Elizabeth Lesser, co-founder of The Omega Institute, and author of “The Seeker’s Guide – Making Your Life a Spiritual Adventure” and “Broken Open – How Difficult Times Can Help Us Grow”.

I first heard about the Omega Institute by reading Elizabeth Lesser’s first book “The Seeker’s Guide”, which was recommended by the instructors of the yearlong Spiritual Depth Course I took.

Elizabeth Lesser was a midwife and birth educator before starting the Omega Institute with her two co-founders Pir Vilayat Khan and her then husband Stephan Rechtschaffen. Elizabeth recalls being interested in having a spiritual life since a young age, and by the time she was fifteen, she was reading books on philosophy and spirituality. When spiritual teachers started to come to the United States from India, Elizabeth found mentors and kept learning. Pir Vilayat Khan had the idea of starting a university to teach how to discover one’s purpose in life and how to develop oneself psychologically and spirituality. Stephan and Elizabeth were responsible for building the Omega Institute. Although they had no business experience, her ex-husband is a medical doctor, and she has a degree in education, they self-taught all strategies needed to make the business a success.

During its first year of operations, Omega Institute attracted 2,000 people to its summer programs, and now it serves 30,000 people yearly, with programs offered throughout the year. It provides workshops, conferences, retreats and professional training in a wide variety of subjects. In the beginning it started primarily as an alternative health and healing center, where doctors, nurses and others could learn how to add to their Western Medicine all sorts of alternative ways of healing body, mind and spirit, such as meditation, yoga, acupuncture, psychotherapy. The Eastern Medicine was not as widespread in the United States, when they established Omega in 1977, as it is today.

Over the years they’ve added more classes, including arts, writing and cooking, classes for children and educators, ecumenic religious retreats, all that encompasses Omega’s tagline – Awakening the Best in the Human Spirit. Elizabeth also mentioned the work it does in helping people become spiritual activists, by taking their own inner peace and working for peace and justice in the world. She helped Omega start the series of conferences called Women and Power, bringing together women from different fields, who are working for gender equality and the rights of women in leadership, and encouraging the dialogue.

Elizabeth co-founded and grew the business while raising her children, and she mentioned that it was not easy. She had to train herself to give her family her undivided attention while at home, otherwise she would work 24×7. She managed to do it by focusing on her kids, by being disciplined in making time for them, by staying present with them and by leaving business decisions for the next day. Elizabeth is pleased to notice how Michelle Obama as first lady plans to help the country have a conversation about balancing work and family.[You can read about it on a post by Michelle Obama on BlogHer, called Our Many Hats]

When Elizabeth’s children were going through their teenage years, she decided to take a year break from Omega, to write her first book; and document this movement of holistic health and spirituality coming to the U.S., that she had been a part of for about 20 years; and openly share her own spiritual journey. She was able to explain it all beautifully in her masterpiece “The Seeker’s Guide – Making Your Life a Spiritual Adventure”. This book has really helped me in all areas of my life, and I recommend it. It provides toolboxes for the mind, heart, body and soul, and teaches meditation techniques you can practice to become more of who you are every day of your life.

Elizabeth loved being away from the organization and decided never to come back full time, although she continues to be involved. She since has had the opportunity to travel more and speak on subjects that are dear to her, spreading the word about the messages on her books as well as on empowering women.

Her second book, “Broken Open – How Difficult Times Can Help Us Grow”, came about because she had gone through a divorce, to which she refers to as a terribly difficult process. Although it was painful, it made her who she is and helped her find herself, her strength and her individuality. She hopes that the book will help those going through hard times, when it seems like their identity is going to fall apart due to a loss of a job, loss of a loved one or a divorce, to come to better terms with it, to take in the experience and learn from it and to find strength, rather than to become bitter and shut down.

Elizabeth is currently writing her first novel, since she enjoys writing and telling stories, and she says she wrote everything she had to say about spirituality. She has also been doing a lot of work with Oprah. She helped produce Oprah’s “A New Earth” webcast with Eckhart Tolle earlier this year, and also participated in the “A New Earth” After Show radio on Oprah’s Soul Series, in which she answered the listeners’ questions and helped everyone make sense of Eckhart Tolle’s teachings and message. Elizabeth will also be on Oprah’s television show twice in January 2009.

