Successfuly Smart Startup All Business Book

SMART STARTUP KIT Execute Your Business Intelligently.

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OUR MISSION Throughout the years, we have been working with amazing entrepreneurs and startups from all over the world, and as founders, we went through the journey of learning lessons the hard way. Being self-taught, we paid a high price for not having either much experience or wisdom, and therefore made some costly mistakes.

Starting a business is very exciting and also a tough journey. It is estimated that about 70% of new businesses fail. The main reason for this is a lack of planning, preparation, execution, and again, making costly mistakes. In the end, this often kills the dream of many.

Successfuly understands the value of time, having a one-time budget to make things work, and most importantly, what it really means to pursue a dream.

We have learned the hard lessons and we want to help. Our mission is to help other passionate entrepreneurs launch their businesses right from the start. And give them as much of the necessary information as possible so they can prioritize and experience what having a business that is profitable really means. We are not here to share cheap tricks about how to “fake it ‘till you make it.” We believe in the authentic aspects of business and how to properly do business with others. We also believe we can save you years of hard lessons during this confusing journey while watching time and money slip away from you. We want to help you prevent this.

We are proud to bring you Successfuly Smart Startup Kit, where we bring you all the startup business information in one place. We have hired all the best and global business advisors within all areas of business and across all industries so you don’t have to. We want to support your entrepreneurship journey and help you to be a smart startup, so that you can get up and running with your business in no time and right from the very start.

Time to be successful.

Lizet Zayas Founder of Successfuly

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WELCOME SMART STARTUP! Welcome to the Smart Startup! We applaud your courage to pursue your passion and for taking this amazing step in launching your business. Starting a business is one of the most exciting chapters in someone’s life. Doing what you love, working for what you believe, and gaining control of your future is a dream that most don’t dare to create.

With the Smart Startup Kit, we bring you all aspects of the business as a startup for real-life entrepreneurs like you.

You won’t have to hire individual coaches or take different programs to learn the most important aspects of business when you’re just starting out. We’ve got you covered, and bring you all the knowledge so you can choose which areas to not invest in and which ones to expand your knowledge.

We are excited to celebrate this amazing new chapter and be part of this exciting journey with you.

Welcome to Successfuly!

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WHAT’S INSIDE. 1. How to start? Where to start?

- Calendar to prepare your startup 2. Your role as a Founder - Your opportunities

- Your role as a Founder 3. Business management

- Finance planning

- From solopreneur to having a team

- Agreements

- How to craft an agreement

- Your schedule planner 4. How to build relationship

- How to build relationships

- Collaborations 5. Branding and branding materials

- Branding positioning

- Personal branding

- Business websites

- What makes a website successful

- Your story

- Branding materials

- Target market 6. How to pitch your brand 7. Marketing strategy

- Marketing for business

- Video marketing

- Speaking as a Founder

- Professional commercials

- How to plan your marketing campaigns

- A marketing campaign

- Sample of a marketing campaign

- Final marketing campaign Successfuly. © Content Protected. All Rights Reserved.

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8. Public speaking

- Top secrets to being a successful speaker

- How to land your first TED X speaking.

- How to build your speaking empire 9. Public relations. Make your name known.

10. How to run a successful podcast channel

- How to run a successful podcast

- 8 Ways to run your podcast.

11. Build business partnerships 12. How to make sales

- Sales as a solopreneur

- Customer journey

- Sample of customer journey map

- What is the value of your product. How to monetize

- How to evaluate your profit and losses

- The energetics of sales

- The masculine and feminine energetics of sales

- Touch points during sales conversations

- How to sell what you know

- How to overcome a saturated market 13. How to speak or create your events to sale your products

- Speaking at organizations and other people’s events

- Creating your own events 14. Workbook

Branding positioning workbook

Calendar to prepare your startup

Your branding positioning workbook

Your story workbook

Checklist of Branding Materials

Target Market High-Level workbook

Target Market Medium-Level workbook

Target Market Low-Level workbook

How do you pitch your product offer?

How to plan your marketing campaigns template

Public relations workbook

Reaching out to clients

Get your clients sales planner

List your partnerships

Your schedule Closing.

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1. HOW TO START. WHERE TO START? Successfuly. © Content Protected. All Rights Reserved.

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HOW DO I START? WHERE DO I START?

Most entrepreneurs are so excited when they start their business that don’t have full clarity of how much time it will take them to prepare, often focusing on the fun part of their projects. However, everything takes time, so having set priorities and deadlines will help stay on track of realistic goals.

WHAT TO PRIORITIZE FIRST?

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Develop your product or service to sell and make sure to go through the process of quality assurance, and that you will be able to produce and deliver once the demand is in place. Once you know the cost of your production and competitive market you can define your product price.

How are you going to monetize?. Choose the best channel and partnerships to monetize on your offering or product.

Prepare your budget, finances, and sales goals. Set what you are trying to achieve.

This is your starting point.

Set your company legally and take care of all the business registrations. We recommend to seek legal advice, because any shortcuts may cost you more money in business registrations and business dissolutions.

Develop your branding position. Create a sales pitch and branding marketing materials. Prepare a soft and final launch.

Develop design materials, product packaging, and a website and social media presence for your soft and final launch. A soft launch does not mean to launch your business with a mediocre brand.

Develop your marketing plan, campaigns, partnerships, and strategy for the coming year, at least for 6 months. Is best if you do not change your branding too drastically unless you are not making money and need to reinvent yourself.

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Pursue sales, relationships, partnerships, and media exposure. This will be an ongoing part of the business life-cycle.

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Always be selling.

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CALENDAR TO PREPARE YOUR START UP

Let’s face it. We always have an idea of how long things will take, only to discover it takes double the time we planned. Let’s avoid some of this wasted time and help you stay focused and disciplined enough to achieve your goals. Remember, by doing the preparation work early on, it will prevent you from having to work backwards when you’re already running your business. Below is a sample and the average time planner to help you set deadlines.

Development Phase

1

Estimated Time months

Develop product

3-9

2

How to monetize

2

Plan your finances

1

Business legal registrations. Not including government paperwork time.

1

5

Branding materials

2-4

6

Design materials

2-4

7

Marketing campaigns and strategies

1-3

8

Set up sale strategies and partnerships.

2-3

9

Start Selling

Deadline date

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*These estimates are for sampling purposes only.

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2. YOUR ROLE AS A FOUNDER Successfuly. © Content Protected. All Rights Reserved.

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YOUR OPPORTUNITIES AS A FOUNDER

As your mind starts to shift from being an employee or never have owned a business, you will probably start considering what else could you be doing now that you are becoming an entrepreneur. Below are some of the opportunities that may come your way as a business owner.

MENTOR IN ACCELERATOR OR INCUBATOR PROGRAMS As a successful business owner, your experience is valuable to others. You could offer your wisdom in various accelerator or incubator programs to help other startups.

BECOME A BUSINESS STRATEGY ADVISOR You can gain your own clients and be a business advisor within your own niche. There are various ways to do this for example, by creating your own personal branding, becoming an author, or offering programs. You have full control.

BECOME A BOARD DIRECTOR OF OTHER ORGANIZATIONS With your experience, you could be a valuable advisor and be part of the decision-making process in other organizations, and be paid for your contribution. This will give you more experience to help other businesses.

GAIN EQUITY OF OTHER COMPANIES. You may meet other startups that can’t afford to compensate for your fees. However, if you believe in their business model and their potential, you could gain about 1-5% equity in exchange for your contribution. As with investing, we recommend you only do this with companies you truly believe in, since the risk of failure with startups is high.

EXPAND TO OTHER PARTS OF THE WORLD Other countries want to attract talent and startups that will make them grow in the startup ecosystem. This will give you new residency opportunities with amazing benefits that will change your life. Look for startup visas and the requirements.

GET A BUSINESS PARTNER AND SHARE A PIECE OF THE PIE TO SUCCEED Executing a company as a solopreneur can take a lot of sacrifices, and it’s much harder to expand globally this way.

Working with a partner(s) can help you speed up your success. Especially when each partner has different specialties to offer.

SELL YOUR COMPANY AND KEEP A PORTION OF OWNERSHIP You may love to start companies but not take them to the next level.

Selling your companies will give you the financial reward to work on other passions, and your efforts will still give you continuing income if you retain a percentage of your business.

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YOUR ROLE AS A FOUNDER

Being an entrepreneur and a founder comes with obligations and responsibilities. Similar to working your way up to the corporate level, you can’t simply put a title on your profile without having learned the leadership skills for yourself first. Doing the work for yourself first will make you the leader you’ll need to be to handle circumstances that will test your character on a daily basis. Below are a few personal areas we recommend you work on to help you succeed.

Emotional intelligence: Learn to manage your emotions, how to deal with differences of opinion, how to evaluate and assess situations, and when to speak and when not to. Working on your emotional intelligence first will prepare you to be a better leader and work with people. Entrepreneurship often comes with setbacks, and will require someone that knows well who he/she is as a person to communicate and express emotions with other people while handling stress and conflicts.

Personal sacrifices: Everything comes with a price and entrepreneurship is the perfect example. The gratification of owning your own business, working on what you love, and calling the shots of every decision will be replaced by other sacrifices. Be prepared to sacrifice time to invest in your business as opposed to time for fun. This may include time for family, rest, recreation, sleep, and simply taking care of yourself well. You will also sacrifice money – your money will likely go from being spent on holidays and shopping to self-fund your business.

Project management skill: When it comes to skills, we start with this one because unless you hire someone, without this, you won’t be able to produce and execute your product. Managing a project will teach you how to push the product first and above all, which involves dealing with various obstacles, people, budgets, and deadlines. Managing a project and executing it correctly takes skills of persistence, QA, and handling stress. If you have never managed a project with a team involved, these skills will be essential.

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Processes: People who start their own business often think that because they are no longer in the corporate world and are running their own show, they have all the flexibility, and to a point, they do. However, you will need to juggle it all successfully, and without setting your own systems, a lot of time and money will be wasted. Moreover, when it does come to money and time being wasted, no one will care more about this than you, which can be painful. Setting systems in place will help prevent such losses.

Communication Skills: Learning to organize your thoughts, be able to express them efficiently and logically will set you ahead of the game.

This is a skill that takes practice and some education. Learn to get your point across effectively and directly. You will be short of time and won’t want to waste time on miscommunications. You are also the voice of the business, people, your team, and your clients will listen to you so your strong communications skills will be critical.

Leadership and management: Leadership comes in different forms, from how to manage a team and how you manage conflict to how you manage people and partnerships and how to deal with a crisis. Leadership is a skill that is earned with practice and starts with accountability, responsibility, discipline, and organizational skills. People will look up to you to lead, from basic ideas to the most complicated of decisions. You are in charge.

Authority: You are the decision-maker and the owner of projects. It seems simple, but even in simple uncomfortable situations, you will have to own your role and say what will be done without asking permission, being apologetic, or expecting others to agree with you. There is an art to doing this with care, respect, and firmness so that others will be respected and will respect you in the process as well. Owning your authority is not about being authoritarian. It’s about being firm in your role as the owner of your business and having confidence to do negotiations or at any point in your business.

Educate yourself. Be on the know: You can’t be a leader of a company and not be aware of current affairs or how this could affect your business. Educate yourself on various topics such as business, politics, and economics, and learn how the greatest have succeeded so you can pivot when needed. The more you know, the better you will be able to foresee the coming changes and adapt your business to fit new needs. Being educated will also elevate your relationships, making you more valuable to others.

Develop a perfectionist mind of excellence: You as the founder will invest and sacrifice the most for your business. No one will care more for your creation than you, no matter how excited others say they are to be part of it. Demand that every vendor and partner delivers excellence in their work. Unfortunately, this is the most exhausting part of running a business, because people will test how far they can get away with mediocre work. Set your standards high from the beginning and be clear about your tolerance.

Your circle and your relationships: Your transformation will require to clean up your life, circle, and poor habits. The people you spend most of your time with, reflect on who you are. As a founder, you will have to elevate yourself and the quality of your relationships. Your time will be valuable, and will need to be nurtured, supported, and guided by relationships that are better than you. You will need to elevate your game to be part of a better circle. Having the right support will help your confidence and allow you to learn from the best. Surround yourself by quality people who will make you a better person in turn.

Your image: How you portray yourself, speak, carry yourself, and what you say will either repel or attract people, and they will form an instant opinion about who you are and your business by your image. It’s best that you choose your channels of communication, participating topics, and battles wisely. Be sure to know also what your advantages are in terms of your personality, charm, and intelligence. Learn what works in your favor and work on the aspects that get you in trouble with people. Always remember, people do business with people they like.

