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Kerri Salls Articles

Guest post by: Kerri Salls

Persistence, Purpose and Passion - Click To Read Article
Think about the business owners you admire or the mentors you listen to. They’ve told you story after story of what they did to be successful. Those stories were a great way to make a point so that you would remember it. Think about all those stories for a minute. There are some common threads you’ll find among all those admirable leaders. Those common threads are key lessons you must apply to your solo business to assure your success and prosperity too.

Monetize Lost Productivity - Click To Read Article
By definition, productivity is a measure of output from a production process, per unit of input or more simply yielding results, benefits or profits. Productivity is distinct from profitability. Profitability is the net difference between revenues and expenses. However, every little improvement to productivity has a direct impact on your profitability.

Lone Rangers Are Rarely Happy People - Click To Read Article
Everybody needs somebody. It’s human to need friendship, encouragement and help. As a solo business owner, you can’t know everything. It's both an asset and a strength to know when to ask for help.

Is There a Solopreneur Business Model? - Click To Read Article
When you set up your own business, a common question you get from friends, family, peers, vendors and clients is, “What’s your business model?

Improve Your Bottom-line by Outsourcing - Click To Read Article
You are a busy business owner who wears many hats in your business, right? How many hats are you wearing today? Are you the only person who can do all those tasks, wear all those hats? Or is it out of habit that you do? Or maybe you’ve never considered which of those tasks could be done by someone else.

Entrepreneurs Demonstrate Resilience and Determination in Action - Click To Read Article
I encourage you to read the full report for more ideas you can use now in your sole proprietorship.

Effective Leadership - Your Personal Performance Scorecard - Click To Read Article
In any leadership role in business, many other people are judging you on your effectiveness every day. If you run a small business, a home office or a solo consultancy, or have a virtual team of independents, the same standards apply to you too.

Catch-22 Leads to Credit Card Debt - Click To Read Article
A Catch-22 (def) is a logical paradox wherein you find yourself in need of something which can only be had by not being in need of it.

Is Accountability Reluctance Hurting Your Solo Business? - Click To Read Article
Accountability is a concept with several meanings. It is often used synonymously with responsibility, answerability, blameworthiness, liability, and other terms associated with the expectation of account-giving.

Ten Marketing Mistakes to Avoid - Click To Read Article
We all make mistakes. Much of marketing is innovation, trying something to see how effective it will be in your market. Often we don’t even know we’ve made a mistake until afterwards when we see the cost and no return. Here are ten avoidable marketing mistakes you don’t need to make in your solo business.

14 Pillars to Business-Building Breakthroughs - Click To Read Article
When you set out to build your business, did you know your business was going to break the million dollar mark in revenues in a year? Two years? Five years? Did you set out intentionally to build a business or invest in others? Or did your hobby evolve accidentally into solo-preneurship or a bit bigger business?

Action vs. Inaction - Click To Read Article
If you find yourself asking, "Yes, but what can I do" the answer is very, very simple. Anything is a lot more effective than nothing.

A Quick Method To Evaluate Your Sales Activities - Click To Read Article
It’s A New Calendar Year and a new fiscal year for most of us. So when I ask people what their biggest challenges are for the New Year it’s not surprising to hear - they want to grow the business, add new clients, increase sales and the like. These are good things to work on. But what will have to change to make it happen?

Add Value, Demonstrate Expertise and Grow Your List - Click To Read Article
How can you add value for your prospect, demonstrate your unique expertise and grow your mailing list all at the same time? The powerful guerrilla marketing approach to do this is to create and use White Papers.

Add Value, Demonstrate Expertise and Grow Your List - All in One - Click To Read Article
How can you add value for your prospect, demonstrate your unique expertise and grow your mailing list all at the same time? The powerful guerrilla marketing approach to do this is to create and use White Papers.

Attitude Determines Altitude - Click To Read Article
Your attitude determines your altitude – in business and in life. You can’t change someone else’s attitude for them. But this powerful adage is a great reminder that you can put in front of anyone who needs an attitude adjustment. I want to talk about a few of the many ways each of us can develop a winning attitude every day. It’s what leaders do.

