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Do you need a Small Business Makeover?

By Melinda Emerson on June 1, 2011 in Ask Smallbizlady, Become Your Own Boss Tips, Branding & Marketing, Customer Service, Featured Post, Grow Your Business, Mompreneurs, My Recommendations, Social Media, Technology, Your Small Business

Pitney Bowes wants to give your business a communications makeover worth up to $10,000. If you could use some help with your email, direct mail and social media communications, you can win a free year of using Pitney Bowes’ full suite of business tools. The grand prize winners will also receive in person one-on-one coaching from me @Smallbizlady and my colleagues marketing expert Jane Applegate and technology expert Phil Simon.

You have until July 19th to tell us how you’d improve your business communications. The earlier you enter the better as you will need to get a social media pals to vote for you in order to become a finalist. To enter write a 300 word essay on your biggest communications challenge or send in a one minute video. Click here to enter the Pitney Bowes Small Business Makeover Contest http://www.pbsmartessentials.com/makeover/

Disclosure: I am a paid consultant to Pitney Bowes to participate as a judge and business coach in this makeover contest!

For more tips on how start or grow your small business subscribe to Melinda Emerson’s blog http://www.succeedasyourownboss.com.

Melinda F. Emerson, known to many as SmallBizLady is one of America’s leading small business experts. As a seasoned entrepreneur, professional speaker, and small business coach, she develops audio, video and written content to fulfill her mission to end small business failure. As CEO of MFE Consulting LLC, Melinda educates entrepreneurs and Fortune 500 companies on subjects including small business start-up, business development and social media marketing. Forbes Magazine recently named her one of the Top 20 women for entrepreneurs to follow on Twitter. She hosts #SmallBizChat Wednesdays on Twitter 8-9pm ET for emerging entrepreneurs. She also publishes a resource blog www.succeedasyourownboss.com Melinda is also the author of the national bestseller Become Your Own Boss in 12 months; A Month-by-Month Guide to a Business That Works. (Adams Media 2010)

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How Small Businesses Can Make Money

By Melinda Emerson on July 15, 2010 in Q & A Interview, SmallBizChat, Starting A Small Business

Every week as @SmallBizLady, I conduct interviews with experts on my Twitter talk show #SmallBizChat. The show takes place every Wed on Twitter from 8-9pm ET. This is excerpted from my recent interview with Ramit Sethi @Ramit. New York Times bestselling author of I Will Teach You To Be Rich. He co-founded PBwiki and graduated from Stanford. His blog, I Will Teach You To Be Rich is a community focused on personal finance and entrepreneurship and hosts over 250,000 readers per month. http://www.iwillteachyoutoberich.com/

Smallbizlady: 60% of all small businesses are not profitable by any measure. Why are so many people in business not making money?

Ramit Sethi: There are a lot of possible reasons. A big one is that most people don’t do any sort of market testing to verify that their business idea is viable. They’ll throw themselves at the first brilliant idea that comes along when a simple Google search would have shown that there were 10 other people that had the same idea beforehand, and that they all failed.

Another is that some businesses and industries simply have higher costs and lower margins than others. If you start a coffee shop, for example, you’ll be paying a lot of money before you can earn it all back, and you might go bankrupt before then. But if you start a freelance business, you can be profitable from day one because your business expenses can literally be zero.

There’s nothing wrong with starting a high-cost business, as long as you’re aware of what those costs are and you’re okay with the risks.

Smallbizlady: What are three things every business owner should do daily to make sure their business is making a profit?

Ramit Sethi: Market, sell, and do less of everything else. Getting paying customers is everything. As business owners, we all have a tendency to waste too much time Twittering, Facebooking and going to random one-off networking events because they feel good, not because they make us money.

Smallbizlady: Why is your program called Earn Your First $1,000 on the side?

Ramit Sethi: $1,000, because it’s a nice, round and meaningful goal for most people. On the side, because most people have jobs and can’t just drop everything to start a business that may or may not work out.

Like you mentioned, most businesses don’t make any profit. We want to change that by helping you make your first $1,000 as quickly as possible, and you don’t even need to quit your job to do it.

Smallbizlady: What would you say to someone who says they don’t even have a business idea yet?

