We all need them and we all love them. And guess what, it’s no mistake that this person knows everyone in town. Because it’s most likely from years of networking and getting to know people on a personal level that they have this endless rolodex of useful contacts and connections.

They’ve spent years cultivating relationships and that’s where the real trust and loyalty come into play.

The reason why I’m sharing this fact with you is that I feel that our success as business people is directly related to the relationships we build in the community.  It really is through networking and passing referrals that people grow to appreciate us more and value our friendship. And hey, let’s face it, nothing builds friendships in business faster than someone saying “Hey, I just referred you to my neighbor who needs to remodel his kitchen” or “Mrs. Jones should be calling you soon, she wants her backyard landscaped”.

So, do you want to pass more referrals? The answer is become a resource to people! Here are five great tips on becoming a great resource.

1. Let your customers know that you know everyone in town and that you have created great relationships over the years with quality companies you can trust with good values.
2. On your business cards put the tagline “need a referral call me, I’m happy to help”
3. Become very active in social networking, this a great way not only to meet great companies but to pass many referrals.
4. When you are talking with your customers or friends ask them the following question “is there anyone servicing your home that you are not happy with?  This is a great way to give out a quick referral, and your neighbor, customer or friend will appreciate it!
5. Follow up on your referrals, show them you really care, they will appreciate it and spread the word to their friends that you are the first person they should call when looking for a new service company.

Follow these steps and I guarantee you will see some great results!!!

After enjoying a few hours at the swimming pool we decided to participate in a bomb fire with all the works, marshmallow roasting and sing along included.

This fine event was kindly offered at the vacation resort we booked. Now I know what you are thinking… there’s nothing more fun than having a bunch of children hanging around a fire with burning lava balls on the end of a stick to get your weekend going right?

Well before you judge me, here me out!

 I was sitting back relaxing dodging the occasional fire ball while listening to some of the old classics, “Jack and Diane”, “Don’t Stop Believing” and “Take It on the Run” by Reo Speedwagon… ah don’t I wish! Ok, the truth was more like Mary Had a Little Lamb and Twinkle Twinkle Little Star, but we can keep that between us. Just as the music got good and I was sitting back watching the scene before me, it hit me and I realized how good kids are at networking. Every time a new kid would walk up to the bomb fire my daughter would walk over introduce to herself and ask him or her to play. Emma was the new friend she had just made and they were both sitting in front of me playing in the sand. I listened as my daughter asked “How old are you?” “Where do you live?” “Do you have any brothers or sisters?” “How long are you going to be staying here?” “Do you like Taylor Swift?”… you get the idea.

The thing I noticed most was that she wasn’t talking about herself at all; she was truly interested in Emma and getting to know more about her. I felt she was really building a quality rapport and being genuine. This is what makes networking great and effective because it really allows us to connect to others beyond the superficial level.

I think as adults we lose some of that innocence because we are too busy thinking about the end result, which in most cases is business. We tend to rush through the conversation doing the dreaded 15 second elevator pitch! Come on, have you ever really created a great relationship leading with the elevator pitch? The honest answer is No! You have created quality relationships by asking questions, and truly wanting to get to know someone in a sincere and genuine manner.

So next time you’re sitting at a kid’s birthday party – take a moment to just sit back and watch the dynamic’s of the way children interact with each other. Watch, observe and take it all in so you can remember it and use it the next time you’re out networking. Come to think about it, I’m sure this is why some kids have more friends than their parents… they’re better at it!

Simply go to your apps and search for QR Code reader, I’ll wait…….. got it?

Hold it over the QR Code below.

You take a look back at your busy day and you stop to ponder and wonder “Can anyone do this job as good as me?” And by this job I mean; answering the phones, bookkeeping, scheduling, working in the field, sales, marketing, accounts payable, accounts receivable,  networking, training new hires, customer correspondence etc…. you get the idea!

I totally speak from experience when I answer in a clear, loud voice and without a shadow of a doubt: YES! Yes, someone surely can not only do your job, but I bet they’re more than likely able to do it better than you. I’m sorry to be so blunt and I apologize in advance for the inevitable bruise to the ego. But it’s true my friend, sad but true. Most people in business want to have full control and really struggle with bringing someone in to help or take over their main role.