Bankruptcy Is a Good Thing - Click To Read Article
Equifax reports that small-business bankruptcies are up 81 percent over last year. Now don't get nervous if you have a small business or are thinking of starting one. This is a good thing. For several reasons

Begin with the End in Mind - Click To Read Article
Implementing the principle of Begin with the End in Mind actually helps streamline choices and decisions to align with your long-term vision for your business. Writing the business plan simply documents it.

Blogging: Optional Luxury or Necessity - Click To Read Article
Technorati's State of the Blogosphere series chronicles the rise and evolution of the Blogosphere as we know it. Since 2004 there's been an explosive growth and application of this new approach to publishing.

Break Through Your Resistance - Click To Read Article
It's almost Spring. Which also means the first quarter of the year is almost over. How are you doing on your goals for the year, for the quarter? Have you neglected or forgotten some of those New Year's resolutions?

Buildup to Breakthrough – Your Sales & Marketing Flywheel - Click To Read Article
To start making changes, you only have to pick one area and make one change. But it’s the consistency with which you apply the new strategy that will have an impact. Then you add one more change, or one more approach. With each tool or resource you put in play, the flywheel builds momentum, without any extraordinary effort on your part, until there’s a cumulative breakthrough.

Business Growth Requires Individual Effectiveness - Click To Read Article
When we read about business growth in the top business periodicals, they always refer to the multi-national corporations. I’m not a large corporation. I’m not even incorporated.

Can’t Stop Marketing Even in the Dog Days of Summer - Click To Read Article
Without sacrificing vacations, there are huge summer opportunities for marketing. When I was in sales, we had an axiom: a week off is always followed by an off week. So if summer sales are slow because of your vacations or client vacations, you need to take some action to turn things around.

Corporate Refugees Can't Wait - Click To Read Article
The layoffs keep coming, new jobs are few and far between, and you can't build your future on a part-time job at the mall. And you certainly don't want to burn through your emergency fund to dip into your retirement accounts. For all these reasons and plenty more you could come up with from your own experience, corporate refugees can't delay starting their own business.

Challenge or Opportunity: How to Communicate for Optimum Outcomes - Click To Read Article
Constructive communication doesn’t happen overnight. It takes time. It also rubs off on the people around you. When you can see each obstacle as an opportunity and focus on identifying and delivering the best solution, you build a habit of win-win for everyone.

Case Study – Create A Great Strategic Alliance - Click To Read Article
Search for the standout projects/challenges that can showcase how good you are. It’s worth a phone call to ask permission to showcase the client/vendor in your materials. In addition, invite them to publish the same case study in their marketing materials – which will extend your reach too.

Critical Tactics for Business Blogging Success - Click To Read Article
When it comes to online marketing, blogging is no longer a luxury, it's a necessity. Once the decision is made, the next question is always where do I start?

Cultivating Intuition - Click To Read Article
Ralph Waldo Emerson, the American philosopher said "The primary wisdom is intuition." It is not just a theory; it is part of who we are. Without training we can happen upon it occasionally and we usually like the results when we follow our intuition.

Do Your Values Drive or Derail Leadership? Part 2 - Click To Read Article
Our values affect the way we conduct business too. For example, a leader who grew up during the depression and values security will make low-risk investments whereas someone a bit younger may be less risk-averse. One business owner may value being debt-free while another business owner may believe debt is a necessity for growth.

Do You Have a Market Niche? - Click To Read Article
When you have a clearly defined niche to work within, you can optimize your marketing budget and you can target prospects that really need what you deliver. Offering lead generation services to an ad agency or the local convenience store is not a fit. But offering sales techniques or market research to engineering firms can be a good fit.

Do Your Values Drive or Derail Leadership? Part 1 - Click To Read Article
The world needs strong, competent leaders now more than ever before. Effective leaders are needed in big and small businesses, as well as in communities and civic organizations.

Don’t Keep Your Customers From Buying! - Click To Read Article
Customers buy more if given the chance – and buy more frequently too. Dynamic business growth can’t flow from a rigid linear strategy. You have to think logarithmically. Don’t keep your customers from buying.

Empathy 101: Ten Commandments of Human Relations - Click To Read Article
These ten commandments of human relations aren't original to me, and I don't know the source. At the same time, they don't go out of style or out of date if you are in business. Everyone in your business must imbue their efforts with these commandments. They are required in every type of relationship be it marketing or selling to clients, providing customer support before or after the sale, working with and negotiating with vendors or your support team and of course internal to your organization.