Ramit Sethi: If you don’t have a business idea, that’s fine. But there’s a big difference between waiting around for a business idea to miraculously come along, and actively seeking out ideas.

What have you done today to find a business idea? Anybody can come up a few new ideas every day. Then it’s a matter of learning about those fields to see they’re right for you, and maybe trying one or two out until you get some traction.

And finally, the “perfect idea” is a myth – it doesn’t exist. People will wait around for the perfect idea because they’re afraid to take action, when in reality any of their “just average” ideas could have earned them thousands of dollars.

Smallbizlady: Once you have a business idea, how do you know if it’s a good one?

Ramit Sethi: Assuming you’re starting a service-based business like freelancing or consulting, you’ll want to first decide who it is you’re going after, whether it’s moms, internet startups or accountants in San Diego. Then find a few potential customers and contact a few and talk to them without trying to sell them anything. Just talk to them – figure out what they do, the problems they face, and how they feel about your service – as in would they pay for it?

Smallbizlady: What are the most common mistakes people make starting out in business?

Ramit Sethi: Trying to do everything else except getting clients. Most people have an imaginary checklist of things they have to do before they can officially be open for business: get business cards, start a website, start a Twitter account. Oh wait, I have to start a blog too. Get real – you’re just procrastinating. Start calling, emailing and getting in front of clients as soon as possible. It’s scary, but you have to do it.

Smallbizlady: So how do you go about finding your first few clients?

Ramit Sethi: Come up with a short list of people you want to work for. That’s not hard – look at popular blogs, Google them, read Inc magazine.

Write a short, descriptive and personalized email introducing yourself, your service and most importantly, what you can do for them. Busy people don’t care about you, they care about “what’s in it for me?”

If you already know what it is your market desperately wants and needs (which you should have figured out when you were doing your market research) you should at least get a few interested responses. Jump on the phone with them or meet for coffee and see how you can help them with what they need.

Smallbizlady: Lots of freelancers say it’s hard to find clients willing to pay them enough. How much should you charge as a new freelancer?

Ramit Sethi: There’s no wrong answer. You should charge what you think you’re worth and not worry so much about scaring people away. When you’re new, it’s okay to charge a little less, because your goal should be to increase your rates as fast as you can with each new client you get.

Smallbizlady: What if the client objects to your rates, saying “I can get someone else for half the price?”

Ramit Sethi: Just say, “That’s okay. In my experience there’s always someone willing to work for less, so I’m not surprised. I’ve already laid out why I think this is a great investment for you and I believe my rates are reasonable. It’s fine if you’d like to explore other options, but unfortunately I don’t lower my rates.”

The thing is, the client will probably want you even more when he thinks he can’t get you. Having a high cost and standing by it will give you high perceived value.

Smallbizlady: So what are the best ways to market your business and get the word out there after you’ve gotten the ball rolling?

Ramit Sethi: Referrals, referrals, referrals. They are by far the most powerful marketing tool at your disposal. The thing is most people have a passive, inactive approach to getting referrals. You should make getting referrals a key part of your marketing strategy by asking for them, expecting them and incentivizing them in a way that gets your clients actively participating.

Smallbizlady: So how does someone go from working on the side to taking their business full-time?

Ramit Sethi: Minimize as much risk as possible before doing so. I wouldn’t quit a full-time job without having at least 6 months of minimum living expenses on hand, and ideally 12.

Second, make the transition as gradual as possible and it won’t be so hard. Instead of quitting outright, maybe work with your boss to get a more flexible working schedule so you can spend more hours on the business. When you do quit your job, cash flow might be tight, so it wouldn’t be a bad idea to pick up a part-time job to cover your living expenses as you grow your business.

Finally, the first person I’d get in touch with is an accountant who specializes in small business. At least talk to one and see if there’s anything else you’re missing before you make the leap.

Smallbizlady: Any other advice you’d give to someone thinking about starting a business?

Ramit Sethi: Don’t make excuses. I’ve heard them all: I’m too young, I’m too old, it’s the economy, I don’t have a big network, etc. The truth is anybody, even someone with no skills or connections, can learn something valuable in three months and earn plenty of money. Complaining might feel good for a while, but it won’t change your life. So take action today.

If you found this interview helpful, join us on Wednesdays 8-9pm ET follow @SmallBizChat on Twitter.

