More Clients More Profits

As a marketing coach, I work with professional services providers who are looking to better their businesses. It could be that they want more clients, more profits, or more time to enjoy their lives. No matter what their goals are, however, they must gain control of a particular facet of their lives — time management.

I was recently speaking to an entrepreneur who acknowledged that he could not consistently find time to effectively market his business. While discussing this, I brought up the idea of time blocking — putting aside time in his schedule specifically for marketing. He responded by telling me that he can’t make time blocking work. Even when he puts time aside in advance, he told me, he often uses it when other things arise. This is not an uncommon reaction to time blocking. In fact, it’s the one I hear more than any other.

I suggested that we go over his schedule and see if there might be an hour or two in the week that he could steal and use to grow his business. Everything, that at first seemed promising, resulted in a reason it wouldn’t work. I asked that he indulge me, and we looked at the time before and after his usual business hours. I noticed that every day he was at the gym at promptly at 7:00 and worked out for an hour before heading to his office. When we talked about this, he said that nothing got in the way of his workout — that that time was “carved in stone.” I asked why this was so, and he responded by telling that his health is important and the exercise also puts him in the proper frame of mind for the business day.

It was then he realized that he was already using time blocking and that he is good at it. All he had to do was convince himself that the activity during the time is valuable. As a result of this, he has vowed to put aside a specific time each week and use it to work on his business. I truly believe he is going to make this work.

Odds are that you already time block. Do you take the kids to school each day? If so, you’re time blocking. Do you walk your dog each night at a particular time? Yes? Then you’re time blocking. Do you watch your favorite show each week, have season tickets to a sporting event, bowl on a particular night, have a date night with your spouse? Answer yes to these or things like them, and you are indeed an expert time blocker. Now all you have to do is determine how you are going to make your expertise in this time management skill work for your business.

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I recently read an article by Jim Rohn, the business philosopher who passed away last month. The article concerned time management — one of the things many small business owners list as an obstacle to their success. In this article, he says that the idea of time management is a myth, if not detrimental … and he’s right.

As Jim goes on to say, we have no ability to manage time. It is going to move on no matter what we do. So believing that we can indeed manage time is setting us up for failure and disappointment.

At this point, you may be thinking, “This is being too literal. Everyone knows we can’t manage time itself. ‘Time management’ is just a label applied to a possible solution.” Well, that’s true, yet the inability to effectively work within times constraints still persists. It continues to sap efficiency and profitability from businesses of all sizes, especially small businesses.

Time blocking
One possible solution is time blocking. This is the practice of allocating blocks of time for specific activities. For instance, you may block time for your weekly meetings. Time for other important tasks, such as marketing, bookkeeping, and networking, would be blocked. Not only does it put aside time, but the exercise itself reveals any lack of adequate time to complete all your activities. It also shows inefficiencies in your schedule.

Self-management
So the answer is obviously time blocking, right? Well, according to Jim, it’s not … and neither is any other practice. His point is that the only thing we can truly manage is ourselves. And that’s where many of us drop the ball. I can’t tell you how many people I talk to who grasp the idea of time blocking, understand its usefulness, and still do not implement it. Even though they understand this may be the answer to their problems, they are too stubborn to change their habits. (I wase for quite some time.)

This being the case, we have to learn to learn to change of frame of mind. We have to do whatever it takes to be more efficient and effective when it comes to utilizing the time we have. This could be time blocking or other idea — whatever works for you. But make no mistake, no matter what you implement, you have to manage yourself first!

Here’s to your success!
Peter George
Creator of the More Clients More Profits System

I can’t tell you how many times someone has said to me, “I wish I had contacted you a year ago.” It happens quite often. In fact, it happened twice last week.

Unfortunately, many of us wait until we are faced with precarious circumstances before we make a move to improve our situations. I’m not sure why that is. Perhaps we think things will turn around. Maybe we think our luck will change. Whatever it is, you can be sure that the thinking that got you into the situation is not likely to get you out of it.

Waiting just makes matters worse.
Think about the title above. If you were to wait until your are thirsty before digging your well, you would at best be much thirstier by the time you struck water. At worst, you would die before getting the water you need to live.

