It's not a dirty word!

We all have words that make us cringe, hide, or run screaming from the room.  The “S” word causes this to happen for many business people, particularly women.  Which “S” word?  Sales.  Yes…that little word that everyone tells us we need to excel at in order to succeed in business. 

We’ve heard business owners tell us that they don’t have to do any selling themselves because they are hiring the services of a sales rep or adding a salesperson to their team.  Or they tell us that their product sells itself because everyone needs it.  They are going to stay in the office making or creating the product or managing the services and someone else is going to go out and talk about those things or they are going to put a picture on a website.  However, usually after a short time, they look at their sales records or financial statements and realize that perhaps this isn’t working quite as well as they thought it would.  Why not?

Who can sell our products and services better than anyone else? 

·         Someone with passion for them. 

·         Someone who really knows the benefits of them. 

·         Someone who goes to bed every night thinking about how great those products or services are. 

·         Someone who really believes in those products and services so much that they are trying to create a business and make a living by selling them.

Who is that?  YOU!

Women are often raised to be modest.  We’re taught not to say nice things about ourselves because we might come across as a braggart or brash...people might not like us.  As soon as it comes time to praise (aka: sell) our own products or services, we listen to that little voice in our heads that whispers, “Who are you to say you are the best at that or your product is the best on the market?” or “What gives you the right to tell people how great your services are?”

If you really believe that your products or services are good - if you really believe that you can help people in some way with these products or services - then who are you NOT to talk about them?  What gives you the right NOT to help people by selling them these products or services?  How selfish are you to keep those things to yourself or let someone else who doesn’t know them as well as you, or believe in them as much as you, be the only one to talk about them?

We all like the feeling of helping others. We cannot help everyone with our products or services – not everyone may need or be able to afford what we want to share.  However, if we make this simple change in our way of thinking about sales – if we keep in mind how much we can help someone else with our products and services – it will be easier to start shouting about them from roof tops.  Our excitement will be contagious and people will want to buy from us. 

Stop thinking about selling and start thinking about helping others.

Tips from a Seasoned Business Woman

How do you describe an evening filled with supportive, inspiring, charismatic local business women attentively embracing the words of wisdom from a seasoned entrepreneur and business leader?  One of our attendees summed it up perfectly on our Facebook page after our October event …“It felt like a real sisterhood. Perfect atmosphere for mentoring, encouraging, advising and building a strong army of confident business women” (Colleen Cole, owner of Perma-Dry®).

Margaret Armour, owner of Aerobics First in Halifax, truly inspired the intimacy of the evening and immediately engaged her audience through her relaxed manner and honest tales of business development.  Margaret began her business story by offering to share ten pieces of advice she had received from local business people who have truly inspired her somewhere along her journey.

If you were fortunate enough to join us last week and hear the words directly from Margaret, here they are again. If you are reading them for the first time, enjoy! Hopefully you will take away one statement that perhaps you really needed to read at this moment in your life as a business person. Life is funny that way- sometimes when you need it the most, the words are right there in front of you to ignite change, passion, courage or inspiration.

Margaret's Top Ten Tips:

1.      Work like you love it.

2.      Focus on getting to profitable as quickly as possible - you need to be sustainable.

3.      Pay attention to details, even when you delegate.

4.      Find a mentor(s) and build a team to advise you.

5.      Before you jump into entrepreneurship, do you know how hard you will have to work?  Do your loved ones know?

6.      How much are you prepared to risk (not only money is at stake - health, family, etc.)?

7.      Always face reality, including the hard things.  You really need to understand your current reality in your business.

8.      Be proactive - face your daily challenges and opportunities as they arise.

9.      Others make your success possible - get the right people on board and focus on growing them.  Create an environment that magnetizes people to your business and then help them soar in their role.

10.  Have a life plan (not just a business plan!). You're not just a business owner but also a wife, mother, daughter, friend, etc.

Whether you are on the eve of embarking on your own entrepreneurship journey or you are already a seasoned entrepreneur needing validation or a reminder of what one may endure in business, we think 'reflecting' on Margaret's collection of tips will be of interest.

Business Women Connect (BWC) is a sisterhood, it is a place where you can share your good news - new client, award win, etc.  It is also a kind of safe haven you can escape to after a bad day, week, month or even year. The engagement in the room is transforming both personally and professionally and I will be forever grateful for the relationships I have made throughout this journey. Someone always inspires or encourages me to walk a little taller, or gives me the courage to overcome the next obstacle I may encounter.

There is something about a room filled with women who can be raw, honest, supportive, encouraging and inspirational all at the same time.  This is the leadership that our future generation of business women need to observe: women supporting, celebrating, embracing, leading and encouraging one another.

by Melita Scott

 

Choosing your networking events

As business owners, everyone tells us we need to network.  In the busy months of fall, if we listened to everyone's advice, we'd probably be out of the office at least twice a week at luncheons and two to three nights a week at a variety of evening networking events.  So how do we choose the "right" events to be at?

