Where do your customers come from?

One of the fundamental practices of running a successful business is measuring the results of your efforts. There is an almost infinite list of things you could be doing to grow your business, but not all of them produce results in the same proportion to your efforts. Depending on your business, some activities will produce big results and some will produce few or no results. Every time you choose to engage in a promotional activity, you are choosing to leave countless others undone.

Another reason why it’s important to measure the results of your activities is that it’s almost impossible to get the best combination of promotional activities right from the start. Each business owner has to take their best shot at what will work and then adjust that approach as they get feedback. If something is working and bringing in business, do more of it. If something has not worked at all, do less or none of it. If something has worked but stopped working or isn’t producing results the way it used to, make a change.

It seems quite logical – try something, see if it works, adjust and repeat. However, this is probably the single biggest place I see business owners having trouble. Before being introduced to the concept of measurement, many business owners do what they think will work and when it doesn’t they either do more of the same or add yet more activities to their schedule. This is not the way to go! It will lead to exhaustion and wasting time. Getting on a marketing treadmill that keeps going faster as you add more activities will not give you the information you need to adapt and change, nor will it help you focus on the activities with the highest payout.

How might you go about measuring your results? It depends on what you are trying to evaluate, but here are a few examples to illustrate the idea.

If you are using search engine optimization on your website, you’ll want to see if your efforts are increasing the number of visitors to your site. Start by measuring a baseline before you make any changes, then see if the number of visitors increases after you’ve done some SEO on your site. You’ll also want to compare conversion rates before and after (i.e. what percentage of those visitors made a purchase or took an action you asked them to).
If you are tweeting out a link to a special offer, see how many people clicked on the link to view the offer and how many people ended up buying. A simple way to see how many clicks you got is to make a shortened link for the offer using Bitly or another link shortener that you use only for this purpose. Bitly can tell you how many clicks your link got.
If you run a print coupon in a local publication, consider the cost to run the ad and how many people redeemed the coupon. Calculate if you came out ahead or not. Also consider if any of the new customers you got will stick around and become repeat customers.

These are just a few examples of the idea of measuring your results. If you are not measuring anything yet, I encourage you to get started today with just one thing.

What do you measure in your business? How have you improved because of your measurement?

Google-ized brains and how you communicate

I find myself saying more and more that our brains have become Google-ized. It’s not meant to pick on Google (which I love) but as a shorthand way of saying overloaded, drowning with input and managing more stuff than ever before. I’m increasingly finding that when I’m out just talking to people casually that I have to alter the way I speak because I can’t count on someone’s attention long enough to express a complex thought in 3 sentences. I’m rushing when I talk and trying to compress everything into the smallest number of words possible. While the change has been slow over the past decade, it seems to have really changed a lot in the last 3 to 5 years. One way I’ve changed is that I often shop for a short article on something I want to learn about rather than read a long one because I don’t know if I want to read a long one yet. In other words, I often won’t read a long article on something unless I know beforehand that the subject is worth it to me.

I haven’t seen this as much in business conversations but I think that makes sense. If we’re together to do business or talk about business, it doesn’t make much sense to rush and speak in simple terms. We’ve both committed time and energy to accomplish something, so we put more effort into being effective with our communication.

The important of this is that when people consume your information or content, they may be in a frame of mind where they are looking for a quick read, a fast conclusion, one simple concept or a two-minute breather. You can’t know what your reader’s current frame of mind is when they encounter your content.

As someone who wants other people to read your content, what do you do?

Where possible, consider making your content accessible by as many people as possible regardless of their frame of mind. This doesn’t mean you have to withhold your brilliance, but it does require some adapting. Keep your articles and blog posts on the short side and make them focused on just one point. People can do a quick read, get the point and move on. If you have a more complex concept to present, consider breaking it into individual pieces and linking them. That allows people to get the information a little bit at a time. Tailor your content to the situation – if it’s an article or blog post, you can’t count on much commitment. If it’s a tweet, there’s even less incentive to read it and be focused on it. If it’s a ebook your reader paid for, they probably have a higher level of commitment to the material.

