Archive for March, 2010

7
Mar

Finding the Ideal (Paying) Client

   Posted by: JohntheMentor    in Encouragement, Growing the Business, Ideas, Marketing

Ever have a problem with people asking your for advice or for a service from you (that you do… or are trying to do as a business) but not wanting to pay for it? Usually it is friends, acquaintances, relatives, or some such… people who don’t think of themselves as customers. If you are just starting in business, this may be a high proportion of the people you deal with.

And soon, you wonder about your own worth… maybe your information, service, product (whatever you offer) isn’t really worth paying for… since they don’t seem to value it. (I will talk about dealing with the “freebie grabbers” at another time… but don’t feel bad about them, everyone deals with them… just ask the doctor at a cocktail party. “Doc, I keep having this pain right here. What do you think it is?”)

And, maybe, you wonder where the paying customers are. But you don’t feel right chasing customers down and trying to coerce them to buy from you. Good for you… nobody wants to be chased down.

You can get the customers to come to you… but first you have to attract them. And you have to have a clear, consistent message about what service/product they are getting. (And for some of you whose business is largely a “connector business”, if they are/become aware that you are outsourcing the work, they must know what value you add… and still think it is a good value to have you doing it for them.)

Getting customers (and potential customers) to value you and your work/contributions/service/product is inherent in every business. You, yourself, don’t spend money on products or services that you don’t think provide value (your money’s worth.) Even so, you are not a potential customer to every low-end or high-end provider. You make choices about what to spend your money on… and so does everyone else. However, you do have an ideal client. And once you identify that ideal client, you direct all your marketing efforts to reaching that client. But until you have the ideal client in mind, you can’t effectively reach him/her. And until you know what business you are in or want to be in, any attempt to come up with an ideal client will muddled and confused.

(One possible exception is if you somehow already have an ideal client in mind and you work backwards from that to create your business by providing the service or product that the ideal client wants. This is backwards to the normal process but highly intuitive people might be able to work it this way… their intuition telling them what business they need to be in but not being able to reason out what the business should be from the normal process.)

If you need help figuring out what business you are in or who your ideal client is, you might pop over the the website (www.careerandbusinessmentor.com) check out Working with the Mentor. I’ve helped others and you deserve success, too.

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5
Mar

Should You Have A Mentor?

   Posted by: JohntheMentor    in Encouragement, Helps, Strategy

On my website, I have quotes from several successful people extolling the virtue of mentors. In fact, a couple of them pretty much say that if you want to be successful, you should have a mentor.

Now, just because somebody (even somebody successful) says something, doesn’t mean that everybody who hears it will run out and do it. So, let’s take a look at it and see if this is something you should do.

Most people I talk to fall into one of two camps. Either they understand about mentors and the value of them, or they don’t. If you are in the former, you already know that you should have a mentor.

For those of you who aren’t so sure about a mentor, let’s explore a little.

You may not even be sure what a mentor is. If not, let’s start with a definition. The WordNet (originally compiled at Princeton University) dictionary defines a mentor as:

"a wise and trusted guide and advisor"

That definition is repeated in essence in many dictionaries and thesauruses (or thesauri, whichever you prefer). Sometimes they add teacher to the definition, as well.

Do you know anybody who doesn’t need a wise and trusted guide? Anybody who doesn’t want a wise advisor? Anybody who knows everything and doesn’t need a teacher on occasion?

I know that I have had mentors throughout my life. Some of them were consciously performing the role of mentor and others were unaware that they were doing so. But all of them were fulfilling the role.

A teacher might be a mentor, but not necessarily. I have had teachers that were interested in imparting the material, but not necessarily in advising and guiding my life. I have also had friends who were interested in advising and guiding my life, but didn’t meet the wise (and, sometimes, the trusted) part of the definition. Perhaps you have, too.

There are other roles that also fit the wise and trusted guide/advisor definition. But they are not mentors. A consultant might be brought in to advise and to guide a company or person. If the consultant isn’t trusted, then why pay them money? But I don’t know anyone who would characterize every consultant as a mentor (although some consultants are truly mentors.)

Likewise a coach, a therapist, a psychiatrist, psychologist, teacher, etc., may be a mentor, but it is not a given. One of the things that changes the role from “just” a helper to a mentor is an intentional relationship.

