I used to think that making money was some sort of super-secret, follow the “in-crowd”, high-energy event. That every time I closed a deal or landed a new client was an adrenaline rush. That making money was to always be fun and exciting.

Boy was I wrong.

Yes, closing deals can be fun and exciting – especially when you can do it your way – because it allows you the freedom to live your own life — on your own terms. But those freedoms – the fun that comes with spending money – are the results of making money — the actual process is (or SHOULD BE) really quite boring.

You see, everything has a process when striving to get the same result over and over again. There’s a method to the madness. For example, if you’re baking an apple pie, you need:

red delicious apples (1 cup),
a tablespoon of nutmeg,
a tablespoon of cinnamon,
a cup of sugar,
2 sticks of butter and a pre-cut frozen pie crust.

Baked at 350 degrees for an hour.

You can’t expect to get the same (or similar) pie each time if you don’t follow the same recipe. When it works – stick with it.

The same thing goes with making money. It’s a process. It’s methodical, and when you find the “recipe” that works for you – keep using it – only tweaking you’re no longer getting the results you expect.

The most successful business owners have a set system they follow each and every time, regardless of whether they’re working with a new client, existing client or potential client. The process doesn’t change. They find what works, practice it until it’s second nature and execute. Over and over again. Till it even shows up in their dreams. (Please tell me I’m not the only one that’s actually dreamt her way through a meeting in her sleep…)

Figure out what methods work best for repeated success in your business. (Hint… Hint… If there’s someone else that’s already done well – mirror them… it’s a little easier.) You’ll need to have a process for each step of the way:

• Day-to-day operations
• Marketing your business
• Communicating with your clients
• Holding meetings
• Closing the sale
• Customer Follow-Up and Customer Service
• Getting repeat business

She didn’t just sell mascara and pink lipstick… She was a pioneer in a women-in-business model that provided a way for hundreds of thousands of women to become entrepreneurs. The self-development, financial freedom, and time freedom that many of these women achieve through owning their own businesses, and teaching others to succeed is exactly why Ms. Ash created Mary Kay! In fact, she often called it a Dream Company for that very reason!

One of my favorite quotes from Mary Kay Ash is one that can be applied to every business out there (every person really…) That quote is:

“Everyone has an invisible sign hanging from their neck saying, ‘Make me feel important.’ Never forget this message when working with people.”

Can you imagine how following that one simple rule – making other’s feel important – can transform your business… or your life?! Do you see what a positive impact on your wallet this can be – if you put it to daily use?

Lemme know if you’ve ever experienced this one…

You’re standing in line at checkout, ready to give money to the clerk after they’ve scanned your items. But it’s not quite your turn, because the clerk is too busy carrying on a conversation with their friend who just happened to be in line before you.

I was in a store one time and couldn’t figure out why that particular store had chosen the music that was playing over what I thought were some blown-out loudspeakers.

As I left the aisle, the music disappeared.

Going back onto the aisle, I realized that the music was coming from an MP3 player on the phone of the employee stocking the aisle!!!

Even worse, she later got ON said cell phone to talk loud enough for the whole store to hear.

Not only did I NOT feel appreciated, but I felt IGNORED (which is even worse than underappreciating someone).

Of course, there’s a flip side to appreciation as well.

I’ve banked with Suntrust for years. They’re so small business friendly and really make me feel special.

In fact, every time I walk into my local branch, I look forward to seeing the people inside. Why? Because each visit – even though it’s only 5 minutes long at the most – is pleasant. Everyone smiles the biggest smile, asks about my business, an they all know my name (it’s like walking into Cheers).

In fact, when I found myself the victim of identity theft several years ago, one of the representatives immediately knew WHY I had come to visit that day (before I even opened my mouth), reversed almost $3k in false charges, and I walked out 30 minutes later a happier woman.

Amazing what a little appreciation can do for you, huh?

So the moral of the story is – make every client, perspective client, or acquaintance feel important. No one wants to be ignored – especially when they’re about to spend money. And, people remember a feeling of appreciation and recognition just as much as they do a feeling of rejection. Wouldn’t you rather be remembered for making clients feel better – not worse?