In short, don’t ever dull your brilliance but when possible present it in a way that make it available to as many people as possible no matter what their frame of mind is at the time.

How solopreneurs can use Foursquare

I admit, I’m late in jumping on the Foursquare bandwagon. As with any new undertaking, I have to have a definitive reason for getting involved with something and I have to know what I expect to get from it and have a way to measure that result. I’ve checked out Foursquare several times, but never felt like it was a good fit for my business until now. In this article, I’ll share why I decided to start using it, what I’m using it for and how I keep myself safe.

In case you don’t know, Foursquare is a social media site and smartphone app that uses your phone’s gps system to let you “check in” to physical locations. As a work-at-home solopreneur, I don’t actually have a physical location so it never seemed like something that would work for me. I was also concerned about announcing to the world where I am and that my house is empty.

The reason I finally decided to jump is to spice up my Twitter feed with some more interesting personal information. Several people I follow on Twitter have their check ins included in their Twitter feed and I found I really enjoyed it, especially when they included a picture. It’s important to share some information about yourself, your personality and life in your marketing so people have a sense of just who they are considering doing business with. As with any sharing of personal information, don’t overdo it.

So, the main reason I’m using Foursquare is to add some variety to my Twitter feed. I’m definitely accomplishing that, but there are a few added benefits I hadn’t considered. It’s actually a fun service to use. There’s elements of gaming in it such as the ability to earn badges, which often come as a surprise. I also find it tends to get me out of the house more because I don’t like to see a whole day with no check ins.

The big question is safety. When the practice of revealing your physical location became popular, there was a lot of stories about people being burglarized while they were out and of people being stalked at the places they go regularly. I protect myself from burglary by never checking in unless someone is home at my house. I also have two large, very loud dogs that show up all the time in my social media postings for any would-be burglar to see. If this isn’t an option for you, consider only checking in when you will be home shortly.

As far as discouraging stalkers, I only check in when I’m leaving a place. If someone tries to find me, I won’t be there anymore. I also never check in at any of my regular stops, i.e. places where there is a pattern to my visiting or places I go often. There’s no way to figure out where I go regularly by looking at Foursquare.

Do you see any way to use Foursquare in your solopreneur business? Tell me about it in the comments.

Who is in your inner circle?

In the last year, I’ve begun using the concept of an inner circle for my business. It’s been a huge contributor to the success I’ve had this year so I wanted to share the idea with you.

As solopreneurs, we tend to work mostly alone. This is true even if you have outsourced help, partner with others sometimes or attend live events. Couple that with working from home (also mostly alone), and you’ve got a recipe for isolation in your business.

What’s the problem with working alone? Well, nothing if you do it right. I happen to love the solopreneur model and think it can be a good fit for a lot of people. The problem is when you try to work without ever having anyone to run things by before you do them. You might spend way too much time on an unworkable idea that one other pair of eyes could have spotted. The opposite can also happen – you might dismiss a great idea. It’s not necessary to discuss every move you make, but having a sounding board for the big ideas is a big help.

There are lots of ways to make sure you don’t overdo it on working alone, and one of those ways is to create an inner circle for yourself. If you ever had a regular job, you had coworkers. In a startup or non-profit, you might have a board of directors. Your inner circle a close group of advisers you create for yourself to fill the role your coworkers or board might play.

You inner circle should push, challenge, uplift and question you. They help you get unstuck. They are your sounding board. This is the first line of defense a new idea has to get past before too much work goes into it. They know you and your hot buttons and will call you out when you aren’t working up to your potential.

Your inner circle doesn’t take the place of learning and getting help in your business. Your inner circle might be more like your coworkers whereas your coach or teacher might be more like a boss or outside consultant. Both are important to success, but they fill different roles.

I created my inner circle by getting into a peer mastermind. After trying a few different formats, we got settled into a routine and now I plan many of my projects around this group. I get their feedback on big projects at each step of the way and commit to meet my deadlines during our meetings. You better believe I meet those deadlines too!

Do you have an inner circle? Who is in it? Are they the right people? Tell me about it in the comments.

Does home clutter limit your business potential?