It takes intention on at least the part of the recipient (“mentee”) to look upon the trusted advisor as a guide (a mentor) and to be willing to learn in that context. It works best if the relationship is intentional on both sides. Then, deliberate (and often rapid) progress can be made.

An implication of relationship is time. There has to be time spent together (even for virtual mentorships) and the passage of time. Effective mentorships don’t happen overnight nor are they one or two-shot things. A consultant can work with an individual or a business for a limited period of time and deliver solid, valid advice and guidance, but that doesn’t make him/her a mentor.

By the way, a mentor can be paid or unpaid. For this discussion about having a mentor, it doesn’t matter whether the mentor is paid or unpaid. (There are pros and cons to each which I will address in another post.)

So, should you have a mentor? I think so. I think everyone should seek out mentors. I know people who want a mentor, but wouldn’t dream of asking someone to mentor them. If you are one of those people, ask yourself, “how would X know that I want him/her to mentor me?” And answer yourself, “They wouldn’t.”

How much is success (how ever you define success) in life worth to you? Do you think that you can do it all alone? How much more can you achieve if you have someone who has been down the path before (and maybe guided others down the same path) guiding you?

After answering those questions, what are you going to do about it?

Do you have a mentor who made a difference in your life? Join the discussion and tell us about him/her.

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1
Mar

Plan on Planning

   Posted by: JohntheMentor    in Encouragement, Helps, Running the Business, Starting the Business

As I mentioned previously, I was working on one of my books (Starting Your Creative Business) and I wrote about three prerequisites you need to have before you even start.

As I did, I realized that you really need those three things (Passion, Persistence, and a Plan) throughout your whole business life (and can make the case for throughout your whole life – business or otherwise.) So, I decided to share about them briefly here even though you may have heard these before, because, if you are like me, an occasional reminder is in order. The first post covered Passion. Yesterday I did Persistence. Today, I want to cover a Plan.

A Plan

Imagine that you are in a meadow in the middle of a forest. As you look, you can see six different paths around the perimeter of the meadow, each leading away through the forest. Only one, or at most, two paths will take you where you want to be — back to your car in the parking lot where you left it. Just running down a path (passion) picked at random – no matter how hard you run – is not a strategy for success, even if you keep doggedly at it (persistence).

You have five out of six chances that you are on the wrong path. And it gets worse if you simply run in a circle around the perimeter of the meadow. You then have no chance.

But, if you add a map and a compass, to help you pick the proper path, you have changed the odds for success enormously. But the map and compass are not the plan, they are the tools.

A plan is not the goal. The goal is the destination on the map (in our opening illustration – your car.) The plan is the route you will take to reach the destination (the path.) You want to keep the map and compass handy because the path may appear to be going the wrong direction. Or there may be an obstacle in the way that requires you to take a detour. With the map and compass, you can work out a detour that will bring you back to the path and keep you moving toward your destination.

As I said, in your life and in your business, the plan is your route to your goal. Depending on how expert you are with map and compass, how familiar you are with the terrain, and how well equipped you are for the hike, you may need a very detailed route or a just a rough sketch.

Some people are able to sketch out a plan on a cocktail napkin and that is enough to see them through to the implementation of a multi-million dollar business. They know the territory and have a lot of the map in their brains… due to experience.

Others need a plan that is so detailed, it would make an architect’s blueprints look like the above cocktail napkin sketch. The less experience you have, the more detailed the plan needs to be.

The smaller and easier the goal, the less planning it will probably take. The converse is also true… the bigger and/or harder the goal is, the more planning that will need to happen to achieve it.

Most goals are somewhere in between. And most people

  • don’t like to plan… and…
  • aren’t very good at it.

So, how do you keep from being overwhelmed when you need to plan? The best way is to “chunk it down.” That is, break it down into manageable chunks or bits.

A bigger plan will have a lot of high-level parts and each one of those will get broken down into smaller parts. The smaller parts will have specific actions (tasks) that need to happen… and in a particular order. Listing these out give you an actual route to your goal with the steps needed to accomplish it.

If you are really bad at planning (or really new at it), consider hiring a guide (coach, mentor, or advisor) to help you through the woods. It can make the difference between coming through the woods successfully or not coming back at all. Once you have more experience, you won’t need a guide.

What is your experience with planning? Do you have a favorite tool (map and compass)? Don’t leave us in the dark. Use the comments and enlighten us.

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