First of all, you need to ascertain your own reasons for networking.  Are you looking for clients?  Do you wish to learn something new that can perhaps help you change the way you do business?  Or are you looking for inspiration for one of those days when you can't get over a business hurdle?  There are events aimed at all of these so, before you commit, ask the host or hostess of the event, or others who have attended previously, what kind of event is this?  What will you walk away with?  Who normally attends?

Second, if you are looking for clients, you must know who your ideal client is.  Just like running a print ad - you wouldn't target women consumers by advertising in Sports Illustrated!  It is the same with networking - different businesses or consumers go to different events and you can't plan where you should be until you have figured out where your ideal clients are going to be! 

Finally, set a realistic networking schedule for yourself.  If you are a mother with children at home, trying to get out three nights a week is not going to work.  Perhaps one or two evenings a month, with one focused on meeting potential clients and the other focused on inspiration or learning for yourself would be realistic.  Maybe add one luncheon a month to that and join the local Chamber of Commerce or an industry or business association.  While you may meet some of the same people at these events, you are likely to reach a more diverse audience this way which will ultimately broaden your contact list and strengthen your business acumen.

Mass Networking

Depending on the industry you in work in, you may have the opportunity to be an exhibitor at a trade show.  Trade shows offer a chance for "mass networking".  Perhaps your aim in attending is to make sales, drive traffic to your place of business, develop a database, or raise awareness about your product or service.  Whatever your goal, you have one chance to make a first impression on each attendee at the show.

Whether the show is very quiet or intensely busy, each attendee is likely to stop only once at your booth.  Sometimes a hook (giveaway, chance to win, etc) is required to facilitate that stop.  No matter what draws people to your table, just like a networking event, you need to be engaging, capture their attention for a memorable moment, and let them move on. 

Leverage your interactions!  Every person who stops is a potential client, partner, supplier, source of referrals, etc.  Every face is a fresh new face - even if you are exhausted, your feet hurt, and you can't wait for the day to end!   Your smile and energy are what will count.

Keep your pitch short, quick, energetic, and repetitive.  Don't stray from your message - each person only hears it once!  Don't stop to chat for too long with old friends unless it can benefit your show goals. Be friendly, but stay on task!

If you gather names via an opt-in system, you'll have a place to start after the show.  When you follow-up with those who gave you permission to do so, make sure your first message is a repeat of the message you used at the show. 

"Mass networking" is exhausting but it is a great chance to blitz your message, make a great first impression, and develop new contacts.

Post by Susan Eldridge

Why should you network?

Many of us think we hate networking.  I hear it all the time:  "I can't do it." "Not my comfort zone." "I hate putting myself out there."  Why do we feel this way? 

When you think about it, nobody can sell your products or services as well as you can. Period.  You can hire salespeople, you can use social media, and you can advertise, but when you get right down to it, business is all about the relationships you build.   So how do you get out there and build those in a way that works for you and your business?

First of all, take off some pressure - networking is NOT selling!  Networking IS building relationships.  Through networking you can find customers, of course, but you can also find suppliers, partners, mentors, people to share joint marketing ventures or attend other events with, and so much more.

How do you choose the right events?  Look at your target audience.  What type of events would you be likely to find them at?  Chamber of Commerce luncheons?  More expensive business dinners?  Consumer trade shows?  Industry association meetings?  Who else targets this same audience and where would they be likely to go?  Think of competitors but, more importantly, of complementary businesses. 

Now think about what events would be best suited for you to find the "right" people for your business.  List different events and then go out and actually test them out, perhaps one or two a month.  When you hit on a good fit, go regularly and get to know those who attend.  Try to create beneficial partnerships that can leverage both your business and that of the other person(s) you are getting to know.

Nervous about knowing how to approach someone at an event, or what to say once you've broken the ice?  Use your nametag to help with this - put your first name and one to three words that describe what you do in a creative way (not simply your business name or job title).  Make sure it is large enough to read and make it different, odd or interesting.

Introduce yourself this way as well.  People will ask what this means which can lead to a fun discussion about what you do.  In my case, I am a "Business Connector" because I host networking nights that bring people together to learn about each other's businesses and collaborate to achieve business success.  Generally this type of discussion will lead to even more questions about your work.

Read the local business section of the newspaper before networking - knowing what is current in the news can be most helpful if you run out of things to say to someone.  Keep your interactions short - don't tie someone up with a long story: engage, chat for a few moments, extract, and move on.  

Be yourself but stay professional, have fun, and go build your business!  

Post by Susan Eldridge

Facing challenge

“You gain strength, courage and confidence by every experience in which you really stop to look fear in the face. You are able to say to yourself, ‘I lived through this horror. I can take the next thing that comes along.’ You must do the thing you think you cannot do.” Eleanor Roosevelt

I remember the enthusiasm, the passion and determination that led me to take the plunge and open a café, a place where patrons would be reminded of their travels throughout Italy, sipping cappuccinos or savoring a shot of espresso at the bar. I was high on life; I was finally going to become the entrepreneur I always knew I would be. I have since witnessed that same passion and enthusiasm in other women as they discuss their plans and you can’t help but wonder, how can one not succeed with that kind of passion?