Since most solopreneurs I know work from home, it makes sense to talk about home care even though it’s not strictly business. Your environment plays a huge role in how you feel, how much you get done and the quality of that work. One of the most common plagues of modern living is clutter. Although there are many types of non-physical clutter, I’m specifically talking about physical clutter here.

“Stuff” is relatively cheap now in terms of time, effort and money to acquire it. Relatively cheap postal rates are a boon for junk mailers. Magazines and newspapers take it upon themselves to subscribe you in order to pump up their circulation numbers. Add to that the normal upgrade cycle of all the various electronics devices and it makes for a lot of potential clutter.

Note that I called it potential clutter. All of the stuff that comes into your house has the potential to become clutter if left unchecked. Since the inflow is more or less ongoing, the mitigation needs to be ongoing as well. For years, I’ve cultivated the habit of continually decluttering. It’s something that happens casually throughout the day. If I buy a new pair of pants, I scan my existing pants to see what can be donated. If I’m putting something away and the cabinet or shelf seems crowded, I do a quick sweep to see what can go. I do a big yearly kitchen/pantry decluttering every winter.

Recently, I’ve adopted a slightly more formal approach that has been working great and has helped my business as well. I now declutter 15 minutes a day (props to flylady.net for the idea). One of the helpful things in this approach for me has been to use a wide definition of decluttering. It’s not just the “clean out the closet” tasks, but also putting everything back where it belongs. What’s great about this is that there’s never too much accumulation and there’s a set time to take care of it every day. When you practice 15 minutes a day of decluttering, you’ll find that most of the time you can put away anything left out in the last day or so and still have time to do real decluttering such as cleaning out closets, shelves and storage areas.

So how might this help your business?

It helps by taking something distracting off your plate when you are trying to work. If you go to an office outside of the house, it’s easy to leave home chores undone for the day since they are not right in your face reminding you. When you work from home, those tasks nag at you and may pull you from your work. There’s a certain pressure to feel like your house should always look good because you work from home, and this helps keep things tidy. By doing a little every day, you don’t have to try to find a huge block of time to do it later. If your house is in reasonably good shape, you’ve can’t procrastinate working in order to clean it. Having a clear space may help you concentrate or feel more focused. Knowing there’s a set block of time every day to do this kind of thing takes the pressure off. If I see an area that needs to be addressed, I know I’ll get to it eventually and it doesn’t hang over my head while sitting on my to-do list.

In invite you to join me in this daily practice and see how it improves your business. Many people make a new year’s resolution to get organized, and instead of that I suggest trying 15 minutes a day of decluttering. Tell me how it works for you in the comments.

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Solopreneurs, what’s your theme for 2013?

This is the third year for which I’ve picked a theme. It’s been a great way to push ahead on one big, bold area of my business that I want to work on. My theme for 2012 was my signature system, which is written in being finalized as we speak. I seem to get my theme project done every year but it usually takes all year. I recall finishing something relating to my 2011 theme last year on the day of New Year’s Eve!

My signature system is a comprehensive guide to setting up a home based, solopreneur business based on packaging and selling your knowledge. I’ve finished the first draft and need to polish the writing and get some feedback from my inner circle before launching a beta version sometime early next year. (If you are interested in being the first to know when it’s ready, be sure to sign up for my newsletter in the red box in the sidebar. I’ll be offering it there first.)

My theme for 2013 is speaking. I enjoy public speaking and seem to have been spared the fear of speaking that so many people suffer from, so I’ve decided that this will be the next big push in my business. This is an example of one of the most important principles I live by – use your gifts to serve others and improve the world. By luck of the draw, I have a gift of being able to speak publicly without big fears, and so my belief is that I should use this to help other people. Speaking is a great way to reach a lot of people in a short amount of time, so even small speaking gigs are really effective.

I’ll be crafting my signature talk after I finalize my signature system so I don’t have the specifics yet, but my talk will cover some of the same things in my signature system. I’m committed to the idea that people will benefit from the talk whether they go further with me or not, so you can be sure there will be loads of great information you can take action on right away.

