Reality check.
While most challenges we face as solopreneurs are foreseeable, there will always be the unexpected and unimaginable. Disasters can strike and they don’t care about how well you’ve written your business plan; they don’t care that you just signed on your biggest client ever; they don’t care if your website ranks on the first page of Google or whether you’ve got 2 or 200,000 followers on Twitter. Disasters happen to struggling people and to successful people. They can happen to anyone.

Be appreciative.
I don’t mean to freak you out or make you feel like disaster is inevitable, but I do ask you to recognize that there is so very much in this world that is not within our control. Despite preparedness, some turns of events are bigger than we are. I think it’s important for us to realize that and to be grateful for all that we have – no matter how imperfect or unpolished – each and every day.

Please keep your hearts with those in Oklahoma as they deal with challenges that are far beyond what most of us will ever encounter.

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That will be different to some degree depending on the particular industry you’re in and your specialties, but there are some universal things that all prospective customers are looking for. And they’re not in any way mysterious or elusive. In fact, they’re the exact same things that you likely look for when choosing a professional services provider.

• A solution – Customers choose a professional services provider to satisfy a need. They reach out to you because they’re unable to solve a problem or accomplish something on their own – either because of lack of resources or skills.

 Tip: Think about and be prepared to communicate clearly about the problems/needs that you’re able to solve.

• Expertise – Expertise doesn’t always equate to years of experience – though that can give you an edge in establishing credibility. Expertise is knowing your stuff and having the capability of delivering quality to your clients.

Tip: If you’re a new solopreneur and struggling to get business because of your lack of experience, get some volunteer projects under your belt to build your portfolio and list of references.

• Honesty – Clients expect (and rightly so) honesty in a professional services provider. They don’t want empty promises that can’t be fulfilled. They want you to do business ethically and to be honest about expected outcomes.

 Tip: Be realistic from the beginning about what you can deliver and when you can deliver it. “Pie in the sky” promises won’t earn you points when they don’t pan out.

• Reliability – Consistent quality and performance are the keys to getting repeat business from your customers. If they know that they can depend on you to do the job well, they’ll be more inclined to give you more work.

 Tip: Repeat clients are the ultimate source of testimonials and referrals. The fact that someone has come back to you time and again stands as a testament to your reliability. Ask your repeat clients for testimonials and recommendations on Linkedin.

• Fair rate – While some clients are 100% driven to decision based on price, the majority are willing to pay a fair rate for quality services. Most recognize that we often get what we pay for.

Tip: Don’t be afraid to charge what you’re worth. Don’t gouge your clients with excessive costs, but do be aware of your strengths and set your fees so that they’re favorable for you, yet fair to the customer.

• A sense of caring – Customers expect you to care about the work you’re doing for them, the results that you deliver, and your relationship with them.

Tip: It’s not difficult to demonstrate caring, but you need to pay attention to the opportunities to do so. In your emails, on phone calls, and in meetings, tell clients “thank you” often and tell them that you appreciate the opportunity to work with them.

• Responsiveness – Clients expect you to respond promptly to their questions and concerns. Responsiveness demonstrates what we talked about in the previous bullet point, caring. And it can set you apart from your competitors.

 Tip: Always try to respond to clients and prospects within 24 hours – even if just to say that you received their message, and will be getting back to them soon. In urgent situations, respond as close to immediately as possible.

• No unpleasant surprises – No one likes “bait and switch” tactics, discovering hidden fees, or missed deadlines.

 Tip: Prepare and plan before proposing or starting projects for clients. Get a grip on – and communicate – the scope of what you’ll do, when you’ll do it, what you’ll need from the customer and how much it will cost them.

Pleasing customers doesn’t require a Magic 8 Ball, but it does take understanding their fundamental wants and needs. And fortunately, you have the means to do that quite easily. Simply tune into what YOU look for in a professional services provider – and deliver on those things!

Your turn! What do you look for in a professional services provider? How has your own experience as a customer shaped your approach to working with clients?

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So with Mother’s Day upon us, I reflect on how the lessons I’ve learned from being a mom have been helpful in business as a solopreneur:

• Clear communication is key.