If you need to make changes, make them. If you need help, get it. But don’t wait too long because, in the meantime, you’ll just getting yourself in a deeper whole when what you really want is a deep well.

Here’s to your success!

Peter George
The More Clients More Profits Coach 

NASA proudly claims that “failure is not an option.” For self-employed professionals, failure isn’t an option either. It’s standard. Success is the option!

You may think that failure is a powerful motivator, but all-too-often it’s not. We have become accustomed to failure — learning to accept it as children. When we learned to walk, we failed at first. As we tried to master our first words, we uttered gibberish. When we struck out at our first at bat, we were told, “That’s okay; you’ll get ‘em next time.” Through these and many more failures, we were often rewarded — sometimes with words, sometimes with more. Consequently, even though we say we are afraid of failing, I believe we are much more comfortable with it than we realize — often opting for it over success.

How else can you explain the fact that so many small businesses fail? Lack of capital? Lack of knowledge? Lack of dedication? Sure, any and all of these could be the answer, but I believe that fear holds us back from finding the answers we need to overcome these and other obstacles. If fear of failure was indeed so motivating, we would surely learn how to go over or around anything that stands in our way. Unfortunately, this is too seldom the case.

As a marketing coach, I have seen a myriad of businesspeople who haven’t reached their goals. It’s not because their goals have been out of reach. It’s not because they didn’t have the resources to attain them. Rather it’s been because they fear what reaching their goals may entail. They have not achieved such success before, and the unknown is paralyzing.

Sooner or later, I discuss the fear of success with a significant percentage of my clients. After watching them sabotage their own efforts, procrastinate beyond reason, or simply not completing activities they have agreed to, their fear becomes apparent. Until it is brought to light and confronted, it undermines anything we try to accomplish together.

Once my clients vanquish their aversion to success, they are stunned by how much they can accomplish and realize how much time, money, and effort they have wasted. If you fear success, round up the courage to ask for help. You’ll soon be on your way to achieving the goals you have thought to be forever out of reach.

The other night on NBC’s “The Biggest Loser,” the contestants were locked out of the gym. As a result, they had to improvise. Instead of weights, they lifted logs. With no treadmills to run on, they ran in the sand. They may not have been in the show’s sophisticated gym, but they were certainly in nature’s down-to-earth gym. AND IT WORKED! You may be thinking, “What does this have to do with marketing?

It has everything to do with it. As a marketing coach who helps self-employed professionals attract more clients and make more profits, I want to be sure that my clients have the greatest opportunity to succeed. That means their marketing must be comprised of tactics they CAN and WILL implement. In essence, the more straightforward they are, the more they will be consistently implemented. The more they are consistently implemented, the more they will provide the expected results.

So here’s my advice. Don’t make your marketing too complicated. Don’t over-think or over-engineer things. Many times the simple things offer the best opportunity for you to be the biggest winner.

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What would happen if you needed a new car and, instead of test-driving a few cars and making a decision, you just kept test-driving them? You would still need a new car, right? That’s exactly what I see as I give seminars or talk to self-employed professionals. The only difference is they aren’t test-driving new cars. They are attending marketing seminars, reading marketing and small business books, and picking the brains of other successful business owners. Yet they aren’t putting any of the advice into practice. Using the metaphor, they are still driving the same car that needs to be replaced!

As a marketing coach, I am disturbed by this. I have asked people why they do this, and the reply I get most often is that they are looking for the thing that suits them best. Well, they may be looking for a very long time. There are few marketing/business tactics out there that suit any one of us exactly. Success isn’t found in the best-fitting tactic; it’s found in the implementation of a good-fitting tactic.

My advice is to look for something that you can and will consistently implement. but don’t make this an on-going search. Find it and use it. Be sure to do this before your car breaks down and you find yourself with no means of transportation (or in this case, no means of supporting your business).

I recently saw a clip of AMC’s “Mad Men,” the Golden Globe-winning series about the advertising world in the 1960s. In the clip, Jon Hamm’s character, Don Draper, tells others that their clients must learn to differentiate themselves … that they cannot succeed by being like their competitors. As he put it (paraphrased), “They must be the needle in the haystack, not the haystack.”

I don’t know who is consulting the writers for the viewpoint of advertising agencies, but they got it right. Too bad more business owners didn’t look at it this way.