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3. BUSINESS MANAGEMENT Successfuly. © Content Protected. All Rights Reserved.

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FINANCIAL PLANNING

As a business owner, you will have to produce numbers – otherwise, you will just have a very expensive hobby. Remember that the main reason why businesses fail is due to the lack of financing planning. You don’t need a degree in finance in order to plan your finances, but you will need to be comfortable in using the proper documentation to help you balance the numbers, and to manage these on a monthly basis. While we recommend you hire a professional financial planner, below are some financial planning concepts we recommend you to get familiar to protect your business.

Opening Day: From day one of starting your business, you must know your finances. This will help you plan your goals and set realistic expectations about how far you can sustain yourself without income and how much you can invest in products, marketing, vendors, and scaling up. If you start running out of money, or if in a long time you still are not doing well financially, you’ll have to go over your strategy.

SWOT. Know your Advantages and Disadvantages: This document will force you to analyze your strengths, weaknesses, threats, and opportunities. You should be able to plan your pricing and strategy based on this information.

Profit and Loss Projections: This document is critical because every month, you will be able to look at your expenses compared to your profits.

Ideally, profits should be greater than expenses, although often, expenses exceed profits. This template will allow you to have full clarity of all your business transactions. You will also be able to match this according to your marketing campaigns and see if your marketing is working.

12 months - Sales Projections: Sales projections for 12-months will serve your sales plan along with your marketing campaigns. It’s important to use realistic estimates and to organize your projections in categories regarding your product sales.

Competitive Analysis : Know your competition, including what aspects and advantages they have over you and vice versa. This workbook will allow you to set realistic expectations in this area.

Budget Planner: This is important. There are so many unpredicted expenses that need to be accounted for, and planning your budget will allow you to get a perspective of how much capital you will have to run the business and for yourself.

Business Plan: This is important if you’re looking to get investments or bank loans, apply for awards, or become part of any accelerator or incubator program. This isn’t exactly a requirement at the beginning but is often needed once the business is monetizing. Otherwise, it won’t yet contain realistic information. *Legally, we do not formally advice or recommend but only provide information to educate you so you can ask the right questions to your advisors.

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FROM SOLOPRENEUR TO A HAVING A TEAM

Most companies start with a founder and then scale on their own. Not all entrepreneurs want to have a business partner or multiple partners. Below we will guide you through a few options about how to potentially delegate some of the groundwork so you can expand your role and pursue the success of your company.

In order to scale, you will have to learn to let go, hire the right people, and trust your team to manage the work right.

First, look within your company – what do you need to do to increase sales? If your company can’t get sales, fix this issue before scaling up or hiring a lot of people. This is also where you want to have all your business materials in place and the ground rules sorted before engaging other people – otherwise, they could distort your vision making you waste time. When bringing in a team, you must have your marketing materials ready.

ASK YOURSELF WHAT EXACTLY DO YOU NEED PRIOR TO BRINGING IN A TEAM. Start with your end-game.

Where do you want to go from here?. -How big do you want to get?. -What is the role you want for yourself as an entrepreneur?. Knowing the answers to these will help you plan backwards and hire the right people to take on the work that’s preventing you from doing the work you actually want. Once this happens you will be able to focus on the direction you need to go.

What is keeping you from making money?.

Look at your current situation. Are you already making money on sales or are you too busy doing endless preparation, keeping you from pursuing the money?.

If you are already making money, great! - Time to scale and get bigger.

Start with the most important role that will get you better clients, partnerships, and bigger paychecks. Or hire the person that will help you find investments to fund and grow your business.

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If you are not making money and are too busy doing daily tasks, it’s time to change your role.

This is the time to add assistants and designers to help you prepare and finalize your products so you can sell until you’re in the financial position to move to the next level. This is why it’s important to offer only a few products first and expand from there.

Look at your sales structure. What do you need to do to increase sales?.

Make a plan that will lead to sales and perhaps you could hire the right people to support sales, such sales agents and pay them by commission. Go back to your marketing and sales schedules, sales cycle and customer journey and utilize this strategy to work with your sales partners.

Outsource for sanity. Building a team.

How can you outsource right when you have a limited budget and aren’t yet making money but still need help?. This is usually where starting solopreneurs get overwhelmed. But it’s critical to hire the right people to help you get pass the stagnation phase. Consider the expense of hiring help as a business investment because once you can fully focus on sales you will see results so don’t be afraid of bringin the right help. Below are our recommendations when it comes to hiring people:

1. Look at what you can automatize to scale.

Depending on your needs, there are a lot of automatic systems that allow you to do more with less and scale in ways that were never before possible. There are a lot of systems that will help you skip the human staff and be able to manage with fewer people. You can automate daily tasks, marketing communications, and the sales process so you can handle the volume of leads and turn them into sales without having to hire an entire team. Look for automation systems that will require less of your management.

2. Personal Assistant, research and marketing.

This is critical, as you do not want to be your own assistant. Train 1-2 personal assistants to help you with daily tasks. You can hire in the Philippines, Singapore, and other countries that have a more affordable rate but still have the work ethic and strong bilingual skills to deliver on quality and respect for your company’s privacy.

3. Writer/content proof reader.

As a founder, you will need to share your view and contribute to media and other sources to create brand awareness.

Get a freelance writer to help you either write or proof the content you write. Some founders don’t write at all and delegate 100% of this to a writer while taking credit for the content. This is up to you and how much you value being involved in the writing process. The writer should be able to help you with your email and marketing content as well.

You can hire a freelancer anywhere – what matters most is that they speak the language you wish to write in perfectly.

4. Graphics/Video/Social Media.

You can outsource this anywhere. For graphic design, we recommend hiring a very good designer who has agency background, because their delivery should be about 90% spot-on successful with a faster turnaround and requiring limited revisions. Hiring a freelancer without an agency background may provide constantly poor work with a lot of other issues, including not understanding the strucutre of branding guidelines. This is usually the main problem when hiring cheap design freelancers from sites. Take your brand seriously.

A lot of people buy templates taking credit they did the work and charge for the full scope. This is very common but is not honest, make sure to put on agreement the designs will be exclusive and no stock materials have been purchased, or negotiate the price if stock assets have been used on your designs.

Social media is all about consistency, so hiring someone in another country is totally doable as long as they are trustworthy. They need to understand the brand guidelines and not attempt to be designers. We recommend you train them to not mess with the aesthetics of the brand. It’s not their brand, it’s yours, so the visual experience should not be distorted.

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5. Developer/technology expert.

Depending on where you live, this is something that’s better to outsource given the cost. Be wary confidentiality, work ethic, and language barriers could destroy your dream. We recommend outsourcing in countries that are most used to working with similar professional standards to where you live so they match your work ethics.

6. Hire for talent smarter than you.

You’ll be surprised how hiring super-smart kids will help your business, for two reasons. First, they can do some tasks more efficiently, practical than you and you can learn from them. Second, they will be happy to gain some professional experience. This could be through internships or via part-time or hourly work. We recommend tapping into schools with very smart kids such as MIT, Harvard, or in your local schools. .

TIPS:

Hire small and slowly scale. There is a learning process to managing people, handling conflict, and teaching people to work efficiently. You will also need to learn to protect your brand, as well as learning how to give and take.

If something is going badly with a team member at the beginning, it could turn out disastrous later.

Sometimes, it’s best to get out quickly and at the early signs of complications.

We do not recommend to hire one assistant to have access to your development, marketing, and social media. If anything goes wrong and this person leaves, it could jeopardize the majority of your work.

Pay weekly or in small phases of the project. You can keep staff satisfaction high this way. If you pay after only long periods, it could cause a build-up of tension among your staff and affect their performance.

When it comes to finding talent, it’s always best to start with referrals. This is the best way to get people who have a proven record of what they can do. People value people, and when there’s already a relationship in place, they will value yours.

Always have agreements in place with the details of expectations and deliverables, include all the legal aspects of payment, privacy in case of a dispute.

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AGREEMENTS

Most partnerships and negotiations start with very exciting conversations. At first it all seems great, and it often is. However, the main reason why agreements are successful is because the foundation of expectations and deliverables is set in writing and clear from the start. While it may be uncomfortable to have certain conversations, doing so will set the groundwork for positive results. Below are some recommendations. We always recommend you take your agreements with a legal advisor.

VERBAL BINDING EMAIL AGREEMENTS

These agreements are binding as long as you value the relationship, have strong work ethics, and are mindful of the positive or negative trail you leave behind with your work.

In entrepreneurship your reputation and your relationships is everything.

• If a project isn’t working out and becoming painful, perhaps it’s best to walk away. This is easier when there is no

signed agreement, but it’s still best to handle everything with consideration and honesty. In any situation, there is room for renegotiation.

• Don’t pay in full if there is nothing in writing and mutually signed. For verbal agreements, it’s best that you don’t pay

until after you have received the promised goods, because if you have taken a product or service you are obligated to pay, but if you pay in advance to someone you don’t know, they may simply walk away with your money.

• Accept and make payments based on delivered milestones. This is acceptable either for verbal or written agreements and is the best bet to complete a successful transaction.

• Disputes can happen in the form of payment, which will also affect your relationship with your payment provider such

as PayPal or Stripe. If you report someone or yourself are reported to some of these payment providers, this person will have to deal with their disputes department affecting your account with these payment platforms.

*Legally, we do not formally advice or recommend but only provide information to educate you so you can ask the right questions to your advisors.

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DEAL-BREAKERS Consider these things when accepting an agreement. There are a few things that can make a project fail or not meet expectations, which can be very frustrating and often a painful experience for both parties.

It is acceptable to agree on the deal-breakers and the aspects of agreements that must be delivered, and if not, how these can break the deal. So many entrepreneurs now offer products or services with “no refund” policies with very high-cost services – however, the terms of the agreement must be set in a way that is fair to both parties. Remember, everything is up for negotiation at any point in the interaction. Some things can go wrong, so it’s important to know your limits and what your deal-breakers are to protect your investments.

• The deliverables should be clear and list equally clear the delivery dates.

• When the expectations are not fully delivered but only a portion of them. Only this portion should be compensated.

• Payments can be worked out using milestones for deliveries.

• Write down what aspects can void the contract.

• Deposits are very important, but paid fully in advance only with highly reputable partners or those who you have

worked with in the past. Ask for clarity if the details of deliverables don’t meet expectations so that you can request a refund if necessary.

• One question to ask is, what can be done in return when something doesn’t work? Both parties can offer

something in return to compensate for some of the losses. Business relationships are important and often grow after learning to work during some differences of opinion.

THINGS TO ALWAYS AVOID

Breaking a deal can be disappointing, but this doesn’t mean things should get ugly. The way you handle agreements and disagreements are a reflection of you and your business.

Consider the below to avoid: • Having an argument. Work relationships should be professional. Getting personal, fighting and picking fights, and going back and forth with aggressive emails is not acceptable.

• Pointing fingers or making personal accusations. The more experience you have in making agreements, even

dealing with broken deals, the better you will be able to handle these. It’s not the end of the world, so approach everything calmly.

• Assuming people know or can read your mind. Express your expectations during conversations, written in

agreements, over email, and even prior to starting work to confirm that you are being understood. This will prevent the other party from saying they “didn’t know” about certain details or misunderstanding the brief. You have an obligation to make sure what the other party needs to know is clear.

• Rushing to sign an agreement. Allow the magic of conversations to give you guidance that this agreement will

work out. There’s a lot of information you can receive during conversations. Don’t let others rush you either. It’s not fair to pressure or be pressured, especially when it comes to private services. Know that discounts or special prices are always negotiable and can always be offered. Only accept an agreement when you feel ready.

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• Beating yourself for something that didn’t work out. When a deal needs to ended, this is also an opportunity to gain a better understanding of what each party is offering and what is expected. There is value in every lesson.

• Investing too much into big projects with someone you’ve never worked with in the past. These days,

entrepreneurs sell large-scope work or contracts worth thousands of dollars, expecting the client to sacrifice a lot and even get into debt. However, the reality is that trust is earned, and it starts by proving we are worth being trusted. Invest in or commit to smaller deals until the relationship is in place for bigger deals.

• Just take someone at their word. Not everybody is who they say they are and not everybody deserves their

credentials. These days, entrepreneurship has a lot of fakes, with the mentality of “fake it ‘till you make it.” Not everyone who lists their awards has actually won them because of their work, not everybody who is a bestseller is actually in demand for their books, and not everybody who has 10k email subscribers actually had all those people genuinely signed up. There are a lot of people who utilize tricks to create an image in order to appear successful.