So, I’ve shared my theme for 2013, and now I have a big, burning question for you.

What’s your theme for 2013?

What’s the single most important thing you could focus on in 2013 so you end the year with a grander business that moves your mission in the world further along? Share it in the comments.

If you’re not sure, let’s schedule a time to talk and figure it out together. Click here.

If you’d like to read last year’s post where I share my theme for 2012, click here.

How to build structure when you don’t like structure

Your business needs some structure even if you don’t like structure. I’ve never seen someone have a successful business without at least some structure. If you have no structure at all, you run the risk of constantly firestomping whatever the latest crisis is.

What structure does is give you a way to prioritize and plan what you want to get done, and it helps allocate your time in a way that is consistent with your goals. Structure means that you don’t reinvent the wheel every time you do the same task over and over. It means you think about and plan your projects before tearing into them.

The problem many solopreneurs face is that they don’t like structure! Some, like me, may have had bad experiences in overly-rigid corporate organizations. Some may be more artistic or creative and structure feels too constricting. Still others may resent the idea of having any structure in a solopreneur business – after all, why go solo if you have to have rules and constraints?

The answer is to make structures you can live with. Make them fluid, flexible and adaptable. In a solopreneur business, you make the rules and you can break them. There’s nothing to say you have to follow them to the letter every time. Leave some space in both your structures and your mind to do things a little differently or not as rigorously.

Here’s an example from my own business:

I have a daily list I do most days just to clear the air and keep things tidy. It’s kind of like the business equivalent of cleaning up after a meal – do the dishes, put the food away, wipe up and give the floor a quick sweep. My daily list has things like clearing my email in box, posting on social media, blogging and whittling away at all the “to be read” emails. Here’s where the flexibility comes in – I don’t do all of those things every day. I do most of them on most days, and all of them on other days but it’s just a general guideline for me to follow. Nobody cares if they all get done or not (including me). If I’m particularly pressed for time I have the “must do” items highlighted. If I’m on the road, I use the guide to pre-schedule some social media updates and blog entries and then just focus on keeping urgent items caught up. I know I’ll get to the rest when I get back and start using my process again.

What ideas do you have about structure that keeps you from implementing it in your business? Does it feel too stuffy and creativity-killing? How could you create structures that leave room for flexibility? Tell me about it in the comments.

Focus your effort to get more results

One of my clients said the most brilliant thing to me, and I just had to take some time to write about it.

The statement was:

“I want to do less but do it better.”

Wow. Can you fit any more wisdom into one sentence?

There are so many things we “have” to be doing to grow a business. Just in marketing alone there’s Twitter, Facebook, Pinterest, video, speaking, email, SEO, etc. The list goes on and on. It can feel like a treadmill just to get to what you already know about, and then another marketing “must do” pops up.

The thing is, for all of these areas there’s a minimum level of effort you need to expend to make it worth it. If you’re on some forum just flailing around, randomly posting and hoping business magically comes your way you’re in for a disappointment. You need a plan going in, but you also have to make sure you put in at least the minimum amount of work needed per week to make your effort work.

In other words, if you spend 10 hours per week marketing but split that 10 hours between 20 activities each activity is only getting 30 minutes per week. That might not be enough to make that activity pay off, so you’ve got 10 wasted hours and 20 activities that don’t pay off. You’ve also got a lot of frantic activity and management of those activities.

What if you changed your plan to only focus on the best 5 marketing activities for your business and instead you spent 2 hours each on them? Now you’ve cherry-picked the best activities to be doing and you’re spending more time on them. This makes it more likely that you’ll succeed in any given activity. Many marketing activities are simply not worth doing unless you can put in enough time.

Why do we solopreneurs do this to ourselves? Some of it may boil down to “bright, shiny object syndrome.” We hear something new and it seems like this is IT, the one thing that will propel our business to new heights. As entrepreneurs, we’re drawn to new things so of course we want to take them on. It may be a little bit of intimidation – it’s hard to go against what an expert with much more success than you says. It could be that you love the presence someone else has and are seeking to emulate their success. It might be that a certain tactic has been successful for your competitors. There’s other reasons I’m sure.