When you act as though everyone is wearing their “Make me feel important” sign, you’ll not only treat your customers better, you’ll attract more of the same. Besides, one of the best ways to feel better yourself is to help someone else feel better…

I had to memorize it in 6th grade. Over and over again, I repeated the words.

To this day, years and years since (more years than I care to remember), I can STILL recite, word for word, this beautiful poem, almost written for us entrepreneurs.

I hope it brings you as much joy as it has me:

The Road Less Travelled
Robert Frost

TWO roads diverged in a yellow wood,
And sorry I could not travel both
And be one traveler, long I stood
And looked down one as far as I could
To where it bent in the undergrowth;

Then took the other, as just as fair,
And having perhaps the better claim,
Because it was grassy and wanted wear;
Though as for that the passing there
Had worn them really about the same,

And both that morning equally lay
In leaves no step had trodden black.
Oh, I kept the first for another day!
Yet knowing how way leads on to way,
I doubted if I should ever come back.

I shall be telling this with a sigh
Somewhere ages and ages hence:
Two roads diverged in a wood, and I—
I took the one less traveled by,
And that has made all the difference.

Do you know who your ideal client is? What would be a good way to describe him/her?

Is he a married father in his 40′s living in a suburban neighborhood? Or, a man who spends at least $250 per month on his credit cards? Or, how about a lady who subscribes to home and garden magazines?

Take some time to think this through, and write it down. Knowing who your ideal clients are saves you time, money and stress! And, when you know who that person is – you can better market to them via direct mail.

If you recall, I’ve done some pretty outrageous mailings in the past… I mean, wouldn’t you be intrigued if you got a set of wedding rings in the mail?

But, I knew who I was targeting, and had a good expectation of how they would react. I was able to tailor a list specific to these folks, and market to them in a way that they can’t ignore – their mailbox!

Now, the way I got their mailing addresses is through purchasing mailing lists. (Did you know you can purchase mailing lists specific to your search needs???) You can search by income, home value, type of vehicle, number of kids, mailing subscriptions, age, median home range… you name it, you can search by it.

These lists cost you next to nothing up front – and they save you time and money in the long run.

(Sidenote #1: I use USA Data for all of my list buying needs.)

Here’s what I mean…

When sending direct mail campaigns, you are sending mail to a lot of people. This can add up – so wouldn’t you want to reach the right people with the right message?

The upside to these campaigns is that you’re repeatedly getting your ideal customers’ attention in unique and fun ways. For example: a postcard about a trip they might have enjoyed; an upscale invitation to an event that you’re hosting; a urinal cake saying their website stinks…

They get to know your name, business and what you have to offer; so when you do meet, there’s already a connection. (And therefore, a higher probability of landing a new client!)

The downside, unfortunately, is that some of these mailing list companies will also send mail to your clients – spamming the people that you’ve worked so hard to identify, and paid to reach out to!

(Sidenote #2: I use King Mailing in Atlanta for all of my mailing house needs. They’re trustworthy and dependable. I’ve used them for YEARS with great results!)

The question is: How can you be sure that you are the only one sending mailings to your list??? That they aren’t double-dipping into your campaign?

The answer: You simply salt your list.

How?

You “sprinkle” in your name and a few others that you can track throughout the list. So, let’s say your list consist of 250 names. Add your name, or an additional name and address that you can track (read: check the mail) every 50 spots or so. That way, you know immediately if someone else is spamming your potential clients.

So, in a list of 1,000 names, you should have ‘salted’ the list with other people’s names 20 times.

IMPORTANT TO NOTE: Do NOT use the same name over and over. The mailing house will ‘de-dup’ your list, meaning they will take out any duplicate names or addresses before sending out your mailing.

This actually saves you money on the mailing (by not sending the same letter to someone 3 times), but means that if you’re only salting the list with your name, you’ll only be doing it once instead of the 20 times we just referenced.

If you find that the list generator that you’re using is stealing from the list that you paid for – take immediate action by moving your business to a new list provider. They can’t steal what they don’t have.

As the Marine Corps says, “Trust, but verify!”