Take your time until you know who you are hiring.

• Remember to trust your intuition. If something doesn’t feel right or there’s something you’re not convinced about, your intuition is probably right. The way you feel is an indication of the situation, and it’s important that you always listen to yourself first. When you’re not convinced of something, don’t be afraid to hold the agreement off to take time to evaluate it, or to take it to an advisor who is an expert in the field so you can be certain of what agreements you’re committing to. If the situation calls for it, don’t be afraid to walk away entirely.

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HOW TO CRAFT AN AGREEMENT. There are a lot of samples and templates online for how to craft an agreement. Below are our recommendations for you to include in your agreements. We also recommend you work with a legal advisor to make sure your agreements will be addressing all of your business needs and are protecting you.

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A brief description of the overall deliverables and the goals.

The costs/fees of what will be paid and received.

Each deliverable and by what date they will be completed.

What is needed from each party to make sure the work is completed as expected, and who is responsible to each task.

All the approval and payment dates.

Any privacy or other agreement that needs to be signed beforehand or be included as part of original agreement.

What are the deal-breakers and options to get out of an agreement if necessary, and what would be the corresponding compensations to consider.

Any other assumption or additional service that will be charged separately to avoid any false expectations.

The resolutions, i.e. what happens in case of a disagreement and in the worstcase scenario, and how this will be resolved.

The required signatures.

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YOUR SCHEDULE

The beauty of entrepreneurship, is that you make your own schedule. But this can be the same reason why entrepreneurship can be overwhelming sometimes. Below are a few suggestions to help you be organized, and something to consider; when it comes to balancing time, put yourself first to get your work done.

Not because you have freedom this means you are free. You still have to do a lot of work.

Save your errands, family time, play and entertainment for a designated day. A big mistake is that people spend too much time taking care of cleaning, errands, shopping and the work gets sporadic attention. Remember, time on task, time on task will create results. Your business is the most important job you will have to do.

Use a calendar platform for meetings. Allow a fixed day in your calendar for calls to limit distractions. or interrumptions.

When you offer a couple of options for availability for calls, people will work with you and try to fit their schedule with yours. Is important you are not constantly interrupting your creativity and time to stay focused. Have set days for calls.

Set a day(s) for other tasks.

Keep yourself organized and choose a day for a specific task and respect it. You will avoid feeling overwhelmed and will help you clear your head. Deal with the things you need on the day you are supposed to work on them.

Avoid distractions. Really, for your own good.

You will be surprised how much every little thing can steal your time. Put notifications on your phone when you are busy. Set times to read the emails, and leave personal time for your break time.

Have a set time/day also for your team.

While you want to be available for your team all the time, this can be very distracting. When giving a project to a team member, give them a project brief with all the details and resources so they ask questions only when needed.

*Sample of a fixed agenda/schedule.

Hour

Monday

Tuesday

Wednesday

8-9am 9 - 11am

Friday

Emails Social media

Podcast record

Make new

engagement.

session.

contracts.

11am-1pm

Research

Technology or maintenance

New

Resolve issues

Pay invoices

partnerships 4-6pm

Client research

Time to catch up to start ahead. Enjoy the silence.

Errands.

6-7pm

Emails

7-8pm

Client calls

8-9pm

Break/Family or exercise time

9:30-

strategy day.

the next week

Break/Lunch PR engagement write article

Saturday Creativity and

Client calls

1-2pm 2-4pm

Thursday

Prepare the next day

10pm

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HOW TO BUILD RELATIONSHIPS

Learning how to build relationships is one of the most important aspects as an entrepreneur. Connections, partners and friends will help make things happen. People need people, and in business, the right people will go a long way to help. No business can be sustainable without solid relationships.

If you can master this aspect, you can do anything.

How to do this: First, you must work on yourself. Quality and quantity are not the same thing, and in order to build the right relationships, you must get yourself in the right place for others to want to join. Otherwise, you will be stuck in the same circles and not the best relationships. To break through, you must work on and elevate yourself.

In order to elevate yourself, create your work right from the start. Your mission, vision, and passion will inspire others, and inspiration is what attracts others. When you’re ready to connect with people, they will respond only if they like what they see. You can meet people anywhere and connect with them anywhere – if you treat yourself with respect, people will want to know you.

3 TYPES OF RELATIONSHIPS YOU WILL NEED:

1

Meet with past clients, current customers, and people who could potentially

2

Other entrepreneurs who are doing better than you may be able to help you, mentor you,

3

Don’t forget about your business partners. Network with other businesses,

be future clients, as well as

and connect you with other

organizations, companies,

their recommendations.

valuable people.

and high profiles you could

potentially partner with.

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Find Your Charm.

Meeting people can be very exciting, and the opportunities each person can bring could change your life. You really never know what can happen. So even on a bad day, show your best and use your charm to be pleasant. By leaving a good impression and a good experience of yourself, people will want more of you.

Less is More.

When making connections or meeting people, ask questions and listen. Determine the potential and opportunities that both of you could mutually offer. So many people connect but never even introduce themselves. Get to know who you connect with and interact with them on social media, cheer them on, and see what they’re all about. With time, this could lead to something more.

Care for People.

When you meet someone, genuinely care for their life. If you can’t, look for people you will. Everybody needs help in some form regardless of their level. People do business with people they like, and this starts by building some form of care, perhaps leading to a professional friendship. These people can eventually become clients as well, because they will also support your business and trust you to have their backs.

Be Honest Even With Uncomfortable Topics.

If someone wants you to do something you’re not sure about or vice versa, have a conversation. The best way to help is by asking questions and clearing things up. People will respect you for speaking up for yourself.

Don’t Only Serve Your Ego and Take.

So many people show up only to serve their own agenda. Once they get what they need, they walk away. Even consultants who seek something on behalf of their clients may try to rush you to invest or pay and as soon as the project is over, you’ll never hear from them again unless they want to sell you something. This is very uncomfortable, and with any type of relationship, giving and receiving must be done authentically, with the intention to help.

Don’t Be Pushy or a Pushover.

In entrepreneurship, many people will try to sell to you when you’re the one trying to make a sale. This realization can be an uncomfortable discovery, as well as a test of competition and a battle of who will sell. This isn’t the way to make good relationships. The key is to see where the value and need lies. You may find you need people more than they need you or vice versa. Be clear when you are not seeking to hire, but listen to what they can offer you – perhaps there are other ways you can support their business. In private coaching, there’s a lot of manipulation regarding strategies of objections. Don’t let someone push you to accept right away, and also be wary of how you feel if you’re rushed to accept something you weren’t originally seeking. Having a set of conversations will prepare for both outcomes either way.

Don’t Burn Bridges.

If you promise something, make it happen. If there’s a difference of opinion, respect it. Getting into disagreements leads nowhere and will affect your reputation. Betraying or using people aren’t good qualities for entrepreneurship. It really comes down to appreciating people.

You can’t expect when you meet someone to quickly buy from you. Relationships can’t be rushed and do not always produce immediate results.

The beauty of relationships is that at any point they can pivot from friendship, to collaborations, become partners or clients and they can grow to long term from there.

That is why it is important to nurture them and to value them. Not rushing it, often will give you what you need from that relationship.

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COLLABORATIONS

As an entrepreneur, there will be a lot of conversations with people and opportunities to collaborate to mutually help each other. It’s flattering when someone wants to collaborate or accepts a collaboration with you. However, before both of you invest, be sure you’re clear on what the goals are and if they would indeed be mutually beneficial.

PROS:

• The power of joining forces is very attractive, and the more successful you become the more people will want to collaborate with you.

• You can potentially gain more clients when the conversation starts. People that need collaborations mostly need help, this could be an opportunity to provide your services.

• Some collaborations with already successful brands could elevate you, if you have a great story and mission you could gain a new collaboration and relationship with a global brand, elevating you immediately.

CONS

• Not all collaborations are worth it, and often one party will benefit more from the other so when collaborating you may be the one receiving most of the value, or vice versa. Be prepared if this happens.

• Collaborations must be done right, or you could waste a lot of time if none of you are experienced.

• Some people may “sell you a mission” with the intention to get work for free, leaving you with not much in return.

Your contribution may be a way for others to get free work out of you.

• There could also be a conflict of interest, so selling both brands equally is critical or the relationship will suffer.

Keep in mind also that some people may work more than the other, and you could be chasing the other partner to deliver.

ASPECTS TO CONSIDER

• Look at the winning aspects of the other business. Maximize on their strengths to fulfill your voids.

• Have a limit of hours and money to invest.

• Have the deal-breakers clear as well as what will you be getting in return.

• Check in often and be clear that if the conditions change, you can walk out.

• If you work for free, ask for valuable things in return like brand and social media exposure or a lot of recognition for your collaboration. These things could help you become more popular and gain more followers.

• Both should heavily promote the collaboration to win.

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BRANDING POSITIONING

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BRANDING POSITIONING

Brand positioning is a poetic and inspiring message of what you solve with your brand.

It’s how you differentiate yourself from your competition and the impact you create. By speaking about your true power, you will develop a powerful message that will ignite human emotion in your audience for your brand. This emotional connection will prompt them to want to speak with you and be excited about meeting you, leading to building a professional relationship or them becoming your loyal customers. They will choose to buy from you based on this message.

This portion of your brand is usually done by creative writers because it must be carefully crafted to connect with people. Below are some aspects to consider, once you can blend together your message, this should explain in short the impact you create, what you offer and what you solve.

CONSIDER THIS:

• Know your strengths and your unique values.

• Know how you impact others.

• Focus on building an emotional connection.

• Do your research on your competition.

• Find what creates the buying moment.

• Ignite human emotion in your message.

• Discover peoples’ dreams, needs, and desires.

• Find one simple truth (fact) that will incite them.

• Be poetic about your mission, always aiming to inspire.

“Your brand is a perception or emotion maintained by someone other than you that describes the total experience of having a relationship with you”.

Marketers McNally

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PERSONAL BRANDING.

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PERSONAL BRANDING.

Personal branding is the practice of people marketing themselves as a business and offering their vision or products to gain customers or followers. They make profit based on their name value and personal recognition.

HOW THEY DO IT:

Some people by nature create a personal brand because their name gains an audience or is known due to other work or social presence they already have in place. This is an easier transition because they can focus more on the product to market as opposed to being a startup that no one yet knows.

Other people intentionally focus on becoming a brand and forming a business because of who they are as a person – their activities, style, or lifestyle. They work to promote themselves as a brand that later turns into a business.

HAVING A PERSONAL BRAND CAN HELP YOU INCREASE YOUR AVERAGE INCOME BY 15%-20% ANNUALLY. ELEVATE YOUR GAME.

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HOW TO DO IT:

What you portray about yourself is very important, whether it’s through your image, your voice, or both. Most likely, you’ll need to tap into both to promote yourself. Let’s find your way.

USE YOUR IMAGE

USE YOUR VOICE

USE YOUR SOCIAL STATUS

You don’t have to be a model but

Your point of view, experiences,

rather know how to use your style,

and values could be gold to some

Attend events and engage with

charm, and personality to your

people. Use your voice to make an

advantage and use social media

impact and educate people – they

consistently.

will listen.

people. Have a strong PR and media presence. You must be out attending events and social gatherings that are of high quality and have the potential

Create a unique style, a niche, and

Learn about how to speak in and

of work opportunities. Choose quality

do your work perfectly.

to the public. Get training on how

over quantity with both events and

to use your voice to empower

people.

Be comfortable on camera – get

others. Radio and voice classes

professional camera training. Do

will help with this.

this right. There are already too

Your voice, your image, and your

many people online creating noise.

Make a podcast or partner with

support in making a positive difference

Stand out and perfect your style.

a radio show to gain listeners.

will be critical.

Building relationships will be critical.

WITH PERSONAL BRANDING PEOPLE WILL BUY BECAUSE OF YOU.

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BUSINESS WEBSITES

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WHAT MAKES A WEBSITE SUCCESSFUL? Your website and homepage is your introduction and the first impression of yourself to the world. Present yourself strategically.

Hero / Welcome Intro: This is your introductory space and the most important aspect. People will either stay to explore or go elsewhere depending on this experience. This is the space most laptops will see before people have to scroll down.

Key aspects to consider: • Use amazing photography or video. Avoid parallel scrolling that may crop the visuals.

• Put your branding positioning, an inspiring message, and your main product to sell here.

• Have a call to action telling your visitors what to do next.

Second Hero: Here, you have more opportunity to elaborate and showcase your story as part of your offering, as well as to present a second promotion in case the hero offering isn’t quite the right fit for some visitors.