What they fail to realize is that by trying to do it all, there is so much that doesn’t get done. Sometimes it is best to just delegate and focus on what you do best. Think about it for a minute… if you’re so busy wearing every hat in the office, how can you actually have the fair chance to really shine at the one or two things your best at.  

I remember the year clearly… it was back in 1998 when I realized I needed help and that I really couldn’t do it all on my own. I shouldn’t say I realized because it was actually my father’s suggestion. He called me one day at work while I was doing a job out on Sanibel Island cleaning some windows. There I was on a 32 foot ladder when my office phone rang… Ahhh, I know what you’re thinking his office phone?  Yes, as a matter a fact, my office phone was in my back pocket and all the calls came directly to me. Why? Because I was the only one qualified to answer the phone! On this particular day, this phone call happened to be my Dad asking me what I was doing. When I replied that I was washing windows, then doing estimates and then picking up some supplies… did I mention it was a Saturday? He replied “Wow! Maybe it’s time you start running your business and stop working in the business.”

For some reason this rang true, the old man had wisdom and was passing it on and I was ready to receive it! I don’t know if it was the sweat in my eyes, the callused hands or the fact that I was having this conversation from atop a 32 foot ladder, but from that day forward, I started focusing on hiring people to help me run my business. It wasn’t long before I noticed a change for the good and I’m happy to say I was amazed at how many of them were much better at the tasks I was performing.

So the thought of the day is: Don’t feel you have to wear all the hats, not only does it look funny but it actually may be holding you back from great success.

Don't be the low price guy!

In the last few years I guarantee you’ve heard it more times than you care to count or remember. Am I right? Now a day’s everyone is trying to save a buck and cut corners, understandably so, but this can’t be good for everyone’s business.

So, if you’re like me, and don’t want to discount on your pricing. It’s important that you show value to the customer so they can easily understand that just by hiring you they are getting a much better “deal” rather than a “cheaper price”. If you’re licensed, insured and have the track record that proves you can do the job right the first time around then let them know it and don’t be afraid to show off your credentials or samples of your work. We all know the “cheaper” quote is more likely to cost twice as much in the end because we all get what we pay for and sometimes that can amount to a hefty price the second time around.

Here are a few small business tips you may want to have handy for this situation; a value comparison chart – with the documents to back it up, listing some of the following facts.

• How long you have been in business
• How many locations you have to better serve them
• The high limits of insurance you have to protect them
• If you are open on weekends and after hours for their convenience
• Years of combined service of the employees who will be performing the work
• Testimonials (if you have one from someone in the same neighborhood, bring a copy and read it to the customer this works great TRUST ME! )
• Have a copy of any certifications or accreditations you may have
• Be prepared, be professional and always smile

Be ready for this price objection, it’s normal. Don’t take it personal, be patient, stay positive and remain calm. Trust in your product or service and understand that money may be tight and some people just like to catch a “deal”. Use these tips and you’ll get results! It’s amazing how just by having all this information at hand how quickly a customer can see that you are the better deal and not just the better price.

One last tip – if you feel you may still not be able to close based on the information you have given, try to add on a service, this is a great way to add value without confronting that nasty price objection.

I hope this was helpful, and as always let me know how it works when you try it.

You know who you are… The “I CAN DO IT ALL” company that does just about everything! What we don’t realize is that we end up overwhelmed and overworked because we’re cutting corners.

We begin cross training every employee on staff to do each specialized service instead of really honing in on our individual gifts and abilities.

This was true for me at least. Working in the service industry it’s what I have not only witnessed in other companies, but have been guilty of myself. I don’t remember when I started adding on extra services simply because my customers asked for them. Yes, I could do a lot of the things they were asking for, but was I doing my best at them? The answer is NO!

Now, truth be told, like most companies faced with this same situation, we just hate to turn away the extra revenue. I’m not proud to admit it, but for me greed was the main reason.

With time and lots of reflection what I have come to understand that by doing this I failed my customer in the end. By adding on more services and trying to do it all I stopped giving my best and doing my best so I was no longer “The Best”. After a while I realized that by doing less, or what I was really good at, I was actually doing more and bringing in more long term business for my company. I learned the hard way that my customers that use to judge me solely on the service I was specialized in were now judging me by these extra services that I was adding on the fly to create a few extra bucks.

The problem was they were not totally impressed with the job. I wasn’t the best anymore…. so eventually they stopped calling. The painful fact was they didn’t stop calling me back for the extra services I offered, but they weren’t calling me for my initial specialized services either.