For more tips on how start or grow your small business subscribe to Melinda Emerson’s blog www.succeedasyourownboss.com

Melinda F. Emerson, known to many as @SmallBizLady is one of America’s leading small business experts. As a seasoned entrepreneur, professional speaker, and small business coach, she develops audio, video and written content to fulfill her mission to end small business failure. As CEO of MFE Consulting LLC, Melinda educates entrepreneurs and Fortune 500 companies on subjects including small business start-up, business development and social media marketing. She has been featured on NBC Nightly News, the Tavis Smiley Radio Show, in the Wall Street Journal and Black Enterprise Magazine. Melinda is also the author of the national bestseller Become Your Own Boss in 12 months; A Month-by-Month Guide to a Business That Works. (Adams Media 2010)

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8 Tips to Become Your Own Boss

By Melinda Emerson on June 28, 2010 in Become Your Own Boss Tips, How to Start, Mompreneurs, My Recommendations, Pink Slip Entrepreneurs, Solopreneurs, Starting A Small Business, Your Small Business

It’s more than a notion to launch your own business. Nowadays it’s common for folks to leave a job via layoff or early retirement and jump right into starting a small business. Some become small business owners because they always wanted to do it…and others are hanging their shingle out of necessity. Regardless of how you found your path to entrepreneurship, you need to keep these 8 tips in mind as you Become Your Own Boss.

1. Figure Out What You Want Out Of Life. It’s just like when you are driving a car – places are so much easier reach when you know the route. Take the time to map out a plan for a successful life. Get clear about what will make you happy. In order to have a successful business, you need a life plan before you ever write a business plan.

2. Get Your Money Straight. Many businesses do not get off the ground because of too many financial obligations in a business owner’s personal life. You need to be prepared financially to go without a paycheck for a year or two in order to make your business dream a reality. Then you’re going to need money to run your new business. You must consider whether you can afford to become an entrepreneur.

3. Evaluate Your Business Concept. Many people who are struck by the entrepreneurial bug have more than one business idea. Make sure that you don’t just follow the idea you love the most. Make sure there’s a real market for your product or service. There’s a big difference between need, want and willing to pay for. I’m all for finding your passion and making it a business, just make sure your passion has a profit center.

4. Get Yourself a Kitchen Cabinet of Advisors. I think you need a fan club of people who believe in you and will tell you the truth about your business ideas. This should be a 3 to 4 people, including an existing entrepreneur, a friend who’s a potential customer, a retired executive who has a rolodex that can assist you and a lawyer or accountant that can give you advice that you otherwise probably couldn’t pay for. I call this group a kitchen cabinet of advisors because they will usually work for food.

5. Spend Time Building Your Network. In business your network is your net worth. People do business with people they like and know. If you are known more internally at your job, you must get out there and start networking at least six months before you start your business. Your first customers will be people who know you or referrals from those same people.

6. Know Your Niche Customer. In this new economy, it’s more important than ever to have a niche target market. Niche to get Rich is a saying, but it is true. The more specialized your target market, the better for your business. You should be able to see the face of your customer and write a story about him or her. Even if you’re using social media you need to know who you want to talk to before jumping out there.

7. You Need a Marketing Plan. Use your marketing plan to clearly identify that there’s a market for your product or service that you can actually reach. You need to figure out who’s buying and why. You also need to develop a signature move or signature service as you are developing your marketing plan. If you can answer those simple those questions you should move forward with your business plans.

8. You Must Have a Business Plan. You must plan for success, it will not just happen to you. You need a business plan to give yourself a road map to run your business. Do not treat your business plan like a historical document. Your first business plan is your hypothesis of what you think will happen in your business. Your assumptions will change once your business is exposed to the market place. In the early years of your business, you should review and update your business plan every 2-3 months to make sure your business is on the right track.

Do you have any more tips on How to Become Your Own Boss?

WANT TO USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

Melinda Emerson “SmallBizLady” is a Veteran Entrepreneur, Small Business Coach and Social Media Marketing Expert who hosts #SmallBizChat on Twitter. #SmallBizChat is the trusted resource on Twitter to discuss everything entrepreneurs need to know about launching and running a profitable small business. Melinda also publishes a resource blog on small business best practices at www.succeedasyourownboss.com Her first book, Become Your Own Boss in 12 Months was released by Adams Media in March 2010.