I love the way food tastes, (most of) the textures, the flavors, the smells, the way it looks.

I know I’m not alone on this one, given the rise in popularity of places like Golden Corral, Quincy’s, Ryans, and other buffet-style restaurants.

Buffets are wonderful places to access a large variety of food – you can literally get a little bit of everything!

Piling up that plate may taste, and look good (at the time) – but having a buffet mentality is a killer for your business…

As a business owner, your day is a buffet of tasks – things that need to get done – and need to get done now. Or so we think.

Many of us write a “to-do” list to track and mark off tasks as we complete them. To-do lists are great – they let you know where you stand on your daily tasks and accomplishments.

But what do you do when your list looks like a buffet? Like a smorgasbord of “must get done’s”? When it’s so overwhelming that you just sit with a blank stare, like you’ve stuffed yourself till you’re sick….

That’s when you know your list needs paring down – when you look at it and feel sick rather than energized. (Remember that feeling – being energized to tackle the day and live your dreams?)

Often times, when entrepreneurs reach this “sick feeling” point – they shut down – and the business suffers (another factor as to why so many businesses fail.) We forget the joy and passion behind why we started our businesses, and get bogged down in the day-to-day “blah”.

But you’re not like most entrepreneurs – you’re smart enough to be on my list – and I’m gonna show you how to “pair down your buffet”.

Here’s how:

Step 1: Make your list. Yes – we’re going to rewrite your list. Write down every single item that needs to get done.

Don’t hold back.

Don’t worry if it’s scary; it’s a packed buffet. You’ll want to include everything from daily operations, to data entry, to holding meetings and setting goals.

Dump it all out on the table. You see, if you don’t know what all you need (or want) to achieve in your business, how can you know what to do to get there – and in what order?

I even have one client who broke her list down into 5 sections – one for each of her businesses – she has 3 – one for home, and one for her personal needs and goals.

Step 2: Organize your list. As entrepreneurs (especially female entrepreneurs) we often feel as though we have to do it all, in one day, and still be home in time to make dinner and help the kiddos with their homework… and that is simply not true.

When organizing your list, separate it into two columns:

only be done by you

be delegated to others

This is gonna eliminate chores like “mowing the grass” and “washing the dishes” (what – your time is so cheap that it’s not worth it to you to pay the neighborhood kid $5 to mow your lawn???)

The portion that has to be done by you – that’s the meat of your buffet. It’s the heaviest, most solid course.

Part of you is required here because it is you – your talents, your brand.

Some tasks that go here are:

networking (at least in the beginning),

meeting with clients,

brand creation and marketing,

working on projects,

drafting proposals, etc.

The delegated items are the vegetables – needed, but can vary in flavor. These are items that help your business grow and run smoothly. These usually need to be completed on a daily or weekly basis… but that can be delegated to other individuals.

Some tasks that can go here include:

social media updates,

newsletters,

data entry,

some phone calls,

filing, etc.

Step 3: Arrange. Look at what’s most important on your list and arrange your steps by priority.

The most important items should go at the top of your list (read: the one’s that’ll bring moolah into your business).

Anything else should be categorized according to importance and numbered as such.

Step 4: Implement! You aren’t gonna get ANYWHERE if you don’t take action!

Now that you’ve organized your list, figured out what is best for YOU to work on, start with your top priority, and get that sucker done!

Step 4.5: Relax! Yes, this is a bonus step…because you aren’t going to get every single thing on your list done in a day.

When you get to the end of your work day, walk away from the list. No sobbing or worrying about the stuff you didn’t get done. That will wait until tomorrow.

Today – you’ve accomplished a lot. Now it’s time to enjoy 8 hours of non-work and get ready for another prosperous day tomorrow!

Two years ago (on November 5th), I lost a man who meant so very much to me. A man I loved even before I knew what it meant.

My uncle, Raymond Campbell.

Today, rather than TELL you about Raymond and the Five Star Life he lived, I think it’d be better if you heard it straight from my mouth:

May your life shine with all Five Stars.

They even beg me to join them every year to go to various haunted houses, hayrides, and corn mazes…which I politely but firmly decline.

