The InspiredPreneur Blog

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A compendium of hints, tips, advice and inspiration for the small business owner; I hope you find it useful for your business.

Wednesday
Jul212010

How to make friends with resistance

Resistance – we’ve all experienced it at some point in our lives and we’re most often aware of it when we are stepping out of our comfort zones, trying something new or making big changes in some area of our lives. Equally resistance can strike unexpectedly for things we do regularly.

I’ve been blogging, article and copy writing regularly for some years now and couldn’t understand why recently I had struggled to write to my blog and guest write for other business sites. The first step of course is to recognise what is actually going on and why!

What is resistance?

In simple terms you could say that resistance is an internal battle going on between two conflicting parts, often with different values. One part (the proponent if you like) has a goal or an idea, something it wants to do, and the other part (the antagonist) isn’t so keen and is putting up a bit of fight, creating an internal tug of war.

If you imagine that these ‘parts’ are like members of a project team that, although they ultimately have the same overall goal, they may well have different values, motivators and character traits and different ways of approaching and achieving this goal. If these parts can't learn to communicate and accept each other it can have a big impact on achieving the ultimate goal.

I’m sure you know the scenario from office meetings – different personalities with different values and objectives all fighting to be heard. Well in order to make friends with your resistance you are going to imagine that these internal parts are characters in a meeting that you running!

Meet your resistance

Just who are the main characters in your drama?

I recommend you have a little fun with this and give these characters names and descriptions and really understand their values and character traits as well as their positive purpose.

In my own little drama I had two main characters:

Jenny Rebel – I started with the character that I considered the antagonist in this conflict and the image that appeared was that of the sulky rebel!

I immediately named her ‘Jenny Rebel’ as she reminded me of myself in my teenage years. She was sitting with arms folded, stamping her feet and with a very stubborn look on her face!

Jenny Rebel’s values are Independence, Freedom, Creative expression and determining her own path. She is also stubborn, hates asking for help, hates admitting defeat and afraid of not being good enough. Her highest purpose is freedom.

Captain Courageous - The second character in this drama; she’s the voice of inspiration, creativity and motivation and the one that gets things done!

Captain courageous values courage, inspiring people, learning, Play & fun. She is also a bit flighty, a starter not a finisher and can be impatient to get things done.

Her highest purpose is inspiring confidence and courage in others.

This process may sound strange and a little elaborate, but often just by turning these conflicting parts into characters (and adding some humour), we can often detach ourselves from the emotional tug of war involved in resistance and take a fresh and objective view of what’s really going on.

What’s your purpose?
Often getting in touch with the highest purpose of your goal or task can in itself act as a motivator. For me, creating articles isn’t about the act of writing it’s about inspiring and educating other people and helping them to think and act differently in order to achieve their own goals.

It’s good to talk!
Now you know the characters in your drama it’s time for some productive dialogue and positive action

Bearing in mind what you already know about these characters and what’s important to them, your job is to mediate a constructive dialogue to get to the heart of the problem and find the best way forward. Whether you do this all in your head, write it down or get a friend to help, is up to you.

In my dialogue it transpired that Jenny Rebel was feeling a little insecure and that the old ‘it’s not good enough, people will hate it’ chatter was kicking in. Fortunately Captain Courageous is a great motivator and confidence builder and was able to find a way for them to achieve their goal. And here is the result!!

Summary

In case you got lost in my earlier ramblings, here’s a brief summary of how make friends with your resistance.

1. Identify the characters in your resistance drama – the Proponent, the one who has the goal or idea and the antagonist who has not yet embraced this idea and creating the resistance.

2. Understand these characters – their values, traits and highest purpose

3. Identify the highest purpose of the overall goal. This in itself can be a real motivator as it sets your mind on the ultimate result and its values.

4. Start a dialogue between the parts with you acting as mediator. How can the ultimate goal be reached with both parts being satisfied?

5. Baby Steps – often the antagonist can resist because the task seems too big and insurmountable, so it helps to break the goal down into small chunks and start with one or two baby steps. This means that the antagonist can see progress rather than fear or danger.

For me the first step was to mind-map my article subject which helped me structure all the information in my head. Then I moved my mind-map to the computer so that I could easily expand and re-structure it. Then I started making notes against each mind map heading and before I knew it I had the first (relatively) painless draft of my article.