An introduction to your other offerings: This should offer quick access to the most important pages where you want visitors to go, and where you can invite them to learn more about collections, latest news, or any other content you can offer.

Your impact

With video, your photo or people’s testimonials

Your impact. Your mission and how this is helping others: This should talk about how you’re helping others. You can support this with a video or photo gallery. This section is to show more of your value. Share some media features with testimonials as well to showcase the praise and recognition you’ve received. Make this legit.

An invitation to sign up to hear from you: While there is a saturation of email campaigns, some brands do create customer loyalty, even if they do not always turn into consumers. Think what will make people to continue to hear from you, and at some point they will buy?.

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WHAT TO CONSIDER FOR YOUR WEB DESIGN

• Think of the greatest brands, such Nike, Vogue, Cartier, which have been around for some time and offer different products. What they have in common is that they are always empowering and inspiring without changing what they stand for, and for generations they know for what they serve.

• When you design your brand, try to convey the feel of interaction, motion, and a visual experience that does not

need words in order to capture the attention of your visitor. Meaning first impressions do matter and only through the good use of images, space and the right message can create this first impression for your visitors to make a buying decision as soon as they land on the homepage.

• Know that the choice of words is the second step to create an impact once the viewer visually absorbs the images, it

will make a decision based on what they quickly read about you. The right words, and the right amount of words will make the visitor decide to buy from you or speak with you. The rest of the content pages will support their decision but only after they already formed an opinion, so don’t hide the best for the inside pages.

• Show yourself and the best version of yourself. People will want to know about you and also they will create an opinion based on what you share about you.

• Show people that have been customers, so potential clients would relate to and would want to experience the same.

• Try to be different. Think of innovative ways to show your business. You can see what makes an award winning site by looking at web awards sites.

MISTAKES TO AVOID ON WEBSITES

There is no reason to have a bad website anymore thanks to all the available templates. But there are few things to remember that can kill the experience.

• • • • • • • • •

Videos not positioned well and used with parallax scrolling that crops content of the video.

Ugly website or with a bad user experience.

Broken links, or pages not working.

Gradient backgrounds and too many colors.

Too many pages that look the same.

Not having a clear message of what they are offering.

Dated design, heavy on drop shadows.

Inconsistent content.

Avoid looking like an infomercial, that is desperately to sell. This will turn people off.

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YOUR STORY

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YOUR STORY.

Like most stories or tales, there is a sequence order that must be considered as we share a story. Like a story script, there is a beginning, a developing story, and an ending. However, for business brands, scripts are not written to create a movie, so before you start writing your brand or personal story, you must decide what your purpose ultimately is. Do you want to entertain your audience or sell a product or service? Keep this question in mind, because it’s easy to get off track and put all the attention on yourself rather than your target market if your intention is to sell.

The goal of your story is to create trust, that you are the right business for people to buy and hire. As a startup, a lot of founders want to start fresh and do not want to share their professional experience and their resumes, however is the uniqueness in their resumes that make them different from their competition.

A few elements to help you create your script: • How can your experience be connected to what you are serving?

• How can you create a human connection?

• What is the main character’s purpose (the why)?

• What is the situation or problem (to whom)?

• How do you solve this (who is/are the heroes)?

• Who will benefit from your solution (your target market)?

• What are the impact and accountable results (facts)?

• How does this tie in with your value proposition?

Your value proposition is what are you solving.

What is your mission. In the end your story must be tied to this and your experience. Why are you the master on your product for many people to trust and how you converted your wisdom to create impact for others. Keep these questions in mind as you write your story.

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SAMPLE STORY - CHANEL Create human connection

Utilize her experience Who helped her. Her heroes.

Her vision, creates impact and serve a need changing the world. Her target market.

Her success.

Coco Chanel’s story is the classic tale of rags-to-designer-tweed, a stylish Dickensian drama. Born in dire poverty to unwed parents on Aug. 19, in 1883, she was shuffled off to an orphanage and raised by Catholic nuns after her mother died.

Smart and unsentimental, she made the most of her hardship, everything Chanel encountered among the very poor became material for the fashions she’d later design for the very rich.

Chanel worked as a seamstress, and she established herself in the fashion world through a series of liaisons with wealthy men, who taught her to conduct herself with high style giving her the skills she needed to make her way up through society. Chanel borrowed elements from men’s fashion to liberate her own style and unleash her talent.

It was the threshold of her creation in the ‘20s and the new era of uncorseted freedom for women. The simple clothes Chanel wanted to make were exactly what women were waiting for. She introduced the tricot sailor frock, the turtleneck sweater and the pullover, shortened skirts and heels for comfort, flattened chests to create a lithe, boyish look.

The House of Chanel (Chanel S.A.) originated in 1909 when Chanel opened a millinery shop at 160 Boulevard Malesherbes. Chanel had the opportunity to 38 Successfuly. © Content Protected. All Rights Reserved.

Her target market.

Creating product specific for their needs.

Her influence.

Connecting with more “who” other heroes.

Her vision. Her value proposition and what the brand stands about.

Adapting her value to fit new needs.

Proving she was the expert to create this change in fashion due to her vision.

Reinventing herself, fitting new markets and becoming what defines her today.

The results. The facts.

Her legacy.

meet their demi-mondaine mistresses who, as such, were women of fashion, upon whom the rich men displayed their wealth — as ornate clothes, jewelry, and hats. This circle led to some of her most loyal and influential customers.

Chanel soon became friendly with some of the most creative visionaries of the time including Diaghilev, Picasso, Stravinsky and Cocteau helping her create new ways of expressing herself through inspirational fashion designs and her work was artwork that artists would appreciate. Chanel said, “Some people think luxury is the contrary of being poor. No, it is the contrary of vulgarity.”

The advent of the First World War brought with it economic change that affected European fashion as much as any other industry. With men enlisting, it fell to women to work in factories. Clothes now had to be practical and allow women the physical freedom required to do their new line of work. The following decades became the real formative years of the company’s history, and Chanel was the perfect visionary to bring the fashion to the broken genders.

From the gamine fashions of the 1920s, Coco Chanel progressed to womanly fashions in the 1930s: evening-dress designs with elongated feminine style, and summer dresses featured contrasts. By 1937, the House of Chanel had expanded the range of its clothes to more women and presented prêt-à-porter clothes designed and cut for the petite woman.

Chanel Became A Leading Luxury Brand: From Hats To Fashion, and In 1994, Chanel had a net profit equivalent to €67 million on the sale of €570 million in ready-to-wear clothes and was the most profitable French fashion house.

With her trademark suits and little black dresses, Chanel created timeless designs that are still popular today. She herself became a much revered style icon known for her simple yet sophisticated outfits paired with great accessories, such as several strands of pearls. Till today, the Chanel suit, if not Chanel herself, retained its lasting appeal that will remain timeless.

THE RESULT. HER STORY IS AN INSPIRATION TO ALL.

Chanel story is one of the greatest stories in the world and obviously she created so much with her vision, so we recommend you look at the stories of truly change-makers, because their work speaks for themselves.

They have everything that is needed to succeed.

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BRANDING MATERIALS

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BRANDING MATERIALS YOU MUST PREPARE IN ADVANCE.

Brands often rush to launch their business but miss the value of investing in the branding materials they will need when they try to build new partnerships. Making them to have to come back to work on these later leading to losing some opportunities. Below is a list of materials you will need to have ready as you start to make business partnerships and media features:

Branding Positioning, Value Proposition, Pitch Message and Tagline.

You will need all of these. Be very clear about your mission statement, value proposition, who you’re offering your services to, and what you are solving. Making a difference to others is the best place to start. You will need to know this like the back of your hand as you start speaking with people, partners, and social media followers. Because they will ask questions.

Branding Guidelines.

These are your visual guidelines that will be used for all your marketing materials. The essentials you want to start with are logotype rules, colors, and typography so that all your presentations are cohesive and don’t confuse your audience. This guide will be so valuable when you start hiring designers and vendors – without it, creating your marketing materials will be a guessing game, which definitely you don’t want.

Target Market Segmentation.

Creating a segmentation of each of your customers will help you find them more effectively. Basically, if you don’t know who your customers are, how will you know where to find them? Target segmentation is a detailed description of each person who you want to buy from you. It’s also important to offer products for different pricing levels within the same segmentations – a high-level, medium-level, and a low-level price product option.

This way, you’re not missing any opportunities in your market.

Media Kit and Press Release Content.

This is similar to your branding guidelines but for press media. This kit should show your branding positioning, audience, social media, and other online and media presence. Any media features you have had and your calendar of events will allow partners to work with you for future features. This kit should also be clear on what people and companies you could potentially partner with.

Design Templates.

These include deck, email, product marketing, and online ad templates. If you craft a series of materials for a marketing campaign, you won’t have to waste time on the design process every time you’re about to promote your products. Plan to have 2-3 styles of campaign per calendar year. It’s also not recommended that you change the style too 41 drastically, or you may confuse your audience.

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TARGET MARKET

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TARGET MARKET AND NICHE MARKET

Most entrepreneurs think they know their customers and often miss the mark in understanding them, usually by trying to convert them into customers as opposed to serving their needs. When it comes to spending money, clients have choices, so it’s very important that they feel understood and will get what they need with your products.

Market segmentation for your brand is the process of understanding who your potential customers are so that you can speak to them “directly” in your marketing campaigns, making your marketing investments more efficient and successful.

The way to study these is to divide them into segments based on certain differentiating characteristics. Market segmentation also reduces the costly risks of unsuccessful campaigns, so knowing who you’re serving will help to create an efficient language in which to speak to them.

You’ve probably already heard about having a niche.

Niche marketing involves targeting a very specific issue you are solving to a very specific group of people. Keep in mind that this will also limit your potential, so even within your niche, you will need to have a few options of people to whom you want to offer your products.

The most reasonable thing to do is target about 2-3 people and break your products into levels such, high-level, medium-level, and low-level so you can serve different targets with your brand.

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TARGET MARKET CHARACTERISTICS. How do they communicate and what is

Where do they live?

Determining where your target audience lives will help you with location-based campaigns.

their source of information?

Knowing their communication channels will help you reach them.

What is your target demographic?

These are characteristics such as age group, gender, and marital status.

What industry do they work in?

This will help you understand their financial situation and their spending personality.

What are their hobbies?

How much do they earn? This

This will help you find how they spend

will help you understand if they

their extra time and are willing to

can afford your products.

spend money.

How do they think?

What are their challenges and

When answering this question consider personality type, attitude, values, lifestyle, and behavior.

can you help them?

By understanding their frustrations will shift the conversation specifically to address their needs.

What is important to them?

Knowing what they value you will be able to create a strategy ways to offer what they need.

What are their biggest objections to using your service/product?

This may be the most crucial question because you

What pushes them to make purchasing

will need to know what changes you need to make.

decisions?

You need to consider what influences them to make the final step, and what obstacles might be in their way.

Who had these customers before you?

This will help you learn from their mistakes in order to retain these customers for the long run.

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HOW DO YOU PITCH?

The concept of pitching can be intimidating, since there is an expectation that you should sell your idea and get people excited in seconds. However, “pitching” essentially addresses an important issue and how the issue is resolved. Rather than trying to win a Shark Tank episode, think about your goal as being to sum up your business idea in a way that’s easy to understand.

Your pitch is connected to your branding positioning, your “why” and your mission, so answering these questions first will help you come up with your pitch. To pitch is to quickly share the magic of what problem you’re solving and to attract the people who need you.

You start with the problem or the person that needs help: 1. Start with the problem or the person who needs help. This can begin with a question that you could ask directly to your audience such as: “Have you ever faced this problem?” This is where you can build a bond and connection with people so they feel they are being listened to. It’s also a good way to get the audience to want to interact with you as well.

2. Create the connection with them. Alternatively, express an experience that’s happening or has happened to you in the past, and that you know is also happening to your audience, such as: “I hate when my app suddenly crashes…” So they can relate to your mission.

3. Immediately bring up your solution. In a few words, solve the problem and briefly discuss the positive impact this is having on people. For example: “So, I got a team together and we developed a software tool that blocks any potential crash, giving you a notification to save or close your app before the crash occurs.”

Your messaging will be something like this: “We prevent your computer or phone from crashing so that you don’t have to lose your data or restart your equipment, we are excited to share we helped companies save millions of dollars in restoring data.”

People will naturally want to know the ‘how’ of your solution. You can now get into sharing your story, but the pitch is essentially made up of three simple elements to sum your idea: You The Problem.

Your Solution.

Your Message.

Keep in mind the words you use must be intriguing, inspiring and authentic.

