ActionCOACH Business Community meets for GrowthCLUB

Coach Reggie met with GrowthCLUB members last week to create their quarterly business plans. This planning meeting was held at the Beau Revage Golf and Resort. Daneille Coulser and her team at Thyme Savor served a delicious breakfast and lunch!

Daniel Coulser, owner and chef: Thyme Savor Personal Chef and Catering

(910) 262-2962. Exclusive In-House Caterers for Beau Rivage Golf and Resort ,

where they can accomodate up to 350 guests!

Coach Reggie:

"Are you working above or below the line?"

Read what Matthew Sarkela, Mr. Appliance had to say about GrowthCLUB on his 3rd Street Plaza blog post: Thanks Matt!

"Wow! What a great Growth Club planning session on Friday, I’m so glad I made the time to attend. I have gone to more of these sessions than I can remember and every time I do I get much more out of them. We know have a tactical plan for the next 90 days to help us grow our business in a areas like team building, marketing, sales training, time management, and other tasks. Awesome work Reggie, Thanks."

Check out 3rd Street Plaza!, Wilmington, NC's first Social Media Network!

Business Tip of the Week: Learn to Earn!

How keep increase your knowledge to increase your profits! The only place that ‘Earn’ comes before ‘Learn’ is in the dictionary.


Here are some ways ActionCOACH Community members increased their knowledge to increase their profits this past quarter:

Experiences:

• Networking works!
• Persistence – don’t give up when depend on others
• Renegotiate with delinquent clients
• Accountability partner – s/o who pushes you to learn more
• Pushing through the hard stuff

Classes/workshops/websites:

• Reggie’s marketing class: creative advertising
• Web research – UTube as a learning resource
• Specific blogs to your industry
• Action seminars
• Go back to school
• Podcasts
• Blogs for market research – industry competitors
• Solution Focused Selling: Sales Force/sales training – Ron Silver
• Get it Done (pod casts)

Books:

• E-Myth, Michael Gerber
• Milkshake Moment, Steve Little – the difference bet entrepreneurs
• Courage to Lead, Charles Farrell
• Billionaire in Training, by Brad Sugars
• Tribes: We Need You To Lead Us, by Seth Godin
• Raving Fan, by Ken Blanchard and Sheldon Bowles (customer service)
• Eat That Frog, by Brian Tracy (Procrastination)
• The Art of Being Creative
• Rich Dad Poor Dad
• How to Keep Employees Accountable
• Art of Getting Things Done
• Jeffrey Gitomer’s books, materials , newsletters and website
• It Doesn’t Take a Hero, The autobiography of General Norman Schwarzkopf
• The Go Giver by Bob Burg and David Mann
• Duct Tape Marketing podcasts, blog
• Book Yourself Solid, by Michael Port

Make it a great day!

Coach Reggie

Ask the Coach: How Important is a 90 Day plan?

How important is it for my business to develop a quarterly plan for my business?

It’s a challenge to find time to do the push-ups in your business- but everyone will make time and money for what’s important to them! Are you working ‘below or above the line’ in your business? Do you hear excuses? Are you in denial or do you blame others? Or…do you take responsibility, ownership and accountability?

What are the excuses YOU use to avoid working on your 90 Day Plan? How are you working ‘Below the Line’? Here are a few ideas to get you thinking...

• Not enough time


• Too much travel


• Phone not working


• Too tired


• Lack of resources


• Caught in traffic


• ‘That’s not my job’


• Jury duty
  Need new equipment


• Pricing


• Communication


• Assistant out sick


• Server down


• Children


• Not focused enough


• Marketing not productive – not producing correct results


• Constantly taking phone calls


• ‘Gotta check email”


• Life situations to deal with

What a difference it makes when we work above the line, and take Responsibility, Ownership, Accountability!

At last week's GrowthCLUB, ActionCOACH Business Community members shared how they successfully made their 90 Day Plan work for their businesses this past quarter:

• Schedule time better – more efficiently


• Bring in part-time personnel or interns


• Delegate more often


• Schedule weekly team training


• Focus on being a better manager


• Work on the higher priorities – do what you most dislike most first – get the stuff you really don’t want to do out of the way


• Set schedule for certain time of the day for what you need to do (they may be painful and not fun…and may not want to do!)


• Put systems in place, and then stick with it!


• Cutting back extracurricular activities


• Look for an accountability partner


• Follow up with clients instead of waiting for them to call you back


• Test and measure


• Say ‘no’ when it’s in my best interest – follow my priorities, be intentional in my day


• Prioritize my to-do list


• Delegate


• Change email inbox to check manually – rather than the tempting and distracting frequent interruptions


• Decide where ‘saw sharpening’ is most important and take the time to learn it! (Excel, FaceBook, etc)


• More employee team meetings and communications to improve accountability. Ask them questions and see what they come up with.


• Setting daily goals and following through


• Train team in new sales tactics – practice, rehearse, sharpen their saws.

Take a look at your 90 Day Plan to set your monthly and weekly priorities!

Wilmington, NC Business Events, Seminars and Networking Calendar

Mark your calendars...for these upcoming events:

April classes at Cape Fear Community College:
To Register: http://cfcc.edu/sbc/ or phone: 910-362-7216 – Free WILM classes
4/28 (Tues): MS Power Point Applications for Your Small Business, 2-5 p.m, T-100
4/28 (Tues): 100 FREE Disney's Approach to Customer Service, 9-12 p.m. N-112
5/01 (Fri): Writing Business Plans w/Business Plan Pro, 8:30-4:30 p.m., T-100
5/05 (Tues): MS Publisher Applications for Your Small Business, 2-5 p.m., T-100
5/05 (Tues): Monthly Business Coaching Clinic 5, 6-8 p.m. N-202
5/06 (Wed): Basic Bookkeeping for Your Small Business, 6-9 p.m. Wed L-107
5/12 (Tues): Using Them All Together in Your Small Business, 2-5 p.m., T-100

April 25: (Sat) The Brunswick County Springfest: http://nbchamberofcommerce.com/index.htm Live music, good food, children's rides, crafters, and other exhibitors combine to make this event fun for all ages. For more information on exhibiting or performing, please call Jeff Harvell at 443-2154.

