Just as I was standing around wondering what I would write about today, I received Jack Canfield’s newsletter – and bang! You’ve got an article!!!

Today I am sharing  “Part I – 7 Ways to Boost Your Business” – and I know you will love it!

This was perfect timing because I am getting ready for my presentations at Expo (have you signed up yet?) and that always leads to some “asking.”

Have a great rest of the week!

Here’s to Designing Your Success™,

-Mary Larsen

7 Ways to Boost Your Business, or How to Ask to Get Ahead
by Jack Canfield

Ask and you shall receive.

How many times have you heard that? But how many times have you used this fundamental truth in your daily life recently?

Let me put it this way: when was the last time you asked for a written endorsement from a client or colleague?

How about feedback from your customers? Or the opportunity to renegotiate something that just doesn’t work for you?

I can’t tell you how often I watch business professionals–especially those in sales and marketing positions–falter because they simply stop practicing the art of asking.

If you were to ask successful top executives how they got to where they are, I bet most would admit they “asked to get to the top.” In other words, they knew when and how to ask the right questions so they could gather the right information, build their reputation, seek useful referrals, generate new business, and expand their audience or customer base.

If the simple act of asking is so critical, then why don’t more people do it?

Because for some reason, people falsely think asking implies weakness and sets one up for potential rejection. It’s easy to come up with all sorts of excuses to avoid asking questions that can return unexpected or critical answers. Yet the world responds to those who ask.
If you are not moving closer to what you want, you probably aren’t doing enough asking.

Here are seven asking strategies you can implement in your business (and in life) to boost your results:

1.) Ask for Information
You can never have too much information; in fact, the higher up you go, the more you need to know. To win potential new clients, you first need to have an understanding about their current challenges, what they want to accomplish and how they plan to do it. Only then can you proceed to demonstrate the advantages of your unique product or service.
Ask questions starting with the words who, why, what, where, when and how to obtain the information you need. Only when you truly understand and appreciate a prospect’s needs can you offer a solution.

2.) Ask for Business
Would you believe that more than 60 percent of the time salespeople never ask for the order after giving a complete presentation about the benefits of their product or service?!
It’s true, and a painful statistic that could put anyone out of business quickly if it’s not changed. Always ask a closing question to secure the business. Don’t waffle or talk around it–or worse, wait for your prospect to ask you. No doubt you have heard of many good ways to ask the question, “Would you like to give it a try?” The point is, ask.

3.) Ask for Written Endorsements
These can be difficult to ask for if you don’t like tooting your own horn, but well-written, results-oriented testimonials from highly respected people are powerful for future sales. They solidify the quality of your product or service and leverage you as a person who has integrity, is trustworthy and gets the job done on time.

When is the best time to ask? Right after you have provided excellent service, gone the extra mile, or made your customer really happy. Simply ask if your customer would be willing to give you a testimonial about the value of your product or service, plus any other helpful comments.

4.) Ask for Top-Quality Referrals
Just about everyone in business knows the importance of referrals. It’s the easiest, least expensive way of ensuring your growth and success in the marketplace. Your core clients will gladly give you referrals because you treat them so well. So why not ask all of them for referrals? It’s a habit that will dramatically increase your income. Like any other habit, the more you ask the easier it becomes.

5.) Ask for More Business
Look for other products or services you can provide your customers. Devise a system that tells you when your clients will require more of your products. The simplest way is to ask your customers when you should contact them to reorder. It’s easier to sell your existing clients more than to go looking for new ones.

6.) Ask for Feedback
This is an important component of asking that is often overlooked. How do you really know if your product or service is meeting your customers’ needs? Ask them, “How are we doing? What can we do to improve our service to you? Please share what you like or don’t like about our products.” Set up regular customer surveys that ask good questions and tough questions. It’s a powerful way to fine-tune your business.

7.) Ask to Renegotiate
The negotiating room should never be locked up for good. Regular business activities include negotiation and often re-negotiation. Many networkers get stuck because they lack skills in negotiation, yet this is simply another form of asking that can save a lot of time and money. All sorts of contracts can be renegotiated in your personal life, too, such as changing your credit card terms and rates. As long as you negotiate ethically and in the spirit of a win-win, you can enjoy a lot of flexibility. Nothing is ever cast in stone. It’s only in stone if you don’t speak up!