People can spot the falseness and will turn off your audience and investors.

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7. MARKETING STRATEGY

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MARKETING FOR BUSINESS

Without marketing, it will be very hard to sell unless your business is based on referrals only. In order to drive new clients and create brand awareness and recognition, marketing will be your strategy to achieve this.

The biggest challenge for startups and entrepreneurs is their lack of time to market and promote their products to sell. Sales take time and promoting a product is a task that must be done daily.

This is why planning and the preparation work is so critical when starting out. If you do all the groundwork in advance you will be able to focus on marketing, and sales and the on-going cycle.

Below are our recommendations to help you plan your marketing and achieve sales:

1. Prepare your products first.

Set all your products up for the year in advance as part of your startup plan prior to launching, or limit your products for sale so you can focus on marketing and selling campaigns. Too much planning or continuing product development will put you on endless production mode and rarely making a profit. Take a couple of months to prepare all of your products, then focus on selling and only selling and you will see results. The energetics of sales and taking advantage of the momentum always leads to results.

2. Promote and create your marketing calendar for the year.

Have a calendar of what products you want to sell, the goal of quantity to sell, deadlines to sell, promotional deals, and your overall schedule to sell. You must prepare a marketing campaign with the right message to attract clients and your channels to promote them.

3. Do business to business or get partners.

If you have a great product, it may be easier to build partnerships to sell your products because other businesses will be more open and hungrier to have conversations as opposed to chasing clients. Obviously, being open to talking about money will be the way to get other businesses interested, be open to offering affiliations, and commissioning people to help you sell. They will be interested if there’s an opportunity for profit, and you can tap into their connections, followers, and marketing in return. Joining forces can make things happen faster than doing it on your own.

Below are some campaigns that most people use, choose to start with and see how the market responds to you. Is best to dominate one to start before expanding to doing all of them at the same time.

Campaign Visual Advertisements: These are your graphics for other websites, IG, Facebook Ads, YouTube videos. Plan all the visuals all at the same time in all formats and different sizes so you don’t have to come back and produce more creative assets last minute.

Email Campaigns: Get all your announcements ready. Create layouts, copy messages, promotions and deadlines to market, have these ready and have a fixed day when to email your campaign, so your audience knows when to expect them. Keep in mind these days everybody is sending emails, so quality is better over quantity because most people do not have time to read but if they like your content they won’t unsubscribe from your email list because at some they want to come back to you.

Video Campaigns: A video can go a longer way than an image especially if you or a brand ambassador speaks. A short video that is done right will increase your traffic quick if you have the right product and promote on the right channel. See next how to produce a video campaign on your own.

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VIDEO MARKETING. HOW TO DO YOUR VIDEOS.

Creating a video for your business can have a tremendous and faster impact than an email campaign. Your audience will make an evaluation, form an opinion, and may make a buying decision within just a few minutes after seeing the video. Regardless of how you choose to produce your video, you must consider a few things:

1. IS YOUR BUSINESS.

2. HAVE A CLEAR MESSAGE

PRODUCE A VIDEO THAT

OF WHAT IS YOUR OFFERING.

IS HIGH-QUALITY. 3. MAKE IT EXCITING,

4. HAVE A CALL TO ACTION

INSPIRING, AND

SO IT LEADS TO SALES AND

EMPOWERING.

THEY KNOW WHAT TO DO..

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1. SPEAKING AS A FOUNDER: This is the new normal – to promote yourself in a selfie-style video.

Everybody is creating a personal brand and doing live videos these days. While this is faster to produce because you won’t be spending on a production company, keep in mind that many people are saturating the internet with poor quality videos, so the quality of your videos will help you stand out from the rest.

1. Look your best.

Your image as a business owner is very important. Without pretending to be something you’re not, you must elevate yourself and show yourself in the best light. Don’t show yourself without make-up or looking sloppy with bad lighting or a messy background. Not because this is common it does not mean it is a good business practice. Do not treat your business videos as home videos.

2. Sharpen your speaking skills and prepare your set.

Practice speaking, practice being in front of the camera, be fluent, speak slow and clear. Be mindful of your environment, which should be clean, quiet, and pleasantly-looking.

3. Have a script, have notes or use a teleprompter.

This will help you stay focused on your message. Don’t force yourself to memorize anything or you may appear forced.

You want to be as natural and authentic as possible. You are not applying for an acting job, but you do want to look as professional as possible when you speak.

4. Don’t just talk because you can.

People who aren’t camera-shy tend to talk too much because of their confidence. However, you don’t want to be one more person who’s talking without a clear purpose, losing their audience in the process. Being clear, short, and direct not only shows you are organized but also that you respect people’s time.

5. Speak your message.

Introduce yourself, tell the audience about your product, share a little bit about the backstory, and discuss how this will impact them and what they’re going to gain by engaging with you. Don’t forget about guiding them through the next steps with a call to action or a deal for them to consider. Otherwise, they will simply be entertained by your video.

Keep the message short, about 3 minutes, and thank them for their time. The more you make such videos, the more comfortable you will be doing them. Don’t beat yourself up for not getting it perfect either, especially the first time.

And remember, have fun with yourself!

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2. PROFESSIONAL COMMERCIAL:

While hiring a professional team may seem more expensive, it will guarantee results and will be created by professionals. Your work will be more efficient and you will have a higher quality of assets and materials.

1. You’ll have a team.

The company will most likely have a creative director, a camera man, a set, and lights, and they will coordinate everything for you and make sure all the technical aspects will be working. This will allow you to focus only on you and doing your part. It really takes a load off your shoulders so you can put all your energy on yourself. You do not want to come across overwhelmed on your video.

2. You will look professional.

As a founder or business owner, you want to look your best. Having a team to support you will help you do this. They will help you when you speak, adjust the lights, apply your make-up, and take care of other things. This will also make you more experienced as a professional speaker and allow you to take yourself to a higher level.

3. The materials produced will be impeccable (or should be).

When you hire a team, their work will be professional and done right, meaning everything that’s recorded – all the video clips and photos – will be useful to you. Nothing will be wasted and you can repost and utilize most of the materials over and over. When you produce on your own, a lot of time is wasted on preparation, dealing with poor lighting, noises, and solving technical issues. Not only will this leave you tired, but you may also end up with little material to work with.

4. Your products will look fantastic.

You, your models, your products, your guests, and everything else will look clean and professional. They deserve this – after all, you don’t want to downgrade what you have worked so hard to build. Make your brand look like the best in class on the market.

5. You can negotiate the price with the production vendor.

Most agencies may be open to negotiating the price. It will still be an investment, but you could offer to promote the vendor through friends or social media, give them attention, and tag them in posts. If people like their work, they will get more business. Being supportive of other businesses is always great to build relationships.

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HOW TO PLAN YOUR MARKETING CAMPAIGNS

Planning your marketing campaigns will be critical in order to sell. This is one of the biggest challenges for startups because people expect sales to happen quick. But sometimes when there is not a solid marketing strategy, your brand can seem all over the place, confusing your market.

Marketing requires a carefully crafted cycle of campaigns in order to create results, and in order to influence a potential buyer to make a decision and make a purchase. By the time a client makes this purchase, is because a series of marketing cycles had already impacted your client for some time.

HOW TO DO IT:

• Set your product launch date and plan at least 2 months backwards of your goal date. Preferably 4 months.

• On an spreadsheet set a calendar schedule with:

- Month (this could be a separate tab for each month) include all publications that will go out

- Divide in sections of marketing, such print, digital, OOH (Out of Home, such billboards), social media

- What is the theme or name of the campaign

- Set your target market

- Set your financial goals to achieve

- Set the publication frequency and goal dates

- Set and note your budget for each channel you will promote

- Set any points of contact of publication if available as a quick reference

- A section for notes, what worked and did not. Is important to measure your progress and status

- What is the traffic received from each

Having a tracking list will allow you to see the actual reach outs for your business and the results from each.

So many startups work and work but do not actually have clarity why they are not selling.

Distribution

Target

Channel

Market

Goal $

Point of

Frequency

Goal-Date

Contact

Traffic

Sales

Notes

Achieved

Partnerships B2B Company name Digital Marketing Email Newsletter IG Print Magazine/Online Ads

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A MARKETING CAMPAIGN.

Your marketing campaign should be cohesive and consistent. Have you noticed how TV shows, movies, or fashion brands use only 1-2 images in their campaigns despite the fact they have more images to choose?.

This is part of the strategy. If you look at billboards and OOH (Out Of Home) you will see the same image and message repeated, and the images placed back to back. It may seem like a waste, when in fact this strategy helps the target market remember a brand and creates brand recognition. The main image (Hero Image) and the selling phrase (Branding Positioning Message) are very important and part of the selling strategy and marketing campaign.

Also notice how musicians when they release a new record they promote one song, then as the months pass they promote a different song and so on. By the time they go on tour, their fans already know all the songs and albums become ‘Hit Albums”, a campaign for each song, will allow the information of the product integrate into the memory of their audience.

Below are steps and aspects to keep in mind about marketing campaigns similar to what advertisement agencies use for their clients.

1.

Create the Hero Images. These will be the heroic images or photography of your product that will sell

and use in all the marketing materials such print and digital.

2.

Create your branding positioning, what do you want the potential client to know about the product,

what is the compelling and selling message.

3.

Call to action. What do you want the potential client to do and where to find you.

4.

Create 1-3 similar visuals depending on how many products do you have and make sure they all look as

part of the same brand and same campaign.

5.

Do not promote all the products at once. Be strategic about the order of the products you

want to sell.

6.

Repeat. A product and marketing campaign should be at least 2 months prior of the deadline you

want to reach, and about 4 month to see results.

7.

When creating a campaign, create social media captions or content messaging in advance for your

post also for your partners so they can just post without recreating and altering the message of your

brand. Having all these in advance will allow you to be more efficient in your campaign.

8.

Do not test with different images, different messages, different styles. You will look like you are new

and do not know what you want.

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SAMPLE OF A MARKETING CAMPAIGN:

1.

2.

Hero Image: Your images, photography should be planned and created with a strategy. It should be consistent with a similar style, look and feel You want people to remember this and remember the time of your campaign. Images make an impression and memories.

Branding Positioning/Message: The message describes the product and the details of what you are offering. It should complement the message the image is trying to convey. Both image and message should be in harmony with each other.

“A Timeless Collection, For All Your Winters”.

3.

Social Media Captions: “Our latest Collection; handmade by global artisans with a mission to create elegance with their work. Get on Bloomdust.com” This is your campaign details for use on social media. You and your partners will repost similar messages to this to make it clear to your audience. If you constantly change the 3 above it will lead to misunderstanding, affecting your sales and brand awareness.

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FINAL MARKETING CAMPAIGN.

A consistent, and cohesive presentation that an audience will remember, follow, and want to be part of before they make a decision to make a purchase. Campaigns create customer loyalty.

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8. PUBLIC SPEAKING

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TOP SECRETS TO BEING A SUCCESSFUL SPEAKER.

Professional speaking is not only an art form, but also has the power to propel your business by influencing with your voice. Entrepreneurs are always looking for ways to get their businesses in front of an audience, and speaking is the best way to position your business and yourself as an experts leader.

Many of us are afraid of being on a stage, let alone holding a keynote or TED X Talk.

However, you need to remind yourself that if you’re passionate about your business and believe in what you do, this is going to be a must.

HERE IS HOW PROFESSIONALS DO IT: 1. Seek to emotionally connect with your audience – speaking is actually storytelling, not listing facts.

Look at a personal story that others may relate to. Stories have a beginning, a person or character, a problem to resolve, a journey, an adventure, with heroic acts of braveness, and hopefully a happy ending. All this connects emotionally with your audience. Don’t just share data or facts – people will mostly remember how you made them feel.

2. Eliminate filler words from your vocabulary, to sound like an expert.

Filler words can make us look unprofessional and insecure of our presentation. Be comfortable with pausing when you speak. You don’t need to fill the space all the time. What you say is more important than the number of words you say, and by pausing you will avoid filler words and look more confident of yourself.

Here is an exercise to help you eliminate filler words: Record yourself speaking and write down how many times you use filler words. You could also use a transcript conversion tool to capture your words in text. This will bring you more awareness and help you to train yourself when using these words. The more you practice pausing, the less you will need to use filler words.

3. Have a polished and solid brand image and cultivate charisma – a commanding presence makes an impact.

How you convey yourself is very important. Be mindful of your clothing choices and always look professional. Study the language of colors and what works for you. Look at celebrities and other professional public speakers to learn

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about their presentation. Choose solid colors that work for your skin tone and create the impact you need in regard to your business. This will help you build your charisma. The more passionate you are about your message and the more comfortable you are with yourself, the more charismatic you will seem. This will help you create a connection with people. People pay attention to what they are drawn to – no detail is too small.