April 25: (Sat) Hands On Wilmington (HOW): Time: 8:00a.m.-12:00p.m. (Rain or shine). Annual community service event under the Chamber Foundation's leadership that brings people together to tackle community projects.
Chamber contact: Susie Kelley: 762-2611 ext. 222
Project Leader: Stacy Ankrum
Project: Davis Healthcare and Champions Assisted Living
Telephone: 910-409-3579; Address: 1011 Porters Neck Road, Wilmington, NC 28411
Email: Stacy.ankrum@firstcitizens..com or call: 910-686-7195 Website: www.davishealthcc.com

April 28 (Tues), Small Business Speed Coaching: By Invitation Only (aka - free with registration!!): Wilmington SCORE and American Express OPEN, want to help you build a resilient business! Time: 8 am to 1 pm: This Free (with registration) event will provide education, resources, and inspiration to small businesses by offering: one-to-one coaching, workshops, resources and more. They plan to put business owners on their own fast track to becoming bigger, faster and better! Link to register: http://tinyurl.com/cfghm7

April 30: (Thurs) ActionCOACH and QuickTrainer, Inc. host FREE (with registration) Informational Business Seminar... Increase Customers, Increase Cash Flow & Increase Profits! 6:00 PM - 8:00 PM. ActionCOACH: “The 10 Biggest Sales & Marketing Mistakes and How To Avoid Them” and QuickTrainer, Inc: “QuickBooks and Your Business: Tips, Tricks and Business Decisions.” Call for info: (910) 338-0488. On-line registration: http://qtiacaau.eventbrite.com.

April 30: (Thurs) 2nd Annual Today's Woman Conference & Expo
Coastline Conference & Events Center
This one-day conference and expo features guest speakers from across the state. Up to 35 exhibitors will also be on hand. This event is geared towards professional women and businesses that have women as their targeted clientele.
Kathryn Freeman: 762-2611 ext. 212. www.wilmingtonchamber.org

May 1 (Fri): North Brunswick Chamber of Commerce, Business after Hours at 5 PM. Carolinas Roofing and the Chamber invite you to an old fashioned pig pickin’ at the “Barn” – picnic area beside the Chamber office. Please RSVP to Doris Sullivan, (910-231-9161), carolinasroofing@atmc.net or call the Chamber office (910-383-0553).

May 5: (Tues) ActionCOACH Reggie Shropshire and CFCC – SBC partner to host Business Coaching Clinic: 5 Simple Ways to Double Your Profits. Free with registration. Email or phone for info: reggieshropshire@actioncoach.com or 910-471-2725.

May 11: (Mon): Wilmington Chamber of Commerce: Double Day Open Golf Tournament at Porter's Neck Country Club. Women's tourney in the morning and Mixed tourney in the afternoon. This event is an enjoyable way to assist the chamber in raising funds to support Chamber services and programs. Sponsorships are available. Kathryn Freeman: 762-2611 ext. 212.

May 21: Wilmington Chamber of Commerce: Business After Hours5:30-7:30 pm, Lower Cape Fear Hospice (Phillips LifeCare & Counseling Center)1414 Physicians Drive. Networking event for Chamber members featuring food and beverages. RSVP to 762-2611 ext. 101

Ask the Coach: How do I brand my business?

Everyone talks of branding their business these days. Branding is what makes you stand out from all your competition in the market. What makes you different or unique? What is it about you or your business or your products that sets you apart from everyone else?



Once you zero in on your uniqueness, you can easily target who your market is. Who in the masses want what you have to offer, at the price you are offering it and from your location? Easy enough, right? Oh, the marketing geniuses think so.



Big corporations spend millions of dollars to survey their markets to establish who is purchasing their products – the demographics (age, male, female, and ethnicity), typical times and locations products are purchased; methods of payment; colors that are most popular; textures; shapes; sizes; smells; and of course the price range - it must fall into to hit the sweet spot for them.



If you could do all that for your business, would you? Some say yes, and others seem not to care. Branding helps a business establish what the owners of the business stand for. What they want to say to their end user/client/customer.



What does your business say about you?

• High Quality


• Low Quality


• Cheap


• Expensive


• Accessible


• Hard to get/find


• Average


• Classy


• Mediocre

Brand your business in 5 easy steps:
If you want to brand your business or yourself, consider these five easy steps to establishing yourself uniquely in the market:

1. Determine what it is that makes you or your business so special that you will not have to compete on price in the market.


2. Make sure every part of your business emulates this message – if it is quality of service or product etc. – maintain it all the way through.


3. Systematize your business so that you deliver to your customers expectations EVERY time.


4. Test and Measure your systems on a regular basis to audit yourself. Have no surprises – know what the expected outcomes are and continuously deliver.


5. Establish a Guarantee – one that you know you can deliver on – every time.

Source: ActionCOACH weekly newsletter, ActionSTEPS, by ActionCOACH, Patsy Foxworthy

Business Tip of the Week: 3 Keys to Effective Networking

The three keys to effectively networking: V. C. P.
V: Visibility, C: Credibility and P: Profitibility:

1. Visibility is becoming aware, communicating and establishing links

• At first, you know little about each other
• Being visible, getting yourself, your name, your business out there creates recognition and awareness
• The greater visibility, the more widely you are known, the more you will obtain about others, the more opportunities you will be exposed to, the greater the chances you will be accepted as someone others can refer business to!

2. Credibility is growth; it's being reliable and worthy of confidence

• You have formed expectations of each other
• When expectations are filled, credibility grows
• When appointments are kept, promises are acted upon, facts are verified and services are rendered - credibility continues to grow
• ACTIONS are louder than WORDS
• How to build credibility FAST?
  Do they know someone who has known you longer?
  Will they vouch for you?
  Are you honest?
  Are your products and services effective?
  Can you be counted on in a crunch?

3. Profitability is strengthening

• Do not be shortsighted!
• Profitability is not founded by bargain hunting

How can you determine if you have achieved all three?