Explaining the what, where, when, how and why is the way to gaining understanding and acceptance of your ideas, recommendations, and – in some instances – demands.

• Assuming understanding doesn’t work – you need to check it.

This is a two-way street. Make sure that others understand what you’ve explained to them…and make sure that you understand what others have explained to you. Otherwise, expectations might be different and no one will be pleased with the end result.

• You can’t always be the “best friend.”
  There are times when you need to stand your ground and stick to decisions – even when they aren’t popular.

• Plan and prepare, but realize that sometimes you need to go with the flow.

Having a strategy and setting goals for your business is essential, but occasionally the unexpected will upset even your best laid plans. Learn to be nimble and flexible so the unforeseen won’t paralyze you.

• You won’t always feel appreciated – but that doesn’t mean you aren’t.
  At times, you might find yourself working hard without much incoming acknowledgement of your efforts. Don’t take it personally. Just because people don’t always freely show their respect or gratitude, doesn’t mean they don’t appreciate you or the work you do.

• You need to fulfill your promises to earn trust.
  When you say you’ll do something, you need to follow through.

• The little things make it all worthwhile.
  Sometimes it’s not the big victories – but the day-to-day little perks – that bring the most happiness. Recognize and appreciate what you have to be thankful for – and let it fuel your enthusiasm for the path you’ve chosen to follow.

Happy Mother’s Day! Wishing that all of you – mothers, fathers, aunts, uncles, sisters, brothers – in business find time to celebrate your personal and professional successes.

We all have those “Whoa is me” moments. I know I do, and I don’t know anyone who is immune to them. And I know some people who just don’t seem to be able to get past them. But on the flip side, I also know people who are dealing with some quite heavy, incredibly sad circumstances, but yet somehow manage to see the positive in every day and give others hope and inspiration.

As a solopreneur, it’s important to remain cognizant of – and appreciate – what’s going right even when certain things are going all wrong.

How?

Make it a habit!

A few ideas to help you keep your chin up and cop a “lemons into lemonade” attitude:

• Write down the steps for tackling whatever’s challenging you. Creating a plan will help you see that you do have some control over the situation.

• Every day, start the day by reminding yourself of at least three things that you should be thankful for. And it’s OK if they’re the same three things every day!

• Think ahead to an event or activity that you have planned and are looking forward to in the near future. That can serve as a source of light at the end of the tunnel.

• Remind yourself that our mistakes – and those made by others – can be our best friends and best learning tools.

• Listen to music that lifts your mood.

• Get outside for a breath of fresh air a few times every day – even if only for a minute or two at a time.

• Make a sincere effort not to complain. In many ways, we create our own attitudes by how we choose to react to situations. I haven’t taken it to the extent of the 21-day complaint-free challenge, but I’ve experimented with it to some degree and have absolutely noticed some positive changes in my level of stress.

• If possible, minimize your exposure to people who are consistently negative. And if you can’t avoid them, recognize that it’s not you, it’s them!

Again, mumbling and grumbling every now and then about less than ideal circumstances in business is perfectly normal, but don’t get settled into “victim mode” where the pity party never ends. Your prospects and clients need to know that you’re capable of weathering the occasional storm – and that starts with your ability to shed your inner whiner and focus on making the best of every situation.

Your turn: Know anyone in your professional circles who is an incessant whiner? What techniques help you stay positive during challenging times?

It can happen. And it does happen. Solopreneurs – by nature of being a one person band – sometimes fall behind schedule on their projects and tasks. Though it’s natural to occasionally veer off the productivity track, it’s important to find your way back to the straight and narrow as quickly as possible so you can meet commitments and fulfill responsibilities. Your reputation as a business professional depends on it!

Picking up the slack isn’t always easy, but it’s possible with some assessment, short range planning and willingness to take action.

• Look at your to do list and prioritize – Carefully review everything that you need to do and decide which tasks should get your immediate attention. Among the things that should receive top honors:
  • Work that’s revenue producing
  • Something that you’ve promised and is overdue or almost overdue
  • Anything related to compliance with rules and regulations
  • Responding to clients’ and prospective clients’ messages that are nearing 24-hours old

 Organize and number your list from most important to least important starting with the high priority items and ending with the less urgent stuff.

