That is the first word that comes to mind when thinking about  Loral Langemeier’s Cash Machine Workshop in Orlando this past weekend.

Why do I say life-changing? For one thing, it totally changed my perspective about buying, selling and showcasing my own expertise.

For another thing, I met some amazing people there. People like Ali  Swofford of Swofford Financial in Knoxville Tennessee, Julie Verrinder of SargentSteam.com, Carol Montgomery of  Green Village Green and Dr. Bill Williams of Suwanee Dental Care. I also reconnected with friends such as Jean Caldwell Roberts, Carol Morgan and Nancy Matthews among others.

It was a total conference experience.  And the content… well let’s just say it was mind-altering. Loral is a master at explaining in understandable language principles of wealth creation, some of them tried and true and many of them out of the box and on the edgy side. That is what I mean by mind-altering. And we made money! In fact, everyone in the room made cash this past weekend. From the 8 year old girl selling nail polish to the 60 something grandmother selling jewelry, EVERYONE went home richer. Loral demonstrated a micro-economy in action.

It was inspiring and gave hope to those of us who might have been struggling financially in the past. And  I do mean in the past. Because I am sure everyone went home and started implementing many of the ideas Loral shared. I did. Including redoing my services page, changing my website description and keywords to fit my new title of “Online Visibility Expert,” working on 3 landing pages (2 for clients and one for me), getting all the facts together for website reviews of two new clients I met at the Cash Machine, putting the 75 or so new people I met into a database (my assistant did that for me), uploading two videos to YouTube, following up by email with those I met, fulfilling other orders and writing this article. And it’s only 5PM on Monday!

Watch the interview I did with Ali Swofford for her website:

Here are a few highlights of what Loral shared in the CASH MACHINE Workshop:

Our relationship with money

Our relationship with debt

What our freedom day would look like

How to build a cash machine team to free us to do the things we do

Our money making money plan

The steps to building our cash machine and ultimate wealth creation

How to match our skills with our Cash Machine Ideas… and MUCH MORE!

On the last day we created new slogans for our company or came up with taglines that could help us in the future.  WE got valuable, priceless feedback from Loral and the other 100+ attendees in the room and came away with tangible ideas and financial evidence that The Cash Machine Workshop Works!

Here’s one of my new taglines for Redhead Marketing, Inc.:

“If Social Media is Confusing to You, Hire the Redhead to do it for YOU!”

Every break was an opportunity to showcase our products and services and buy and sell from one another. It was not only encouraged it was required. Everyone was given a system and instructions for how to approach people, how to say what we do (in 30 seconds or less) how to assess client needs on the spot to know how we can help them and how to close the sale!  I have to admit I was a little intimidated the first time. But after a few rounds of practice and feeling the energy in the room, it became easier and I walked away with 7 ebook sales and two new consulting clients! Not bad for a weekend of learning! More than $31,000 exchanged hands over the past 3 days. It was the BEST Sales Training I have ever received!

If you are interested in putting more cash in your pocket, I suggest you start with her New York Times Bestselling book of the same title: Put More Cash in Your Pocket. You can click on the title or click on the book graphic above. I promise, you will be glad you did!

Are you frustrated with how much time it takes to follow up with prospects, leads and customers these days?

I know that getting people to refer your business can be difficult. I used to have the same challenges.

Many small business owners lack the confidence to ask for referrals, and most customers are just too busy to remember to send them your way. It’s a real catch 22.

Maybe you’re good at giving referrals, but others just forget to return the favor.

What if there was a system that could help you develop a continuous stream of solid referrals and all you had to do is set it up one time, add contacts as you receive them and few clicks of the mouse start your referral building process?

Let’s face it, you are busy too! Maybe you want to send a “nice to meet you” or “thank you for the referral” card to someone but simply cannot find time to do so.

You’ve even thought about sending a series of follow-up notes but if you don’t have time to send one, how in the world can you send 12?  Wouldn’t it be nice if you had a system to keep track of who and when to send those notes to? And it could be done automatically for you each month? All you had to do was enter the information one time and Viola! It’s done.  THERE IS.

The system I am referring to is called SendOutCards and it is sweeping the nation (and a few other countries as well).  It is the best system I have ever found to do all these things, and more. You can use it for reminders, referral programs, thank you’s and prospecting.  Not to mention what you can do with it for your personal correspondence (but that’s another topic).

Think about it, you meet someone at a networking event, get their business card, go back to the office or your home office and input the info into a database. Then you need to find a way to remind YOU to send a card to the people on your list when the time is right.  And you have to go somewhere to buy the greeting cards, buy postage, write the card, address the envelop and drop it in the mail.