Not because I’m being a stick-in-the-mud…but because being ‘scared’ isn’t fun to me.

Wanna know what I think is even scarier than a haunted house???

Putting your livelihood (read: income, business, FUTURE) in the hands of others!

Others? I mean the US Government, politicians, or ANYONE who doesn’t align themselves with the way you think and believe.

I’m not going to go on a tirade on the current state of our government, on the future of our country, or anything of the sort.

**Side note – if you wanna know how I feel, pick up a copy of Ayn Rand’s “Atlas Shrugged” and take a read…

The “Occupy” movement has really picked up steam recently.

A lot of people protesting (some actually know WHAT they’re out there for)…but how much of what they claim Wall Street is keeping from them could be resolved if they only started their OWN business instead of relying on others to pay, clothe, and feed them?

How many more people wouldn’t have to rely on government assistance if we showed them HOW to fish instead of HANDING them the fish?

What would happen if we taught entrepreneurship in public schools? To offer kids another way to create income, jobs, and wealth?

I learned a long time ago that it was scarier to put my fate in the hands of people who DON’T have my best interests at heart than it is to kind of screw things up and muddle through my mistakes to get to success on my OWN terms.

What do you think? Scarier to be in business for yourself…or scarier to put your livelihood in the hands of others. Reply, post on my blog, and lemme know!

Don’t worry, I’m not about to get all woo-woo on you today…

Zig Ziglar says it best, “The more you are thankful for the things you have, the more you’ll have to be thankful for!”

Many people find this hard to do, especially when life could be better. Many entrepreneurs tend to struggle with this at first as well. If you’re struggling with paying the bills, finding new clients, or finding the funds to go grocery shopping even, then trying to be grateful for anything can be tough.

Often times though, one simple shift can make a world of difference…

When you take the time to consciously be grateful for what you’ve got – no matter how small it is – you put yourself in a more peaceful mindset – and are better able to receive AND share. You stress less over what you don’t have or what you may be missing – and start enjoying what you do have and are able to spread the wealth.

Here’s what I mean…

One of the most unappreciated jobs out there is that of a food-server (aka waiter or waitress). They spend day after day serving others, and often getting yelled at or ignored, and may not even get tipped for all of their hard work.

One thing I started doing to stay in an “attitude of gratitude” is leaving a quick “thank you” note on the back of my credit card slip. I mean, everybody wants to feel appreciated, right?

One day, one particular waitress ran me down in the parking lot after I’d paid and left her place of employment with tears in her eyes. No one had shown her that level of appreciation in years.

The feeling of gratitude that I expressed (which only took a moment for me) made her day, her month even, so much better. And the feeling that I got from being able to share that simple act with her is comparable to none.

Another great example…

Ali Brown (chapter 4 in Conversations with Female Millionaires and star of ABC’s “Secret Millionaire”), shares a great story on gratitude as well.

Once, she received a generous gift from a former client of $300 cash – three crisp $100 bills. At first, she started to give it back, thinking “I don’t deserve this?!” But she then realized that it was something that she should be grateful for… her client was able to share, and Ali was able to receive and share as well. She kept 2 of the 3 hundred dollar bills, but left one for her hotel room maid.

She’d never met the maid before – but can you imagine how that generous tip may have impacted the maid’s life? To know that people generous and caring?

When you’re constantly worried about what you need or don’t have, it effects your ability to grow, receive, and achieve. How can you service the client in front of you well, when you’re constantly thinking about the clients you need? That’s taking quality service away from the client that’s already there.

How can you expect to do better with more (insert what you want here) when you don’t appreciate and take care of what you’ve got? If you have 20 clients today, but don’t appreciate them, how can you effectively serve 40 or 60 or even 100 clients?

I can think of at least one book that says something to the effect of “A cheerful heart does good things…” Staying cheerful – gratious even – allows you to work at a higher level.

Back to the Law of Attraction… If like attracts like, are you operating in a way that will bring more of what you want?

If you’re low on cash – do you respect what you’ve got so that more will come?

If you’re low on clients – do you honor and provide excellent service for your current ones? They may be what brings more to your door.

