Impression Engineers | Information Design Specialty Products

Last week, I wrote about 4 ways to boost your bottom line and mentioned that increasing your number of customers was the hardest, most expensive and time consuming of the four… I got a couple of emails telling me that “…their business was different, that the ONLY way to grow was new customers….” Well, to be clear, I didn’t say not to get new customers, just know that there is a larger cost involved.

Most businesses still need to follow leads and encourage prospective clients with marketing and outreach programs. But, unless you can close 100% of the time, you are spending more time and effort educating new prospects, than you would if you were selling to current or past customers who already know how great you are.

So let me piss-off those who contacted me with the news that “I just don’t understand” some more. Nobody’s business is that different when it comes to the basics‑‑business is business.

Remember my mentioning author Michael Port’s “Red Velvet Rope Policy” about creating a red velvet rope for only those you do your best work with? Pre-screen prospects before you have to “fire them” to save you both time, money and headaches.

Read the rest of this entry »

1. Increase your number of clients. This is where almost every entrepreneur or small business looks first, but it really is the hardest, most expensive and most time consuming way to boost the bottom line. Many people are convinced it’s worth meeting with everyone—"because you never know…."

While trying to make proposals to everyone is great, very few of us have the time to it. By qualifying prospects we can have the most impact for our investment of time and effort. Author Michael Port in his book "Book Yourself Solid" calls it the Red Velvet Rope Policy. Creating a red velvet rope policy saves both you and the potential client time and headaches. If you are not the right one for them why waste their time.

Choose your ideal customer. Make a list of the type of people or businesses with whom you do your best work—those clients that inspire you—and then keep that ideal client list forefront when talking to potential customers.

2. Increase the number of times clients buy from your company. Offer existing clients new opportunities to continue their relationship with you. Many business consultants call this the sales funnel.

Read the rest of this entry »

This week is the one-year anniversary of the car accident and subsequent recovery. I’ve noticed this past year that the same focus and attention you need to be successful in business is applicable when you need to recover from any of life’s situations.

When crises like this happen, they sure put real-life into perspective. Thankful that my recovery continues to progress, I’ve found myself reflecting on a few things I’ve discovered from this past year. Here are three lessons learned:

First, if you have been blessed with good health and energy, be grateful every day because you’re already far ahead of the game. Show appreciation everyday. Express love and gratitude to your family and friends. Hug your kids. Smile. Enjoy the moments of life.

Second, give yourself grace and accept help from your support team. Being independent business people it can sometimes be hard to accept help and support from others. Your network of family and friends can be incredibly helpful during these times.

How to make sure you get what you need and pay for from your web design company.

1. Just like when you hire any sort of contractor, check references—not only seeing the referenced sites on the Internet, but calling the companies and asking for feedback. Reliable web companies are happy to give references. You can have success with off-shore or virtual companies, but it is sure hard to have face-to-face meetings when it might be needed. There is little recourse in the virtual world.

2. Be very clear on your specifications, provide samples if possible. Have the web company give you a timeline of when the site should be able to go live. Test your site on the developer’s testing site before going live. Have trusted employees or friends review your site before it goes live. Sometimes you can get to close to a layout–that old problem of not seeing the forest for the trees…

3. I can’t stress this one enough, we see it all the time… Own your domain name (URL or .com). Do not let the web company register your domain name (URL) in their name. If they own the URL, they have complete say over what happens to the web name, so, say you were unhappy with the company’s performance and you wanted to move to another developer, if you do not own your URL you cannot move your site. There is nothing worse than being held hostage to a web company because they own your domain name. Be sure there is a wording in the contract that you own the material i.e., copy, art, etc.; and that you have the right to use it however you want.

Have you ever wondered how to increase your online presnce in your local area? 

Read the rest of this entry »