Executive Support – Or Go It Alone? - Click To Read Article
Someone said “A leader is someone who knows where he or she is going and is able to take others with them.” Strangely enough, however, they glance over their shoulder one day and realize there’s a parade going on and they’re walking out in front.

Free Advertising Among The People You Know - Click To Read Article
When they remember you after the party, you want them to still like you and enjoy your company. To be memorable, it is important that you spend more time asking about them than talking about you. It's that easy to get free advertising among people you know at all the festivities this season.

Flexibility is Not An Option - Click To Read Article
You are in control. Take control. You can be as flexible or as rigid as you choose to be. Life is too short to lock yourself in. The opportunity cost in business is too high to postpone opportunities, or wait for the tide to turn back to you.

Fear Tears Frustration - Click To Read Article
You too have a Negative-Nellie in your head that can be a great source of fear, tears or frustration in your business. The key to achieving your goals is to persist and do it anyway.

FAST START DO'S AND DON'TS - Click To Read Article
Industry jobs keep vanishing. They aren’t coming back any time soon. You need to take control and make things happen to build the career you want. In my opinion, your best and most secure and least risky option is to step out on your own in your own business. Here are a few quick tips of where to start and where not to start.

From Basics to Mastery - Click To Read Article
Mastery of all the basics does not occur overnight. But with practice it comes very quickly - just like learning to ride a bicycle. Once you experience how it's 'supposed to work', how energy efficiency is 'supposed to feel', it's easier and easier to reestablish in a variety of circumstances. That's where mastery is achieved. That's where you and everyone in your business benefit from your mastery

Give Your Business a Back-to-School Makeover - Click To Read Article
When you give your business a back-to-school makeover every quarter, you'll not only hit your 90 day goals, it will also be that much easier to achieve your year end and 12 month goals. You'll see the payback in your checkbook.

How to Delegate Effectively - Click To Read Article
A key piece of the puzzle of leading a championship support team is to learn to delegate effectively so that more of the detail tasks come off your plate, and the crises don’t occur as often. Then strategic planning can take its rightful place as an important use of your time at the helm of your business since effective delegation frees you up for more important pursuits that can raise profits.

How Viable is Your Market Niche? - Click To Read Article
Before you invest, test the market niche viability for your business. It’s the same test whether you are starting the business or expanding and looking for new markets for your product/service. Here’s a quick assessment of the niche you selected that you can do individually or with your team:

Innovation and Leadership Tips from Jack Welch - Click To Read Article
Jack Welch may be the most talked about and widely emulated manager in business history. Using instincts and unique leadership strategies, he increased the market value of General Electric by more than $400 billion over two decades. So when Jack talks, I listen.

Ideal Customers - What do they look like? - Click To Read Article
It's such an easy question to ask: "Who's your ideal customer?" And it can be so challenging to answer! After a presentation I gave one night, one of the attendees approached me to say she had two ideal niches she loves to work in and yet because she wants both, she's struggling to reach either one. I'm not surprised.

Law of Correspondence - Click To Read Article
It's about getting clear on your purpose, mission and goals and how you think about these things. Do you think positively about success or money? Or is all your self-talk about the obstacles, fears and doubts that will sabotage your future? What you think about, you bring about.

Investing Priorities – 4 Types of Capital - Click To Read Article
Whenever you are investing in your business, recognize that you cannot manage everything, but you can manage the value equation of each investment. Be sure the value to your business is outstanding, so you can win business with every sale.

Lead by Example – Do the Important Things Better - Click To Read Article
Modern management practices are often imposed by the forces which require short term results. Back in the 1980s, W. Edwards Deming, a statistician by training, led the charge in seeking to implement a positive alternative for transforming management from this short-sighted objective. We now remember Deming as the philosopher of the “quality movement".

Leadership Takes Balance - Click To Read Article
The Wheel of Life is a workshop I have taught for years. It’s a personal assessment tool of the balance in your life, and your satisfaction and development in each of eight areas of your life. My eight areas are: Career; Money & Life Planning; Health – Physical, Emotional, Spiritual; Family & Friends; Significant Other; Personal Development & Contribution; Fun & Relaxation; and Physical Environment. The idea is to develop all these areas equitably to meet your needs.