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The Entrepreneur’s Job Description PART I

By Melinda Emerson on January 11, 2010 in Become Your Own Boss Tips, How to Start, Mompreneurs, My Recommendations, Pink Slip Entrepreneurs, Solopreneurs, Starting A Small Business, Your Small Business

It will take every bit of enthusiasm and energy you have to grow your business into a viable enterprise and a powerful brand. If you think you work hard now with a job working in corporate America, you are in for a rude awakening once you start your small business, particularly if you are used to having a large support staff. This is the first of a Two Part series of blog posts on what it takes to be an entrepreneur.

cover_becomeboss_11-16-09 This blog post is excerpted from my forthcoming book Become Your Own Boss in 12 Months! A Month By Month Guide To A Business That Works! The book will be released in March 2010 by Adams Media. Become Your Own Boss in 12 Months! is organized by month to lead you step by step through the process of how to transition from a job to small business ownership. In other words, it’s a 12 month planning guide to fire your boss and start your small business.

What Does It Take To Be an Entrepreneur?

1. Chief Visionary Officer You must visualize what you want your small business to become over the long haul. Stephen Covey’s most famous concept is “Begin with the End In Mind!” This is true in business and in life. This is the step that gets people in trouble all too often. Don’t get excited about making one initial sale. Take the time to plan out your business model and write out a business plan. Think about what you want your business to be ultimately in terms of number of employees, number of locations, and amount of revenue etc. this will dictate everything you do as you start and grow your business.

2. Chief Sales Officer Nobody should be able to sell your business better than you. You need to be a selling machine. Networking feeds the sales of your business. People do business with people they like and know. If you are known more internally at your current job than externally, spend the time to build your network before your start your business. If you are really not that great at networking, there are two options: get a partner with a great rolodex who loves to network or take some sales training courses to develop a structured system to get it done.

3. Marketing Manager Your marketing efforts are the life’s blood of your business. You must market strategically. You have limited time and limited resources. The narrower your niche market, the easier it is to focus on where to engage your customers. When you are just starting a business you should do marketing activities weekly. Social media marketing activities must be done at least three times a week. NameTag_CVO

4. AR/AP Manager (Accounts Receivable /Accounts Payable) One of the most important things you need to do to have a successful small business is to stay on top of who you need to pay, and who owes you money. You should develop a set policy for when you cut checks to vendors and payroll such as every two weeks. When you can, try to negotiate credit terms with all of your vendors. Push for Net 45 if you can.

5. HR Manager All part time, full time and contract employees will be hired by you. That means you will need to develop job descriptions for each position and conduct interviews for all positions needed. If you work with a temp agency you will still need to provide a job description. No employees should be hired until you can afford their salary, taxes and benefits for at least six months. A year is even better.

What other jobs do you think a small business owner needs to do? Please leave a comment.

WANT TO USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

Melinda Emerson “SmallBizLady” is a Veteran Entrepreneur, Small Business Expert and Social Media Coach who hosts #smallbizchat on Twitter. #Smallbizchat is the trusted Twitter resource to discuss everything entrepreneurs need to know about launching and running a profitable small business. Melinda’s first book, Become Your Own Boss in 12 months; A Month-By-Month Guide To a Business Than Works! is scheduled to be released by Adams Media in March 2010.

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Do You Need to Know Your Business?

By Melinda Emerson on November 2, 2009 in Business Inspiration, My Recommendations, Starting A Small Business, Your Small Business

The answer is a resounding YES! If you are starting a business, your business venture should be something in which you have experience or professional training. The only exception to this rule is if you buy into a franchise, but it is especially true if you take over an existing business. Sometimes there are people working in the business who can help provide institutional information about the business, but you need to make sure you trust the people giving you advice. In those cases, the franchise company typically provides some training. (Even so, I would not suggest buying a food franchise if you have never worked in a restaurant.)

Which way?

If you buy an existing business, you must make sure the employees who are left are interested in the business being successful. You also need to quickly determine who you can trust. Many times the original owner stays on in some role for a couple years to make sure there’s a smooth transition, but there is no guarantee that the founder of the business will work hard for you either.