4. The heart connection – emotionally connect with your message and audience.

You must be authentic and genuine in your own messaging if you’re putting yourself out there as a speaker. Be excited about your message, your story, and your mission to share it. Why do want to help? All this should come from the heart.

5. Use your charisma and personality, and be clear on who you are.

Professional speakers must be impeccable in their speech. Your voice, energy, and charisma will command more presence from your audience. This will lead to success. Your message should resemble your lifestyle and your overall life.

Your message is a representation of your lifestyle and your authenticity. You are the story, so know what inspires others about your message.

• Be passionate and purposeful about your message.

• It’s easy to tell when speakers are speakers because they do it for the money • Remember that your authenticity will bring you more opportunities.

6. Overcome the fear of speaking.

Learn to speak without an audience. Practice all the time to overcome your fear. Remember that the fear has nothing to do with an audience – it’s just your mind trying to trick you. Know your topic. When you’re comfortable that you are a master of your topic, you won’t be afraid when speaking to an audience. Look at people when you speak, as this will make it easier to build a connection and adapt to their energy.

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HOW TO LAND YOUR FIRST TED X SPEAKING.

This is one of the most exciting opportunities for a speaker and an entrepreneur. Being a TED X speaker instantly puts you on the top leagues as an expert leader. Knowing that this is in high demand, below are the steps to help you achieve this.

1. Do your research of all the TED x venues and apply to all the ones you are interested in.

Do your research of all the TED X venues and apply to all the ones you’re interested in. The key is in applying, and it takes applying multiple times. Note that there is an application process. Don’t wait for them to come to you.

2. Start a year in advance.

Explore different venues and perhaps different cities. Ask what they’re looking for in speakers and if there are any specific topics they’re interested in. Try making connections with the people from the organization as well.

3. No is not a no, is just a just no for right now.

Don’t let rejection stop you. Most speakers get rejected first, and being persisted and determined is definitely the same process that works with TED X talks. Believe in the right time and the right place and be ready for the opportunity when it shows up. Prepare for the right moment.

4. Show them what you’ve got.

Most organizers will want a video pitch – so stand, smile, and talk with confidence. Prepare your pitch and try different versions. It’s important that they see how you speak on camera and how well you speak in general. Record yourself speaking, review and practice until you get better. You must train yourself to meet the requirements in order to be a TED X speaker.

5. Refine your presence.

Make sure you are standing up. This will make you look more authoritative so that you can command your energy in the same way you can command your audience. Smile and don’t talk in a monotone. Really feel your message as you speak so that you can create that emotional connection with your audience.

WHAT HAPPENS AFTER A TED TALK.

So you achieved a TED X talk – now what? How do you leverage this to build your empire and elevate your game?

• • • • •

Have a speaking and professional speaking reel ready so you can pursue other speaking opportunities.

Have a polished solid personal and business brand.

Put yourself out there in the most polished and authentic way possible. Your image says it all.

Have a clear brand messaging.

Have a speaker sheet, which is essentially a resume for speakers.

• Become business-savvy and create solid contracts. Know when to charge and what lines to draw.

• Cultivate real connections with people and understand their needs.

• Build a personal brand to gain credibility.

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HOW TO BUILD YOUR SPEAKER EMPIRE

What is your value proposition and what can you serve to the public? Always have at least one product to sell specially if you are not getting paid for speaking. Being a professional speaker makes you an expert on a specific matter, and topic. Try not to change much your topic, this will be more effectively when seeking opportunities and create a personal brand.

POTENTIAL PRODUCTS TO SELL: • You could be an author and sell books • Have a podcast channel and gain sponsors • Be a contributor writer for other media and get paid for articles • Charge for speaking events at companies • Be a keynote speaker and get paid for the speaking session • Sell a physical product • Charge for services • Charge for private coaching • Profit from other media or relationships • Have other business partnerships

A SPEAKER SHEET

Have a speaker sheet ready, which is essentially like a resume. Include your photo in high quality, your marketing summary, the media coverage you have received, all your social media links, your accomplishments, and what topics you’re known for speaking about. Use this speaker sheet for your applications over email. All your social media and online presence will speak for yourself.

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PUBLIC RELATIONS HOW TO GET FEATURED

Media engagement or PR is part of an overall marketing strategy. Often, startups don’t have the budget to employ a PR agency, but media engagement is something you should be doing all the time as part of your routine. So, try and do a little bit of these things every day. Keep the momentum going and you’ll start to see the rewards.

10 steps for using the media to help you to build your startup profile: Step 1. Know you crowd Getting to know the journalist you want to engage with is really the most important part of the process so that all your efforts are successful.

Step 2. Think outside the box Create your avatar of segmentation of who you’re looking to connect with. This will help you during your search. The more you understand the people you want to connect with, the faster you can find them. Think of creative ways to reach them to get their attention.

Step 3. Be ready for action A big mistake is when people rush to generate interest from the media when they’re not properly ready. This is a mistake, because you could drive traffic to a product that’s not ready, thus missing a great opportunity to achieve solid results and disappointing your clients in the process. Make sure you can handle the success of media coverage.

Step 4. Find your journalists This is the exciting part. Your potential journalist, customers, and investors are hanging out online so it would take some investigation to find the right ones. Do your research by looking for hashtags related to your industry and see which journalists are related to you with whom you want to build a connection.

Step 5. Rank your media targets Once you’ve done your research, you’ll probably end up with a long list of potential connections. In order to prioritize these efficiently, follow the below strategy to rank the best journalists to connect with.

Keep in Mind the Three “R”.

• The Reach: The quantity reach, and number of followers the journalist has.

• The Relevance: Their narrative and message must fit with your own audience.

• The Resonate: Because you must resonate with them, you must have a genuine connection to their interests.

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Step 6. Get to know them It’s important that you evaluate the content you’ll be sharing. Remember that journalists are interested in exclusivity.

You want to make them feel special, and this is also part of building solid relationships with them. As with any relationship, show you are familiar with their work – don’t just contact them without a good reason.

Step 7. Find your hook Often, journalists are so busy with press releases that they don’t have time to write any more. Offer some exclusivity, as this could be very interesting for a journalist. Ask them if there are any opportunities to work together, perhaps involving some kind of cross-exposure that could be mutually beneficial.

Step 8. Create your media materials Keep in mind that it’s very important to have all your materials in place while engaging with journalists. If you could get lucky and are featured immediately, your journalist will need branding materials immediately or they may drop your story. You must be available after a release, or you could lose the potential for interviews, radio, and other features that may arise after initial media coverage.

Be prepared with: • Media kits • Branding positioning presentation • A marketing summary about your company with high resolution images in different sizes and formats • Also a marketing summary about you as the founder with high resolution images in different sizes and formats • Facts, data sheets and testimonials • Videos, clips, other features or advertisements • A written press release that they could use as reference • Contact list with all the names of your team if available, websites, and social media of your company • Include a page for the editors section so they can write notes.

Step 9. Distribute your press release Once you’ve made all the preparations and have your press release ready, it’s time to send it. Now is the time to hone in on the top hit list of potential journalists with whom you’ve built a relationship. Evaluate these based on the one who ranked highest when you were doing your three Rs earlier. Craft that email and reach out. Keep in mind that this is a process and they may not respond. It’s a matter of a trial and error, and a lot of circumstances can play a role here.

Don’t just give up or take it personally, keep trying.

Step 10. Make the most of your coverage Ask about media copyrights and what you can share or you may be penalized. If you want to share some images, you may need to buy a license. A good way to share your press coverage is by simply showing “as featured in” on your website. Quite often, the journalists themselves will share their press coverage on social media, which you can repost and thank them for keeping the relationship going. Re-target a campaign around your paid social as well, and post this on the front of your site as you get more visitors.

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10. HOW TO RUN A SUCCESSFUL PODCAST. Successfuly. © Content Protected. All Rights Reserved.

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HOW TO RUN A SUCCESSFUL PODCAST

Having a podcast is a great way to create brand awareness, engage with your audience and market your business. It’s important you are clear of your purpose and what you are looking to achieve with it, because you will have to invest time to grow it. Below are the strategies you can follow to set up your own podcast and how to run it successfully.

Choose your role as a podcast host: Solo Podcast Host: Being a sole podcast host allows you to have full control of the conversation and the information you share without needing guests or having to deal with the scheduling logistics. As a solo podcast host, you can also build your own brand personality and run your own show.

Podcast ‘Show’ Host: We are looking at a podcast that is similar to a TV show. Having guests on your show is the fastest way to grow an audience, because you can leverage their network and followers to get your brand recognized faster as well as build great relationships with a continuing growing network.

Have a professional “Intro” message: Similar to a commercial. In order to be clear regarding what you’re about to offer, always mention what the business is, what it does, who it serves, and the when, where, and any other promotions you may offer. You can hire a talent voice over to help you create this so it sounds more professional. And remember this introduction should be aligned with your brand positioning.

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What do you need to do once you launch a podcast?

Podcasting is a business that you must continue to feed. As part of the growing process, you will need to be very active on it while keeping the below steps in mind: • Continually post new sessions and create a schedule to create anticipation from your audience.

• Market it, speak about it, share it with your network.

• Ask others to repost it.

• Aim to get featured on top charts and media channels to help you promote it.

• Focus on building relationships.

• Offer other products and services to grow your brand.

• Look into bringing high-profile influencers on board.

How to get the guests and build relationships?

Inviting people to be featured in their podcasts is a great strategy, and about 80% of people will accept to be featured.

Utilizing this form of free marketing is the easiest and most fun way, and does not require a budget spent on advertisement. This is a fun experience and strategy to create brand awareness, as your guest will be happy to repost it.

Don’t underestimate the value of their relationships, as they could also connect with someone important.

How to get your Podcast featured on the media?

Just like books get to the bestseller lists, podcasts also get recognition in the top charts, as the best podcasts to listen to.

There are a couple of ways to get yourself featured, which will earn you prestige and recognition to your company.

1. Get featured in the most downloadable podcast top charts or in the New Releases in iTunes or other podcast channels.

One strategy to get massive traffic is to upload a group of sessions at the same time. This will drive traffic to the right audience – the guests and networks – resulting in bringing your podcast onto the top list and if your audience likes it they will subscribe and continue to listen to your podcast.

2. Magazines and digital media also feature and give recognition to recommended podcasts. This strategy will require some PR basics in order to work, but earning a ‘featured in’ or ‘as seen on’ will definitely elevate your brand.

Technology platforms you can use, such as: • Your website platform, which may offer to host your podcast.

• Anchor FM (which does not have a membership fee). We recommend looking at something similar, because it automatically redistributes

to the majority of podcast channels such as Google Play, iTunes, and Spotify, making it easier to manage it all under one account and saving you a lot of time in the end.

Finally, remember to always have fun.

Podcasting is a project that must be enjoyed, not just time spent on a task. What will make it special for people to listen and want to be part of it is YOU – your personality, your energy, your input, your information, your passion, your vision, and what you want to offer others. This requires loving what you do and being authentic. Podcasting is tremendously fun and doesn’t have to feel like work.

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8 WAYS TO GROW YOUR PODCAST HOW TO MAKE MONEY WITH A PODCAST.

Without a product and a solution, a podcast will have little strategy to monetize unless you only seek to gain popularity. Below are 8 ways to be able to monetize with your podcast.

1. Have a product or service to sell that your audience could use.

If you don’t have a product to offer the podcast, it’s purpose will simply be to inform or entertain, but this is okay as well if you are not sure what do you want to sell and if you gain a lot of followers by the time you choose to sell a product you will already have an audience. But if you want to make it profitable, it’s best to have products to offer within your brand.

2. Podcast sponsorships.

This is B2B. Some platforms offer distribution with other companies with potential sponsorship opportunities, and this will be better once the podcast has a large audience of subscribers. Therefore, growing in followers should be the priority and the opportunities will come once that has happened. Note that getting money from advertisements should be seen as another form of source of income, and not to expect the sponsorships to be your main source of income.

Some companies have achieved this but they are exceptions.

3. Build relationships.

This is the most practical and beneficial way to get traffic. By leveraging your network and the connections of your guests, you will gain more clients who will trust you and buy your products

4. Offer coaching.

Podcasting allows you to create trust with your audience, leading to getting clients for your coaching or consulting business. It’s a great opportunity to advertise without reaching out to strangers in order to hire you. Clients will come to you when they’re ready and serious about hiring you because they like your brand and they know they need you.