Jack Canfield, America’s #1 Success Coach, is founder of the billion-dollar book brand Chicken Soup for the Soul© and a leading authority on Peak Performance and Life Success. If you’re ready to jump-start your life, make more money, and have more fun and joy in all that you do, get your FREE success tips from Jack Canfield now at: www.FreeSuccessStrategies.com

I actually learned about The Tipping Point in a class I attended at the Expo several years ago [I'm speaking at the next one in May - hope you can be there!] and it was so good that I made it a point to continue to look out for his new books.

For Christmas this year I asked for his new book - Outliers – The Story of Success. And not surprisingly – I loved it!  The man is an incredible story teller, and he looks at things differently which makes you think about things differently – and I truly found the book fascinating.  So I decided to tell him.

I found his website online, went to the contact us page and sent him an email.  Told him I loved his book(s) and if he was ever in town I’d be happy to host him for dinner.  (My sister pointed out that Holden Caulfield from Catcher in the Rye said something to the effect of  “you know you’ve read a good book when you want to have dinner with the author.” I do love J.D. Salinger so I decided I keep good company.)

And not too long afterwards – he wrote back.  He hit reply – he wrote back.  He said thanks for taking the time to write – I appreciate it.   That was it.  And it knocked my socks off.

I immediately forwarded it to all of my family and told them that I want Malcolm to be my new best friend.

So that’s it.  Simple but Powerful.  All the man did was reply graciously to an email.

Think about what’s going on in your life.  Who has been in touch with you that you haven’t gotten back in touch with?  What potential client called and you didn’t return the call?  Who sent an email – maybe even a potential client- and somehow you let it slip through the cracks?

I talk to a lot of designers and when I ask them about this – getting back in touch with people who they have let slip through the cracks – they often say it is too late, too much time has gone by and they missed the chance.

Personally, I don’t believe there is any such thing as  “only having one chance to do something right.” I think there are lots and lots and lots of chances, new ones every day, and no matter how long ago the contact was made - you can STILL get back in touch. As always- simply be truthful.  Try “I don’t know how this slipped through the cracks.  Are you still in need of some help with your design project?  If so – I’d love to speak with you.  If not, good luck with your project and hope it turns out great.”

It is these simple yet powerful things that really make a difference for people – it is why they remember you later.

What simple thing have you done lately?  Tell me about it below – I’d love to know. I’d also love to know if any of you now take the opportunity to get in touch with someone you let fall through the cracks – leave your comment below!

Here’s to Designing Your Success,

-Mary Larsen

PS – If you read last week’s blog you know I am a fan of Art Sobczak – well, he and I are on the same wavelength again!  Check out is story about “doing the little things” - Low-Tech, high touch for Big impact.

When these moments happen, it reassures me that I am where I am supposed to be, doing the things I am supposed to be doing.

This week my moment was about – of all things – making phone calls! And yes, it can apply to you too.  It all started with a phone call of my own.

1. Last Thursday I called a past client and was very happy when she was ready to start another series of consulting calls with me.

2. The next day my handyman called to tell me he didn’t have any work, and what should he do.  I often coach him on business practices, and I often tell him he needs to reach out to past happy clients – those clients are your best source for new work or new referrals.  I asked him how many past clients he had reached out to (this is an ongoing discussion with us, so I knew the answer) and yep, not one.  I told him I wasn’t going to talk to him anymore until he called 3 past happy clients. I also told him this call was easy to do – ask about their past work, and ask if they have any new work.

3. Jokingly he says to me – So Mrs. Larsen, I know you love your backsplash, do you have any other work around the house, cabinetry, handyman, painting that you might want to have done?

4.  And I DID – I had been meaning to call him for several weeks about some cracks in my ceiling – and had totally forgotten so I lined up some work for him that weekend.

5. About 30 minutes later he called me back and said - it worked, it worked! The very first client he called said she didn’t know he did all those things, and she had a whole list for him to do.

6. Then one of my consulting clients called for her weekly call.  I asked her what she had done since our last call to try to get some work and she said – you mean besides pull my hair out? So we talked about the fact that she has never not once in her 6 years of business – beyond initial follow up right after a project – called a client to see how they were doing and was there anything she could do for them or was there someone “just like them” that they would introduce her to by facebook or email to see if she could help them.  I told her the handyman story for encouragement.