If you want a better house – do you take care of the one you’ve got? How will you handle a better space if you’re not doing your best in your current one?

Be grateful for what you’ve got, and you’ll be even more appreciative of what more comes later.

What are some things that you can be grateful for today? (Leave a comment below and let me know!)

The million-dollar question is how?

I Recently watched this short, but highly effective commercial that is a true representation just that. It was a truck commercial… They show how important it is to know your customer and to reach them on their personal level. These two steps (combined with excellent customer service) help to build a strong loyalty base.

Many of us are familiar with the Cheverolet brand manufacturer – they build cars, trucks and SUV’s. But how many of us have witnessed how loyal their buyers are? (Their website even has a section titled “Chevy Culture”.) We all know a person who is loyal to a specific brand – Apple, Chevy (we’re a Ford family, actually), Starbucks – to name a few, but how do these brands reach and keep their customers?

It’s quite simple really…

People naturally prefer working with companies and individuals they like and trust. It’s been said that “All things created equal – prices, services, etc. – a person is going to go with the company or individual that they like, and connect with, the most”. So, how can you be that brand for your clients?

Do what Chevy does.

Know your customer. I mean more than just what they like to buy. Know them down to the heart strings. Know what makes them tick. And show them that you know and care (via marketing, advertising and following up with them).

Chevy knows that it’s clients are generational truck owners. (Hence the tagline – “Chevy Runs Deep”.)

In the Chevy commercial, they showed a man torn between having to pay the extra money to fix an old truck, or purchase a new one. The mechanic even said “…good news, you’re getting a new truck.” (And who doesn’t want a new truck?!)

Then you see the truck owner thinking back…to his childhood, working on the truck with his father…to days past enjoying the same truck…So, even though the mechanic said it would cost MORE to have the truck fixed than to buy a new one, in the end, the man decides to get his ‘Old Faithful’ fixed.

Do you know what tugs at your customer’s heart strings, or are you just selling to what they say they need? Have you taken the time to figure out their pains or just listened to their wants? When your clients feel that you are looking out for their best interest – for what makes their lives easier – they will stick with you no matter what the cost.

Remember – people buy what they WANT, not what they NEED.

Reach them on their level. In this commercial, Chevy showed a family in a rural, farm-like setting with the local mechanic. They know that most of their customers can relate to this scenario – because the majority of their truck customers began in more rural communities.

Who are your clients and what is the best way to connect with them? What is their profession? What do that want to do with their lives? How did they come to need or want your products and services?

Connect with them in a way that they understand and can relate with.

•If your ideal clients are aging and want to look younger – show them how they can age gracefully.
•If your ideal clients are looking to “save the earth”, show them how your green products will help them do so.

Whatever the issue, show them how you can solve that problem.

People want to be appreciated and understood. And if they know you “get them” they’ll choose you over the “bigger” or “newer” competition any time.

People fall in love with brands that they know, trust and believe in (just look at any Apple product). And when we find something we love, nothing costs too much to keep us away.

To Your Success,
RY

What’s the secret?

Superior Customer Service. By being the best manager you can be, and showing your customers that they come first, your business will continue to grow and stand out from the rest.

Lemme show you what I mean in these 3 real-life examples below…

Example 1: The other day, I made a quick stop through a McDonald’s drive-through to get a couple of cheeseburgers for my husband. My order was simple: Two cheeseburgers with no ketchup. When I drove to the window, I was handed FOUR cheeseburgers with no onions (and plenty of ketchup)! Hmm… that was no where near what I’d asked for… So I drove to the pickup window to get things corrected and the employee that took my order actually blamed me – the customer! She claimed that I ordered more that I really needed, and wanted a topping that Imy husband is allergic to. The nerve! I wonder how many people have driven away with orders they weren’t happy with, and complained to their friends and family…? I wonder how that’s affecting that locations’ sales? Needless to say, the manager was called over, and to their credit, took responsibility of the employees’ error, fixed the order and amount due. Problem solved. Customer happy.

Example 2: Time is important, and I am not a person that enjoys going all over town (read: wasting time) to find something. The easier it is to get things done in one swoop – the better. In this scenario, I’d been (literally) driving all over town looking for a pink First Place ribbon for an awards ceremony that one of my ladies’ group had coming up.