To help someone build a business with a spiritual purpose, Elizabeth wisely advises that a spiritual business won’t miraculously be successful – all business rules apply, and every entrepreneur must learn about hiring, firing, budgets, marketing, operations and all principals that will help you succeed. She also recommends that every business incorporates spiritual principals such as kindness, the capacity to listen well, offering products and services that do no harm and being of service to others. She considers running her business her greatest spiritual teacher, “whatever you do, you see right away in the business – it is instant karma and it can teach you a lot about yourself.”

Her main recommendation is for women to see themselves as leaders: “to leave your femininity outside the office is a mistake, you should bring your relational personality, your desire to connect, your fearlessness with emotions, your willingness to share who you are, your demand of your employees to be honest and real with each other and with you – bring all of that fearlessly into your business to be a woman leader, instead of what the world expects you to be.” Elizabeth Lesser

For more information about the Omega Institute and Elizabeth Lesser, please visit www.eomega.org. Her books are available on Amazon.com: Broken Open: How Difficult Times Can Help Us Grow, and The Seeker’s Guide: Making Your Life a Spiritual Adventure or at bookstores nationwide.

Wendy Kaufman, Founder and President of Balancing Life’s Issues Inc.

What was your education and professional experience? Were they helpful in starting your business?

I earned a Bachelor’s Degree in Education from Syracuse University and a Master’s Degree in Industrial Psychology at the University of Pennsylvania.  Following graduation, I worked in human resources, career placement and held various positions at universities. Then for several years I worked as an independent consultant before forming my own company, Balancing Life’s Issues, Inc.  Combining my education, life and work experience, I found my clients responded to my down-to-earth, direct and honest approach and insights related to work/life balance issues.

When did you establish your business?

I incorporated BLI in 2001.

How did you spot the opportunity? How did it surface?

I was doing well as an independent consultant and my schedule was overflowing; I actually had to turn down opportunities- this was a key moment for me.  It was then that I decided to start building my business by hiring other speakers who shared my same passion and approach.

What were your goals? What were your lifestyle needs or personal requirements? How did you fit them together?

When I started Balancing Life’s Issues, Inc. I had been through a divorce, and was trying to balance my life as a working, single mother of three. Needless to say, it was a challenging time.  I needed a career that could support my family financially, yet remain flexible to fit with our busy schedule.  It was important to me to speak about engaging topics that were near and dear to me, topics that I had an opinion on and with that I found my place in the work/life field.

How did you evaluate the opportunity in terms of the competition and the market?

I found I could reach more companies and grow my business by forming partnerships with my competitors.  I discovered a unique niche in the market by becoming a national training affiliate for large work/life and EAP providers.

How did any outside advisors make a difference in your company?

I encountered a lot of naysayers in the beginning from well intentioned friends and family.  “Are you going to have enough money?  Remember, you are a single mom, after all.”  “Do you know how many small businesses, fail?” etc.   I had to stay focused on my goals and trust my instincts.  The positive feedback I received from my clients really kept me going in the early years and to this day.

What did you perceive to be the strengths of your venture?

Our services, our speakers and our reliability.  Our programs are direct, candid and deliver practical information about important work/life issues.  Additionally, our seminars have a personal touch– the facilitators have a vested interest in each topic and that makes our programs so engaging.  I use my experiences from when I was a single mother and the challenges of running a successful business as material for my trainings. I believe audiences can immediately relate to me on many levels because they find many similarities in their own lives.  I earn their trust because my speeches are sincere, personal and truthful.  I don’t hire trainers, unless I can hear commitment to the topic in their voice.  It’s not enough to have the credentials, I have to know each trainer will be able to connect with the audience emotionally, and make a difference.   As a result, we consistently receive high ratings from all our clients and we are invited back again and again.  We have an unwavering commitment to service excellence. Our clients know that we are responsive, care about their total satisfaction and they can count on us to deliver programs that are not only entertaining but facilitate outcomes.

Weaknesses?

Planning for growth and pacing ourselves.  As a small business, it’s a challenge to manage growth at the right pace.

Tell us about your business and the services you provide:

Balancing Life’s Issues, Inc. is a national provider of custom work/life balance trainings. We have a nationwide team of expert trainers that provide programs on a wide range of topics including managing stress, balancing work and family life, healthy living, household budgeting, organizational change, team building, leadership skills, workplace effectiveness, parenting issues and caring for elders.  With programs ranging from one-hour work/life seminars to keynote speeches to health and benefit fairs, our services help employees feel valued, and companies retain and enhance a more committed and productive staff.

