Are you communicating effectively, efficiently, and in a trust building way?  The way you communicate and interact with your network is a direct reflection on you, and your business. 

Check out these eight mistakes to see if you might be sending the wrong message:

MISTAKE #1: Not acknowledging people and saying thank you when someone does something kind.  For example, if someone introduces you to a potential client or gives you a valuable resource.

SOLUTION: It’s pretty easy to say thank you (or write it in an e-mail).  And for such an easy thing, it sure goes a long way in building relationships.

MISTAKE #2: Not replying promptly to your e-mail.

SOLUTION: If you don’t have time to reply to an e-mail send a short e-mail back saying that you don’t have time this week and say when you plan to respond.

Or you can add an auto reply to all of your e-mails that explains when and how often you read and respond to e-mail (Tim Ferriss style, author of the Four Hour Work Week).

MISTAKE #3: Promising to do something for someone and then not following through.

SOLUTION: If something happens and you aren’t able to deliver, simply acknowledge it.  Hiding from it or ignoring it won’t make it go away.  Just be honest and let the person know what’s going on and when you will be able to deliver.

MISTAKE #4: When you go on vacation or you’re out of office for a few days you don’t activate an out-of-office auto reply that says you are out and when you’ll be back. 

SOLUTION: No-brainer.  Create an out-of-office reply.

MISTAKE #5 (this one is really three mistakes about the same topic):  Sending out your newsletter as an attachment to an e-mail.  Sending your newsletter to people who haven’t asked for it (otherwise known as s’pam).  Sending out your newsletter sporadically. 

SOLUTION: Attachments are not appealing for several reasons: virus threat, large file size, and they add an extra step to get to the information.  Allow people to sign up for your newsletter and use a service to send out your communications.

Make sure the service provides a ‘double opt-in’ subscription process.  A great resource for this is AWeber. Decide on a schedule (every Tuesday, 2^nd Wednesday of the month, etc.) and stick to it.  Reliability and consistency build trust.

MISTAKE #6: No way to capture visitor’s e-mail addresses on your website.

SOLUTION: Offer something valuable for free (audio tips, special report, assessment, checklist) in exchange for a visitor’s e-mail address.  Automate the process with a service like AWeber.

MISTAKE #7: No photo on your social networking profiles (Linkedin, Facebook, Twitter, etc.). 

SOLUTION: Not having a photo on your profiles really sticks out, and not in a good way.  It’s like wearing a paper bag over your head at an in person networking event.  Have a professional photo taken; it’s more than worth it. And until then, even a decent vacation picture with phone camera is better than nothing. 

MISTAKE #8: No e-mail signature that has a ‘clickable’ link to your website and a call to action. 

SOLUTION: Decide the one action you want people to take who are interested in your business and put that in your e-mail signature.  Be sure to include the http:// part of your e-mail address so it is a ‘live’ link.

I hope you’re starting to see how making some tiny changes can have an enormous effect on the success of your business.  Don’t delay; take the time to be sure you’re sending the right messages 

© Stephanie Ward, 2009

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com/.

As a business owner you know the kinds of clients you want.  Why not go one step further and make a list of actual companies you would like to have as clients.

Then, get clear about who it is you want to contact within each company.  What position does the person hold?  Is it the owner?  Is it someone in HR?  Is it the sales manager?

Once you have your list, ask people in your network if they know the person who holds the position in the companies you have identified.  If so, ask if they would be willing to introduce you via e-mail or a phone call. 

If you aren’t able to find someone who can introduce you, you can still approach companies without cold calling.  Begin by finding out the names of the people you want to contact (Google or call).

Then send them valuable information you have created along with a personal letter.  Be sure to send it in the mail (snail mail).

Your valuable give away can not be a brochure that is information all about your business and what you do.  It is hugely important that you send content that is practical and informative for the person receiving it.

Think about things like: tips, trends, research, pitfalls to avoid, etc.  It can be a few pages or many; the key is that it must be relevant and applicable to the person and their business.

(SIDENOTE: Be sure to leverage your valuable give away, see how here).