Whatever the reason, consider getting off the treadmill of doing lots of things poorly. Think about doing fewer things and doing them better. Maybe there is a new balance that will get you both better results and less stress.

What activities could you do less of but do a better job at? Tell me about it in the comments.

Strategy and growing your business

I talk a lot about strategy, and that’s because it’s truly one of the most important foundations to your success. What is strategy and why is it so important? How can it help you?

Strategy is having an idea of how something will help your business before you start doing it. This applies both to big, sweeping changes like adding a new marketing technique and it also applies to one-time things like attending an expo. Having a strategy makes it so much more likely you will succeed, and even if you don’t you’ll know it sooner and not get sidetracked for as long as you would without strategy.

New business owners often have a fire to get started, and as a result they start off running hard and just doing as many things as they can to build their business. The idea of actually asking if something is a good idea to be doing in the first place seems pointless. It’s easy to get into such a frenzy of doing that it’s hard to even find a few minutes to ask if you should be doing something.

Strategy helps you decide what to do and set some goals around what you expect to accomplish. Most business activities have increasing sales as their ultimate goal but there are many intermediate steps. One strategy might be to increase traffic to your website using social media. This would ultimately increase sales (all other things being equal), but it’s an intermediate step. If your strategy is to increase sales by increasing traffic using social media then you know what your social media activity is supposed to accomplish before you even start doing it. Using some traffic measurements, you can tell how well it is working by measuring how much traffic you sent to your site before and after you started using social media.

One of the best things strategy can do is to steer you when you are off course. What if you social media strategy, as you’ve defined it, isn’t paying off? That’s not as good as it working great, but it’s much better that you know and can change course. If your efforts aren’t working, you need to change what you are doing or find something new to do.

Strategy doesn’t have to be a big deal. It doesn’t have to be formal or complex. Just make sure you know why you are doing any business activity and what you hope to get from it. Have a way to measure if your efforts are working, and know when to change course or pull the plug.

How do you use simple strategy in your business? Tell me about it in the comments.

Solopreneurs and burnout

Burnout is a very real risk for solopreneurs. We wear all the hats in the business, and it’s so easy to just get caught up in the treadmill of never ending work. It’s easy to buy into the myth that if you just work harder somehow it will all get done. However, it’s simply not possible to ever get everything done. No matter how much you do, there’s always more you could be doing so the work is never actually done.

What you can do is set limits on how much you work and make good choices about what to leave undone. Otherwise, burnout is a very real possibility. Over the long haul, burnout can sap your enthusiasm for your work and leave you tired, worn down and unable to focus.

The long term effects are tragic, but what about the short term effects? Sure it’s fine to push yourself for a short while but working long hours and not taking time off has a very real risk in the short run. In the short run, not taking time off can cause you to temporarily lose focus. You might find yourself forgetting why you walked into a room, going to the store for 3 things and not being able to remember them, sleeping poorly or feeling lethargic. These minor effects might not seem too serious, but expanded into other areas of your life the lack of focus might mean you don’t pay attention while driving, miss appointments, or skip medications. These effects can be serious or even deadly.

One of the recurring themes I come across in my work is that business owners work too hard for it to be sustainable. As I’ve mentioned, a short push is okay but when you get into months of long weeks there are very real risks. Sometimes when I point this out, I get the impression that the other person thinks I’m patronizing them or trying to butter them up about being such a hard worker. The truth is when I see someone working too hard for their own health and safety I feel like it’s important to point it out. I feel like sometimes I spot it because I’ve done it to myself as well. I’ve never had a serious incident, but have had more than my share of absentmindedness due to burnout. Two people close to me have had car accidents because of burnout.

I talk about burnout and working too hard a lot. Please don’t think I’m patronizing. It’s a very real risk in the long run. If you burn out and leave your business, the world won’t get what you have to offer. You also put yourself and others at risk when you can’t focus. Take regular breaks, take days off and take vacations. Always remember that the work will never be all done.

Have you had burnout? How did it impair you? Share it in the comments, and tell me how you’ll prevent burnout in the future.