What do you find most rewarding as an entrepreneur?

When my vision becomes reality and the services are delivered in a way that meets my expectations.  I know it’s working when my clients request a seminar or service again and again.

What advice would you give an aspiring entrepreneur?

You have to be willing to fully commit and work harder than you ever thought you would have to.  In the beginning, you may have to do it all and several years in to it, you may still be doing tasks that you may not want to do anymore.  It is hard work but worth it.  Also, it’s not easy to replicate a successful model.  Communicating your vision to others to implement is challenging.

What are your plans for the future?

Continue growing and adding new clients.  I’d like to expand the training programs into longer sessions and continue our growth while constantly developing new relevant programs and finding quality educators to deliver them.

This issue of WomenandBiz.com’s theme is “Being Proactive”. What actions would you suggest our readers to start taking today, in order to have a more balanced business/life?

Be very clear of your values and priorities each and every day.  That often involves reprioritizing your “to-do” list throughout the day.  Ask yourself frequently – what is the most important thing to do right now?  Say yes to opportunities as much as you can and decline when it’s in direct conflict with your priorities.  I assure my clients that finding the balance in one’s life is a learned skill.  By reaching within ourselves and learning to think differently we can make important changes in our lives.

Final Thoughts

Take a close look at businesses that are doing well and strive to stay one step ahead of the game. Read biographies and learn from other people’s mistakes and successes.  Maintain an optimistic and positive mindset of being successful.

For more information about Wendy Kaufman and her business, please visit www.balancinglifesissues.com

About five years ago, I began what turned out to be one of the most challenging periods of my career.  After 10 years of successful business partnership, I launched a new solo consulting practice.  While this truly was right timing, the economy was in a tenacious recession and consulting services like mine were considered a luxury in even the most forward-thinking organizations.

Proactive by nature, I immediately launched an “all-hands-on-deck” business development strategy-my hands, of course, being the only ones involved.  I proceeded to labor, day and night-networking, writing, speaking, proposing-all in an enthusiastic effort to quickly birth a healthy new consulting practice.

What I really began was one of the longest, most frustrating years of my life. Taking proactivity to a whole new level-a “wheel spinning” one-my actions became more anxiety-driven with each passing week. The stress was tremendous. What I didn’t remember, even after years of coaching others, is that it can take time-sometimes a long time-to develop a new business.

Eventually, about 18 months in, tangible progress came.  I was offered what developed into a series of wonderful long-term projects-more challenging work than I’d been prepared for in the past-and with it, a great new client base, well worth the wait.

What I hadn’t realized during the long period of “nothing happening” was that an essential process was actually taking place:

I was becoming a much stronger, more seasoned and empowered consultant.

As I reflect on those first 18 months, I spent about 95% of my time “doing” (networking, writing, speaking, proposing) and about 5% “being” (meditating, journaling, visioning).  I believe that a 50/50 split would’ve better served me, not just making my journey more pleasant, but perhaps also bringing quicker results.

I’ve learned that when anxiety is knocking at the door (or camping in one’s living room), it’s often best to pursue “being-type”activities.  Here are a few of my favorites:

• sit quietly, close your eyes and relax; observe your breathing for a few minutes
• gently ask yourself what you most want and record your responses in a journal
• spend 30 minutes doing anything out in nature
• visit an art museum and stroll the galleries

Like a caterpillar, time in a cocoon (of nothing seeming to be happening) can be a lonely experience or one of joyful expectation-it all depends on one’s ability to trust the natural power of transformation.  I encourage you to trust it.

Part of being a proactive business owner is identifying your business goals and figuring out how to meet those goals using the tools available to you. One of the most available tools today is the Internet. The Internet can help you address all manner of business challenges from customer service issues to waning sales.

Let’s examine some common business goals and take a look at how the Internet can help.

Goal: Improve customer service.

If you want to improve customer service, start online. Use a dedicated help desk solution, like Kayako, that allows customers to submit trouble tickets at their convenience. This allows you to stop boxing your valued customers into your hours of operation. But be sure to treat your online customer service communications as seriously as if a customer had called.

You can also test some Web 2.0 applications, like Meebo or LivePerson, as a way to offer real-time customer service on your website. This may decrease shopping cart and lead generation abandonment rates because customers have access to additional information in real time.

