Dream Catcher

Have you ever spent hours speaking with someone that inquired about your business only to find out that they could not afford your services or your services or products were not a “good fit” for their business? I’ve even experienced that after I talked to someone for hours then they revealed they did not like anything to do with computers, social media or learning in a virtual environment. Had I know that I would not have even scheduled an appointment to learn more about their business. They were not my ideal client.

As a business owner we need to think of our time as billable hours. We need to consider every meeting or task whether or not it is a good use of our time. So, I hear you asking…”How do I do this?” The answer lies in your prequalifying procedures. When you follow my steps below you will know that the person you are meeting is your ideal client. Your ideal client wants your service and is willing to invest in it.

Two Steps to Prequalifying Clients

1. When someone visits your website or contacts you on the telephone ask him or her a series of questions.  It may be only three or six questions. This will show you two things. First, it will show you the person is committed by answering the questions and can follow directions. Second, it will let you know more about the person seeking your service or product. This will allow you to determine if the person is your ideal client or whether you may want to refer him or her to another business associate.

2. Your next step after receiving the answers to your questions is to send a reply along with a description of your services and fees. In your reply you will want to schedule a time to follow up in person or on the telephone. The person will have your fee schedule and a list of your products and services. This will allow the person to know before the session whether or not he or she can afford your product or service.

When you prequalify someone interested in your products or services you will save the other person time and embarrassment if they cannot afford your services or products. You will save yourself time and money by not spending hours with someone who is not your ideal client.

Your ideal client may not be able to easily afford your product or service. But, if he or she has the desire to invest in your product or service he or she will find the money. Prequalifying the person based on their ability to pay allows them to save the money until they can pay. It also allows him or her to find the money. Maybe he or she needs to wait a month until a bill is paid off or until it is income tax time. That is ok. They will know not to spend that money. They will also know upfront the value of what you offer. Yes, they may shop around and that is ok. But, if they are your ideal client he or she will hire you when the time is right without you having to do a heavy sales pitch.  Prequalifying your clients will save you both time and money.

Jaynine Howard is a retired United States Marine and former psychotherapist. She is the owner of Dream Catcher Business & Life Coaching. Founded in 2006, Dream Catcher Business & Life Coaching helps business owners, nonprofits, and individuals nationally and internationally turn their dreams into wealth and success. Coach Jaynine and her team of associate coaches will help you jump start your business and life through business, career, and life coaching. Jaynine is a member of the Jacksonville-Onslow Chamber of Commerce, the Carteret Chamber of Commerce, the American Psychological Association, 24/7 Coaching, and Coachville.  You can download your free ecourse My 5 Secrets to Networking http://networkingdetox.com/.

Do you find yourself making excuses for your business? Do you say “Oh, I’m just a small business owner?” or “I’m a new business owner?” or perhaps “I have no money”. Well, I learned early on in my military career that excuses are like a certain body part. We all have one. Today is the day to drop the excuses and start playing with the big dogs. What would you need to do to be able to compete with the big dogs?

Employ my five tips because – today is the day you stop talking and start doing.

1. Change Your Mindset – take time to review your mission and vision statement. Do they still inspire you and remind you why you are in business? It may be time to update them. Are you on track to reach your vision? I want you to stop playing small. I want you to stop listening to the hype that it is ok to not turn a profit until you hit your five year anniversary. You must change your mindset and start acting and performing like the owner of a big business. You must wake up each day and get dressed and perform with a purpose. Identify at least one item that will help you grow your business and do it. Do it whether you like it or not. Determine if your business is a true business or a hobby and run it as such.

2. Review Your Financials – do not ignore or put off doing your bookkeeping. You must learn what the numbers mean. Do you even know your credit score? Do you know your net worth? The big dogs know what numbers are on their financial statements and they know their net worth. If you are in an industry that requires working capital it is ok to apply for a loan so that you can continue to grow your business. You need to educate yourself on the loan programs available. You need to have a credit card for business emergencies. You need to know your banker. You must be proactive. Stop being scared of the numbers.

3. Review Your Business Systems – when a client does not pay, the bank account is empty, the ad copy has a typo, emails are not returned in a timely manner, telephone calls are missed or a bill is paid late it is time to review your business systems. Take time to review what is working and what is not working for each and every business system. If you have not taken time to design your business systems you are leaving money on the table by wasting time and forgetting to invoice clients. You are also probably not following up with new clients again, leaving money on the table. You must have systems to save yourself time and money.