With Send Out Cards you simply enter the information into the system, choose the card (from more than 13,000) choose whom to send the card to and they do the rest. It is even personalized and can include your signature and if you really want to get fancy include a picture (or several) of your choosing. You can even customize the cards.

And the best news? The cards cost less than $1 plus postage (there is a small up-charge for adding pictures).  Postcards are less than 50 cents plus postage.  WOW! Handwritten, personalized and automatically sent for you with a real stamp. That’s right ~ not metered mail, a real stamp. And there are dozens of examples of how other businesses are using SendOutCards to promote their business.  You cannot hire a consultant or agency for the amount you’d invest in this system. It is so affordable.  It saves you time AND money.

When I found Send Out Cards it was like a dream come true. I send dozens of greeting cards and postcards every month and this is just so easy. You can even import your current database into the program, so you don’t have to spend hours inputting data. This is a great way to coordinate your direct mail program ~ low cost, high return.

I’d like to invite you to try the system for free, on me.  Go to SendOutCards.com/Heidi Today. The first card is on me!

What’s Your Business Card Action Plan?

The business card has been called one of the most important marketing tools you can have. How many times have you forgotten yours? Perhaps you left your cards at work, in your briefcase, or worse, ran out. Carry a large stack of business cards at all times! Keep them in your pocket, your briefcase, your day planner, ready to hand out when the opportunity presents itself.

This does not mean to be a “quick draw,” handing them out randomly. First, make sure the receiver wants one. It is more important to ask for the other person’s card first than it is to give him yours. It makes for a valuable direct mail marketing list.

When you receive the other person’s card, write a note on it; something that will help you remember him or her. Where and when you met, some special bit of information you can “recall” later in a conversation. The important thing is to write something about them. Make the most of your business card. Do you provide business cards for your staff? If not, I suggest you get cards for any employees you have. Not only is it good for business, it is good for morale. It makes employees feel like they are an important part of your operation. In my opinion, everyone in a company should have cards, from the CEO to the clean-up crew.

When designing your business cards, here are seven tips to keep in mind:

Keep your cards simple and clean. Don’t put too many messages on the card.

Use both sides of your business card, reserve one side for contact information, and the other side list some benefits of using your company. My “Speaking” business cards describe how my programs will help others; taking control of stress, growing leaders, creating a business vision. My floral business card provides a list of product offerings as well as our slogan “When you have something to say, let our flowers second that emotion.”

Make sure they are easy to read. No smaller than 10 pt. typeface is a must.

Don’t mix too many typefaces. More than two makes it harder to read.

The information should be current. If any contact information changes, buy new cards. Nothing looks less professional that crossing out old information and writing over it. It makes the giver look “cheap.”

If you have a website, please make sure it is listed on your card. I actually prefer listing a website than an email address. It cuts down on unwanted email.

If appropriate, give yourself a “fun” title.

Over the years I have had various titles. My current cards say “Chief Goddess.” It has always proven to me to be a great conversation starter. In fact, on more than one occasion, people have looked at my card, commented on my unique title, and the very next time I saw them, they had done something similar. Theresa Blauch-Mitchell of MFM Catering in Hallandale Beach, Florida, after seeing my cards for the first time, changed her title to Catering Queen, creating for her a great memory “hook.”

Other Business Card TIPS

Keep a small stack of business cards everywhere you can store and access them: in your car, your jacket pocket, your briefcase, your purse or wallet, in your day planner, at home, etc. You never know when you will meet your next prospect.

Sell a Product? Why not include your business card with the product when it is delivered to your customer. Offer a Service? Think of the last time you got an oil change. When the service has been performed, the service tech will place a sticker in your windshield identifying the company and to let you know when you will need to schedule your next oil change. Business card magnets are also a great idea. Customers like to place them on their refrigerator, or filing cabinet. Include your business card with every piece of correspondence you send. I include mine in bills, cards, estimates, thank you notes, RFP’s, and letters (when appropriate).

Creative Distribution Pays!If you conduct or attend seminars, or tradeshows, be sure you drop your card in a “fish bowl.” Put your business card on local bulletin boards at supermarkets, restaurants, retail stores, schools, libraries and other public spots for all to see. You never know when the right person will walk by at the right moment, and need your service.

Ask businesses in your neighborhood if they will display your business card near their cash register, or checkout. Make the promotion appealing to the businesses by offering a “drawing” for something of value when they give permission to display your drawing box. You collect the cards and give away a prize. And it’s a great way to increase your database.

Connect on social media sites like Facebook.  Take a lesson from business models such as Starbucks with more than 7 million fans/followers. Study them and model the behavior that you know will benefit your own fan-base. That can include offering exclusive Facebook Discounts, contests and more.