Does your online ordering system link to your inventory system so customers can’t purchase products that aren’t in stock? This can help you avoid unnecessary hassles. And don’t forget to beef up your most common communications venue–e-mail–by answering messages in a timely manner and with a professional tone.

Goal: Increase lead generation.

When potential clients visit your site, do you offer them options aside from purchasing your goods or services? Focus on generating leads so you can follow up to get business at a later date. If you have a service business, create a lead-generation tool that qualifies the visitor as a quality prospect; if you sell products, have samples or coupons available in exchange for an e-mail or physical mailing address.

Content is another great way to keep customers interested and coming back. Offering rehashed, “I can get that anywhere” content is a sure way to turn off potential clients. Increase your thought leadership platform by presenting alternate perspectives and new ways of contemplating existing material. Don’t be afraid to share your methodologies and secrets.

Goal: Increase online revenue.

How are you helping dissipate some of the anxiety and risk first-time clients might be feeling? Put a toll-free number and testimonials on your order pages and stress site and information security. If you have special certification from Verisign, the Better Business Bureau or some other widely recognized, impartial third party, be sure to display corresponding icons front and center.

Another question to ask yourself is: Do you offer a fair and flexible return policy? Companies like L.L. Bean and J. Crew are well known for their return policies. Don’t make it hard to do business with your company.

And when was the last time you went through your online store and bought something?  How long does an average purchase take? Amazon.com has one-click ordering. How many clicks does it take to order an item on your site? Have your technology team take the time to identify where people usually abandon their shopping carts and fix the problem.

Goal: Increase thought leadership.

Invest in another vehicle in addition to your website, like a blog, a dedicated RSS feed or a podcast, to help spread the word about your products or services. Your business certainly doesn’t have to be on the bleeding edge of social media; however, relevant and progressive companies reap rewards that more complacent ones don’t.

In the rush to embrace new technologies, don’t forget about your regular e-newsletter. Sending an e-newsletter may seem a bit low-tech, but consistent, direct communication shouldn’t be overlooked.

Other strategies that showcase your thought leadership and get your company’s voice heard include offering digital downloads in the form of branded audio, video or white papers.

Goal: Boost competitive intelligence.

If you aren’t using Google Alerts to keep track of the competition (as well as your brand), you’re missing out on a free and easy-to-leverage tool. It’s just as helpful to monitor potential client activities as it is to keep an eye on your own market.

You should also pay some attention to the “hidden web.” Believe it or not, Web 2.0 applications like Twitter, Technorati and Digg can be mined using keywords for competitive intelligence.

If you have a growth-oriented company you should make the line between your business and the Internet as unobtrusive as possible–and with easy-to-implement technology tools to aid the process, why not?

Portions of this article first appeared at WomenEntrepreneur.com

——————

Lena L. West is the CEO of xynoMedia Technology, a company that helps growing companies profit from the power of social media and the internet. She also writes theTech Forward blog on the Entrepreneur Blog Network at TechForward.Entrepreneur.com

Finding and Understanding Your Credit Score

In an environment where even major banks go under, it is no wonder that lenders pay attention to their customers’ credit reports. They don’t want to go out of business, so they need to know that they will get their money back when they lend it. We all know what this means. If we ever want to be able to borrow money again, we need to make sure that report is tip-top. You need to be proactive about beefing up your credit score to protect you and your business during the current recession.

Getting Your Hands on Your Report

The first step toward a stellar credit report is to get yourself a copy of it, so that you can assess where you stand. There are three main credit-reporting agencies: Experian, TransUnion, and Equifax. As they all collect and process information slightly differently, both your score and the entries on your report will differ slightly between them. For the sake of your financial health, you should therefore look at all of them. You can get free copies of your reports from www.annualcreditreport.com.  Be very wary of swindling companies trying to get you to “subscribe” to your credit report for a monthly fee, with the first month free. Many people report severe problems when trying to cancel these arrangements.

What to Expect from the Report

Your credit report (no matter what reporting agency) will list every debt account you have ever had, as well as every payment you’ve made to each of them. It will also list any late payments as well as how late they were. For those not accustomed to credit reports, seeing their payment history in black and white may be a bit of a cold shower. But the more you know about the workings of your credit report, the easier it becomes to make it better.