5. Take advantage of affiliate marketing.

This is a great opportunity to build partnerships with other businesses that would be willing to pay for traffic, or resulting in paid business and paid commissions for the traffic your podcast sends to them.

6. Release books and audio-books.

The podcast could lead to you producing other merchandise and products that could be sold and generate more income, such as producing a book based on the topic of your podcast or selling separate sessions that started from the podcast and generate demand from your audience.

7. Get into crowdfunding.

Having a podcast will allow you to grow your audience and channels with large crowds of people. When you have a lot of followers and the support of an audience who will support other incentives such as having a crowdfunding campaign, you will have the necessary support to be successful and reach your number goals.

8. Create summits and competitions.

You can create summits, live events, and competitions and if you can offer free products will help you gain the attention of new followers. This is great when you do it in collaboration with other business partners.

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11. BUILD BUSINESS PARTNERSHIPS

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HOW TO BUILD BUSINESS PARTNERSHIPS Now we will explore how to find viable partnerships that will be profitable, from other businesses to ambassadors and influencers. These partnerships will help you scale and gain a wider exposure for your brand by leveraging on their success.

We recommend that before bringing on a partner, get to know their audience first and make sure they are aligned with your business mission and values.

HOW TO ENSURE PROFITABLE PARTNERSHIPS. 1. Increase marketing spend.

Both investments from partners should result in bringing an increase in brand awareness. Both sides should be investing in marketing spending.

2. Beta test platforms.

This is where you will both be able to beta test a product or service. Instead of paying for focus groups, create a soft launch so that both partners can test the product to ensure it’s a solid investment.

3. Share voice and messaging.

When both partners share the same voice and message. It becomes cohesive and makes sense to the audience, reaching the target market faster and more efficiently. It’s therefore important for both partners to be aligned on the business messaging.

4. Reach new customers.

This is the purpose of partnership – to build profit. Create new leads that will turn into paying clients or customers.

Without this, there is no point in a partnership.

5. Cross-promote.

Ensure that both sides are promoting this campaign. If only one side is promoting, there’s no real partnership.

6. Create a new product.

When you find a partner who is compatible, you may end up creating a new product together outside the original partnership deal, and creating a new product can also be highly profitable.

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PARTNER WITH INFLUENCERS

You could try forming a partnership with influencers. Start by doing your research. Look at their aesthetics and see if they match your message visually and verbally – how do they engage with people and how active are they? When you partner with them, you want to make sure they will respond to people.

How to use technology to find influencers: 1. Fohr: You can find detailed information about each influencer and their statistics.

2. Smartfluence: This platform is very detailed, and its functionality shows the amount brands pay them.

What types of influencers: • Celebrity Influencer: 1+ million followers, and look for high-level endorsements. Results guaranteed.

• Micro-Influencer: -/+ 300K Followers.

• Nano Influencers: -/+7K

Endorsements with influencers: 1. One-off celebrity deals: Use your product once.

2. Celebrity placements: You give a gift and request for them to wear/use it. However, there is no guarantee of this.

3. Long-term celebrity deal: Make sure they have staying power for long-term campaigns.

Employee Influencers: They know the brand and are part of the mission, and will be happy to be part of it.

Brand ambassador and cross-selling: Create a campaign and partner with another brand influencer. You can agree to pay a percentage of transactions that are made through their influence, and their network. You can also get people who love your brand and have a wide exposure to large followers to become brand ambassadors and create a fan base.

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AFFILIATIONS Share a percentage with affiliations: When you do a campaign, partner with someone and offer them a percentage of the sales as an incentive, when both of you do the marketing promotions this will maximize the potential of the sales. Standard percentage agreements are between 10-20% per sale, but it really depends on your relationship and on what you agree.

Before doing a partnership, ask questions. Make sure the other person aligns with your vision and mission, because your efforts will be directed toward their vision, mission, and purpose as well.

HOW TO PARTNER

Make sure the partnership will grow and expand and not create a conflict of interest. When considering building business partnerships, take the following into account:

• Your strengths, weakness and differences so both can leverage.

• Whether you’re competing in the same industry but with different products.

• Do not compete for the same customers. This will create conflict.

• It should be a win-win situation for both parties.

CREATIVE PARTNERSHIPS Brands that merge and get married for a campaign or product.

When two brands join forces and create a new brand or product together, it’s usually because both can use the same target market, and both brands serve something of value. These kinds of partnerships are exciting and innovative.

Because people like to see new things happen, and bringing two brands together is a fun way to get clients excited.

They don’t compete with each other, so this is a great way to offer creativity and popularity.

Profitable partnerships don’t always require a lot of investment, but rather having the right products, campaigns, and followings.

• Think of ideas of creating

something new together.

• The new product should excite both brands followers

• Both can join forces on terms of social media exposure. It should be an exciting new campaign.

• Have a deadline to complete this partnership and achieve the goals.

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12. HOW TO MAKE SALES

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SALES AS A SOLOPRENEUR HOW TO PLAN AND PURSUE THE MONEY. The most important aspect of a business is to be able to make money. A great business person can make money even without having a passion for the business. However, the other way around does not work; having passion alone is not sufficient to make money. In the next slides, we’ll cover a few aspects of planning your sales cycle and achieving sales.

Create a sales forecast for the year and act on it. Don’t just dream about getting a lot of sales or hope they will happen. Use a calendar planner with the products you plan to monetize and create your projections assuming that everything will go to plan.

Plan a strategy campaign with plenty of activations that will lead to the sales of the products. For example, if you need 20 sales a month, your plan should be realistic and aligned with these goals, as with the following: If you need to make 20 sales of your product, plan the opportunities where you will pursue to achieve these 20 sales. Know it will go differently than planned, this is Okay – sometimes you will make more or fewer sales – but having a structured guide will help to achieve these.

Example of a plan. (You may have to repeat some of these until you achieve your goals).

1. List and attend speaking events where you can build new relationships that will turn into new clients.

Attend 5 events and aim to get 1 sale on each event.

Total: 5 Sales.

2. Organize your own pop up/event: Create 3 events. Get 2 sales per event.

Total: 6 Sales.

3. Online promotions, discounts, and partnerships: Promote 12 campaign cycles, aim to get 6 buying clients.

Total: 6 sales.

4. Past clients or new pitch conversations: Speak and pitch to 20 people.

Total: 3 sales.

Total= 20 sales.

If you did not achieve the 20 sales on the first round, try again until you achieve your goal.

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CUSTOMER JOURNEY MAP.

Knowing where your clients or customers come from will help to attract more and create customer loyalty. The first step is to complete a discovery phase to better understand your business, your industry, and your customers. With this strategic approach that’s defined by your target audience, and their needs, you will be able to create a plan that drives your target through the customer funnel, from brand awareness to purchase and loyalty.

QUESTIONS TO ASK FOR YOUR CUSTOMER JOURNEY MAP: •

What are the stages of my customer journey?

•

What channels/products create brand awareness and bring NEW customers?

•

What prevents them from buying?

•

What prompts them to buy (promos, sales, which products)?

•

What business strategies and products make them loyal customers to your brand?

5 MOST IMPORTANT STAGES OF

CUSTOMER JOURNEY MAPPING 1. AWARENESS 2. INTEREST 3. PURCHASE 4. SERVICE 5. LOYALTY See next page for a sample.

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SAMPLE OF A CUSTOMER JOURNEY MAP

There are no exact shapes to create this. You can create your own as it works for you. It will help you understand your own business life cycle and have a visual reference of the high points and low points of your business. What keeps your customers to buy only from you and become loyal. This journey also allows you to see at what point you lose them as a client and where can you retain them.

LAUNCH OF A NEW PRODUCT. MARKETING CAMPAIGN. BRAND AWARENESS END OF PRODUCT. KEEP CUSTOMER INFORMED OF COMING PRODUCTS AT SOME THEY CAN BUY AGAIN

WHAT NEW PRODUCTS CAN YOU OFFER SO THEY CAN UPGRADE AND YOU CAN RETAIN THE CLIENT?

GAIN NEW CONSUMERS

PROVIDE SERVICE AND GAIN REVIEWS, TESTIMONIALS

CUSTOMER JOURNEY

OFFER REFERRAL FEE, CUSTOMER LOYALTY PROGRAM OR MEMBERSHIP KEEP CAMPAIGNING TO GAIN MORE CLIENTS AND THEY HAVE THEIR OWN JOURNEY

ASK FEEDBACK, UNDERSTAND IF PRODUCT IS WORKING, OR NOT WORKING. GET TO KNOW YOUR CLIENT. FIND TO GAIN THEIR INTEREST. EXCLUSIVE SALE OR PROMOTION (INTEREST) BASED ON CUSTOMER’S FEEDBACK SO THEY BUY MORE OR ONLY FROM YOU 75

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YOUR PRODUCT.

First know your price and the value of it. The value of your product, your market will help you determine the right price for your product so is realistic to sell. You set your price, but remember that the price is not a ‘wishful’ thinking, unfortunately some people do not set realistic prices getting disappointed when the sales goals are not achieved.

PRICE BASED COST: This is where you determine your price based on what it costs you to produce it – the cost of making or obtaining your product and/or the time it takes to provide this service. You will need to add a percentage for your profit. The standard is to increase the price by 3 times to cover all your business expenses.

VALUE PRICE COST: Determine this on the competitive market of your industry as well as the perceived value in your region. Compare competition prices to evaluate whether you are on track.

HOW TO MONETIZE? ONLINE SALES: This is a must-have now, even if most of your sales come from other sources.

Your website is considered your business card.

Online sales give you the most freedom of location and remote control, and it’s far easier to make changes.

Your investment in driving traffic will be mainly on digital marketing and social media platforms, so you should invest in providing quality through online media.

RETAIL SALES:

DIRECT TO CLIENTS:

This is one of the riskiest investments as well as one of the most expensive, because it will require more overhead, staff, a lease, and utility contracts, among other things.

You must be clear on who your target market is, because pursuing business through conversations can be one of the most exhausting processes. It’s a great way to build new relationships, but be aware that you will be also dealing with people who are not serious and therefore not deserving of your time.

This will also require a commitment to be present to manage the retail space.

However, this will allow you to meet more of the local people and connect with a community that has tremendous value.

Also note, that one of the biggest business lessons from 2020, is that business owners will have to have a backup plan to be able to function under a pandemic.

This method will also require some knowledge of psychology and negotiation skills. If you love cold sales and connecting with people, this could be a great fit for you.

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HOW TO EVALUATE YOUR PROFIT AND LOSSES A SIMPLE WAY TO SEE YOUR NUMBERS.

Make it a habit every month to compare your money-in against your money-out. You can also utilize some financial application tools to help you track these daily on your phone.

Below is a simple table you can create so every month you have an overall perspective of how your business is doing.

EXPENSES

REVENUE

DIFFERENCE

Office

$500

Product sales

$3000

Staff

$2500

Book Sales

$1000

Product Investments

$1500

Consulting

$3000

Travel Hotel

$800

Event speakings

$2500

Conference

$500

Total this month:

$5,800

$9,500

+$3,700 profit

USE A YEAR PROFIT AND LOSS TRACKER

The best way is to track both your expenses as well as your revenue and compare these by using an application and digital tool so you can input everything on a daily basis on your phone, and making it more manageable. This preparation will also benefit when you have to file for your taxes . In business, you do not want to leave this for the end of the year, you want to be able to make adjustments monthly and correct a situation at the right time.

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THE ENERGETICS OF SALES GET CLIENTS AS A COACH.

Your business is about how you help people, whether it’s with a product or a service. In this section of how to make sales, we will cover the energetics of the sales process for entrepreneurs as you get into conversations with people.

Having an understanding and compassion to your clients will allow them to open up to you. During business conversations, you will be dealing mostly with the emotional factors from your clients, the energetics are essentials to make a sale.

THINK ABOUT IT; NO ONE LIKES TO FEEL MANIPULATED, SO WHY WOULD YOU WANT TO SELL THIS WAY.

This is the main reason why people are afraid to speak with business owners. Sometimes people have their own fears of being sold or make a sudden decision that they will regret later, especially when they pay for high-cost services. It’s okay to ask about what their concerns are. You could offer some guarantees that will make your potential clients feel safer to invest, this is critical to building business relationships.

Making investments and hiring people you don’t know can be risky, and as with any other relationship there are a series of steps in order to be able to create trust first.