• Look at your calendar to see where you can shift and shuffle – With your list in front of you, take a good hard look at your calendar and schedule time for each and every task and responsibility. Move lower-priority items to later dates and schedule the “must do now” tasks as soon as possible. If you’ve got appointments or projects scheduled that can wait – make them wait. Move them out on your schedule so you can make room for the things that need your attention ASAP. Above all, get all of your “on deck” work on your calendar! If you have your projects and tasks planned, you’ll be better able to offer realistic timelines to clients and be less likely to miss deadlines.
• Do administrative tasks on your off hours – Rather than take up your valuable work day with administrative stuff that requires less brain power than the work you do for clients, do it on your off hours instead. Yeah, it does suck to work evenings and weekends. But when you need to get caught up on your work, it’s often the best option. Things like adding new Twitter followers to lists or G+ connections to your circles, deleting electronic files that you no longer need, organizing your email, etc. All are things you can do via a laptop or tablet while sitting in the living room with your family. No, it won’t be quality time with your loved ones, but at least you’ll be there and can interact.

And please, when you do fall behind, don’t be too hard on yourself. It happens to ALL of us! But do realize that the more attention you give to staying organized, the less often you’ll find yourself going into emergency pick up the slack mode.

How do you keep organized and manage things when you’re falling behind schedule? Share your secrets here!

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That doesn’t mean networking has to be a painful experience though. By learning how to hold your own in the art of “small talk,” you can feel more calm, cool and collected and exude confidence as you meet and greet.

Small talk is that ice-breaking chit chat that opens up the door to more substantive conversations. And it’s not all that easy. I can attest to that! But the more you do it, the more second nature it becomes.

Not quite sure what to talk about? Here are some ideas for making conversation – and making small talk less of a big deal – at your next networking function:

• Offer something notable about the host organization – Do a little research in advance so you can share some tidbit of info about your host when talking with others. Your host is the common denominator between you and other attendees, so focusing on them when starting your conversation will seem natural.

• Remark about the venue – Pay attention to your surroundings and make positive, observant comments. Just like the host, the venue is common ground shared by you and others. Talking about it will instantly put you on the same page with whoever you’re chatting with.

• Ask questions – One of the most effective ways to ease the unease that comes with trying to think of clever things to talk about is to simply ask questions and let someone else do the talking. If you’ve just met someone, keep your inquiries centered on the company they work for and what they do professionally. As your conversation progresses, you’ll probably find yourself talking about non-business topics like family, sports, and hobbies. But don’t get too personal right out of the gate.

• Talk about news and current events – Look online, read the paper or watch the news so you’re in the know about what’s happening in your community, the nation, the world. Just steer clear of sensitive subject areas like politics and religion.

But small talk isn’t all about your topic of conversation. It’s bigger than that! Your success at small talk also depends on your persona and demeanor. It requires an open, positive attitude that’s welcoming to others. Get in the right frame of mind before networking events and make up your mind to:

• Be warm and friendly – Smile and be personable.
• Be inclusive – Don’t leave people out who obviously want to engage in conversation.
• Make good eye contact when talking with someone - And make eye contact with everyone in the conversation, not just one person.
• Not monopolize any one person’s time – Mingle – and let others do the same.

With just a little preparation and the right mindset, you’ll more easily and agilely start conversations when networking. Although you might find that it takes some time to find your groove, with practice and repeat exposure you’ll be a savvy small talker ready to take on any crowded room of professionals.

What are your tips for making small talk at networking events? How do you break the ice with people you don’t know?

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Sometimes in our quest to keep expenses in check and maximize revenue, we overlook – or ignore – functions and foundations of our business that really do deserve some investment beyond our time and the “freemium” options that are out there.

To grow a solopreneurial  business and run it more effectively, there are certain administrative and operational elements that are well worth throwing some dollars and cents at. Some will give you a more credible, professional presence. Some will ensure that you’re maximizing your productivity. Some will ensure that making smart decisions.

Your Website
It’s relatively easy to pick out websites that were “home grown” using a freemium platform. Unless you’re a website designer, my advice is to invest in a professional to create yours so you make the right online impression.