• Is it mutually rewarding?
• Do both partners gain satisfaction?
• Does it maintain itself by providing benefits to both?
• If not it probably will not endure.
• It could take a week, a month, a year.
• Depends on frequency and quality of contacts as well as the desire of both parties to move forward

Now, here’s how to get started:

• Introduce yourself to a person you want to meet
• Don't be too aggressive or intimidating
• Ask, "What do you do for a living?"
• Ask for their business card (you can count on yours being discarded!)
• Invest 99% of the conversation asking them questions (they are 2 things they probably aren’t interested in: You and your business!)

Ten Networking Questions that work every time:

1. How did you get your start in the widget business?
2. What do you enjoy most about your profession?
3. What separates you and your company from the competition?
4. What advice would you give to someone just starting the widget business?
5. What one thing would you do with your business if you knew you couldn’t fail?
6. What significant changes have you seen take place in your profession through the years?
7. What do you see as the coming trends in the widget business?
8. What is the strangest or funniest incident you’ve experienced in your business?
9. What ways have you found most effective for promoting your business?
10. What one sentence would you like people to use in describing the way you do business?

It’s HOW you ask:
Don’t interrogate! You shouldn’t have to ask but a few questions. Use extenders, such as: Really? Tell me more, the echo technique, etc. Then ask "How can I know if someone I am talking to is a good prospect for you?" You separate yourself from the pack. You are probably the only one who has asked them that question.

You have put them on notice. You are concerned with THEIR welfare and want to contribute to THEIR success.

Go out and network!

Make it a great day!

Coach Reggie

Coach Reggie speaks to Cape Fear Wedding Association

ActionCOACH Reggie Shropshire and John Meyer, Editor, Cape Fear Wedding Planner

Cape Fear Wedding Association invited Coach Reggie to speak at their monthly meeting last night at Capt’n Bill’s Backyard Grille. His topic, 'It’s Not Time management, It’s You Management', gave the members several ideas to set priorities and make plans for their week. Here are a few highlights:

• Schedule your priorities: Work on those important tasks before they become urgent.
• Keep your 'saw' sharp: Make a plan to create a balanced life – and grow in each area: physically, emotionally/socially, mentally and spiritually.
• Plan Weekly: Take 20 – 30 minutes each week to plan. If you don’t do it, you will manage your life by crisis and other people’s definition of what is important will take precedence. It will be all about short term…time will tick away!
• Plan Daily: Some of each day is already determined by ‘The Big Rocks” – your highest priority, important but not urgent activities. Fill in your schedule with what time remains. Make a realistic list…don’t be tempted to plug in everything that we can think of in a given day! Never plan for more than 65% of your available time.

For more of Coach Reggie's tips on time management, check out last month's blog post.

The Cape Fear Wedding Association is a voluntary organization of wedding professionals and vendors in Wilmington and the Lower Cape Fear region of North Carolina. It is intended to improve communication among wedding professionals, uphold the highest professional standards, and provide a guide to brides and grooms in choosing vendors. Contact John Meyer, editor@wilmingtontoday.com or visit their website: http://www.capefearwedding.com/

Wilmington, NC Business Events, Seminars and Networking Calendar

Mark your calendars...for these upcoming events:


April classes at Cape Fear Community College:
To Register: http://cfcc.edu/sbc/ or phone: 910-362-7216 – Free WILM classes
4/21 (Tues): MS Excel Applications for Your Small Business, 2 to 5 pm, T-100
4/23 (Thurs): Doing Business With The Government, 6 to 8:00 pm, L-107
4/28 (Tues): MS Power Point Applications for Your Small Business, 2-5 p.m, T-100
4/28 (Tues): Disney's Approach to Customer Service, 9-12 p.m. N-112
5/01 (Fri): Writing Business Plans w/Business Plan Pro, 8:30-4:30 p.m., T-100
5/05 (Tues): MS Publisher Applications for Your Small Business, 2-5 p.m., T-100
5/05 (Tues): Monthly Business Coaching Clinic 5, 6-8 p.m. N-202
5/06 (Wed): Basic Bookkeeping for Your Small Business, 6-9 p.m. Wed L-107
5/12 (Tues): Using Them All Together in Your Small Business, 2-5 p.m., T-100


April 18 (Sat): Hanover Shopping Center (Across Street from Independence Mall): 3rd VENDOR SHOWCASE AND SIDEWALK SALE! This is your opportunity to partner with HANOVER CENTER to display, showcase and sell YOUR products and services to an audience of thousands. Limited space for the day long sale and showcase starts at $200.00 and goes up according to positioning and size. Tents, tables, chairs are available. Interested? Email Bruce Henderson - bhenderson6@ec.rr.com.

April 18 and 19: (Sat and Sun): 30th Annual Coastal Living Show, sponsored by The Wilmington Woman’s Club. Schwartz Center – Cape Fear Community College – 610 North Front Street, Wilmington, NC. Exhibit info: http://www.wilmingtonwomansclub.com/, Nancy McGowan,Exhibit Chair, at 910-799-3604 or Ida Newton at 910-791-5138.

Apr 18 (Sat): Rims On The River: Vintage Car, Hotrod and Motorcycle Show:
11 am to 5 pm, Historic Downtown Wilmington, Front and Market Streets. (Rain date: 4/19). Contact: Downtown Business Alliance, rimsontheriver@hotmail.com; 216-374-8884. http://www.dbawilmington.com/. Cars and motorcycles 1980’s and older!

April 21 (Tues): North Brunswick Chamber of Commerce – Business Luncheon at Antonio’s, Leland. Speaker: Jim Bradshaw, Director of Economic Development for Brunswick County. Please call the chamber office to RSVP – if you do not plan to eat lunch, please call to reserve a seat. Cost is $7.50, includes tax and tip for pizza, salad and beverage.

Apr 22 and 23 (Wed and Thurs): ActionCOACH workshop: “6 Steps to Build Your Business to Thrive in a Tough Economy”. This ‘free with registration’ workshop is designed for every business and will take you through each step of successful business growth to have a commercial, profitable enterprise that works without you. Wednesday evening, 4/22: 6 pm to 9 pm: http://6stepsapr09pm.eventbrite.com/ or Thursday morning, 4/23: 8 am to 11 am: http://6stepsapr09am.eventbrite.com/. Call 910-471-2181 for information.