So my tip to you is the following: “Be Careful”. Don’t lose sight of your specialty service and what you’re great at. Don’t let go of the quality and value in your specialty service you offer by chasing a few extra bucks. Just think how great you would look by referring a specialized company to that extra job. Success comes our way not only in going for the money but rather in searching for ways to help others.

If you answered yes to any of the above then this blog’s for you!

Did you know that every business has a pain point? If you just answered NO then you might not be tapping into yours.

The key to great marketing is addressing a pain point that your clients and potential clients can relate and identify with. You’re business offers a solution to some problem or painful task that exists out there – when we tap into that pain and offer a viable solution; we’ve just addressed a pain point! Try this and you’re sure to see a jump in the future results of your marketing campaigns!

Let’s use a cleaning company for today’s example. When advertising home cleaning to a prospect we must first identify and address the pain points. The easiest way to go about it is to make a list. Once our list is complete then we review that list and choose a marketing plan based on those pain points.

1.  Cleaning behind toilets
2.  Vacuuming high plant shelves
3.  Cleaning windows that require a ladder
4.  Shower scum that just won’t come off
5.  Dirty grout on a tile floor – no matter how hard you scrub you just can’t clean it!
6.  Getting gum or a tuff stain out of the carpet
7.  Dusting all the photos and paintings on the walls
8.  Cleaning the mildewed outdoor furniture
9.  Dusting all the blinds in the house
10.  Physical back pain from hours of cleaning

As I’m writing this all I can think about is how nice it would be to have a cleaning company take care of my home. Keep in mind your target audience and cater to them; the working mom, or the retired couple who would rather be enjoying a round of golf more than cleaning that big home.

Now market based on those pain points, for example;

 #1 Pain Point may have a picture of your staff with cleaning gloves on nestled behind the toilet cleaning in the farthest back point.

#2 Pain Point you may want to show a picture of an elderly woman on a rickety ladder carrying a huge vacuum, then on the side show a uniformed employee wearing one of those cool backpack vacuums

#3 Pain Point, how about showing the outdoor furniture being cleaned and scrubbed while the homeowner is reading a book and sipping a cool drink by the pool in one of the other chairs… very powerful image.

Pain Points are the best way to market your product or service, now get out that pad and paper and start listing your pain points.

Remember to have fun with it; if you can get them to laugh or smile at your marketing you’ve got em!

Whether you’re a large company or a small “Mom and Pop Shop” start thinking locally because that’s where your customers are. If you’re not promoting your business on Google Maps (and Yahoo! Local), now is the time.

Google Maps will help you get high search engine visibility for competitive (and potentially lucrative) local city oriented keyword phrases like “Plumber Fort Myers“, “Kitchen Remodeling Naples“, or “Air Condition Company Cape Coral.”

When potential customers search Google Maps for local information, they’ll find your business: your address, hours of operation, contact information, even photos of your storefront and videos of your products or services. Google Maps will even give them a detailed map of your location and easy to follow directions to your office or storefront. They can also view satellite images with or without map data of your location and a “Street View” showing photos of your street and building. It’s free, easy to set up and you don’t even need a website to be listed. Google Maps is truly an amazing Internet tool.

Google Maps Provides High Visibility in the Search Results

Google Maps results usually show up just below the Google AdWords Pay Per Click Ads and above the organic search results in this order…

How to Get Listed in Google Maps?

Adding your listing to Google Maps is very easy. Just follow these step by step instructions and your listing can be online within 48 hours.

Step 1: Log in
To create your Google Maps listing follow these easy directions:

• Navigate to http://www.google.com/local/add/businessCenter
• Log into your Google account
• Click “Add New Listing”

It’s that easy!… do it now before your competitor does.

Here are some great tips you can be doing right now! to generate more traffic to your company and web -site.

Be sure and subscribe to my blog, you won’t want to miss the follow up blog post when I show you how to get your listing to the top of Google Maps

Nowadays you couldn’t pay me to swim in those lakes. But what I did back then was take all the golf balls I could find, clean them up, sort them, and put them into egg cartons. I would then sell them for $5.00 per dozen to the passing golfers. Not a bad gig considering I was my own boss at such an early age.

The reason for me sharing this story is not just to let you know how crazy I was to swim at night with alligators and snakes but to also let you know of a simple lesson I learned back then. That valuable lesson was to never overlook the obvious.