In the letter you can say that you are sharing this information because you believe the person may find it valuable.  Also state that you will call next week (you can include a date and time if you want) to find out if the person found what you sent is useful.

So when you call as promised, it’s not a cold call because the person has received valuable information from you (for free).  This makes it a warm call.  You simply want to find out if it was of interest for the person.

It is important that you have a marketing sequence in place so when a potential client is interested; you know what the next step will be.  Is it a proposal?  Is it a consult?  Is it a scheduled phone call?

If there is interest, but not a need right now, there are still several opportunities.  First, ask people if they would like you to check back with them in a certain time frame.  If yes, put it in your calendar and do it.

Second, if you have a newsletter with valuable information, you can ask people if they’d like to receive it.

Third, if they are not interested but you feel a positive connection, you can ask if they know one (yes only one) person who may need what you are offering. 

Why only one?  Because if you ask people if they know ‘anyone’ they will draw a blank.  But, if you ask for just one person, it’s much easier to think of someone.

Please remember to thank everyone who takes the time to talk with you or give you referrals.  Yes, even the people who are not interested in what your business offers.  One of the best ways to do this is to send a thank you note in the mail.

Are you starting to see how sharing valuable information and connecting with potential clients can be relaxed and rewarding?  Create your give away, share it, and make a warm call to discover the possibilities. 

© Stephanie Ward, 2008

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.

It’s one of the first things parents teach their children to say.  You were probably taught this as well, I know I was.  So why do we, as adults, forget to do it so often in business?  Simply saying these two words: thank you. 

You may be thinking that as a business owner you have so many other important things to do that saying thank isn’t a top priority.

Possible reasons you don’t say thank you often enough:

- You’re too busy

- You believe it isn’t necessary

- You don’t think to do it (or you forget)

- You think saying thank you is only for the big things

- People rarely thank you, so why should you bother

There is actually no down side to saying thank you.  Think about it, can you remember a time when someone thanked you for something and you didn’t like it?  We humans crave acknowledgment and feel validated when we receive it.

Benefits of saying thank you:

> People feel appreciated, respected, and valued

> People get to share in the success they helped you achieve

> People feel acknowledged for what they do for you

> People may help again knowing that it is appreciated

> People remember who thanks them (and who doesn’t)

One tip, please don’t say thank you as a ploy or strategy to gain something, only do it if you really mean it.  Sincerity is an integral part of being thankful and if your thank you isn’t sincere, it will show.

Say thank you because you want to and don’t hope, or expect, to be thanked in return.  It’s not about keeping score.

Here are some ideas about who you can thank:

* Clients

* Prospects

* Colleagues

* Partners

* Anyone who helps you with your business

So what is a good reason to say thank you?  This is up to you and varies for each person.  You can thank someone who:

- Buys something from your business

- Gives you an interesting introduction

- Refers you to a client

- Gives you new ideas

- Shares valuable information with you (articles, websites, books)

Saying thank you doesn’t have to cost a thing and it’s easy to do.  If you want to, you can spend a little money and give a small present. 

Ways to say thank you:

* Simply say the words, thank you, on the phone or in person

* Send an e-mail

* Send an ecard

* Send a text/sms message

* Send a brief note by post

* Give (or send) a small gift

The most important thing is that you do it so don’t let the method get in the way.

Of course it is always nice to thank people in a timely way and it is never too late.  Do you know the expression, “better late than never”?  If you are thinking about someone who helped you with your business and you wish you would have thanked them for it, do it now. 

When you thank people you are showing your gratitude.  This is an indirect bonus for you because feeling grateful feels good.  Saying thank you acknowledges the person you thank, benefits your business, and is rewarding for you personally.

It may be difficult to measure exactly how saying thank you affects your business and I promise you, it does make a difference.  The results may not be immediate and remember don’t expect anything.  Just trust that ‘what comes around goes around’ and what you give out comes back to you in some way.    

Saying thank you is a habit and simply requires you to notice, and then acknowledge, the nice things people do for you and your business.  Who can you thank today? 

© Stephanie Ward

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.