April 25: (Sat) The Brunswick County Springfest: http://nbchamberofcommerce.com/index.htm Live music, good food, children's rides, crafters, and other exhibitors combine to make this event fun for all ages. For more information on exhibiting or performing, please call Jeff Harvell at 443-2154.

April 25: (Sat) Hands On Wilmington (HOW): Annual community service event under the Wilmington Chamber of Commerce Foundation's leadership that brings people together to tackle community projects.
Susie Kelley: 762-2611 ext. 222

April 28 (Tues), Small Business Speed Coaching: Wilmington SCORE and American Express OPEN, invite you to let them help you build a resilient business! Time: 8 am to 1 pm: This Free (with registration) event will provide education, resources, and inspiration to small businesses by offering: one-to-one coaching, workshops, resources and more. They plan to put business owners on their own fast track to becoming bigger, faster and better! Link to register: http://tinyurl.com/cfghm7

April 30: (Thurs) ActionCOACH and QuickTrainer, Inc. Informational Business Seminar. FREE (with registration) Informational Business Seminar... Increase Customers, Increase Cash Flow & Increase Profits! 6:00 PM - 8:00 PM. ActionCOACH: “The 10 Biggest Sales & Marketing Mistakes and How To Avoid Them” and QuickTrainer, Inc: “QuickBooks and Your Business: Tips, Tricks and Business Decisions.” Call for info: (910) 338-0488. On-line registration: http://qtiacaau.eventbrite.com/.

April 30: (Thurs) 2nd Annual Today's Woman Conference & Expo
Coastline Conference & Events Center
This one-day conference and expo features guest speakers from across the state. Up to 35 exhibitors will also be on hand. This event is geared towards professional women and businesses that have women as their targeted clientele.
Kathryn Freeman: 762-2611 ext. 212. http://www.wilmingtonchamber.org/

Save these dates in May:

May 1 (Fri): North Brunswick Chamber of Commerce, Business after Hours at 5 PM. Carolinas Roofing and the Chamber invite you to an old fashioned pig pickin’ at the “Barn” – picnic area beside the Chamber office. Please RSVP to Doris Sullivan, (910-231-9161), carolinasroofing@atmc.net or call the Chamber office (910-383-0553).

May 5: (Tues) ActionCOACH Reggie Shropshire and CFCC – SBC partner to host Business Coaching Clinic: 5 Simple Ways to Double Your Profits. Free with registration. Email or phone for info: lynnhagin@actioncoach.com or 910-471-2181.

May 11: (Mon): Wilmington Chamber of Commerce: Double Day Open Golf Tournament
Porter's Neck Country Club. Women's tourney in the morning and Mixed tourney in the afternoon. This event is an enjoyable way to assist the chamber in raising funds to support Chamber services and programs. Sponsorships are available. Kathryn Freeman: 762-2611 ext. 212.

May 21: Wilmington Chamber of Commerce: Business After Hours, 5:30-7:30 pm, Lower Cape Fear Hospice (Phillips LifeCare & Counseling Center)1414 Physicians Drive. Networking event for Chamber members featuring food and beverages.RSVP to 762-2611 ext. 101

Healthy Cash Flow Strategies for Small Business

You’ve probably heard the saying, “Cash is King,” – and truly, a healthy Cashflow is a vital part of any successful business. Net income doesn’t pay the bills and neither do the assets or equity in your business. Only cash pays the bills. Without a doubt, proper Cashflow management in your business is critical to its growth and longevity. Understanding basic Cashflow principles is the first step in effectively managing your Cashflow.

Cashflow is more than just a fancy term. In its simplest form, Cashflow is the movement of money in and out of your business. It can be described as the process in which your business uses cash to generate goods or services for sale to your customers, then collects that cash from each sale and completes the cycle all over again.

Let’s look at each flow of cash:

Inflows:
Inflows are the movement of money into your cash flow. Inflows most likely come from the sale of your goods or services to your customers. If you extend credit to your customers and allow them to charge the sale of the goods or services to their account, then an inflow occurs as you collect on the customer’s account. The proceeds from a bank loan, money received from investors or sale of assets are also cash inflows.

Outflows:
Outflows are the movement of money out of your business. Outflows are generally the result of paying expenses. If your business involves reselling goods, then your largest outflow is most likely the purchase of inventory. A manufacturing company’s largest outflows are usually the purchases of raw materials and other components needed for the production of their final product. Purchasing fixed assets, paying down debt and reducing accounts payable are also cash outflows.

Accounts Receivable and Cashflow Accounts:
Receivable represents sales that have not yet been collected as cash. You sell your merchandise or services in exchange for a customer's promise to pay you at a certain time in the future. If your business normally extends credit to your customers, then the payment of accounts receivable is likely the single most important source of cash inflow. In the worst case scenario, unpaid accounts receivables will leave your business without the necessary cash to pay its own bills. More commonly, late or slow-paying customers will create cash shortages, leaving your business without the cash necessary to cover its own cash outflow obligations.

Knowing your Receivable Turnover Ratio (RTR) can provide great insight into your account receivable position. You calculate ratio by dividing annual sales by the total dollars of outstanding receivables. To break this metric down into days, just divide your RTR by 365 to give you the average number of days it takes for you to collect on outstanding receivables. In addition, you should print a weekly Accounts Receivable aging schedule and ensure frequent and appropriate contact is made to collect the money owed to you.

Statement of Cashflow:
Every business owner should also have a Statement of Cashflow for their business prepared at least monthly, along with their income statement and balance sheet.The Statement of Cashflow reports Cashflow generated over a period of time in each of the three key activities of a business: investing, operating and financing activities. While each financial statement provides unique information of use for analysis and decision-making, the Statement of Cashflow provides particular insight into that most vital commodity – cash.