Checking Your Report for Accuracy

While not particularly common, it happens that one or several credit reporting agencies have entered erroneous information on your report. It can be anything from a late payment when you actually paid on time, to a mortgage you don’t have. If you believe an item on your report has been put there in error, you need to write a letter to the lender that reported it. The lender then has 30 days to respond and back up its reasons for putting it there, or the false record is off your report. The best part? Apart from postage, this cleanup doesn’t cost you a dime.

Your Credit Score

Your actual credit score (700, anyone?) is a snapshot of your creditworthiness at any given time. It takes into consideration such things as number of late payments and how late they were, available credit, percentage of available credit you have been using and are currently using, and the length of your credit history.

Is your number not as high as you had hoped? Don’t worry. The good news is, as the credit score is a snapshot of your creditworthiness, it changes frequently. When you clean up your report and get your finances under control, it will get better and better.

Upping That Number

The longer you’ve had your accounts (most commonly credit cards), the better. Many times, when you’ve had an account for a while and made your payments on time, the lending institution will up your limit. This ups your available credit, lowers the percentage of your available credit in use, and pushes your credit score north.

Making your payments on time helps, too, as does paying down (or even better, off) balances – or at least paying more than the minimum each month. Ideally, you want to use less than a third of your available credit.

While your good deeds won’t show up right away, after a couple of months, your efforts will start to pay off and your credit score will start to rise. And now that you know how to access your reports, you can keep monitoring and perfecting that score so that when you do need, say, a mortgage, you’ll be sure to get it.

Developing a solid client base is not a passive activity.  You don’t just open your doors and wait for people to come in.  There are certain kinds of clients you’ll want to cultivate . . . and certain kinds that you would give anything to keep very far, far away from you.  But when business is tight, we may let our standards slip.To be proactive in “weeding out the wheat from the chaff” when it comes to clients, you have a handy tool at your disposal:  “The Knot.”  You probably know it from other contexts — like when waiting for a friend at a bar and “Brad” sidles up to you and starts trying to turn a conversation into a life insurance sale.  You get “The Knot” telling you that that this is not a situation you want to pursue, and Brad is not a person you can trust.

Similarly, the Knot is a crucial tool you can use for business, too.  If you don’t smother it under the weight of “I need the business” and “If I turn this client away, another one will never come to my door”, it will help you see clearly the “bad behavior” of potential clients.  When you see them, you can avoid them.

Here is a short list of the celebrity troublemakers you can expect to encounter when building your client base:

1. Petula(nt) Clark. From the moment you meet Petula(nt), you sense something’s off. Maybe it’s the way she dispenses with the niceties of conversation and the “getting-to-know-you” process and jumps right into the numbers: what do you charge? When do you expect payment?” Did you see her pursed lips tighten when you mentioned your collection and stop-work policy on outstanding invoices? Be wary of Petula(nt). She can turn downright nasty when she gets your bill, demeaning your abilities and pushing you around . . . all for the sake of a price reduction.
2. Monty (“Let’s Make a Deal”) Hall. Monty’s always on the lookout for a deal, demanding volume discounts and referral fees (or freebies) on other customers he sends your way. You may present him with a corporate identity “package”, for example, including market research, graphic design elements, and branding counsel. But Monty will start to chip away at the package.  Tread carefully, here: Monty is basically asking you to bake him a cake without using sugar. Chances are, the experience could leave a bad taste in both your mouths.
3. Sam(pler) Cooke.  Sam comes across as highly intelligent and knowledgeable, both in general, and about the issue that brought him to you. And Sam tells you how much faith he has in your ability to do the job right . . . unlike all those other bums who couldn’t do so and how he had to tell them how to do their job.  What Sam generally won’t divulge is how he didn’t pay those “bums” . . . and how he probably won’t pay you, either.
4. Rush (Job) Limbaugh. Rush is true to his name – always in a chronic state of “last-minute-ness”. He comes to you with a deadline that’s big, ugly, and urgent.  You’re happy to take on the challenge – after all, it’s an interesting, meaty assignment. But Rush is in such a rush that he can’t focus on your projected fees, or that, perhaps, you require an advance payment for “rush jobs”, or need him to sign off on the scope of work. “Yes, yes – of course I’ll messenger the check for the fee advance”, he reassures you . . . “but you’ll start work in the meantime, yes?” Don’t be surprised if the check doesn’t arrive, or if his lack of focus at inception is yet another chronic condition.
5. Sylvester StallOne (month before payment). Sly likes things simple and casual. In other words, not in writing. After all, his word is his bond.  You present him with your standard contract, to which he’ll respond, “Hey – I’m a decent guy. I don’t want to have to spend money on a lawyer to review this. I work honestly and straightforwardly with everyone I do business with. Let’s just make money, OK?” And you’re tempted to (or do say), “OK”. But without your understanding in writing, you’re left with a “he said/she said” situation – particularly when it comes Sly owing you money. All of a sudden, you find that this amiable guy, who seemed to be so trustworthy, is 60 days, 90 days, 120 days late in paying you.

