What Do Your Customers REALLY Want?

The #1 Question for Businesses, by Nancy Matthews

To have a successful business you’ve got to have lots of customers and, lots of happy customers.  Happy customers will gladly send you referrals, come back time and time again and become the lifeblood of your business.

So how do you acquire those happy customers?  You find out what they want and then, you provide it and serve them better than anyone else has ever done.  Michael Gerber (author of “The E-Myth” and numerous other business classics) says:

“There is only one justifiable reason for creating a company; to serve someone else’s desire better than anyone else has ever done.”

 I love that he uses the word ‘desire’ in this description.  Desire is defined as “a longing or craving, as for something that brings satisfaction or enjoyment.” When you approach your business as serving someone else’s desire rather than selling what you have to offer, the tables are turned and pointed in the right direction.  To zero in on your customer’s desires, take a few minutes now and consider:

1. What satisfaction will my customer have from using my product (or service)?
2. What enjoyment will it bring to their life?
3. What dissatisfaction have they felt in the past with others who provide the same type of products and services?
4. What frustrations or challenges are they experiencing that my product or service can alleviate?
5. How can I be “The One” to serve them better than anyone else has ever done?

If you’re in business and you’ve studied marketing, client acquisition or worked with business coaches, I’m sure you’ve been directed to focus on the benefits rather than simply the features to engage and attract clients.  I’ve discovered in working with thousands of business owners that the bridge from features to benefits is often times hard to travel.  The above questions will help you get to the heart of the matter and really identify your customer’s desires so that you can properly express the benefits of working with you and then, serve them better than anyone else has ever done!

**Be sure to join me for this week’s WOW Wednesday tele-class with Maria T. Bailey, the authority on Marketing to Moms!  Want to know what Mom’s want?  Join us Wednesday morning at 9 am CLICK HERE to Register) 

The New Age of Marketing

by Vanessa McGovern

Have you heard of the term “relationship marketing?” This was a new “buzz” word in marketing that seemed to appear a few years ago. This phrase added another level to traditional marketing such as direct mail, TV, print Ad’s and shed light on the power of referrals and how important it is to build a genuine and authentic relationship with your prospects and clients. Building strong rapport is truly the foundation for a good solid business and leveraging those trusted relationships is known as “relationship marketing.” 

So where do we go from there? What is the next phase for relationship marketing? Taking your trusted relationships to the next level through “collaborative marketing” creates win-win-win scenarios.   Collaborative marketing is where business professionals come together and create a strategy that creates a win for each business and a win for their common client, i.e. you win-they-win and the client wins!  This only happens after a solid and trusted relationship has been developed between the two businesses.   

I have witnessed collaborative marketing and collaborative business strategies first hand over a cross section of industries. Businesses who embrace the spirit of “co-opetition” vs. competition are the businesses that seem to be coming out stronger and more stable in this “new economy.” I love the phrase “if you are busy looking in the rear view mirror, you are going to fall off a cliff!” So rather than worrying about what your so-called competition is up to, why not embrace your value and strengths and find other like-minded professionals who are positive and willing to share ideas and come up with mutually beneficial  ways to help one another?

This concept of co-opetition and collaboration is the bedrock of Women’s Prosperity Network! This has always been one of the core values and underlying philosophies and beliefs. Just take a look at one of their tag lines, “We may not have it all together, but together we have it all!” That is why I continue to be so inspired and attracted to how the Founding Sisters and active Members of the WPN Community approach their personal and professional lives. It is never about, “Here’s what I can do for you” It is always about “Tell me about what you do.” Or “How can I serve you.” WPN embraces a collaborative approach to business and life and it is because of this approach that so many business owners have achieved great success through their membership.

WPN has inspired thousands of women with this concept and mission. For 2012, WPN has set clear and specific goals to grow a stronger presence nationally. And in true WPN style – they are creating and developing relationships with other women’s organizations, bringing together women who share the spirit of co-opetition and collaboration to provide a space for women to embrace every aspect of their lives.  This mission is about collaborating and joining forces with more inspired like-minded women so we can grow together.        

It is with great pleasure that we announce an amazing collaborative partnership for WPN with  the National Association of Dynamic Senior Women (NADSW)

NASDW was founded by Mary Jo Gregory, a phenomenal woman who is on a mission to put the “Spring” in your so-called “Winter” of your life. NASDW believes age is an arbitrary number that doesn’t define who you are. Additionally, NASDW believes that you feel more alive at 50, 60, 70, and beyond than you did in your 20s and 30s. NASDW believes the word senior doesn’t describe the attitude toward life of 60-plus women. And, the NASDW help their members find that special zest for life because “life is still exciting and there is so much left to do, so much left to learn, and so much life left to live!

