tucson Blvd.) in Tucson, AZ. This topic will be explored in greater depth. You are invited to join us and learn strategies and techniques for digging for leads that turn into golden business!

The cost is $25 and includes lunch, workshop, comprehensive handouts and a copy of my booklet, Networking Tips That Build Powerful Connections. Register online or call (520)299-8199.

"Focus on Business"

This series of 5 sessions will have 5 participants. It's structured similar to a Mastermind Group but adds the components of coaching, education and information sharing. Only five participants will participate in the five sessions.

Sessions will be held from 4:00 to 6:00 pm at 3210 E. Ft. Lowell, Suite 104, Tucson, AZ. The first hour will focus on a business topic and will include information shared by the facilitator plus guest speakers and group discussion. The last hour will focus on one member who will bring a challenge, problem, idea, need, etc. to the group for discussion. The group will focus on being a resource to that person. Over the five sessions, each participant will receive the benefit of suggestions and ideas from the group for one hour in addition to informal sharing. Participants will feel secure in this safe atmosphere where mutual trust is the basis for all interactions. The Facilitator will select participants in order to be sure participants are compatible and compliment each other.

You may choose from the following dates:
Tuesdays - April 19, 26 and May 3, 10, 17
Wednesdays - April 20, 27 and May 4, 11, 18
Thursdays - April 21, 28 and May 5, 12, 19

The cost for the five session series is $195.00 ($95 with registration and $100 at the first session) and includes sessions, comprehensive manual, handouts, refreshments, and a copy of "Networking Tips That Build Powerful Connections." Register online or call (520)299-8199.

Select Series:	Tuesdays - April 19, 26 and May 3, 10, 17 Wednesdays - April 20, 27 and May 4, 11, 18 Thursdays - April 21, 28 and May 5, 12, 19
($95 to register)

“The courage to begin separates the dreamers from the achievers.” — source unknown

Marketing Tip

When people refer you to others who give you business, send a note and gift to the person who made the referral. The size of the gift depends on the amount of business you receive. If the referral resulted in a large commission for you, be generous. If it resulted in a small commission or profit, be thoughtful. The point is to acknowledge the person for the referral. Word of mouth marketing is priceless!

-- Donna Reed, Tools For Achievers

"My coaching clients tell me that I help them sweep away the clutter and get to the heart of the matter. I partner with them to achieve clarity around issues. Then, we can design strategies that will move them forward in the direction they want to go."

Donna M. Reed, Trainer and Life Strategy Coach
(520)299-8199 or Reed@ToolsForAchievers.com

With A Little Help From My Friends . . .

Independent professionals, sole practitioners and small business owners often work alone. They are responsible for all aspects of their business or practice. This can be fun and challenging. It can also be lonely and limiting. Where do you turn when you need to brainstorm a problem? Who do you turn to when your creative juices have taken a temporary leave of absence?

There are more resources available to these people than they may realize. These are just a few ideas to help you reach out for resources when you don't want to "go it alone."

• Professional Organizations. These are organizations in your area of expertise such as, accountants, interior designers, massage therapists, etc. When you participate in these organizations, you can keep current in our field, identify highly successful people to be role models and mentors and get new ideas. These organizations are a community of your peers and can be very valuable to your professional growth and success.
• Mentor: It's wonderful when you identify a person in your field who has already conquered many of the challenges that are holding you up. If they are willing to be a mentor to you, you have found a gold mine.
• Buddy: This person may be in an entirely different field from you but you admire the way they do business, communicate with clients and face challenges. A Buddy will go to coffee with you and listen to you and offer support. By being there for you, they provide valuable support and inspiration.
• Mastermind Group: This is one of the most valuable resources for any professional. Mastermind groups are fairly small, with four to eight members. They are committed to the success of each member, will offer ideas and honest feedback, and can be trusted to keep confidences. If you can't find a Mastermind Group, start one.

Networking for Fund Development

If you serve on a non-profit Board of Directors, or are considering doing so, you know that one of the key functions of most boards is to raise funds. Many of us balk at the idea of asking for money or helping with fund raising events.

I developed a workshop, "Networking for Fund Development" that is designed to assist board members develop new attitudes toward fund raising while learning techniques and strategies for creating long term funding sources. If you are on a non-profit Board of Directors or involved with an organization to raise funds, call me at (520)299-8199 to see how this workshop can assist you and your organization.

"Donna Reed's workshop, "Networking for Fund Development," helped the Board break through fundraising barriers."
-- Diane Katz, Ph.D., Chairman, Board of Directors, The Haven

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Are you . . .

Stuck?  Looking for direction?
Need guidance to go to the next level?

Let me partner with you to achieve . . .

Clarity, by designing a blueprint for

Direction, to get the

Results you want.

As a Life Strategy Coach, I specialize in guiding you to achieve clarity around professional and personal issues. Together, we get to the core of the matter and create strategies that move you forward in positive directions. Call (520) 299-8199 for a free thirty minute session.

Available in person and by phone (520) 299-8199.
Click here for more information.

Copyright © 2005 Tools For Achievers