Then I had a celebratory cuppa before going back to edit the draft.

Resistance – I love it!!

Wednesday
Jul072010

The courage to ask and receive....

I’ve just completed a new ebook for ‘corporate escapees’ who are thinking about starting their business. The inspiration for this comes in part from Joseph Campbell’s book The Hero with a Thousand Faces, in which the 'Hero’s Journey' he describes provides the perfect metaphor for the journey we take from employment to self-employment.

Without doubt one of the most important aspects of this journey for me has been the help, support and friendship I have received from other business owners. In fact leaving behind the status-driven, insecure and often macho world of employment and meeting so many genuinely supportive people really restored my faith in human nature.

However, one of the things that I found hardest to do was to ask for the help I needed and be willing to receive. Whether it stems from a ferocious independence or the belief that I don’t deserve it I’m not totally sure, but talking about this subject to others I find it’s quite common.

One of the things that really helped me to change my attitude was when a friend of mine mentioned that the Masai Warriors see asking for help as a sign of courage rather than a weakness and as I have a high value for courage this really resonated with me and enabled me to reframe my rather limiting belief. I still have to think twice about asking, but I have learned to ask and to graciously receive and give back when and where I can.

Without doubt some of the biggest highlights of this journey for me have been the people I have met and built great relationships with, people who have shown courage, inspiration, tenacity, humility, kindness, amazing creative flair and encouragement.

And last but by no means least I would like to give a very special mention to a few of those people who have provided support, friendship, referrals and hugs along the way and often kept me going in times of doubt – they are Tom Evans, Liz Scott, Robyn Hatley, Tanja Gower and Jackie Walker.- a huge thanks and big hugs!!

Thursday
Jun172010

Networking Success - How to create raving fans!

We all know that one of the big benefits of networking is the getting good referrals. But what does a referral mean and what’s the difference between a referral and recommendation?

If I were to meet you for the first time and you told me for example you were looking for a certain type of person. If I knew someone who met that criteria, I could then if I chose, refer them to you. This is good, positive networking activity.

But just how much more effective would it be if I could actually RAVE about how good you are, how great your services are, the kind of results you can get and just how hard-working and trust-worthy you are. How much more effective would that be?!

Creating raving fans

Most business owners and those involved in business development understand the benefits of creating really good advocates for their services and these can be created in various ways and to various degrees.

1. 1:1 Meetings – I’m sure you’ve been told of the importance of having 1:1’s with people you meet through networking, but it may not be obvious why!

When you keep in the forefront of your mind that ‘people by from people’ and they buy from and refer to, people they know, like and trust, then you will understand that the more you know and understand what a person does, how they do it and who they do it for, the easier it is to tell others.

When you understand that someone specialises in a certain area, or with a certain type of person, that they are an ‘expert’ in this field and are truly passionate about it, then you can honestly recommend them and not just refer them.

When you have your 1:1 think about how you can ensure that the other person fully understands what you do, what makes you different from others in your field (for example, if I have 10 designers in my network why would I remember/recommend you?) and the kind of clients you are looking for.

So, having a 1:1 could be the first stage, but what about taking it to another level ..

2. Swapping Services – this may not of course be appropriate for every business and it could be that initially it just works one way, with benefits to both parties coming over time.

By swapping services with someone, or perhaps giving a ‘taster’ of what you do, you are then making it easier for them to recommend you, as they will hopefully receive the full benefits for themselves. You can also agree that you will give each other testimonials to use on your marketing materials.

This can be great if you are launching a new business or a new service within your business and would really benefit from having great advocates in your network.

3. Promotions – offer discounts, special promotions that lots of people will take advantage of ….. and subsequently become advocates.

4. Pay it forward – it may not always be appropriate for you to actually swap services with someone, but perhaps you can help them with something or give them a taster of your own services or products and turn them into a raving fan. They not only appreciate what you have done for them and/or their business, they will tell others too! This way everyone benefits and the rewards can come back to you in many ways.

5. Seminars – if it’s appropriate you can create seminars or mini-workshops on subjects that you know will appeal to people in your network and give them the opportunity to sample your products and services at a low or perhaps no cost.