4. Stop the Excuses – today is the day you stop using all the excuses that new business owners have heard and used. Today is the day you step up and start playing big.  If you do not have working capital use the free of the internet. Go to the library and use their computer if you do not own one. There are several resources available to you even if you do not have money. There are even free legal services. When you start to hear an excuse coming out of your mouth you must stop and think about what business system needs changed so that you never ever utter that excuse again. Stop the excuses. Stop blaming the dog, stop blaming the spouse, stop blaming the mailman etc…STOP THE EXCUSES!

5. Call Your Coach – as your business coach I will guide you to finding the right answer for your business. I am not a franchise coach. I design my programs for each of my clients based on his or her needs. I find the resources and design the programs so that my clients will succeed in business. I am just a phone call or email away.

You are a business owner because you believe in your product or service. Now is the time to step out of your comfort zone and start playing with the big dogs. When you use my five tips above you will see a shift in your thinking, attitude, posture and bank account. So get on out there and start playing with the big dogs.

Jaynine Howard is a retired United States Marine and former psychotherapist. She is the owner of Dream Catcher Business & Life Coaching. Founded in 2006, Dream Catcher Business & Life Coaching helps business owners, nonprofits, and individuals nationally and internationally turn their dreams into wealth and success. Coach Jaynine and her team of associate coaches will help you jump start your business and life through business, career, and life coaching. Jaynine is a member of the Jacksonville-Onslow Chamber of Commerce, the Carteret Chamber of Commerce, the American Psychological Association, 24/7 Coaching, and Coachville.  You can download your free ecourse My 5 Secrets to Networking http://networkingdetox.com/.

A business owner who does not establish boundaries with clients is essentially a convenience store that is open 24/7. Does your phone ring on holidays, weekends, or after hours? Do your clients purchase a small package or service but demand the items included in the pricier package? Business owners must learn to establish boundaries.

Below are five benefits for establishing boundaries.

Five Benefits of Establishing Boundaries

1. No Miscommunication – the first time you let the offender get their way by demanding services they did not pay for they will think it is ok. Stop it.

2. No loss of sleep – when you get interrupted during nap time or bedtime you lose sleep which reduces your creativity and productivity.

3. Less stress – boundary violators cause you unneeded stress due to being angry at being taken advantage of.

4. No loss of income – do not give away a product or service for free. Also, review number two above. When your creativity or productivity is interrupted you are losing money.

5. You are treated with respect.

Now, I know it is easier said than done. But you must make it a habit to establish boundaries early on in the business relationship.

Establish Boundaries

1. Post office hours on your door, on your sales literature, and in your contracts.

2. Do not answer the phone or return an email that is not an emergency except during normal business hours.

3. Firmly but politely verbally communicate to the offender that he or she has crossed the boundary.  Be prepared with a script that you have practiced  or can email that lets the person know what product or service they purchased and that they must pay extra for the added services they are requesting. Do not give your product or services away for free.

Sometimes it is hard for our clients and customers to realize they are not our only client or customer. When you establish boundaries with your clients and customers everyone will understand the rules of the game. Remember, your time is money. Business owners think billable hours. Your afterhour’s time is your afterhour’s time. Unless you advertise that you are on call 24/7 you should not be nor do you have to be. Do not get in the habit of being available 24/7. You need time to unwind and recharge your batteries so that you can start the next day offering great products and customer service. Business owners you must establish boundaries with clients so that you can grow your business.

Jaynine Howard is a retired United States Marine and former psychotherapist. She is the owner of Dream Catcher Business & Life Coaching. Founded in 2006, Dream Catcher Business & Life Coaching helps business owners, nonprofits, and individuals nationally and internationally turn their dreams into wealth and success. Coach Jaynine and her team of associate coaches will help you jump start your business and life through business, career, and life coaching. Jaynine is a member of the Jacksonville-Onslow Chamber of Commerce, the Carteret Chamber of Commerce, the American Psychological Association, 24/7 Coaching, and Coachville.  You can download your free ecourse My 5 Secrets to Networking http://networkingdetox.com/.