Your Accounting
From tax preparation to bookkeeping, consider getting professional help with these to some degree. Unless you’re in the field or have some serious business accounting background, you don’t know it all. And that can cost you in the long run. Note that you don’t have to go all or nothing, either. For example, you could contract someone to help you set up and train you on Quickbooks, but then manage your entries and reconciliations yourself.

Your Networking
I think a lot of solopreneurs miss out on opportunities because they don’t want to fork out the dough to join local business organizations like Chambers of Commerce. No, the investment doesn’t pay for itself after one or two mixers. But with repeat, regular attendance at events, you’ll build familiarity and trust. And THAT will lead to project opportunities and referrals.

Your Social Media Tools
If you’re active – or want to be active – on a variety of social networking platforms, efficiency and planning is the key to being able to maintain consistency. There are tools out there that offer free versions, but those often have limitations in terms of number of posts you can schedule or accounts that you can manage. If your social media success is hindered by a tool that’s not giving you as much flexibility and capacity as you need, check into upgrading to a premium version that offers more. Personally, I use Hootsuite and upgraded to their Pro version about a year ago. At $5.99 per month, it has paid for itself and then some in the amount of time it saves me.

If you’re just starting out as a solopreneur or are cash-strapped at the moment (it happens to all of us!), be judicious about what you spend your money on. But do keep an open mind – and wallet – and consider investing in things that will help you get your business off the ground and lay a foundation for success.

Your turn! What investments have you made in professional services and tools for your business?

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Leaving “wiggle room” between projects & appointments lets you “plan” for the unexpected.

that’s what you’ve been aiming for, right? To fill your calendar with billable, revenue-generating work. But don’t forget that you have only a limited number of hours in every day!

As you build your client base – and the list of projects that need your time an attention – make sure that you build some “wiggle room” into your schedule, too.

Wiggle room involves setting aside time every day for the unexpected.

It’s a simple idea. Yet I suspect a lot of small business owners and solopreneurs don’t embrace it. I hadn’t until recently…but the busier I get, the more I recognize how important it is. If I don’t set time aside for those little things that seem to pop up out of nowhere, I risk falling behind on my commitments.

Get organized first!
Of course, scheduling wiggle room assumes that you already schedule your work. If you haven’t made it a habit, I urge you to start blocking out time on your calendar for the different projects you’re working on and your administrative tasks. Paying attention to deadlines is great, but how do you know you’re capable of handling your workload unless you can see that you have the available hours to get things done? And planning your project work in that way will help you give realistic deadlines to clients.

How to fit it in
Now back to wiggle room! As you plan your projects, ALSO ADD WIGGLE ROOM into your day! You don’t have to add hours at a time, but schedule short bursts of a half hour to an hour every few hours between your planned meetings and projects.

What’s it good for?
So, what types of activities might you use your wiggle time for? Here’s the short list of the activities that typically tap into my wiggle room…

• Responding to a quote request
• Returning a phone call to a client
• Tweaking work that requires minor changes
• Meeting with a client or lead on short notice
• Providing advice and guidance to business colleagues who have asked for direction
• Refreshing my brain with a quick wog (walk/jog) on our treadmill

Other less common uses of wiggle room…

• Cashing it in if I’m feeling run down
• Driving my daughter’s forgotten packed lunch to her school
• Medical appointments
• Grocery store run

Really, you can use your wiggle room for anything that you haven’t otherwise planned for. Again, the essential element to making wiggle room work is to be well-organized in the first place. That may take some practice and discipline at first, but your efforts to plan your work – and your wiggle room – each and every day will make you a more effective, more efficient business professional.

What would you use your wiggle room for? Already doing this? How do you use your wiggle room?

Today’s fortune: Do not give up. The beginning is always the hardest.

Could this have been any easier? This fortune is about as relevant to solopreneurs as you can get.

Starting out as a solopreneur or small business owner IS difficult. If anyone tells you otherwise, they’re blowing smoke. Among the challenges that small start-ups face…

• Getting others to see you as an entrepreneur instead of a [insert former position/career path].
• Not having a consistent flow of income.
• Funding of all the start-up essentials needed to get up and running.
• Gaining traction in your networking endeavors.
• Building a social media following beyond your BFFs.
• Gaining leads’ confidence in that you’re every bit as good – and better – than your competitors who have been in the game longer.
• Figuring out how to grow your billable hours and keep up with all of your other business responsibilities, too
• Weeding through all of the marketing opportunities available and zeroing in on those that will give you the best results for your time and money.

