Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

Announce Your News Early & Often!

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This year instead of writing original content – I’m going to try something new. Updating content I’ve written over the past 9 years that I think still holds up and/or could maybe use a revisit. First up – one of my very first blog posts from February 2012…

How falling off the radar and coming back with a BANG can fill up your sales pipeline in a day

 

As you know, I recently launched Yellow Dog Consulting. I’ve had the idea since early 2011 and started the company in May 2011 but didn’t announce it to the world until October. After sending out my first email announcement mentioning an upcoming event, I had 75 emails by the end of the day. I also had coffee appointments, drinks, lunches and more by the end of the week filling up my month(s).

If you have a monthly newsletter you’re forgetting to use, or even if you’ve been off the radar, who in your network hasn’t realized they miss you until you reach out to them?

Try it. Make the commitment to send out a newsletter or just an announcement, open coffee, dog park meet up,  15 minute phone consultation, whatever it might be, just “reach out and touch someone,” (but don’t make it weird, OK?)

What’s Changed in the Past 8 Years?

I stand by this blog post whole heartedly. Just yesterday I met with someone who recently started their own business. I told them this exact story. Then, my FIRST piece of advice was to announce what they are up to. Build your list of colleagues and send out “What am I up to Now?” newsletter. Share some services you’re offering, ask what events people are attending, share events you’re attending.

The goal of this announcement is to make sure people know you’re alive and kicking and open for business. And then keep it going. Send a monthly newsletter with updates, client wins, additional services that you are now offering because you realized it’s what people want and need. Starting a business is scary. Take the time to share your GREAT news with the world, I promise they will welcome you with open arms!

Don’t Stop Planning

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Don't Stop PlanningI had a meeting the other day with another small business owner. They mentioned that they have a few potential clients that could come through and then their next few weeks would be really busy so they weren’t really looking for new clients right now.

But, um, no.

The thing about having a healthy sales pipeline is that when times are GREAT you can start to book clients out a few weeks (or months). During the campaign I managed last year I decided not to take on any new clients in Q4. And guess what? I had new clients ready to go in January when I was ready for them. I gave them work to do so I had everything I needed to start when I had capacity to take them on, and they knew that they weren’t going to get pushed aside through the end of the year.

Not every client is going to come through right away. Instead of looking at your plate as completely full, don’t forget to look ahead at what the next few weeks have in store. No I can’t take on 3 new clients in a month but if I have 4 potential clients that want to get started soon, then you can tell them – I have space for 2 new clients this month and I have talked with other folks who are interested, just an FYI. When they lallygag and get back to you in 3 weeks, that’s great. We can get started next month.

“Hurry up and wait” isn’t a great business model. Constantly filling your pipeline and knowing your capacity so that when clients say YES you are ready to GO, or they have to wait until your schedule allows it, is a more anxiety reducing approach. The right clients are willing to wait to work with you when the time is right. This also means you aren’t taking on projects to pay the bills, but working with the right clients at the right time.

Guest Post: The Holiday Networking Dance

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This week’s guest post is from my friend and master networker – Stephanie Arnheim of Stephanie Connects!

Do you ever find that when November comes and it gets darker earlier, you walk into a store and holiday decorations are everywhere? Your mind goes NO it can’t be!

Halloween is barely done and the stores are filled with holiday gear and yet your mind has to stay focused on business. How are you going to get motivated to go network with all of these distractions?

The thought of networking at this time of year can feel overwhelming yet it is actually a great time to make some key connections to help your business grow. Imagine that you are like the Sugar Plum Fairy and stay on your toes!

Here are some easy and fun ways to make the most of networking during the holidays:

Holiday Cards

Take the time to write special holiday cards to clients, potential clients and referral partners. Tip: Start now so that it doesn’t get overwhelming as your list will be larger than you think. Share something you really liked about working with them or meeting with them.

Events

Remember getting leads for your business can come from many places. A family gathering, a neighborhood holiday party or business holiday event can all be great places to meet potential clients or referral partners.

1:1s

Many networking groups don’t meet as often during this time of year. Take this opportunity to schedule some key 1:1s with people you’ve been too busy to connect with. Show that you are conscious of their time during the busy season: doing a Zoom call is a great way to reach others for a key meeting.

Social Media 

Use Facebook, Instagram and LinkedIn to wish others a happy holiday. These are great ways to stay in front of people so they remember you even if you aren’t at a networking event.

Be of Service

Many people feel overwhelmed as the holidays creep closer. Rather than concentrating on your business pitch, this is the time to be a good listener and ask questions such as “How can I help?”  This can be very comforting and show that you care and that you are a valuable asset to them, now and in the future, and chances are you will learn something meaningful about them and their business.

Balancing your time between family, fun and business can be a dance. Have fun with this time of year. Reach out to those by phone instead of email. If you have trouble figuring out what to say, where to go or how to do this kind of networking let me know. For other fun tips to help you get through the holidays, download my Holiday Networking Survival Guide to help you make the most out of this holiday time.

Happy Connecting!

Stephanie Arnheim is a Business Networking Strategist and Master Connector. With her business Stephanie Connects, Stephanie educates people on how to reach the next level in their business using simple daily practices. Her clients learn to overcome fears associated with networking and dynamically connect with their key customers and business resources in powerful ways.