So listen to the “The Knot” when it whispers to you about credibility of these celebrity troublemakers.  You may get more of a headache from working with them than you bargained for. Be sure to have your terms in writing, and make doubly sure that they have signed off on them before you start work! Or, at the very least, keep them on a short leash.

Over the past few years my business has changed as I’ve learned and grown. When I started my vision was just to have clients and get paid regularly. However, as I went on I realized that I had to have a vision of where I wanted to be and how to get there.

I have a writing business and recently started a coaching practice. My writing projects mostly come through referrals and through people finding me on social media sites. My coaching clients so far have been people I’ve met personally, as opposed to people who happened to find my website. In order for me to have the time to maintain my social media presence and go out to meet people in person, I needed to hire some help. So, after some consideration I hired a virtual assistant to help with administrative functions. Even though I was reluctant to make the financial investment, I knew that if I wanted to go to the next level, I’d have to start delegating certain tasks.

When I created my coaching business I called it DBC Communications, LLC. My intention was for it to become an umbrella for my writing and coaching services. My vision is to have a business beyond where I am right now. So the decisions I make have to be with the end result in mind.

Recently I started an internet radio show on Blog Talk Radio called, “Women Entrepreneurs – The Secrets of Success.” I started out asking a few contacts to be on the show. I thought I’d do a small amount of shows and then that would be that. Instead the response has been overwhelming and within a week I’d scheduled enough guests for three months of shows. My virtual assistant has been assisting me with scheduling. Because I was proactive, I had someone in place to help me deal with the additional work.

Are you being proactive in making decisions about your business? Here are some points to consider.

1.      If you really want to grow your business, you can’t do it alone. Make an investment in your future by delegating tasks that others can do.

2.      Instead of asking yourself can you afford to hire help, ask if you can afford not to. Identify the areas where you are spending time on things that aren’t helping your business to grow.

3.      If money is not available right now, consider bartering your services. Are there ways you can help someone else while they help you?

Being proactive means preparing for the future today, as opposed to waiting until your business grows, then taking action. When we start our businesses we usually have to do it all, but once we get to the growing stage we have to look at our business vision. Where do you want to go and how will you get there? If you’re not proactive, you won’t be prepared when the opportunity arises for you to go to the next level.    

“Fine”- a word used every day in conversation, but if you’re anything like me, this word makes you a little bit crazy.  The word “fine”, what does it mean? It means satisfied, complacent, and good. In my 11 years in business, I have found that satisfied is not something I want.  I focus on growth and to be more than fine.  To achieve that goal, I encourage myself, my staff, and my clients to think about what’s beyond the today.  Here are a few things to think about:  When was the last time you gave your logo a makeover or your website a second thought?  How about your marketing materials?  Is it all just fine?What keeps some companies ahead of others?  Letting their customers know they will be here today and tomorrow. Marketing is an important factor and during these tough economic times, most people look at cutting this important element in their budget.  Now more than ever, we need to be thinking about how our message is being received by our clients.  Here are a few ways to get your message out there and be proactive about your marketing. Just remember that not every idea here is meant for every business type.  Find an idea that fits your business.

Your Website
The web standards have changed in the past few years.  Is your website dated?  It maybe time to look at re-designing your website.  Add social tools and dynamic elements to encourage growth in your company and your customer.

Social Networking
People are talking and you should be to.  We spend more time on the computer than ever before and part of that time is spent talking with friends online.  There is a social network for every audience.  Get involved, 45 minutes a day is all you need. The trick is to pick one and commit to one social community. Don’t try to do it all.