7. All of these things took place between Thursday and Tuesday.

8. And Tuesday morning I received a marketing newsletter from one of my favorite marketers - Art Sobczak – titled “Here’s the Best Time to Call a Prospect.” I swear I burst out laughing. A list of the BEST TIME to call someone.    Talk about reassurance that I am in the right place, doing the thing I am supposed to do!  Here is a link to his newsletter – you might want to check it out for even more ideas. And here’s a little secret – the real answer for calling a past great client is any time – because you need to take action to make action happen in your business.

9. My favorite tip from his list – A buyer wishes they could find a vendor (replace designer for the word vendor) who “gets it right the first time”. Ah, I love that!!!

So.  How long has it been since you CALLED a past client? How long has it been since you reached out rather than waited for someone to call you?  Don’t overthink it -just pick up the phone and call. Really. That simple.  And comment below and let me and everyone else know how it goes – I’m confident it will be great.

Here’s to Designing Your Success,

-Mary Larsen

Not surprisingly, the topic that I am most asked to help other designers with is … big drumroll here - “How Can I Make More Money Doing What I Love?” And not surprisingly there are a myriad of ways to answer and address that question.

One of the exercises that I use with a lot of my clients centers around a personal mindset change – and believing that what you are looking for – more profits – is out there for you.  This simple exercise can help you come to believe just that.

This is important because the way you think about things is the way you provide solutions to things.  So getting a new perspective – saying the money you want is there – allows your mind to come up with solutions to getting that money – as opposed to the “solutions” that show up when you don’t believe the money is there.

As “they” say – it’s all in your perspective.

So your challenge:  For just one week – anytime *f.r.e.e.* money shows up in your life – take it. If you see change on the ground, lean down and pick it up.  If a vendor says we are shipping for free this week and you know you need to order someting – do it now.  If a friend says, hey, let me pick up lunch – let them.  For one solid week.

The idea behind this is that you will begin to see that yes, the money is out there.  It is there for you. And that perspective might just be the thing you need to start coming up with new ways to answer the age old question – How Can I Make More Money.

My tiny little present to you this week is for those of you who use Verizon. Maybe you have heard or seen over the past couple of weeks that Verizon has revamped all of their programs and pricing schemes.  After hearing several of their ads, most of which sounded to me like they were for new customers, I got curious enough to call.  And good golly – just for the asking – my service INCREASED AND my monthly cell phone bill DROPPED by a full $30 a month. Because I called looking for that free money.

I am under the impression that Verizon is NOT changing their pricing for people who may already be paying a higher price for the same program – I believe you have to contact them.  So – on your week’s worth of free money - make contacting Verizon a priority – you’ll be glad you did.

I’d love to hear what your week’s worth of free money does for you and your mindset – leave a comment.

Here’s to Designing Your Success,

-Mary Larsen

Don’t forget the VERY SPECIAL DISCOUNT for those of you on the call…..  it ends on Friday, May 29th!

Register for the Mastermind Group NOW by visiting the link below and getting the new improved discount pricing

www.growyourdesignbiz.com/mastermind.htm

If you missed the fabulous call you can order it here for $10 – the audio download will be available next week and I will send you a link to the program.  It is filled with things that you can do RIGHT NOW to boost your summer biz!

AAAANNNNNNDDDDDDDD…..

Another fabulous opportunity for you – I know you are really going to love it!

The Society of Design Professionals is hosting FIVE F.R.E.E. webinars NEXT WEDNESDAY on great fabulous topics (and yes, I am presenting - which include:

DesAnn Collins
Tools for Success

Mary Larsen
Clients through email Newsletters

Jill Butler
Tools for Transforming You and Your Business

Kathryn Bechen
PR Pizzazz: How to Get Free PR for Your Interior Design/Decorating/Redesign/Organizing/Real Estate Business

Diana Hudson Kresnye
Win Clients by Creating Computer-Generated “Design Boards

You can learn about EACH PRESENTATION by clicking HERE, then scroll down the page a bit for ALL the info.  For each seminar you can push the “show details” button in the lower right of each descriptor box.

I THINK you need to register for each webinar individually – I know several of the presenters personally – this is going to be good stuff!