Introduce people to each other. Make profitable connections for others and in turn they are likely to do the same for you. Be a people/business connector

Blog. Did I mention to blog? Blog is both a noun and a verb. A blog is an online journal and to blog is to create/submit content to a blog. Smart marketers have their own blogs AND blog on other blog sites that cater to the same demographic or target audience.

Look for potential referral partners. This is more than the introduction mentioned above. Find people to strategically partner with specifically for the purpose of referring one another business.

Do these five things to connect, communicate with your target audience and referral partners and you WILL close more sales.

There is no question that the past two years have been challenging for many people in business. However, there are businesses who even in a tough economy seem to thrive.  They do this because they follow the simple principles of buying and selling that have served companies well for years and years.

They know that in order to stay in business they have to do certain things well and consistently.  Here are 3 tips successful companies use to increase business in a challenging economy and in any economy:

1. Increase the number of clients, customers, members, players, guests.

2. Find ways to get customers to buy more per transaction.

3. Get customers to buy more often.

Each of these things can be accomplished if you do the following three things:

Train your staff how to sell! Here’s a book that can help: FREE Ebook
Increase Sales Productivity: http://www.smartsellingtools.com/2010salesproductivity.pdf

Find different ways to connect with customers and connect more often.

Create a Loyalty Program to reward customers and clients for frequent purchases made.

With a little ingenuity and foresight you can create more value for customers while increasing your bottom line.

Your Champions are clients, customers, vendors and anyone familiar with your service that are simply ecstatic about what you do. They are the ones who tell everyone to use your service. In fact, they will call potential customers on your behalf to tell them about you. Ask your Champions for the names of their contacts that have events or occasions coming up. Send those contacts a note, introducing you to them. Include your business cards, a testimonial letter, and an offer. The offer could be to set up an appointment to meet, or a discount on your initial consultation.

Your Fans are those who do business with you, but would not think about referring your services on their own. They need a little encouragement. Ask them if they know of anyone else who is having an event that could use your service. Tell them you would like to contact those people to offer your services to them. Most of the time they are happy to help you out. They just wouldn’t think of it themselves.

• Send greeting cards for all special events listed on the information cards previously filled out by attendees. Retailers might want to include a note for the recipient to stop by for the 25-cent tour and a small gift.  I use SendOutCards for all my client appreciation programs. It is simple, automated, time-saving and perfect for my fast paced life. You can actually go to SendOutCards.com/Heidi and grab a FREE card of your own to try it out. Go ahead, its on me!

• Send postcards a few weeks before each holiday or event listed offering a free consultation on other services you provide, discounts on purchases, or some other promotional item. It is important to keep you at the ‘top of their mind’ when they might be planning another event or know someone who is.  You can also use SendOutCards.com/heidi to create first-class postcards that will keep you top of mind with any and all referral sources. Here is a postcard I created that people tell me they keep long after they receive it.  It is fun, kinda quirky and oh by the way, is me at 4 years old!  With SendOutCards you can custom create your own look  with your own pictures and graphics as you can see from this example.

• Fax or mail ideas for events two or three months prior to their corporate, or milestone events. Offer a special consultation rate to help them plan a successful event.

• Stay in contact with them using the information they provided under interests. If their hobby is growing orchids, and you see an article for an orchid or exotic plant show, cut it out and mail it to them. They will be impressed that you took the time to send it. In fact, they probably won’t remember the information cards and may even wonder how you knew. It could lead to a phone call, worthwhile conversation and more events.

• If you see your clients and others listed on your information cards ‘in the news’ cut it out, and send it to them along with a Congratulations or Good News Travels Fast note.
The Little Extra’s Can Bring Big Results!

• If your client has a business that you can promote, Promote It! Hand out the client’s business cards, keep a stack of them on hand to give to others when the opportunity arises. I cross promote with many of the people who do business with me and this has grown my referral business more than simply doing a great job.

• Include photos with letters to clients and vendors.
 
• Keep your database current, adding and deleting as necessary. You wouldn’t want to send the assistant a note, if the assistant is no longer with your client. It might just offend the person who replaced him/her and it would certainly make you look unprofessional.
 
• Maintain good records of each event. If you hear from a client 3 years from now, you can show your skills when you review their previous event. Include in those records what went wrong, and what needed to be improved. Include photos and samples of décor, activities and anything that will help expand your portfolio. Be sure to ask permission of your client to use these in your promotional materials.

If you follow the above advice, you will not only survive, you will thrive in your endeavors. The domino effect will happen. You will be known as a caring professional, one that is in it for the benefit of all concerned and not just in it for the business!

To your success… and then some,

Heidi