Here’s how I learned it: One afternoon, my buddies and I were hitting all the old golf balls into our neighborhood lake. This was a common thing we did after selling off all the good balls. Just then, a neighbor came out and curiously asked what are you doing?  We explained that we had no use for the weathered golf balls and figured we could at least work on hitting our irons and polish up on some lacking golf skills. After pondering for a second or two he suggested I take the golf balls to a friend of his who owned a driving rage in town. He said he was sure his buddy would pay me for the extra golf balls.

He was correct! I got an extra 15 cents a ball to be exact and well from that day forward my profits soared! Ok, maybe not exactly soared - but it sure is fun to exaggerate when strolling down memory lane. To be honest my profits didn’t soar but it was an extra $150.00 bucks for every 1000 balls I sold. Now granted these were balls I was normally discarding and not making a profit on at all. This extra cash gave me the buying power to acquire a lot of music tapes or better yet go see Romance in the Stone or Ghost Busters one more time before leaving the theatre’s.

So the Great Small Business Tip of the day is: Don’t overlook the obvious! There are always revenue streams in every business. Think about what you are discarding at this moment. Maybe you are an air duct cleaning company and just throw out the waste… maybe it could be resold for furniture stuffing? Or what about a flooring company… what are you doing with all the carpet you pull up? Is there a way that you can use that waste? Maybe it can be ground up and re-purposed? I hear auto mechanics are taking old tires and having them grounded down for mulch.

In this day and age of a GREEN awareness movement where recycling is IN and the economy is tight… it might be a good idea to take a moment and think about it. You just may have another revenue stream right under your nose and you didn’t even know it.

 let me know what kind of extra revenue you bring in with any new business that you discover. As always, I love to hear from you!

I know that you at times, much like me, feel overwhelmed and don’t need another thing added to your ever growing “To Do” list. However, I recently learned that I was overlooking a very important part of my business – The Follow Up Phone Call.

A few weeks ago, my wife had Captain Steamer Carpet Cleaning  over to our home in Fort Myers Florida cleaning the carpets and the upholstery for one of our couches. As usual, they did a terrific job erasing the signs of  my children and dog from the house! The gentleman they had representing their company was on time, kind, neat and courteous. He also had a real passion for what he was doing with a focus on making sure my wife was totally satisfied with the work he did (which is always a plus).

A few days had passed and as I walked in from work my wife said: “I had a really nice phone call today from that Kyle guy. You know the owner of Captain Steamer.” Apparently, Kyle had just called to follow up and make sure the job was done to her satisfaction. “What a thoughtful thing to do.” she said and then she proceeded to ask me: “Are we, by chance, doing that with our window cleaning business?” I paused for a second and softly replied “No”. “Well why not?” she asked with her hands on her hips and that all too familiar serious look. You know the one… with the tilted head and raised eyebrow? I was a bit embarrassed as I replied: “Because I’m afraid of what my customers might say…”.  As hard as that is for me to admit, it’s true. But if the main focus of this blog is to create small business success and it is, than I feel I need to share that in all honesty.

After taking some time to ponder my fear I realized that some things are just out of my control and mistakes will always happen but leaving them in the dark isn’t really the answer. When we find the courage to pick up the phone and follow up with our clients we are giving ourselves the opportunity to find out how we’re really doing out there in the field and beyond our reach. With knowledge comes power and this means we can then fix anything that didn’t go as planned. We actually take control of our business relationships when we take the necessary steps make each and every one of our clients happy. This reminds me… happy clients are very likely to refer us new business!

You know, I think it was the fact that I was afraid to follow up that made me realize I had to immediately start doing it. Face the fear and do it anyways I reminded myself. Deep down I know I have a good team of employees working with me, so why the fear? I changed my perspective on things and as I dialed I expected from my customers nothing but glowing remarks, just like Kyle had received about the carpet cleaning they did for us.

So think about it, are you afraid of the unknown? Are you nervous about making that phone call? Are you worried about what the customer on the other end of the line will say? Well remember that you can’t fix what you don’t know about and that the old saying really is true… 99% of what we fear never really happens.

I would like to say thank you to Kyle for following up with us. Kyle, it’s because of you that today I’m following up after jobs and I’m inspiring others to do the same.

Talk about paying it forward…