100 Tips for the Small Business Owner
to WIN in the 21st Century

Performance Pillar 1: Profitability

Chapter 1 Description:
Simplifying Small Business Success in the 21^st Century
by Maggie Mongan

Simplifying your business’s success isn’t easy, but it can be simple. Small business is shrouded with inaccurate and misguiding myths that may lead owners into actions, which may not serve their business’s performance best. Do you know we are living in a unique time when The American Dream is alive and well while we’re simultaneously experiencing America’s Entrepreneurial Epidemic?

Learn how to experiment with The 4 Performance Pillars for Small Business™. Discover insights, tips, clues, and questions to help you discern how to improve your performance and your small business’s performance.

Dos:

1. Think unconventionally.

2. Get assists from Practicing Experts, preferably, Brilliant Practicing ExpertsTM.

3. Slow down to accelerate success.

4. Take on the hard stuff that matters.

5. Remember to experiment to find your greatest potential.

Don'ts: 

1. Don't romanticize about being a small business owner. 

2. Don't forget we are in business to be profitable AND serve.

3. Don't loose sight that you need to always be building relationships.

4. Don't forget to build cushion into your day's schedule.

5. Don't forget to be mindful of yourself as you run your business.

Chapter 2 Description:
If Your Marketing Efforts Aren’t Bringing in New Clients, Here’s the 3-Step Solution
by Greg Nicholson

If your marketing efforts aren’t effectively supporting your revenue expectations something is off with your marketing approach. Small business owners usually focus on the marketing tactics and then wonder why they aren’t generating enough sales. Most of the time it isn’t the tactics that are failing. Marketing strategies are missing. Without understanding and creating a strong marketing strategy your marketing tactics will fall short.

If your efforts aren’t bringing new clients you will appreciate this walk-though of the 3 key elements to creating a predictable Client Generation System:
1. Ideal Client Profile
2. Market Dominating Position 
3. The Conversion Equation

5 Dos:

1. Scrutinize every single word in your marketing messaging. Is there a better word, better way to say it? 

2. Split-test your messaging and images to optimize best results

3. 80% of the success of a Facebook ad is from the image. Keep images fresh and optimize out images that don’t engage your target audience.

4. Constantly work on differentiating your business from others with value that matters to your ideal prospects.

5. Make sure your messaging engages prospects on an emotional level and speaks to their desired results.

5 Don’ts:

1. Don’t necessarily disregard a marketing strategy because it didn’t work before. Many strategies can be effective, with the right messaging.

2. Don’t forget that if your marketing isn’t working, look at the messaging first, as the potential problem.

3. Don’t forget to ask your clients why they buy from you and those who don’t become clients, why they didn’t.

4. Don’t “spam” prospects, always aim to deliver value with every communication and customize it individually as much as possible.

5. Don’t count on just one marketing strategy or channel to build and maintain a robust business.

Chapter 3 Description:
Sales Suck in Solitude
by Dave Wallace

Bike riding and Business-to-Business sales. They don't seem to have much in common. Or, do they? To the casual observer, both look like solitary activities. Cyclists generate all their own power and do it all themselves, right? The same with sellers.They have to learn their products and/or services, prospect for customers, make cold calls, meet with clients, create proposals, on and on.

In his chapter, David Wallace shares a personal cycling story and draws parallels to selling, demonstrating that sometimes appearances can be deceiving. Cycling, and selling, as it turns out, are far from individual activities.

Dos:

1. Create an ideal customer profile

2. Sell based on what value your product or solution delivers

3. Create fact-based alignment between business functions

4. Create and follow a sales process

5. Make sure you know who the key decision maker(s) is/are with your customer

 Don'ts:

1. Assume anyone and everyone is a potential customer

2. Sell based on what your product or solution is or does

3. Assume (hope) there is alignment between business functions

4. Think you can just "wing it" with your sales efforts

5. Get trapped only dealing with non-decision makers in the hope they will introduce you up the chain  

Performance Pillar 2: People

Chapter 4 Description:
Why Your Headshot May be a Turn-off and How to Turn It On!
by Stacy Kaat

Your headshot is your first impression. It can make or break your chances of getting a job, promotion, a customer’s business, or even a date. In a saturated marketplace, how can you turn people on to you and your product or service? Learn how to use your headshot to showcase your unique personality, become memorable, and rise above the noise.

This chapter addresses the importance of utilizing your headshot to effectively communicate what you want others to know about you, finding the right photographer, and releasing headshot fear, so you can focus on your message and attract the right people.