Every business owner should develop a good understanding of basic Cashflow principles and then analyze the various areas that affect the timing of cash inflows and outflows in your business. A good analysis of these components will point out problem areas that lead to Cashflow gaps in your organization. With this information, you can develop a Cashflow plan to help you foresee the needs of capital, along with identifying potential sources of operating capital that can help you fund the ongoing activities and needs of your business.

Adapted from an ActionSTEPS article, written by ActionCOACH,Bill Stack

Wilmington, NC Business Events, Seminars, & Networking Calendar

April classes at Cape Fear Community College:

To Register: http://cfcc.edu/sbc/ or phone: 910-362-7216 – Free classes
4/14/09 (Tues): MS Word Applications for Your Small Business, T-100 – 2 to 5PM
4/21/09 (Tues): MS Excel Applications for Your Small Business, T-100 - 2 to 5 PM
4/23/09 (Thurs): Doing Business With The Government, L-107 - 6 to 8:00 PM

April 10: (Fri), 6:00 pm to 8:00 pm: Spectrum Art and Jewelry: Wine Tasting and Open House. This is a free event and is open to the public. Location: 1121-B Military Cutoff Rd (The Forum Shopping Center, next door to NoFo Restaurant).
Contact the gallery: (910) 256-2323. http://www.spectrumartandjewelry.com/

April 15 (Wed), 5:30 to 7:30: Cape Fear Wedding Association hosts ActionCOACH Business Coach, Reggie Shropshire – speaking to the group about “It’s not TIME management, it’s YOU management. Call John Meyer, Editor to learn more: 910-392-5228, http://www.capefearwedding.com/

April 15 (Wed), 5:30 to 7:30: Wilmington Chamber of Commerce - Business After Hours. Buck Hardee Field Beer Garden at Legion Stadium, Hosted by Copiers Plus, Inc. and Wilmington Sharks. Networking event for Chamber members featuring food and beverages. RSVP to 762-2611 ext. 101.

April 18 (Sat), Hanover Shopping Center: (Across Street from Independence Mall): 3rd VENDOR SHOWCASE AND SIDEWALK SALE! This is your opportunity to partner with HANOVER CENTER to display, showcase and sell YOUR products and services to an audience of thousands. Limited space for the day long sale and showcase starts at $200.00 and goes up according to positioning and size. Tents, tables, chairs are available. Interested? Email Bruce Henderson - bhenderson6@ec.rr.com.

April 18 and 19, (Sat and Sun): 30th Annual Coastal Living Show, sponsored by The Wilmington Woman’s Club. Schwartz Center – Cape Fear Community College – 610 North Front Street, Wilmington, NC. Exhibit info: http://www.wilmingtonwomansclub.com/, Nancy McGowan,Exhibit Chair, at 910-799-3604 or Ida Newton at 910-791-5138. They have only 8 available remaining spaces (out of 90!).

Apr 22 and 23, (Wed and Thurs): “6 Steps to Build Your Business to Thrive in a Tough Economy”. This ‘free with registration’ workshop is designed for every business and will take you through each step of successful business growth to have a commercial, profitable enterprise that works without you.
Wednesday evening: 6 pm to 9 pm: http://6stepsapr09pm.eventbrite.com/ or
Thursday morning: 8 am to 11 am: http://6stepsapr09am.eventbrite.com/.
Call 910-471-2181 for information.

April 25: (Sat), The Brunswick County Springfest: http://nbchamberofcommerce.com/index.htm Live music, good food, children's rides, crafters, and other exhibitors combine to make this event fun for all ages. For more information on exhibiting or performing, please call Jeff Harvell at 443-2154.

April 25: (Sat), Hands On Wilmington (HOW): Annual community service event under the Chamber Foundation's leadership that brings people together to tackle community projects.
Susie Kelley: 762-2611 ext. 222

April 28 (Tues), Small Business Speed Coaching: By Invitation Only: SCORE and American Express OPEN, want to help you build a resilient business! Time: 8 am to 1 pm: This Free (with registration) event will provide education, resources, and inspiration to small businesses by offering: one-to-one coaching, workshops, resources and more. They plan to put business owners on their own fast track to becoming bigger, faster and better!
Link to register: http://tinyurl.com/cfghm7

April 30: (Thurs), ActionCOACH and QuickTrainer, Inc. host FREE (with registration) Informational Business Seminar... Increase Customers, Increase Cash Flow & Increase Profits! 6:00 PM - 8:00 PM. ActionCOACH: “The 10 Biggest Sales & Marketing Mistakes and How To Avoid Them” and QuickTrainer, Inc: “QuickBooks and Your Business: Tips, Tricks and Business Decisions.” Call for info: (910) 338-0488. On-line registration: http://qtiacaau.eventbrite.com/.

April 30: (Thurs), 2nd Annual Today's Woman Conference & Expo:
Coastline Conference & Events Center
This one-day conference and expo features guest speakers from across the state. Up to 35 exhibitors will also be on hand. This event is geared towards professional women and businesses that have women as their targeted clientele.
Kathryn Freeman: 762-2611 ext. 212. http://www.wilmingtonchamber.org/

Save these dates in May:
May 21: Wilmington Chamber of Commerce: Business After Hours, 5:30-7:30 pm, Lower Cape Fear Hospice (Phillips Life Care & Counseling Center)1414 Physicians Drive. Networking event for Chamber members featuring food and beverages. RSVP to 762-2611, ext. 101

Business Tip of the Week: Team Building - Addition by Subtraction

Who is the Terrell Owens in Your Business?

You see it often – someone with great talent helps an organization for a little while and then things go south. Often times, when that person exists, the organization is better off - almost addition by subtraction.

Who is that person in your business?

Do you have someone on the team who does not embrace your culture, vision, mission and purpose?

Do you have a supplier who is consistently late causing you to miss deadlines with your customers (but you stay with them because they are great at what they do)? Do you have customers who spend a lot of money with your business but drive you crazy and cause you to ignore other customers (to your long-term detriment)?

In case you are wondering, the answer is “Yes” to one or more of the questions above.

Frank Lloyd Wright designed some of the greatest architectural structures in the world – but was constantly looking for his next commission because he was so difficult to work with.