I have a friend who was an investment banker, who wanted to get into the production industry. So, he researched the industry, found out who the major players were, and identified a business he wanted to buy in the Midwest. The company he had his eye on was the top post-production house in that town. He bought it for millions and then sunk millions more into it upgrading all of the equipment to HD and renovating the space so that people would just want to come by and hang out there and, of course, do business. The place was a showpiece. He even threw the industry Christmas party at his business location, so people would see how fabulous the place was on the inside. Everything was steady the first year, but within three years of the purchase, he was out of business.

Why did this happen? He should have had business lined up around the block with a facility like that, but because he didn’t know the industry, and more importantly – the culture of the industry so he made many costly mistakes. Within the first year, three of his top producing editors left the company. It wasn’t about the facility- his talent drove the demand – it was about the specific editor. Then, advertising people followed the editor they wanted to work with. He also rubbed industry people the wrong way by how he went about getting business; advertising creatives never respond favorably to being told what vendors to use. He was friends with the clients of some of his customers and was perceived as trying to get his friends to strong arm their ad agencies into doing business with him. He also turned off other production industry veterans in his town by being so flashy and bold. This is a brilliant guy, who had plenty of resources to run his business, but he had no industry experience. He also bought from a man who he couldn’t trust. The former owner was not invested in his success. He was just looking for a payday. The former owner didn’t help him understand the culture of doing business in the advertising industry. Not knowing how business was done in this industry, cost him his business. He thought – if he built a top-notch state-of-the-art facility, that would increase the business – but it didn’t. Here’s SmallBizlady’s rule about buying an existing business Do not just buy a business because you like their balance sheet.

I hold a degree in Broadcast Production from Virginia Tech. I worked for six years in television as a news producer before I started my multimedia production company. Work for a business like the one you want to start for at least a couple of years before starting on your own. Do not start a daycare center if you have never worked with kids, just because you heard those kinds of businesses make a lot of money.

Research and work in your industry. Your business venture will be a lot more successful if you do.

Do you have any stories to share about starting a business with or without industry experience? Leave a comment and let me know about your business.

WANT TO USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

For more tips on how start or grow your small business subscribe to Melinda Emerson’s blog www.succeedasyourownboss.com.

Melinda Emerson “SmallBizLady” is a Veteran Entrepreneur, Small Business Expert and Social Media Coach who hosts #SmallBizChat on Twitter. #SmallBizChat is the trusted resource on Twitter to discuss everything entrepreneurs need to know about launching and running a profitable small business. Melinda’s first book, Become Your Own Boss in 12 months! A Month-by-Month Guide to Start a Business that Works! is scheduled to be released by Adams Media in Feb 2010.

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Could Franchising Be For You?

By Melinda Emerson on October 19, 2009 in Branding & Marketing, Business Inspiration, How to Start

Franchising is a great opportunity to take a proven business model that has produced financial success and run it as your own business. While there are many wildly inaccurate statistics about success rates for franchises all over the internet, in general “a franchise is a lower risk proposition than investing in a pure start-up,” according to Joel Libava, the The Franchise King.

One of things that concerns me the most about entrepreneurs who invest in franchises is the belief that, “if you buy a franchise, you cannot fail.” This is fallacy, and is simply not true. Any business can fail. The question is whether your particular franchise opportunity puts you in a better position for success than if you attempted to start a similar business on your own. When you buy into a franchise you are buying a turnkey system. Your continual implementation of that system will determine how successful you will be in business. Starting any business is a risk, but I believe fear of failure is a healthy motivator in business.

Key benefits of a owning a franchise includes – you are buying an established brand, with an instant client base, with operations procedures already in place. You do not have go through the labor intensive task of launching a new brand, establishing procedures, testing and marketing products or establishing a distribution network. However, you must operate your business exactly as the formula describes it and pay a royalty and/or licensing fee to the parent company.

Buying a franchise that is already established can be a lucrative business, but there are drawbacks.

It can be very expensive. In some cases, especially for the marquee franchises, you must be able and willing to purchase three franchises, not just one. This significantly limits the individuals who can afford to buy a franchise.

The price is substantial and the return on investment slow. It can take more than three years to break even and up to five years to turn a profit.

You are at the mercy of the parent marketing department. They will determine the marketing done in your area.

You share in your parent company’s negative publicity. Remember, that issue with lettuce that Taco Bell had two years ago? Well, nobody was eating at any Taco Bell until the restaurant chain cleared up the issue.