Please check out Mary Jo and NASDW for yourself at www.dynamicseniorwomen.com and remember to get your free Quest for Zest audio program while you are visiting her page. We also ask you to “like” her Facebook Page at https://www.facebook.com/DynamicSeniorWomen.

Now it’s time for you to consider:  Who can you collaborate with?  To achieve the greatest levels of success you cannot be a lone ranger.  Find people who you believe would make great partners and start by asking them how you can help them. When you come from a place of giving instead of getting it is amazing how much more you get from that one connection! I strongly believe that, if we all embrace this philosophy, we will build a strong economy, lead happy lives and achieve our personal and professional goals.

**Be sure to join us on Wednesday, March 14th at 7 pm (eastern) for Mary Jo's Webinar:  "Thoughtful Traveler Series: Spotlight on Chile and Argentina" and take your own "Eat, Pray, Love" Journey with Mary Jo!

March Madness? Stop the Madness!!!

By Nancy Matthews 

Oh yes, I know it’s “March Madness” and you’re about to see all kinds of promotional marketing loaded with March Madness special deals.  As a marketer it’s great to tie your content to what’s relevant, catchy and on the lips and minds of people BUT (and yes, I did say but), wouldn’t you agree that there’s enough “Madness” in the world

Working closely with business owners in this rapidly changing business landscape, the main challenges they express are (1) information overload (2) exhaustion and confusion from trying to keep up with the latest trends in social media and marketing (3) staying focused on their mission and purpose in contrast to keeping their business afloat.  If you’re feeling any of these challenges, take a moment now to “Stop the Madness” and apply these proven strategies

1. Information Overload –  Before opening that email or clicking on a link that sparks your curiosity, ask yourself this question “Is this information likely to bring me closer to my goal and in alignment with my mission?”   Gain control of your time by scheduling time for exploration, research and inquiry (rather than allowing yourself to be consistently interrupted).
   
2.  Social Media Madness – We know that social media marketing is the hottest topic.  The exhaustion and confusion sets in because  just when you figure out the best way to manage it, ‘They’ make changes (i.e. Facebook timeline); ‘They’ add a new ‘hot site’ (i.e. Pinterest and Klout).  Alert:  To have success with social media you don’t  need to be on ALL of the sites, you need to be on the site that’s best for your business!  Get advice from trusted experts in the industry before you waste hours of time and lots of energy in places that won’t bring your desired results.  We have lined up 5 trusted experts to facilitate a Mastermind series where you can learn which are the best outlets for you and your business and learn how to use them properly!  (For details go to: http://wpninstitute.com/socialmedia .) 
3. Mission and Purpose – This truly is the driving force for your business and your profits.  Do you have a mission statement?  Can you recite it without reading it?  If not – stop the madness now and create your mission statement and read it every day!  Place it prominently on your walls, your screen saver, in your car so that your purpose is infused into every action you take, every client you see and every prospect you meet.

 March on this month with a commitment to “Stop the Madness!” Slow down, step back and reflect.  Let the winds of March fill the air of your business with a fresh approach that causes you to fly! To Your Success, Peace & Prosperity!

WPN...Creating the Space for Your Infinite Possibilities!

by Nancy Matthews, WPN Co-Founder

***Stop the Madness and Master Social Media in our exclusive Social Media Mastery Mastermind

Go to:  http://wpninstitute.com/socialmedia

And The Winner Is….

by Nancy Matthews

As I write this article, an estimated 40 million people are planning to watch the 84^th Annual Academy Awards.  The audience will be filled with iconic film stars, hopeful wannabees and seat fillers, all there to witness Hollywood’s biggest event.  As the stars line the red carpet and award nominees take their seats, the energy in the Theater will be a mixture of high hopes, anxious anticipation and wonder.  Wondering...

• Will I get to take Oscar home?
• Will I remember my acceptance speech?
• Will I be able to hold my composure if my name isn’t announced (as the cameras zoom in on the ones who didn’t win)?
• Will I make it to People Magazine’s “Best Dressed” or “Oh my … what was she thinking?”