I might not be able to afford someone’s full service, but by attending their seminar or mini workshop I can get a taste for what they do and become a advocate for their services.

6. Be Selective – Of course you can’t have a 1:1 or swap services with everyone you meet, so think about who you would love to become an advocate for your services and products. Is it someone who has a large network or someone who has the type of contacts that would really help your business?

Who you would like to be a raving fan for your business!

Wednesday
Jun092010

Is your website a client magnet ..... or a trampoline?!

Does your website consistently attract qualified visitors who spend quality time looking through your site before contacting you or subscribing to something? Or do visitors just ‘bounce’ off the home page after a few seconds never to return?
 
If you think of your website as a plot of land, then your home page is THE prime plot, the most expensive plot and one where critical decisions are made.

On average new visitors will spend about 30 seconds reading your site before making the decision to find out more or go elsewhere. Sometimes just changing the structure and copy for your home page can ensure a huge increase in your conversion rate. 
 
Here are some top tips for engaging your visitors and ensuring that they stay with you and not your competitors:

  1. It’s not about you!! Well of course they’ll want to know about you at some point, but in the first instance they’ll want to know if your company can help them and that you understand their problems or challenges. Imagine meeting a prospect for the first time, would you immediately launch into a description of your qualifications, passions, life-history etc or would you want to know more about them?
  2. Know your target audience. This means you can speak to them personally on your website.
  3. Niche is best for online marketing. For online marketing to be most effective you really need a clearly defined niche. Or if you have more than one target audience with different needs, problems and aspirations then you may need to consider having more than one website.
  4. Build Rapport. Use your copy to build rapport with your visitor, speak their language and show that you understand their needs.
  5. Ensure your copy flows. Have a structure to your copy so that as you build rapport with them you lead them to where you want them to go next.
  6. What next? Be very clear about what it is you really want your visitor to do as a result of landing on your site. It can be easy to try and get absolutely everything on the home page and end up totally confusing your visitor
  7. Well structured site. Ensure your site is structured so that it’s easy to follow and easy for visitors to know what’s behind each page before clicking on it. Sometimes people can try to be too clever and creative with page labelling and their visitors just have no idea what their services actually are or how to get the specific piece of information they are looking for.
  8. Look professional. Ensure your site looks professional. You don’t have to spend thousands of pounds to create a great site but it must look professionally designed, be well laid out and reflect your brand as a whole.
  9. Do your pictures tell a story? It can be tempting to add lots of lovely inspirational photographs to your site just because you like them. If your business is naturally very visual and the photographs really help to sell your services then it makes sense to utilise them fully. For other services such as coaching, consulting, holistic therapy, use photographs wisely and ensure that they really do enhance your copy and help to tell your story.
  10. Think Benefits, Benefits, Benefits! What is it that’s going to encourage your visitors to part with their money? Ensure the value and benefits of your services are obvious to them – what can you help them with, what problems can you solve, how will they feel after using your services? Are you helping them to become fitter, happier, healthier, richer, calmer, have more time, energy, profit or confidence?
Monday
May102010

What kind of alchemist are you?

A few weeks ago I was helping a client to create a little promotional postcard for her presentation training business. I know what she does is quite special and powerful and looking at her testimonials it was obvious that there was a major transformation happening with many of her clients after working with her. People came to her often with major stage fright, terrified of speaking in front of a group, and left as confident and competent presenters. The transformation made think of alchemy – the art of transforming a base product into gold, and we have now termed her The Presentations Alchemist! 

About 5 years ago I read Paul Coelho’s highly successful and inspirational The Alchemist and for some reason recently I felt called to read it again. It made me realise that we are all alchemists in our own way; we use our skills, talents and passions to transform a person or product into something akin to gold! 

What do you transform or who immediately springs to mind as a great alchemist? 

I met a lady at a networking event recently who transforms the humble cup cake into gorgeous (and delicious) works of art! 

My good friend Tom Evans – aka The BookWright transforms writer’s blocks into books!  

In my other business I work with people who are feeling stuck and at a crossroads in their career and so I transform career changers who are lost into map-readers with their own personal map.  

What kind of Alchemist are you? I’d love to know!