Fit it in if you can – and if you can’t make it I think you can get each webinar for $10 or $40 for all five.

Hope to see you on the webinar!

Here’s to Designing Your Success™,

-Mary

Today I am including a link to the online version of Window Visions Magazine, who hosts the conference.  Grace McNamara is the editor, and I was honored to be her guest at lunch at the keynote luncheon.  (look for pictures soon!)

If you go to page 40-41 of the online magazine, you will see all of the award winning window treatments – and they are spectacular! I know you will be VERY inspired.   Click HERE to check them out!

And if I haven’t done so already, I wanted to make sure you got my Special Invitation, so you can get it on your calendar now. It might just be the thing you need RIGHT NOW for your business. You know how strongly I feel about sharing great information that can help grow your biz – well, this is one of those things! And the best thing – you don’t even have to leave your office to benefit from it! SO,

Please mark Wednesday, May 27th at 7 pm Eastern for your F*.r.e.e. conference call “7 Steps to Boost Your Earnings This Summer”! We’ll cover some great ideas that you can put into play RIGHT now to have a GREAT summer of earnings.

This call is based on the calls I host in the “Designing Your Success Mastermind Program” and I hope that you will love the call so much you are just going to have to join the Mastermind Group that starts in June! We always have a great group – and I know you will get the information and support you need to keep on growing.

There will also be a VERY SPECIAL DISCOUNT for those of you on the call….. so you are going to want to be there.

Register for the call in information now by clicking the following link www.growyourdesignbiz.com/mastermind.htm

Hope to “see” you on the call!

Here’s to Designing Your Success™,

-Mary Larsen

But that’s not always the case.  I have had many vacations where getting back to work was the last thing I wanted to do.  So today I am going to share with you some of the tricks I use to help me get back to it!

Getting Back to Work

• Make Your List. If you are anything like me, you probably made a list before you left for vacation.  If not, do one now.  Just do a “brain dump” of everything on your mind, and everything new and exciting that came up for you on vacation.  Then categorize by priority and deadlines.
• Ease into Things. Once you are in motion it is easier to stay in motion (hey!  physics from a designer!).  So you might want to start slowly with the easy things, to get back into the groove.
• Take Breaks. Okay, if you are on a roll, just keep going!  But if you find your mind wandering, take a break.  Take 10 minutes to move around – start that load of laundry, go through the mail – but then get back to work.
• Don’t be Too Hard on Yourself. If it takes you a bit to get back in the groove, that’s okay.  But be responsible.  Decide WHEN you will get back to work, and then do it.
• Reward Yourself. So you’ve made it back!  Good for you! Now truly take the night off, so you can be back into things tomorrow!

What do you do to get back into the swing of things? I’d love to know what works for you – comment below!

Have a good one!

-Mary Larsen

I know you have heard it before – once you take the time to train someone to do the things you don’t like to do – or the things that keep you from doing the things that you love – you are suddenly a lot more free to spend time with clients and the money making ventures of your business. This allows you to make  more money which will more than cover the expense of your asssistant.    But as all things go – you will only hire an assistant when you are desperate to do so.Even though you KNOW it will help your business, you put it off til you are desperate… and then say “why didn’t I do this earlier???” So consider this a little “push” to get you in the place you need to be to make that step now!

Here are some of the things I rely on Linda for:

• responding to frequently asked questions by email
• entering expenses and purchases into quickbooks
• writing press releases
• submitting press releases on line and to print publications
• shipping items
• receiving items
• preparing my “client kit” for all client visits
• keeping my schedule
• running out for lunch
• bringing in lunch
• bringing in chocolate, treats, and special things
• contacting clients for follow-up
• running any and all errands
• and the list goes on and on and on….

Now is it time for YOU to hire an assistant?  For the next couple of days write down everything that you do in your day – then review your list – what could an assistant do for you?  Design work – your assistant could pull fabric swatches, paint swatches, and even draft a room plan based on your suggestions.  Client follow-up – your assistant could manage follow-up calls, client gifts and thank yous, and getting all things ready for your appointments.  Admin – opening mail, logging calls, replying to emails….. What can a assistant do for you???

If you already have an assistant, I would love for you to share what tasks YOU delegate by commenting below.

Have a great week!

-Mary Larsen