Yes, tonight is the night, but in truth, it’s just one of many nights.  The winners will leave with a trophy to place on their shelves, a sense of accomplishment and increased opportunities and revenue as a result of receiving this public acknowledgement.  As I began to ponder the range of emotions and reactions to this award by the eager hopefuls who do not win, the ones who do win and to all of the viewers who place varying levels of importance on the award, I’m reminded of a profound statement shared by Maya Angelou.

She was appearing on the show Iconoclasts (one of my favorites), paired with the comedian Dave Chappel.  They were sharing conversation and great laughs when Dave paused and asked Maya how she deals with all of the attention, fame and accolades she receives.  She thoughtfully responded (paraphrased to the best of my recollection), “Well you see, I’ve learned not to pick up too much from all of the wonderful things that people say about me because if I do, then I’d  also have to pick up when they say things that aren’t so good.”

In our quest for success we each have our own version of an Oscar, the greatest award or achievement we want to receive. I believe it is essential to long term success to have an Academy Award to shoot for and that it’s just as important to be mindful of our true value and greatness – that is not judged by whether or not we win an award, but rather upon the essence, intention and personal excellence we bring to all of our actions.

I pray that your shelves be lined with awards that reflect your true greatness, ones that last beyond tonight’s big show, tomorrow’s headlines and this week’s People Magazine.

Here are some of the awards I see lining my shelves:

• Lifetime Achievement Award – Mother, Friend, Catalyst for Transformation
• Speaker of the Year
• Best Active Listener
• Best Song (the one I write with Bruce Springsteen)

Denis Waitley said:  “Your mental picture of yourself is the key to your healthy development. You are the writer, director, and star of either an Oscar-winning epic or a Grade B movie. Who you see in your imagination will always rule your world.”

What Awards Line Your Shelves?

And the winner is ….YOU!

How About a Helicopter Ride?

By Trish Carr

“What?!!? Are you crazy? I don’t have time to take off and get in a helicopter.  I’ve got work to do!” I’m here to say my friends that taking the time to get in your helicopter for a 360 view of your business is exactly what you need to ensure that you’re headed in the right direction.  In fact, it is the most important activity that all enduring and successful businesses do … they take the time to consistently review, revise and redirect their actions toward their goals and that is how they hit their targets time after time.

Throughout my career I’ve been fortunate to have been a part of many economically strong and profitable businesses and I’ve learned a lot along the way. Yesterday was my designated “helicopter” day.  As I was reflecting on the last few months, reviewing my goals, checking my progress and revising my path, I realized that this was the same process I learned while working with several Fortune 500 companies and that one of the main reasons they are Fortune 500 companies is due to their discipline of regularly getting in the helicopter!  The good news is that helicopter rides aren’t only for Fortune 500 companies! All successful businesses, whether a thriving Mom & Pop Shop, brick and mortar, online marketer, speakers, coaches and network marketing superstars, know that to have long term success they must regularly get in their helicopters.  They know that in order to grow, to make a profit and to continue to be the best they can be, that they must take a ‘helicopter view’ of their businesses. 

I’m sure from reading this article you’re now ready to get in your helicopter which leads to the next crucial considerations …

a)    Do you have a qualified helicopter pilot?

b)    Do you have a world class navigator on board?

You can well imagine the outcome if you chose to fly the helicopter on your own without the benefit of the expertise of qualified professionals.

Every successful business owner not only makes the time and the commitment to take consistent helicopter rides, they engage, interact and mastermind with qualified professionals and advisors.

We are halfway through the first quarter of 2012.  I know that you started the year with excitement and enthusiasm and I invite you now to build your excitement!  Schedule your helicopter ride now!  Set aside a day to meet with your mastermind group, business coach or other advisors and take a ride in your helicopter!  Step back and  raise yourself above the noise, the fray, the day-to-day of doing business and simply look at where you are, where you’re going and adjust accordingly.

You know they say, “You can’t see the forest for the trees,” and nothing is truer when you’re mired in your day-to-day operations and your quest for profits. Successful people take the time to set plans, put them in motion and regularly measure success. When you get out of the day-to-day and into your “helicopter,” you can clearly see the path, gauge your progress, confirm that you’re still on the right road heading toward the same intended destination. You can only see that by stopping and taking the “helicopter view.”

To take a helicopter view of your business and your life, join us on Saturday, March 3^rd for WPN’s “Strategic Planning & Implementation Workshop” in Boynton Beach…. Details and Registration at http://wpninstitute.com/actionday and you’re going to be thrilled to see the World Class Team of Experts we’ve lined up to help you fly!