And depending on your specific situation and type of business, you could probably add all sorts of new and different bullet points to the list.

But if you’re thinking of starting out as a solopreneur, don’t be discouraged! Self-employment has its perks as well. Among them…

• Flexibility with your schedule.
• The professional and personal satisfaction of building your brand.
• New connections and meaningful friendships with others in the business community.
• No dealing with petty corporate cliques.
• The freedom to choose the professional learning and development opportunities you’re interested in and can gain the most from.
• The freedom to choose your customers.
• Increased self-confidence.
• The sky is the limit! With time, talent, use of the right resources, and a lot of hard work, you can accomplish your goals.

So, yes, the beginning is the hardest when you start a small business, but keep your eye on the prize. Growth and success don’t come easily, but they do come to those who are willing to put forth the effort, who aren’t afraid to expend energy to the cause, and who can adapt to change.

What can you add to the challenges and perks of starting a small business?

Working with a freelance writer can save the day, and it can save you a ton of time. But before you outsource your marketing content writing, here are some things you need to think about and do to make sure you’ll get the most for your money – and give freelance writers what they need to do the best job possible for you…

• Have a grip on your brand personality and your value proposition.
  If you’re not in tune with your brand’s value and what’s unique about it, now might not be the best time to bring in a freelance writer to help you with your projects. Some writers might have enough marketing experience to help you find your way, but not all are equipped to – or will want to – serve as your marketing strategist. If you’re struggling with your overall marketing strategy, there are free resources (like SCORE) and for-hire marketing consultants out there who can help you get on firm ground. After you’ve planted your feet is when you’ll be able to give a writer better insight into what  should be highlighted in your marketing messaging.

• Share what you know about your customers.
  The more info you can share about your target market, the better your writer will be able to tailor the messages – and call to actions – to your audience.

• Share what you want to accomplish.
  Though your writer will most likely not be the person managing and tracking the results of a marketing project or campaign, the more you can share with them about your goals, the better able they will be to craft a particular marketing piece so that it will fit into your master strategy.

• Plan ahead and set a realistic deadline.
  Keep in mind that established and reputable writers will have multiple clients, and that means they probably can’t drop everything to work on a project that you didn’t plan far enough in advance for. If you’ve got a marketing project in mind, contact your writer as soon as possible to get a quote and make a commitment so you can get on their radar and their project calendar. Note that some writers will take on eleventh hour work, but prepare to pay extra for it.

• Share any specific details that you want to include in the content.
  Tell writers if there are particulars that absolutely need to appear in the content. Don’t assume that a writer will just know what’s most important to you and your brand. Point them to web links with relevant info, email them a list of bullet points, and email them documents that give them the details they’ll need. And be sure that writers know (in advance of quoting you a rate and signing a contract) which pieces of info you’ll be providing directly to them and what elements they’ll need to research. Writers factor research time into their project quotes, so it’s important to be clear about what you can provide to them and what you’re expecting them to round up.

• Provide timely feedback and communicate it clearly – via email
  To keep your project moving, try to review draft content and provide feedback as promptly as possible. Some writers will only honor revisions up to a certain amount of days after they submitted their initial draft to you. And some will commit to a limited number of revisions. To avoid extra cost and to address changes when your project is fresh in everyone’s mind, get back to your writer as quickly as you can and communicate change requests as clearly as possible so the next draft will be the final one (or very close to it!). And communicate changes in writing via email. Having a “paper trail” of what you discussed makes things easier for all!

By paying mind to these things, not only will you get the most for your outsourcing dollars, but you’ll also be setting the stage for a professional relationship that will give you great marketing content – and streamline your efforts – as it progresses. The more writers work with you, the greater their understanding of your business and your brand – which means they’ll consistently produce content that’s the right fit, and they’ll need less and less supervisory time from you on projects.

And now for what you think! If you’ve worked with freelance marketing writers, what other tips can you share to make the most of those relationships?

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