When you have someone who is very talented, but ultimately is distracting you from your goals, what should you do? It’s simple really:

1. Communicate effectively what your business is about and what it means to be a stakeholder.
2. Help them understand that by working together (especially around culture) that the business will profitably move forward.
3. Hold the entire organization (including yourself) to these standards. In other words, walk the talk.
4. If after all of this, the individual still doesn’t get it – fire them.

Addition by subtraction is a reality (just ask the 49ers & Eagles)!

Thanks to ActionCOACH Steve Brock and his newsletter, 'Make Your Business Work for You with ActionCOACH'.

How to Write Advertising That Sells!

This month's 'The Next Level Seminar' Series, "How to Write Advertising That Sells" inspired Wilmington business owners to build a better marketing campaigns and write ads that SELL!

Here are a few highlights of Coach Reggie's seminar:

Marketing is communication and education. It lets people know what’s available, what the benefits are, what to buy, how to choose, and how to buy from you. Marketing starts well before the first purchase and continues well after the last sale. Profitable marketing is an investment – not an expense! Remember...the more you read, the easier marketing will become!
The market decides what works and what doesn’t. So, test and measure: test your headlines, copy, and different publications - find the right combination that strikes gold. Create lifetime value, make sure you have a plan to keep them and have them return. Back up your promise with a process. And remember; don’t put all your eggs into one basket: get your customers in your door in 10 different ways – be a well-balanced marketing machine!

Build a better marketing campaign:
WHO: Identify your target market, who do you like to do business with? Be clear! Identify who you are going after, what are their common traits, common threads? Make a list of your target market, niches or groups
WHERE: where will you find them in the highest concentration?
WHAT: What are they going to respond to? What is your offer to be, and what do they want to buy? Good opportunity to lower your marketing expenses.
WHY: Understand why they want to buy your product or service. What are the BENEFITS? Tell them how you are the solution to their frustration.
HOW: Decide how you will communicate your offer to your target market? Start at the WHO, not at the HOW to save time and money.

How to Write Ads that Sell:
Three Most Important parts of any marketing campaign:

1. Target: 10/10: Be clear about your target market


2. Offer: 5/10: Be strong. Give discounts to your break-even point and then move it up.
   Get them to take the next step. Get them the first time!


3. Copy: 1/10: If your target is not on, don’t have a good offer, it doesn’t matter what you say!
   

Four Keys to great ads: Attention, Inspire, Desire, Action: "A. I. D. A"
1. Attention: A headline that grabs emotion. The Biggest reason, Statement, Question
2. Interest: WIIFM? Explain to them what they will be by working with you…what are the benefits of your product or service to your customer…answer this question: What’s In It For Me? What do they get from working with you? Allude to a specific offer.
3. Desire: Play on emotion. Create a vision, uncover their frustration or dissatisfaction.
4. Action: Tell them what they need to do. Create urgency, make it easy – lower the hurdle

Attention: Write HEADLINES that capture Attention:
It’s the largest piece of real estate in your ad
Think about what challenges you can solve
Why should they contact you?

Don’t use your own name
Put the word YOU in it
Open a LOOP: make the reader read the rest of your ad
Qualify the right readers: speak to their frustration, pain
Sell the BENEFITS
20 to 25% of the space of the ad…

Great headline words and combinations:
Read this helpful list of words and phrases to use in your headlines! (follow this link to another blog post)

Interest: Catch their Interest with your OFFER:
To make them respond with and offer:
The number one reason ads fail – there is NO OFFER! It’s a waste
You must give people a reason to try you
Your offer must be generous or it won’t work
It must motivate action
You’re in the business of buying customers
Once you get them in the door (if you’re good), it’s easy to keep them long-term.
Keep them coming back again
How many referrals can they send you?

Guidelines of making an offer:

• Put a time limit on it…inspire urgency


• Limited quantities or specific numbers


• It should be meaningful to the customer and be something they want


• A rock-solid offer can be a basis of the ad


• It’s like fishing

Types of offers:

• The Added Value with Soft-Dollar cost


• The Package offer


• Discounts vs. Bonus offers


• Valued-at offer


• Time-limited offers


• Guarantee offers


• Free offers

Layout and Pictures:

• Early right-hand page, right hand edge


• Photo- top one-third or head and shoulders


• Stay off left pages and out of the gutter


• Headline at the top, name and contact details at the bottom


• A dashed border for small ads

Word, Fonts and Layout

• What’s In It For Me ... A Point of ‘YOU’...


• Times New Roman Upper and Lower Case ...


• NO italics, CAPITALS, or underlining ...


• Use columns, short paragraphs, spaces between para’s & indent the first line ...


• Use a Caption under your photograph

Desire: A great offer, sizzling words, testimonials, and benefits

Action: Call to ACTION
Make it easy - Be specific - Use a Coupon

"Postive thougths without postive action will get you postively nothing!"


30 Second Killer Ad Test:

Four Biggest Mistakes
Using your company name as the headline.
Not using the word “You” or some connotation of it in the headline.
Not opening a loop (Means the headline must force the reader to read the rest of the ad. E.g., “5 Reasons YOU Need an Action Coach…” - Requires the reader to read the ad to find the answer. It opens a loop.)
Not having a clear call to Action.

A.I.D.A.
• Attention: Does the ad (namely headline) grab your attention?
• Interest: Does the ad generate the reader’s interest?
• Desire: Does the ad build desire?
• Action: Does the ad prompt the reader to take action?

For every point, you can answer yes to give the ad one point. This gives you a quick rating out of eight as to whether the ad follows the basic rules of writing an ad.

Headlines that Sell!

Your list of key words, phrases and combinations to get you started on writing YOUR attention-getting and inspiring headlines:

• How to...
• How Would...
• How Much...
• 100% Guaranteed...
• How You Can...
• Who Else Wants...
• Profit From...
• Discover How To...
• Save Money...
• Save Time...
• The Truth About...
• Advice To...
• Yours FREE...
• The Ultimate In...
• Take Advantage Of...
• Your Chance To...
• Proven To...
• Your Last Chance To...
• Money Back Guarantee...
• Best Kept Secrets...
• 7 Reasons Why...
• Which Of These...
• Discover The Magic Of...
• In Test After Test...
• Now You Can...
• Incredible Offer ...
• Satisfaction Guaranteed...
• 12 Proven Steps To...
• More Powerful Than...
• What Better Way To...
• Never Seen Before...
• Cash In On...
• Absolutely FREE...
• You shouldn’t...
• Here's How You...
• Best Kept Secret...
• Little Known Secrets...