Managed Chaos - Click To Read Article
Could be an oxymoron couldn't it? Chaos is disorder, confusion, commotion, disarray and turmoil. When a leader manages something, it's an effort to handle, cope, control, or direct it. For absolute clarity in this situation, here are two practical tips

Management by Walking Around – in the Internet Age - Click To Read Article
In the internet age we still need the essence of management by walking around in order to build community and loyalty, and it needs to be done with a personal touch, now more than ever.

Monumental Secrets of Guerrilla Marketing – Tactics - Click To Read Article
I had the pleasure to listen live and watch a webinar by Jay Conrad Levinson as part of Microsoft’s Small Business Summit. Jay is the father of Guerrilla Marketing with almost 50 years in the advertising and marketing industry.

Networking For Relationships Or Transactions? - Click To Read Article
As leaders, we must recognize that we play a vital role in keeping the larger community strong by being generous with our networks, our knowledge, and enthusiasm, not just to close the next transaction. That’s networking at its best.

Networking – Excuses, Obstacles, Rewards - Click To Read Article
If you are in business, your mission includes reaching out to prospects that have a need you can fill. If you want to keep the doors to your business open, you can’t hide under a rock or in a cave and expect prospects to beat a path to your secret lair. You have to reach out in effective ways to let people know who you are and how you can solve their critical problems.

On the Making of Great Business Leaders - Click To Read Article
When the management genius of the twentieth century, Peter Drucker, died at age 95, two very different articles about his contributions were published back to back. The first article was in Fortune magazine where he was often quoted over the years. The Fortune article pointed out 4 golden rules of management he espoused:

Outcomes You Deliver – Why Are They A Secret? - Click To Read Article
At the intensive workshop in Toronto with my mentor coach, the question was posed: What are the top things you do for clients? What outcomes do they receive? The answer was easy to rattle off. But then I realized I had been keeping it a secret – even from clients. I was being smug and arrogant with my fat secret which contradicted my mission and purpose.

Overcoming Objections 101 - Click To Read Article
Every top sales person knows they will face objections. The most successful sales people aggressively prepare for the objections beforehand and address them directly, in order to win the sale. You can too. Here’s what it takes.

Paddles, Portages and Pings on Leadership - Click To Read Article
After 3 long days of a very intensive workshop in Toronto, a group of us decided to go canoeing for a day, up in Barre, Ontario (an hour north of Toronto) on the Nottawasaga River. It was a warm day, the water was warm, and no one else was on this pristine flat-water river winding through a protected swamp.

Plan Time to Plan - Click To Read Article
Most business owners and entrepreneurs --not just solopreneurs -find excuses not to make time to plan. These are the same people who bemoan that they aren't getting anywhere with their business. Don’t be one of them.

Possibilities and Potential - Click To Read Article
As we close the books on another year, it becomes clear what we achieved and where we hit the target, and also what didn’t get done and where our efforts went way off target. So looking forward, it’s important to look at both the possibilities of all we can do to refine our craft and increase profits, and at the same time not burn out.

Preparation Precedes Prosperity When It Comes To Networking Too - Click To Read Article
Networking events can be a powerful way to identify the people you need to connect with. We’ve all heard this before. But have you gone to business networking events not knowing anyone and not knowing what to do once you get there?

Profitability - Pricing Strategies to Make Money - Click To Read Article
At a meeting the other day, a marketing consultant opened her talk by asking the group, "What are you worth?" She went on to discuss all the different ways we minimize our worth or discount our value in desperate attempts to close the sale. After all the pitfalls of pricing and selling were laid out, she closed the talk by asking again, "What are you worth?" The responses around the room were very entertaining as people began to realize or give themselves permission to adjust their prices to make a profit!

Ready to Initiate Change? - Click To Read Article
When you commit to change with a crystal clear and very specific list of what you want to see happen in the new year, make it your first business priority every single day. Keep plugging away no matter what – by getting over that hump – you'll have done the hard part. In comparison, the implementation of detailed changes in the business and your own management skills are easy.