Dos:

1. Do hire a professional photographer who specializes in business headshots. 

2. Do wear clothing that enhances your skin and eyes when having a professional headshot taken. 

3. Do wear clothing that creates a framework for your face when having a professional headshot taken. 

4. Do use your personality in your business headshot to attract people to you. 

5. Do make certain that your business headshot shows your professionalism & confidence.

Don'ts:

1. Don't wear loud or bright clothing for your business headshot unless it brings out your skin and eye color.  

2. Don't use a selfie for a business headshot. 

3. Don't look outdated when having your professions headshot taken. 

4. Don't use a glamour shot for your business headshot. 

5. Don't wear provocative clothing for a business headshot. 

Chapter 5 Description:
How to Avoid the 3 Most Common Challenges Every Small Business Owner Encounters
by Mike Raber

All great businesses share three simple disciplines. Throughout this chapter, we explore some of the core challenges small business owners face. We also discover the many solutions of how to avoid having your business derailed by these challenges. This is a must read for all small business owners. I will share the importance of developing consistent systematized lead generation, working as a team, and having a financial/business plan in place. “By ourselves we can do great things, yet together we can climb the highest mountain. Together we can change the world for the better.”

Dos:

1. Do consistently follow up your past and current clients no less then 12 to 8 times a year.

2. Do strive to be a true trusted recourse for your clients or customers.

3. Do get use to dealing with problems or challenges in your business while they are still small. The problems really change just the amount of zeros behind them do.

4. Do continue to listen for wants and needs when talking with your past and current clients or prospects.

5. Do continually monitor your cash flow.

Don'ts:

1. Don’t assume that if you just do a good job, your clients or customers will refer people to

2. you.

3. Don’t run your business without both a personal and business budget.

4. Don’t comingle or mix your personal and business revenue or expenses.

5. Don’t become complacent in your business and forget why you’re in business in the first place.

6. Don’t forget to show up in your business, your business will only grow to the degree that you do.

Chapter 6 Description:
Your Voice ON AIR
by Jake Nawrocki

Podcasting is arguably the best and most unique place to hang your shingle today. With over a billion listeners and only a few hundred thousand shows, listeners are excited to hear how your business and value can help them. This chapter will open your eyes to see what you have been missing in your current business. Podcasting will build relationships, create credibility, and bring in more customers. Creating a podcast may not be in your current plan, but I suggest you read, learn, and take action because this will create the best impact for your business to date.

Dos:

1. Bring your raw self into your voice to create an impact for your podcast audience. Your personality good and bad is your brand rock the heck out of it. People are listening because of you.

2. Use your podcast show to leverage and connect with influencers or brands you would otherwise not be able to get in front of.

3. Use your podcast episodes and get them transcribed. Once you have the typed words, you can turn that into an ebook for exposure on Amazon or give away for free as value.

4. Do use your show as a platform to practice your speaking, creativity, and finding your voice. Each show you deliver will only help you become a better and more engaging public speaker

5. Be consistent and most importantly do what you say you're going to do. If you tell your audience you will have a weekly show then you better deliver. This will strengthen your bond with your audience and it holds you accountable to deliver your promise.

Dont's:  

1. Don’t edit your voice until your perfect. No one is perfect and if your audience perceives you as perfect they won't stick around. They want a host or personality that is raw, real, and relevant.

2. Don’t sell your products or service right away. You need to build relationships and provide value. Give value in the shape of a free ebook, free newsletter, free 10 tips, and the list goes on. People want to know you're willing to help before you charge.

3. Don’t act like you know everything.  If you are an expert in a certain area own that but don’t be an expert of multiple domains. People will catch on and your trust will be lost. Rock the hell out of your domain and leave the other areas for guests you bring on your show.

4. Don’t geek out on the podcasting gear. Buying expensive gear will not increase your brand awareness or popularity. Get mid to low tear gear and over deliver with amazing raw content. When you do that your audience will look past the minimal irritations with your show.

5. Don’t compare your show to others in your industry. Focus on giving value to your audience and treat them like the most important thing in the world. If you start to outdo others in your nitch you lose focus and connection with your audience. Again your audience is your most important asset treat them like a family that you love and they will love you back.

Performance Pillar 3: Productivity

Chapter 7 Description:
Unleash Your Mind, Unleash Your Growth!
by Nancy Lucchesi

Sometimes our biggest obstacles are our own thoughts. Remarkable things start to happen when you make just the slightest adjustments. Do you set goals every year? Learn how to empower and fuel your goals to achieve success. Do you feel you must do everything yourself to thrive? You’ll read how to do what you do best and hire the rest.