To learn more about writing attention-getting and inspriting headlines for your advertising, check out the highlights from Coach Reggie's The Next Level seminar series, "How to Write Advertising That Sells!"



Learn how to write compelling offers that grab your readers' interest and attention and prompts them to take action.

Business Tip of the Week: How to attract businesss with your magnetic personality!

Why do you attend business networking functions? Do you walk away with several good leads or new business? Or, do you find yourself spending most of your time socializing with folks you already know, or making a meal out of the appetiser table? Below, you'll see several great tips on how to make networking meetings and events a productive investment of your time, energy and money. Take a look at Dr. Ivan Misner and Scott Ginsberg's suggestions on how you can attract people to you and your business by becoming approachable.

There are two elements involved in becoming a magnet: Your ability to attract people and your approachability - the extent to which others perceive you as being open. Together, these two qualities create a positive attitude, one of the top traits of a master networker. Together, they influence how magnetic you are for your business.

Author and professional speaker Scott Ginsberg has done extensive research on approachability in relationships. You may have heard of him. He's also known as "the Nametag Guy." (He wears a name tag everywhere he goes.) As the author of The Power of Approachability, he helps people maximize their approachability and become unforgettable.

Ginsberg says, approachability is a two-way street. "It's both you stepping onto someone else's front porch, and you inviting someone to step onto your front porch," he says. Here's a summary of Ginsberg's tips on how to maximize your approachability.

1. Be ready to engage. When you arrive at a meeting, event, party or anywhere conversations will take place, prepare yourself. Be ready with conversation topics, questions and stories in the back of your mind as soon as you meet someone. This will help you avoid awkward small talk.
   Focus on CPI. CPI stands for 'Common Point of Interest'. It's an essential element in every conversation and interaction. Your duty, as you meet new people, or even as you talk with those you already know, is to discover the CPI as soon as possible. It helps establish a bond between you and others. It increases your approachability and allows them to feel more comfortable talking with you.


2. Give flavored answers. You've heard plenty of fruitless questions in your interactions--questions like "How's it going?" "What's up?" or "How are you?" When such questions come up, Scott warns, don't fall into the conversation ending trap of responding, "Fine." Instead offer a flavored answer: "Amazing!" "Any better, and I'd be twins!" or "Everything is beautiful." The other person will instantly change his or her demeanor, smile and, most of the time, ask what made you answer that way. Why? Because nobody expects it. Not only that, but offering a true response to magnify the way you feel is a perfect way to share yourself or make yourself personally available to others.


3. Don't cross your arms at networking events. Even if you're cold, bored, tired or just don't want to be there, don't cross your arms. It makes you seem defensive, nervous, judgmental, close-minded or skeptical. It's a simple, subconscious, nonverbal cue that says, "Stay away." People see crossed arms, and they drift away. They don't want to bother you. You're not approachable.Think about it. Would you want to approach someone like that? Probably not. So when you feel that urge to fold your arms across your chest like a shield, stop. Be conscious of its effect. Then relax and do something else with your arms and hands.


4. Give options for communication. Your friends, colleagues, customers and co-workers communicate with you in different ways. Some will choose face-to-face; some will e-mail; others will call; still others will do a little of everything. Accommodate them all. Give people as many ways as you can to contact you. Make it easy and pleasant. On your business cards, e-mail signatures, websites and marketing materials, let people know they can get in touch with you in whatever manner they choose. Maybe you prefer e-mail, but what matters most is the other person's comfort and ability to communicate with you effectively. There's nothing more annoying to a phone person than to discover she can't get a hold of you unless she e-mails you.


5. Always have business cards. At one time or another you've probably been on either the telling or listening end of a story about a successful, serendipitous business encounter that ended with the phrase, "Thank goodness I had one of my business cards with me that day." If you recall saying something like that yourself, great. You're practicing approachability by being easy to reach.If not, you've no doubt missed out on valuable relationships and opportunities. And it happens. People forget cards, neglect to get their supply reprinted or change jobs. Always remember: There is a time and a place for networking--any time and any place. You just never know who you might meet. Conquer your fear of rejection. Do you ever hear yourself saying, "They won't say hello back to me. They won't be interested in me. I will make a fool of myself"?Fear is the number one reason people don't start conversations--fear of rejection, fear of inadequacy and fear of looking foolish. But practice will make this fear fade. The more you start conversations, the better you become at it. So be the first to introduce yourself, or simply to say hello. When you take an active rather than passive role, you develop your skills and lower your chances of rejection.


6. Wear your name tag. We've heard every possible excuse not to wear name tags, and all of them can be rebutted:
   

   Your name tag is your best friend for several reasons. First of all, a person's name is the single piece of personal information most often forgotten--and people are less likely to approach you if they don't know (or have forgotten) your name. Second, it's free advertising for you and your company. Third, name tags encourage people to be friendly and more approachable.

• "Name tags look silly." Yes, they do. But, remember, everyone else is wearing one, too.


• "Name tags ruin my clothes." Not if you wear them on the edge of your lapel, or use cloth-safe connectors, like lanyards and plastic clips.


• "But I already know everybody." No, you don't. You may think you do, but people join and leave businesses and organizations all the time.


• "But everyone already knows me." No, they don't. Even the best networkers know there's always someone new to meet.

Ginsberg 's axiom about the CPI is particularly powerful in networking for your business. Consider the people you know best right now. If you know them through work, they all share work with you as a CPI. If you know them through your soccer league, they share your interest in soccer. With that in mind, you could be attracting people who later--after you've built a relationship starting from this common ground--could help your business.