Search Marketing
Everyone wants to be found online, but you don’t have to be found by the most popular words. Start with the keywords that are searched by 300-2000 people per month.  Less competitive terms means that it will take less time to climb up the ranks and usually drives more targeted traffic to your website.

Blogging
Find a blogging community that inspires you and that talks to you customers.  Comment on posts or become a contributing author. You don’t have to launch a blog to be a blogger.  It’s about community, be a giver and offer your expertise on your industry.

In 2009, be more proactive about your web presence and your web marketing.  You don’t have to break the bank.  Just make the time, plan, and grow.  It will give you the foundation you need for getting you to the next stage of your business.

You can’t open a newspaper or turn on the television these days without hearing about the economy, the market, bankruptcy and recession. It’s a scary, depressing time filled with doom and gloom. What’s happening with the economy? What will happen with your sales? With your business? With your job? Will you survive?

Let’s face facts: We are in difficult economic times and things will probably get worse before they get better. At this juncture, business owners and sales professionals have only two courses of action available to them:

Option 1.  Tighten your belts, cut costs, increase discounts and accept lower sales revenues and a shorter, smaller bottom line. Hunker down and hope that you will survive till good times come around again.

Option 2. Sharpen, refine and increase your prospecting and sales skills, and look for new opportunity.

Yes, look for new opportunity. While other business owners and sales professionals are busily tightening their belts, cutting costs, increasing discounts and accepting lower sales and lower sales revenue, opportunity is there for those who take action.

Most companies (including your competition) will be doing less and doing with less: They’ll be cutting out marketing, they’ll stop prospecting, they will discount – and they’ll be scared to death to approach current customers for more business for fear of alienating and losing those customers altogether.

Because of the way most companies will react to the economic crisis, this is actually a good time to build your pipeline, win new business and expand your market. The key to flourishing during difficult times is not to simply work harder; it’s to work smarter. Here are some actions that you can start today to insure that your sales maintain and grow:

1. Increase your sales skills.

Prospecting and selling are communication skills and like any communication skills they can be learned and improved upon. If you are not closing sales, it could be the economy; it could also be that your skills need sharpening. Great sales skills will enable you to take advantage of the opportunities that do exist. Great sales skills will enable you to close sales even during difficult times. Conversely, not having the skills will allow potential sales to slip through your fingers. If business is really slow, use some of that extra time for education.

2. Increase the number of qualified prospects you reach directly.

In difficult economic times many companies, business owners and entrepreneurs cut costs by cutting out marketing and prospecting efforts. This is a huge mistake. While this is probably not the time to be spending large sums of money on brand new initiatives, it is imperative to continue low cost marketing and prospecting activities. Without prospecting, sales do not grow.

One of the best, and least expensive sales/marketing activities you can initiate is to use the telephone. Call potential new customers to introduce yourself. Call existing customers to potentially sell more products/services, sell additional products/services and/or gather referrals. Calls to existing customers are also imperative because you especially want to increase customer loyalty. See #3 next.

3. Make inroads on your competition’s customers.

When times are tough customer loyalty is shaky. This could be the perfect time to increase your market share by targeting your competition’s customers. Perhaps there is another product/service that you offer that your competition does not. Perhaps your offering is less expensive and/or adds value in a way that your competition does not. This is a great time to introduce yourself and your company/products/services to your competitions’ customers.

4. Find new applications and/or new markets for the products and services you represent.

Can your products/services be used in nontraditional ways? Are there other markets that are potentially in need of your products/services? This is the time to explore these new applications and markets. If you find that your traditional market is drying up… Look elsewhere.

5. Find new ways to help existing customers and potential customers.

The easiest sales to close are sales to existing customers. They already have a relationship with you. They know you and they trust you. Go back to your existing customers with new applications, add-on’s and improvements for your existing products/services. Find new ways to help. Your customers will respond.

The five tips above all have one thing in common: They require action. You cannot allow fear and anxiety about the economy to paralyze you. Instead, focus on what you can accomplish and take steps to do so. Today, more than ever, it is imperative to reach out to new prospects and to existing customers. Don’t be one of the many who are waiting with their fingers crossed for the economy to improve. Instead, keep taking proactive steps to build your sales pipeline and generate sales revenue. This is what will help you weather this economic crisis and come out of it successful and well positioned for even more growth in the future.