Self-Determination/Self-Affirming Beliefs - Click To Read Article
Free will is "the power or discretion to choose; free choice." It is the belief that man's choices ultimately are or can be voluntary, not determined by external causes.

Summer Small Business Re-evaluation - Click To Read Article
Whether at the beach or on a mountain, I find the summer is a great time to lift my sights to the broader horizon. It’s a great time to regroup solo, or with your team, on what’s working/not working, what the opportunities are and what it will take to get there in the next 12 – 18 months.

Sales Success TIPS - from a Waitress? - Click To Read Article
Long ago, before restaurants and hotels told us how much we “owe” in tips and gratuities, a tip was always given up front. It still is in some locations (e.g., some doormen and concierges and maitre d’s). Why? TIPS stands for To Insure Proper Service.

Top Leaders Tell Their Secrets – Are You Listening? - Click To Read Article
I’ve found many jewels buried in the inserts and pullout sections of my favorite magazines. Yet these same resources cannot be researched after the fact because they are not indexed as part of the publication.

Small Business Planning Lacking - Click To Read Article
“It’s surprising and even a bit alarming to find so many small business owners taking such a casual, shortsighted approach to plotting their future,” said Mark Papalia, President and Founder of Papalia Financial. “When you think about how much time and effort these entrepreneurs have invested in their enterprises, you would expect them to have a more structured, formalized plan to preserve their assets for the future.”

Significance - Click To Read Article
As you go forward, especially in situations where you feel your energies being drained or challenged, take the time to apply the tools of emotional intelligence and ask your heart for a balanced look and evaluate how significant the situation/event really is. When you can keep unnecessary importance to a minimum, you don't get drained and you have the energy reserves to adapt, flex, and innovate.

Show Me the Money - Click To Read Article
Money is not a bad thing. Money creates opportunities and allows us choices. Somewhere along the line in growing your business, you will face one or more decisions about money. It may be the perpetual need to increase sales, control costs, or invest in infrastructure or people. Invariably, you have to make choices about what sources of funding you want to consider.

Stories to Tell - Click To Read Article
Stories are a powerful way to communicate. As little children we eagerly hopped into bed in anticipation of a great bedtime story. As school age children we would compete to see how many novels we could read in one summer away from school and homework. Then as we became adults, we dropped those habits and lost the pleasure the stories gave us.

So, You Got The Sale, Now What? - Click To Read Article
When you close the sale with a new client don’t you feel great? Did you know that you increase the lifelong value of that new client by doing a few more steps? They aren’t secrets, but when you apply them, they unlock the door to greater returns for you.

Summer Sales Doldrums - Click To Read Article
Many sales people and just as many business owners bemoan their annual summer sales slump. Their numbers are down and they just can't understand it. Some solopreneurs and consultants use lackluster responses to their marketing as an excuse that they can take more time off because ‘nothing’s happening in the market’.

Storytelling for High Concept and High Touch - Click To Read Article
After hearing Daniel Pink speak about his book A Whole New Mind: Moving from the Information Age to the Conceptual Age for the fourth time, I finally read it cover to cover (less than a day). I finally got what he was talking about when he said jobs that are high touch are here to stay. That is, jobs that build relationships between business and client whether it's B2B or B2C.

Three Key Elements to Improving Leadership - Click To Read Article
Great leadership is the key to success. Great communication is the key to great leadership. Think of any great leader in modern time: Gandhi, Martin Luther King, Jr, and John F. Kennedy come to mind immediately. They were powerful leaders because they could inspire people to follow them. It was their ability to articulate their vision that made them successful in achieving their goals.

The Value of Adaptive Skills - Building your Emotional Intelligence Tool Box - Click To Read Article
When you build emotional intelligence, you develop balance, which positively affects not only your success, but also your health and happiness.

The Best Time for Marketing - Click To Read Article
Marketing is not a passive activity. You have to keep the pipeline full. So, periodically, it is important to reflect and assess how to rejuvenate your marketing efforts. This lull between the holidays is a perfect time to focus on all the behind-the-scenes marketing activities that will make next year, your best year yet!