We are always told to follow our passion and we will be happy, but what people fail to tell you is that it does not mean you will always be able to pay the bills.  Not too often will individuals discuss their failures in business because it is difficult to admit that you have failed and even harder to share it with the world. I am writing about my failure but also the inspiration that impacted my journey. Many believe that in order for women to succeed in business we have to put on a tough front and cannot show our vulnerability or emotions. I want women to understand that we can still be vulnerable and succeed. Our community is filled with amazing, engaging, inspiring women who are ready to help without judgement or expectations. Entrepreneurship will take you through many extreme highs and lows that you never imagined you could endure. Who better to understand those highs and lows? Why other entrepreneurs of course, and thus BWC (Business Women Connect) was founded and helped me through the most challenging 19 months of my life.

Looking back on my experience, I know what I would have done differently, and perhaps I would have called it quits earlier, but what can sometimes be a “pesky” quality in me, persistence, was my driving force.  For the first time in my life, it wasn’t an asset, it was almost a hindrance. At the end of a rough day, the thought of our BWC networking events was extremely difficult for me.  I didn’t want to talk, I wanted to wallow in self-pity. Fortunately for me, I was hosting them and could not find the time to wallow in my self-pity! By the time the event started and the room filled with the buzz of women connecting, I could not help but become reenergized. It was a force stronger than me, someone placing all these women in my space, when I needed them the most. After hearing an inspiring story or a similar struggle, I felt like I could keep going.

Every entrepreneur needs that type of support in her life. I sometimes wished it was a weekly event but fortunate for me I worked in a café and had some AMAZING women come sit at my bar and we would discuss our challenges – it was like therapy for the price of a cup of coffee. Lesson here: when you feel like withdrawing, reach out, you will not regret it. It’s like going to exercise, you never look back and say, “I wish I hadn’t done that” because it makes you feel energized, rejuvenated and inspired.

The decision to close was difficult, but at the same time, a huge relief. The food industry is tough, a lot of hard work and long hours for very little return.  If you ask me, do I miss it, I can honestly say no but I do miss my daily interactions with my loyal customer base and striving towards building something you can call your own. Building my brand was probably the most rewarding aspect of my journey. Even though I may not have reached my financial goals, I know I created and fulfilled my mission and vision. I remember scrolling through all the comments on our facebook page, it was bittersweet; I had a good cry and felt an immense gratitude for the experience and the memories created. Being the face of my brand, I was very close to my customers and I never forget a face. After closing, I saw customers everywhere I went and honestly, most times I wanted to run away and hide but in most situations it was not possible (a big dive to my left or right might have been obvious) so I had to find my strength, smile and rest assured that I was ok. Some run-ins were encouraging, such as a hug from a customer telling me, “ I’ve had a couple of businesses fail and they were huge learning curves and stepping stones to where I am today” (he is very successful today). Another run-in occurred when I was going to the skating rink with my 4 year old daughter and saw a customer  who simply said ,” this must be easier for you than what you were doing”.  He didn’t ask what happened - he respected my time and without even knowing it, he gave me reassurance that I had done the right thing.

The new year began and I was finally finding acceptance in my situation and looking towards the future when I received a text from one of my dear friends, “Are you ok, I read the article”. My heart sank, I had no idea what she was talking about, so I responded “what article?”.  I googled my name and came across it - the landlord was suing us for the remainder of our lease.  The article was devastating for various reasons but most of all because it increased our families concern for us. There were some things we had hoped to keep private  so as not to create additional strain on an already difficult situation. Our personal struggles were now out there for everyone to read. 

So the comments, email, phone calls began to come in and I once again had to find my strength, smile, and tell them everything was going to be ok. The night before our January BWC meeting, I felt as though I was at the end of my rope, that I couldn’t beat this, that I was once again defeated. I had started to compose an email to Susan, apologizing but  telling her that I just couldn’t do it, I could not gather the strength nor confidence to face the women of the night but yet I  was unable to hit “send”.

As I lay in bed that night , I told my husband, I can’t do it anymore, I do not have the strength. I felt completed defeated. His response, “Yes you can because you ARE a fighter.”  We went to bed and I woke up the next day and remembered who I was - I am a fighter and I CAN do this.  The moment I entered the BWC room that night, my first encounter was with Kim King. Her body language was so supportive and encouraging, she completely set the mood for me and reaffirmed that I was going to survive - “this too shall pass”. The energy continued as the room filled and I felt so blessed to be among all these strong, courageous, supportive women. I truly felt like myself again and realized I was the only person judging myself.  This was a huge “aha” moment.

Looking back on the event and reflecting on some of the conversations, I think to myself, what a wonderful world this would be if we could move this energy and leadership to our work places, home life, communities, and schools.  How far can the inspiration, support, success and collaboration from business women connecting reach? I may no longer be a women with a business, but I am a business minded women. Entrepreneurship is a spirit, a spirit that has always been alive in me and always will be, no matter how many mistakes or failures I endure. 

“Success is walking from failure to failure with no loss of enthusiasm”- Winston Churchill.

Post by Melita Scott