An Artist’s Theory on Being Proactive

As an artist, it’s in my nature to ‘go with the flow’.  By going with the flow in a painting, my work sometimes turns from mediocre to amazing.  However, I’ve learned as a business owner that going with the flow really involves trusting my intuition.  It’s one thing to go with the flow, but another thing entirely to wait for that flow to take you over a raging waterfall.  Here’s the difference:  one way is reactive and the other way is proactive. I’m an advocate of being proactive in my approach to art and business.

My father was a successful entrepreneur and, from the time I was a small child, he always told me it was more important to worry about myself than to worry about what others are doing or thinking.  Let’s take the economy for example.  Most people I speak with lately are full of doom and gloom about what is happening in the world on an economic front.  Instead of jumping on that bandwagon, my proactive self is asking questions like “What niche could I find in this economy?  What can I be doing to make my personal and business situation better?” and “What can I be doing to solve the problem instead of adding to the problem?”  By helping others solve their problems, you become the solution.  As a result, I’ve coached people on how to write their resumes, how to network for increased sales, and how to use their art as added income.

Instead of focusing on the negative, focus on areas you can influence.  The area I have most influence over is ME.  So, I check in with my intuition a lot.  I still go with the flow as before, only now I control the flow because if that cliff is coming, I shift gears.  I go with my own flow instead of being dragged along in someone else’s flow.

I especially watch the language I use.  I have eliminated the word ‘but’ from my vocabulary.  The word ‘but’ negates everything someone has just said to you.  Instead, I substitute it with the word ‘and’.  So, if someone says “the economy is so bad right now that my business has really slowed down”, I say “yes, and that gives us an opportunity to focus on sales and learn a new skill that we wouldn’t ordinarily have time for”.  You are agreeing that the economy is bad and you offer a solution.

To be proactive in business, evaluate your procedures.  Are their areas where you’ve given yourself limitations where you could be thinking outside the box?  Are there seasonal changes in your business that you could be addressing?  Are you ready and prepared for the next shoe to drop?

I constantly create new workshops in my business when I hear people say that they are having a hard time finding a certain class.  I’ve identified a need.  Typically, if one person has a need, there are many others that are also trying to find the same solution.  I currently have classes scheduled on “The Business of Art” and “Eggshell Art”.  I don’t wait for other people to conduct workshops.  The more outrageous the topic, the more I’m apt to move forward in presenting the workshop.

A few other key points to being proactive.  Watch your language.  How you react to a given situation is important.  Don’t blame others.  For instance, I was recently honored with a significant award in my entrepreneurial role.  The award is the highest achievement I can win in my program statewide and the company I run the program for has not won this award in 17 years (I’ve been running the program for three years).  However, the award was given little publicity.  My initial ‘reaction’ was one of disappointment and dismay.  Instead, I took a couple days off and re-grouped.  I focused on the entrepreneurs I am really doing the work for and the artists I am helping along the way.  I can’t control the way the communications department chooses to deliver the message. I can control my behavior and my response and keep on helping entrepreneurs.  The entrepreneurs are my passion and that is where my focus will remain.

Empower yourself to choose alternatives.  People often stay stuck in the same careers for years without visualizing that something may be better and brighter in a new company.  At a networking event, if no one is speaking with you, go up and introduce yourself to someone you might not otherwise have reached out to.  I push myself at events to speak with people who are already in groups or those that are significantly older or younger than I am.  I push myself to speak with people who ‘look’ arrogant.  What I typically find is that people in groups are trying to play it safe and that people who look arrogant are often just shy.

Being proactive takes courage and discipline and planning.  Building good habits can reduce frustration and stress.  You also have to realize that you can’t control everything.   Many things are not in our control.  I use these methods to be prepared for anything out of the ordinary:  laughter, deep breathing, meditation and accepting change and imperfection.  My artwork uses the Japanese concept called “Wabi Sabi or The Art of Imperfection”.  Knowing that life is a constant flow of change, chaos and beauty has made all of the difference in my art and in my life.  I’m prepared for life being messy and painful and sad and dirty because I always know that I will also find pockets of energy and creativity and awe-inspiring, breathtaking beauty.  Without opposites, we wouldn’t have the experiences we have.  Without cold, we wouldn’t know warmth.  Without hate, we wouldn’t experience love.  I now experience life’s unexpected interruptions with a pause and I keep on plugging away, one step at a time.  I still go with the flow, and I’m prepared to be proactive when I feel it is warranted.