Top Ten Tips on How to Communicate for the Best Business Outcome - Click To Read Article
To be in business means to be in relationships with lots of people. It’s no surprise that when things are not going the way you would like them to, your preconceived conclusion may hit a detour. When you have a clear idea of what the outcome of a conversation, presentation or decision should be and the other people see things differently, you can be facing a challenge or an opportunity. It all depends on the choices you make and how you lead. Here are a few tips to keep everything in perspective and capitalize on the alternatives.

To Reach Your Potential, Think In Terms of Improvement - Click To Read Article
Here are 10 Principles to becoming a dedicated self- developer by John Maxwell.

What You Do Best - Click To Read Article
Each time you reconsider your market positioning, be sure to include a few exercises to hone in on what you do best in your business. You want to tease out those activities that you absolutely love to do and those activities you are the very best at in the world.

What Leadership Behaviors Do You Value The Highest? - Click To Read Article
“Leading business success requires something even harder to gain than great ideas; it requires followers, collaborators, allies and other supporters”. This statement comes from researchers at Babson College, Wellesley, Massachusetts in the Babson Executive Education Program. They did a survey in November 2005, of what people want to see in their business leaders. The results were ranked by the importance of specific leadership behaviors people want in those who lead them. And all survey participants were themselves business leaders/executives.

Top Ten Ways Delegating Makes Your Business More Successful - Click To Read Article
Most sole proprietors and solo entrepreneurs go in to business for themselves because they love what they do. They have honed their craft to become an expert. They excel at what they do and put their total energy, commitment and passion into making the business succeed. But at some point (hopefully sooner rather than later) they realize they can’t do it all themselves and they need a team around them to further the growth and success of their enterprise. Here are ten ideas that may help you delegate effectively so your business will flourish.

Why Bother With Distributed Leadership? - Click To Read Article
There are many ways to measure alignment. But you can only achieve alignment across the board through distributed leadership. Implementing such strategies develops leadership in each unit of your operation and at different levels of your organization. You actually end up empowering employees to act and give them the knowledge about what must be done.

Who’s the Boss? The Answer May Surprise You - Click To Read Article
As Sam Walton said: “There is only one boss - the customer – and he can fire everybody in the company from the chairman on down simply by spending his money somewhere else.”

What's Your Online Hub? - Click To Read Article
Blogging should now be a key element in your marketing toolbox - the hub of your online activity. If you are not already sold, let me give you a few good reasons.

You Can’t Afford Not to Plan - Click To Read Article
Everyone has heard of at least one time management tool to help focus on priorities, schedule tasks and events or delegate assignments. These all focus on today and this week’s tasks.

Yes, You Too Can Take a Vacation - Click To Read Article
Surveys are interesting. I took note of this one done by American Express because it backed up some data I learned at a (National Association of Female Executives) NAFE National Conference. According to the survey, 40% of the smallest business owners - those with less than $200,000 in annual revenues - are planning no vacation whatsoever this summer. But even business owners with higher revenues aren't doing much better - only 75% of them expect to get away from the business this summer.

Why You Need a Board of Advisors/Mastermind Group - Click To Read Article
This week I’ve had a lot of discussions with people about Mastermind Groups. All large corporations have a Board of Directors to be sure the company stays true to their mission, hit their numbers and fulfill their responsibility to stockholders. Small businesses (even sole-proprietorships) need them too. But usually, only those small businesses who accept private funding (from banks, angel investors, venture capitalists) have outsiders on their Board of Directors. A professional Board of Directors may not always create a happy, supportive, safe environment for business owners to turn to for problem solving, brainstorming, or even feedback.

Survival Without Computers - Click To Read Article
I was ‘hindered’ when my computer crashed and I had no data, no address book and not even my passwords to get back online. I didn’t think I was doing anything remarkable by bouncing back to productivity even with this handicap for a week. But from the feedback I’ve had from more than a few people, it seems paralysis would have been the acceptable common option.

Finders Keepers - Click To Read Article
Finding and keeping the right team is one of the toughest and most important tasks you take on as a business owner or solopreneur. Yet it doesn’t always get all the attention it warrants. Business owners focus on the work. In contrast, when investors (Venture Capital groups or Angels) look at a business they are likely to focus more on the team than the business. Why? As Jim Collins substantiated with his Fortune 500 research for his bestseller From Good to Great, it’s the team that creates and sustains success.





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