The deal with owning a franchise is that the rules/operating procedures must be followed. The uniforms and store set up are set in stone, your main suppliers will be predetermined and franchise fees must be paid. If you think you want to put your personal stamp on your business, a franchise might not be for you.

There are some terrific small franchise opportunities that you can invest in for under $50,000. The following websites are great resources for researching franchise businesses.

www.franchiseopportunities.com

www.franchise.org

www.franchisegator.com

There are so many business opportunities in franchising, that anyone can find one to fit their situation: the key is research. Like with any business, you must take into account the skills you have and the skills you will need to run your franchise. Consider working for another franchise before purchasing your own. Those franchise agreements are really intense legally binding contracts, so be sure to engage an attorney that specializes in franchise agreements. Here are some other questions to consider:

How much capital do you have to purchase a franchise?

How much capital do you have to actually operate the business?

Will you need financing?

How much training and continued support is offered?

How much control will you want to have over the business?

A franchise opportunity could be the perfect business for you. Once you understand your personal and financial capabilities then you will be able to find the franchise business that suits your situation. Evaluate your net worth, personal skills, the market you are interested in, and be sure to talk to other franchise operators to research the best franchise business for you.

Do you know of any additional franchising pros and cons? I want to hear why you think franchising is the way to go to start a business.

WANT TO USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:

For more tips on how start or grow your small business subscribe to Melinda Emerson’s blog www.succeedasyourownboss.com.

Melinda Emerson, “SmallBizLady”, is a Veteran Entrepreneur, Small Business Expert and Social Media Coach who hosts #SmallBizChat on Twitter. #Smallbizchat is the trusted resource on Twitter to discuss everything entrepreneurs need to know about launching and running a profitable small business. Melinda’s first book, Become Your Own Boss in 12 Months! A Month-by-Month Guide to Start a Business that Works! is scheduled to be released by Adams Media in Feb 2010.

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Do You Qualify Your Customers?

By Melinda Emerson on April 1, 2009 in How to Start

Center

As an entrepreneur your time is the most valuable thing you can give anyone.

Every business owner is a salesperson, and when you are starting out you have a certain amount of time to qualify new opportunities. The best salespeople only spend time with companies that are ready to buy or can explain a pain point in their business they’re looking to solve.

One of my coaching clients called me recently asking what to do about a perspective client that keeps setting up appointments and then breaking them without notice. I think you should allow people one screw-up, people are human. But just a meeting or scheduled conference call more than once is a big red flag. Years ago, Oprah said,” People show you who they are the first time.” Now she was talking about dating but the same rule applies to perspective clients. If the client can’t keep appointments or get back to you, it might mean they are really unorganized or that they do not value your time. Either way, walking away early is the best thing. Imagine what they would be like to actually work with on a project. When you decide to move on be careful not to show any annoyance or hostility to the perspective client. They next time they call simply say you are unavailable due to a huge new client you just took on.

Effectively qualifying opportunity requires you to have your ACT together! ACT is an acronym for the three key steps in the qualification process:

Ask for their budget. The phone screen is key to avoiding wasting time. Before you agree to your first appointment find out what the budget is for the project. It’s common to hear, “We have no idea, we are just gathering information.” or “Can you send me some information.” Respond with, “I would be happy to send you my marketing materials or a link to our website. When you are ready to move forward with some idea of a budget, I would be happy to meet with you and any other decision makers.”

Credibility. Now you need to validate their request: Try this, “I have several pieces of information I could send. Can you please tell me a bit about your business issue? If they say, “Just send me what you have,” you are not dealing with a well qualified opportunity. If they tell you about their business, the problem you will be solving, you should aggressively move forward.

Test. In the final step you are going to test the prospect’s intention by establishing next steps. Ask something such as, “Once you have the information, what is your timeline? What are the next steps?” Their response will give you insight into the seriousness of this business opportunity.

It’s a big mean world out here, and many times people will waist your time by picking you clean for free ideas, pricing, or just because they have no clue about your service. Don’t be fooled! Time is money. Qualify your prospects and watch your sales significantly increase!

If you have had any good or bad experiences with perspective clients, I want to hear from you about how you handled the situation, and any advice you have to share.

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