Embrace technology and use it to explode your business. You will see there is more than one way to view things. Unleash your own power by unleashing your mind. Amazing growth happens when you do.

Dos:

1. Do what you do best and hire the rest

2. Do use professional graphic and images in your mobile app

3. Do take calculated risks to grow

4. Do define your brand and make it consistent throughout your marketing

5. Do dream, and dream big 

Don’ts:

1. Don’t ask friends and family for business advice

2. Don’t have your teenager run your social media

3. Don’t leave your mobile app stagnant

4. Don’t continuing doing what you’re doing and expect different results

5. Don’t ignore technology

Chapter 8 Description:
Why Small Business Owners Don’t Sleep at Night
by Dave Rebro

As small business owners, entrepreneurs and solopreneurs, our minds can become cluttered with decisions, appointments, tasks, projects, clients, and challenges from both our business and personal lives. Too much clutter in our mind and workspace can overwhelm us with stress, anxiety, confusion, and most of all, lack of sleep. 

Reading this chapter, you’ll learn simple and effective strategies to prepare you for a productive day, help declutter your mind and workspace, block time for your highest payoff activities, and help you maintain focus on what’s most important to you in business and in life.

Dos:

1. Do stay mindful every day of who and what is truly most important to you.

2. Do make it a practice to save thoughts, ideas, questions or anything else important to remember into a trusted source.

3.  Do block time on your calendar with your highest payoff activities scheduled first thing in the workday.

4. Do eliminate all distractions when trying to achieve peak focus.

5.  Do develop daily routines to help you be best prepared mentally, physically, emotionally, and spiritually.

 Don'ts: 

1. Don’t let someone or something else take control of your schedule.

2.  Don’t always rely on decision making in the moment when your willpower might be at its lowest.

3.  Don’t start your day without a well-thought-out daily plan.

4.  Don’t clutter your mind by trying to remember every task and when to do it.

5.  Don’t clutter your physical and digital workspace with unwanted information.

Performance Pillar 4: Peacefulness

Chapter 9 Description: 
Hope: Out of the Shadows and Into the Light
by Susan White

The concept of “hope” is ambiguous, abstract, and can sometimes be confused with creating a strategy for success in a small business setting. Transforming it into something more concrete supports personal enlightenment, as well as increasing the likelihood of financial success. When hope’s influence unconsciously resides in the shadows of our minds, it may limit profitability and capabilities. Other times, it may conflict with valuable aspects of who we are and can distract or sabotage us from taking much-needed action. Thought-provoking enlightenment for those of us who own or manage a small business is the intention of this chapter!

Dos:

1. Do what you are naturally called to do. 

2. Do be willing to fail, and make some big mistakes. 

3. Do be painfully aware of what you are willing or not willing to do to be successful. 

4. Do be fully aware of being wrong and learn from it. 

5. Do take valuable time to "Simply Be," especially when time is at a minimum.

Dont's:  

1. Don't rely on hope to save you when you make a bad decision. 

2. Don't rely on Hope to create success. 

3. Don't neglect your inner work if you intend to be successful. 

4. Don't allow others to define what success means to you. 

5. Don't write off anyone as being valuable to you. 

Chapter 10 Description:
All Action, No Traction? Sometimes it’s All in Your Head
by Lori Bonaparte

Pursuing your business goals can become a form of self-expression and a source of financial livelihood. Contained within your business is a customized personal development program, specifically designed for you. Knowing how to use your gifts, talents, and strengths to create a better version of yourself, will naturally increase your business success.

If you’re experiencing a lot of action and little traction in reaching your business goals, there are three critical elements that could be responsible. The challenges you face may seem as if they’re in the environment, but the answer to them is usually found within your mind. 

Dos:

1. Become aware of opportunities in your business that require personal growth.

2. Know the details of your Desired Outcomes.

3. Get your Desired Outcomes out of your head and written down.

4. Understand WHY you want your Desired Outcome (beyond the money).

5. Take Action immediately, even if it’s baby steps or imperfect. 

Don'ts: 

1. Allow what you DON’T want to dominate your focus.

2. Focus solely on financial goals.

3. Assume your business life and personal life are separate and compartmentalized.

4. Ignore your “gut feelings.”

5. Spend a lot of time trying to get through a stubborn obstacle without an expert for guidance. 

We hope you liked some of the practical and tactical tips from our Brilliant Practicing Experts^TM. You might want to pick a few of these to start implementing while you wait for the book to be released. Then, of course we strongly encourage you to get the rest of the the proven strategies and techniques that are shared in the book to secure your small business success in the 21st century!