Adapted from an article, "Develop a Magnetic Personality”written by Dr. Ivan Misner, Founder and CEO of Business Network International (BNI) where he offered these tips for you to become a master networker. Called the "Father of Modern Networking" by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the founder and chairman of BNI, the world's largest business networking organization. His latest book, The 29% Solution can be viewed at 29PercentSolution.com. Dr. Misner is also the senior partner for the Referral Institute, an international referral training company. He can be reached at misner@bni.com.

Cool Happenings in the Wilmington, NC Business Community

Mark your calendars...for these upcoming events:

April classes at Cape Fear Community College:
To Register: http://cfcc.edu/sbc/ or phone: 910-362-7216 – Free classes
4/7/09 (Tues): Monthly Business Coaching Clinic: “How to Write Advertising that Sells!” N-202 - 5:30to 8:00 PM
4/9/09 (Thurs): How to Start Your Small Business (II), L-107 - 6 to 8:30 PM
4/14/09 (Tues): MS Word Applications for Your Small Business, T-100 – 2 to 5PM
4/21/09 (Tues): MS Excel Applications for Your Small Business, T-100 - 2 to 5 PM
4/23/09 (Thurs): Doing Business With The Government, L-107 - 6 to 8:00 PM

April 6 (Mon): Azalea Coast Executive Network (ACEN): 5:30 to 7:30 at Bluewater Grille, Wrightsville Beach. RSVP required to register: Denise Russos, 910-620-6413. Guest speaker: Laurie Bystorm, Lower Cape Fear Hospice and Life Center; Sponsor: Marie Izzo, Wavecrest Associates. Dinner: $15.00.

April 7 (Tues): CFCC-SBC and ActionCOACH present another dynamic ‘The Next Level” seminar: “How To Write Advertising That Sells!” - 5:30 to 8 pm at CFCC. Free with registration: http://www.thenextlevelapr09.eventbrite.com/ Contact the ActionCOACH office for details: 910-471-2181.

Arpil 7 (Tues): North Brusnwick Chamber of Commerce, Business After Hours: 5:30 p.m. Asset Storage on Blackwell Rd. in Belville will be hosting Chamber Members at their new and modern facility. They're havin' a pig pickin', with a band and most assuredly your beverage of choice.

April 8 (Wed): ActionCOACH – ActionCLUB, 9 am to 11 am: 8 Practical Group Coaching sessions. To learn more about the kick-off to this business success program, call the ActionCOACH office to register: 471-2181.

April 8 (Wed): Wilmington Professional Group (WPG), 6 to 8 pm. Open invitation for networking and delicious food. Hosted by Islands Fresh Mex Grill (260 Racine, near Racine and Eastwood) , Sponsor: Dr. David Russ, Chiropractic and Wellness Center.

April 10: (Fri) Spectrum Art and Jewelry: Wine Tasting and Open House. 6:00 pm to 8:00 pm: This is a free event and is open to the public. Location: 1121-B Military Cutoff Rd (The Forum Shopping Center, next door to NoFo Restaurant). Contact the gallery: (910) 256-2323. http://www.spectrumartandjewelry.com/

April 15 (Wed): 5:30 to 7:30: Cape Fear Wedding Association hosts ActionCOACH Business Coach, Reggie Shropshire – speaking to the group about “It’s not TIME management, it’s YOU management. Call John Meyer, Editor to learn more: 910-392-5228.

April 15 (Wed): 5:30 to 7:30, Wilmington Chamber of Commerce - Business After Hours - Buck Hardee Field Beer Garden at Legion Stadium, Hosted by Copiers Plus, Inc. and Wilmington Sharks. Networking event for Chamber members featuring food and beverages.RSVP to 762-2611 ext. 101.

April 18 (Sat): Hanover Shopping Center (Across Street from Independence Mall): 3rd VENDOR SHOWCASE AND SIDEWALK SALE! This is your opportunity to partner with HANOVER CENTER to display, showcase and sell YOUR products and services to an audience of thousands. Limited space for the day long sale and showcase starts at $200.00 and goes up according to positioning and size. Tents, tables, chairs are available. Interested? Email Bruce Henderson - bhenderson6@ec.rr.com.

April 18 and 19: (Sat and Sun): 30th Annual Coastal Living Show, sponsored by The Wilmington Woman’s Club. Schwartz Center – Cape Fear Community College – 610 North Front Street, Wilmington, NC. Exhibit info: http://www.wilmingtonwomansclub.com/, Nancy McGowan,Exhibit Chair, at 910-799-3604 or Ida Newton at 910-791-5138.

April 25: (Sat) The Brunswick County Springfest: http://nbchamberofcommerce.com/index.htm Live music, good food, children's rides, crafters, and other exhibitors combine to make this event fun for all ages. For more information on exhibiting or performing, please call Jeff Harvell at 443-2154.

April 25: (Sat) Hands On Wilmington (HOW). Annual community service event under the Chamber Foundation's leadership that brings people together to tackle community projects.
Susie Kelley: 762-2611 ext. 222

April 30: (Thurs) ActionCOACH and QuickTrainer, Inc. host FREE (with registration) Informational Business Seminar... Increase Customers, Increase Cash Flow & Increase Profits! 6:00 PM - 8:00 PM. ActionCOACH: “The 10 Biggest Sales & Marketing Mistakes and How To Avoid Them” and QuickTrainer, Inc: “QuickBooks and Your Business: Tips, Tricks and Business Decisions.” Call for info: (910) 338-0488. On-line registration: http://qtiacaau.eventbrite.com/.

April 30: (Thurs) 2nd Annual Today's Woman Conference & Expo
Coastline Conference & Events Center
This one-day conference and expo features guest speakers from across the state. Up to 35 exhibitors will also be on hand. This event is geared towards professional women and businesses that have women as their targeted clientele.
Kathryn Freeman: 762-2611 ext. 212. http://www.wilmingtonchamber.org/

Save these dates in May:

May 21: Wilmington Chamber of Commerce: Business After Hours, 5:30-7:30 pm: Lower Cape Fear Hospice (Phillips Life Care & Counseling Center)1414 Physicians Drive. Networking event for Chamber members featuring food and beverages.RSVP to 762-2611 ext. 101