I’d travelled to 3 different stores (all of which referred me to the other), I ended up at Micheals., a local hobby and crafting store. Having learned from the first 2 stores, I went straight to the manager of Michaels and asked if they had the pink First Place ribbon I so needed.

After explaining everything I’d gone through, the manager informed me that they didn’t have a pink First Place ribbon, and then did something none of the other stores had considred…she offered to make the bow-award for me! Right there at the store, and at no additional cost to me.

Was it an obvious time-consuming process for her? Yes. Were there other people who needed her attention? Sure. But it didn’t feel like it to me – and as the customer who is paying for your product or service – that’s the point!

Example 3: I’m a gym FANATIC and am frequently in one facility or another at least 5 times a week. I also champion my local gym and have used them in numerous photo shoots, promotional material, and marketing campaigns for my weight loss book, What If You Were Thin?

One day, after dropping one of my kiddos off at a birthday party, I decided to try a different branch of my local gym – to keep from driving across town to get to my usual location.

On the way into the gym, I noticed a trainer from the other gym standing by his car, watching me go inside. Odd, sure, but no harm done.

After inquiring at the front desk and explaining my situation, I was told “Sorry, you have to pay to work out here since you belong to the other location.” s(omehow it’s ok for me to pay you dues for almost 3 years and I can’t work out at a different facility ONE TIME?)

Angry, I walked out and called my husband, describing the events as they occurred. I see the trainer is still standing by his car and is now walking towards me. t turns out this FORMER trainer was the manager of that location, recognized me from the other facility and knew what was about to happen, waited for me to exit the gym, and then escorted me back inside the facility to work out as his guest. (He actually had to firmly tell the employee to let me in as his guest).

Are policies and procedures keeping you from making return clients into happier clients? Do your policies risk turning a happy client into a former client?

How Can You Beat McDonald’s?
So, what’s one way you can beat McDonald’s, Michaels, and The Rush? You have the ability to provide excellent, memorable customer service. As a business owner, you must: A) Step it up when an employee fails, and B) Make sure your customer knows that you value and appreciate her. In each scenario, the manager recognized that their employee was in error, found a fair solution and made sure their customer was content with the service.

How many of us still do this in our business? How many of us assume that our employees are always doing their best, and care about our company image? When you started your business, it was a top priority to be #1 in customer satisfaction. (I hope…) It’s easy to get lost in the day-to-day operations of running our business, especially when we hire employees. And we assume that the people we’ve hired have the same drive to make our customers happy. That’s not always the case.

You have been willing to “take one for the team” even if the problem was not your fault (as in the case with Michaels and The Rush). Regardless of what they’ve experienced (read: the baggage they are bringing from) elsewhere, they should walk away from working with you feeling content – ready to spread the word about how great you are.

You also have to be a leader. Show your team that the customer comes first. If you can brighten (read: fix) their day, by all means – do so! People are quick to share a problem they’ve had, but they are even quicker in sharing a positive experience. A person will always remember when you stepped up and helped out.

Which would you rather be known for – the one that corrected the problem, or the one that caused it?
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30 Day Email Challenge:

Are you looking for something that’s gonna kick you in the pants and really push you to make some extra dough in the next 30 days?

Want something that comes straight to your email every morning that’ll jolt you into action faster than a double shot of expresso?

If you want something easy, fast, and cheap to propel you you a new level within the next 30 days, then I have a Challenge for you!

I’m inviting each and every one of you to take part in our new 30 Day Email Challenge!

You can pick the Challenge you want to overcome most, right on the spot, and start your Challenge the very next morning!

30 Day Email Challenges include:

- Time Management
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Choose Your Challenge or sign up for the Season Pass and get access to even more Challenges, including the World Class Business Series!

What are you waiting for? Start your Challenge today!

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Upcoming Book News:

“How to Ask for What You’re Worth and Get It (Without Feeling Guilty)”, Rachel’s latest book, will be available on Amazon in late October, 2011.

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Love and Success,
Rachel D. Young
Conversations with Female Millionaires