1. Start by being clear on who you are and why you are the right person.

This is not a one-time pitch. You must share your passion and your work experience, credentials, clients you have worked with in the past, and the impact you’ve created for them. You must treat it like a job application. These days, so many people want to make a sale over a call and pressure people to make a sudden decision, but this is not fair

2. Listen to what your client needs.

Ask questions and ask about their current challenges. This is a genuine way to want to help someone and meet their needs. Have a questionnaire for them to answer so you can evaluate the best plan to help.

Sample questions to ask during a conversation: • • • • •

What challenges are you having?

What is your current business situation?

What’s working and what isn’t?

What are your goals? - And what would you like to change?

How can I help change your situation?

Tip: Don’t make them feel bad if they don’t have the answers, and don’t use this questionnaire as a technique to pressure them to hire you. They must feel comfortable. and be ready to hire, and this will happen only if they are ‘emotionally’ connected with what you can create for them and the specifics of your solutions.

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THE MASCULINE AND FEMININE ENERGETICS OF SALES

The energetics of selling taps into the masculine and feminine energy. Masculine energy provides valuable information, gives solutions, and usually leads, while feminine energy listens, nurtures, holds, and shares understanding and compassion.

How to use the energetics of both during a sales conversation: Ask yourself when you should feed value (masculine energy) or listen (feminine energy) at every point of starting a conversation with a potential client. It’s okay to ask questions throughout the conversation to connect with the client.

You should ask what it is they need – do they need to share their challenges or do they need to be given direction?.

When building a new business connection, it’s important to build value but also to be able to listen. Allow the client to speak. Take time to get familiar with their work, their mission and what they have already accomplished. Don’t just come and ‘advice’ without doing this research first. Asking questions of what the client needs is the best way to deliver this and the best way to build relationships.

Tip: Often, consultants want to get in and get out, as some consultants are incredibly busy. While a client may hire you because of your value, this does not mean they will feel comfortable connecting with you in the future. If it feels purely like a business transaction, it may be uncomfortable for clients.

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TOUCH POINTS DURING A SALES CONVERSATION. THE 5 CONNECTIONS AND TOUCH POINTS BEFORE A CLIENT ACCEPTS TO SIGN UP WITH YOU. Understanding there is a process in the communication between a vendor and potential client prior to agreeing to working together. Sometimes this process can be faster depending on the client’s needs and urgency however most negotiation conversations take a series of steps before they turn into a sale.

Below are the touch points when reaching out to potential clients: Touch Point 1: The first contact, a soft approach.

When reaching out to someone, cold sales won’t work. While sales are about numbers, a deep connection leads to a sale. You should be interested in building a connection with someone you may enjoy working with.

The first touch point is to make contact and briefly introduce yourself, showing interest and evaluating whether there is an opportunity to solve a problem. Don’t send all your information – try getting into a genuine conversation first.

Touch Point 2: Follow up.

This is part of the process if you’re still interested in working with them. When people don’t respond, don’t take it personally- life gets in the way sometimes. Try asking for feedback to avoid sharing without a goal. Remember also that while persistence is important, if they don’t respond, you can’t do much about it.

Touch Point 3: The response.

A potential client responds and confirms receiving your information. This person may be quick and hesitant, or they may be fully open to talking. See if you could be a resource to them – ask about the goals they want to achieve. What are their challenges? During this conversation you can share some of your content that may be helpful to them.

Touch Point 4: The conversation During the conversation, the potential client will be sharing aspects that are working and not working about his/her business. This is exciting because during this interaction the possibility of being able to work together can happen.

By this point there’s a natural flow, and you will know what is needed from your part. And how will you be able to help this client. During this conversation is when you can share with more details what you can bring to this person and how you can create impact, and results they may be seeking to achieve.

Touch Point 5: Make the offer.

When you reach this stage, is when you can make an offer to work together, and your potential client will probably be ready and expecting to get an offer from you, If he/she accepts great, get started! But if he/she decides to wait, ask about the reason for this, what is the hold?. Usually, it’s the cost because an investment with someone new may feel risky. If this is the care, offer a discount or ask if they would be interested in working on a starting project and expand from there?. Milestones are great, and less risky to people. What matters is that you start building the relationship.

Remember when people are ready to work, they find the money!.

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HOW TO SELL WHAT YOU KNOW. CREATE YOUR SCOPE OF WORK (SOW).

Nothing can be more tedious than having to create a custom scope of work for every client you are pitching. It can be laborious work to prepare a custom proposal.. Below we include a few sections to create your own template so you can complete for each of your potential clients or project offers you choose to sell. The more organized, clear and transparent your SOW is the faster clients will sign.

Project Name: START UP BUSINESS STRATEGY Price: $3,000.00 USD Deposit to start: $1,500.00 USD Final Payment: Upon delivery.

Their challenge or goals: By reiterating this, it will make it official and both parties are clear of the goal that will be delivered.

What they are getting: • • • • •

2 hours/week of business assessments for 1 month.

Financial startup goal planner.

1 hour a week of “How to sell” coaching.

1 special feature at Media Financial Blog/Magazine Complimentary materials if included.

What the results will be: (Make sure you include these, the lack of clarity can lead to frustration from your client).

After 1 month you will have the business strategy for your business and a paid out plan.

• You will have media coverage that will promote your business leading to more business deals.

• You will be trained how to speak and sell your business in private and speaking events.

• All your answers will be covered and business information as you start your business.

What they will not get: Be clear on what they should not expect/assume to get if it is not included.

Additional: Any additional service or time will be charged $100 per hour or a new scope to work can be delivered.

See terms and agreements: Agreements, conditions should be shared PRIOR of signing up What are the milestones Refund/Cancellations Any liability and protection details.

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HOW TO OVERCOME AN OVER SATURATED MARKET?

The standards have been raised. How do you stand out among others when it seems that everybody is doing the same work or offering the same services as you? There are a few fundamentals that separates from the rest so you can run your own race and you are not vulnerable to compete in a saturated market.

1

Create a solid business so you can serve clients, companies, and build partnerships.

Take time to build a solid and strong company and not show yourself as an inexperienced amateur.

2

Rather than creating more noise in social media, learn solid business, take business certifications, and school degrees so you have the credentials that will make you legit and a qualified business.

3

Create your own brand. Find your style and what makes you great. Take time to study the best brands in the world and apply the same superior standards to your business.

4

Take time to differentiate yourself and create something that will inspire people. Less is more and when you choose not to do the same practices as others your creativity will step in and allow you to come up with ideas to be different.

5

Build a strong resume. Create services you could offer to individual customers but also to companies. Have multiple products so can reach a wider audience.

6

If you have high-price offerings, be selective and choose your channels wisely, more professionals. Limit yourself from busy social channels like Facebook that are noisy and saturated.

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13. HOW

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HOW TO SPEAK OR CREATE YOUR EVENTS TO SELL YOUR PRODUCTS. Speaking events can be a powerful way to generate more sales and grow your business, there are many ways to do this with partnerships, companies or on your own. Speaking events is in fact one of the fastest strategies to grow your brand for a lot of reasons: • You will create new relationships.

• Create trust with your new connections.

• People love deals and to be the first of exclusive privileges. You can offer deals for people to be excited and that they will want to take advantage because they are treated as exclusive.

• The event can create an experience, impact, and a positive momentum for more sales later on.

• It will give you more credibility.

• You could make more sales on the spot, sign deals on the spot.

• It can open you new doors, if you maximize what that location has to offer you could leverage from the traffic of that event.

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SPEAKING AT ORGANIZATIONS AND OTHER PEOPLE’S EVENTS.

Speaking at organizations and other people’s events can speed up your sales tremendously, giving you more credibility as an expert on your topic, and leveraging from the audience of the event.

Things that will help you get in the door when asking to be part of an event: • Having a strong mission, long list of followers and media features.

• Having a reel on your site showing the value of your speaking.

• Having a product you can offer for a discount or for free that they will be interested to offer.

• You are very good at your work and they will be excited to support you.

• This is where having connections and a strong network comes handy. Other people can recommend you.

Things to consider when you reach out: • The organizers are busy, and depending on the venue they may be open for new speakers so it may take a lot of persistence, without getting a response.

• Some of these events have their speakers lined up before they get promoted, so start the research of events you are interested in at least 6 months - 1 year in advance, this will give you time to prepare.

• If they say they already have the speakers, offer yourself as a backup speaker in case someone cancels, also ask how can you put yourself on the list of potential speakers. Some professional speakers have busy schedules so

there could be cancellations. Also ask for their calendar of events, in case they have other potential events, or you can plan according to their cut off dates.

• Try to attend as a guest if you can meet some of the organizers, connect on social media and tag their event. They will appreciate it and will help build a relationship with the organizer by making them look good.

• Remember, a NO right now, it does not mean a NO forever. You may not be ready for some of these events and it is better you work your way up to be a match.

How to prepare if you speak at event: • Now let’s say you do attend and get to speak in an event. You will have to prepare very well and maximize the potential of this opportunity. This could be the beginning of more.

• Your speaking topic must make an impact so people look for you at the end to meet you.

• Have a set table if possible with an assistant to help you promote your products.

• Have lots of business cards. And hand them out and when you speak with people, take pictures with them, tag

and connect on social media. You must remember there is a momentum and impact of each new connection that must be taken advantage of. If you wait too long you may miss the window of opportunity or their excitement to have met you, missing a potential sale.

• Don’t be too salesy on your speaking topic, you are there to offer value in the benefit of the organization so can’t be too obvious you want to sell, but offer your availability if they want to connect.

• If you get a table or spot, have free offerings, discounts or something people can take with them and follow up.

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CREATING YOUR OWN EVENTS

This is where you can have fun and full control of your own show. Creating your own event gives you full flexibility on your plans, without spending time asking for someone to give you an opportunity. It has a lot of advantages if you are willing to invest some money and time.

Pros: • You choose the date, venue, limit of people, agenda and how to market.

• The event will be all about you. No one else.

• You can have a fun agenda to make it exciting, interactive and engaging with your guest.

• You can do as many events as you want to grow your brand and your sales.

• You don’t have to follow what others do. Be creative, you run your show.

• You will have full freedom to offer your products and make sales.

Cons: • You will need an audience in place, and you won’t be able to leverage on the marketing from other organizations.

• You could deal with a lot of no-show offs and have a smaller turn around than expected.

• You will have to pay for all the expenses.

• You will have to market yourself.

Recommendations: • Bring partners that have name recognition to support you.

• Charge an entry fee. Make it affordable but not too cheap so you get people that are serious to attend.

• Plan what is your minimum goal for the guest so it pays for itself.

• Market it at least 60 days in advance to increase your chances.

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WORKBOOK AND TEMPLATES To download workbooks, visit Successfuly.com/workbooks templates on /workbook

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YOUR BRANDING POSITIONING TO WRITE YOUR BRAND POSITIONING ANSWER THE FOLLOWING: 1. What is your consumer needs and desires? ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ 2. What advantages you have over your competition? ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ 3. What is your winning combo that makes you unique? ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ 4. What is the emotional effect your audience will get from you? ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ 5. What will get them to buy from you? ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ 6. What inspires you and will inspire them? ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ 7. What are the powerful and inspiring words that describe your brand, you, and impact it creates? ________________________________________________________________________________________________________________________ ___________________________________________________________________________________________________________________ Successfuly. © Content Protected. All Rights Reserved.

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CALENDAR TO PREPARE YOUR START UP

Let’s face it. We always have an idea of how long something will take, only to find out it actually took us double the time we planned. Let’s avoid some of this wasted time and help you stay focused and disciplined in order to achieve your goals. Remember, by doing the preparation work early on, it will prevent you from having to work backward when you’re already in business.

This list will help you stay on track of the materials you’ll need to work and give you perspective on where you stand with your business branding materials.

Development Phase

1

Develop product

2

How to monetize

3

Plan your finances

4

Business legal registrations

5

Branding branding materials

6

Design materials

7

Marketing campaigns and strategies

8

Business sales partnerships.

9

Start Selling

Estimated Time

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YOUR BRANDING POSITIONING

NOW CRAFT IT ALL TOGETHER. ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________

VERSION TWO. ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________

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YOUR STORY WORKBOOK Who is your client? Describe in words and list here.

What is their problem, challenge? Keywords that explain their struggles.

What is your solution? List the uniqueness, and why is a fantastic solution.

What is your magic?.

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CHECKLIST THE NEEDED BRANDING MATERIALS: This list will help you stay on track of the materials that you will need to work and give you perspective of where you stand with your business branding materials.

______

Brand Identity

______

Full color formats and different sizes

______

Reversed color formats and different sizes

______

Color formulas

______

Typography guidelines

______

Branding positioning message

______

Your Pitch. Long, medium and short message

______

Image styles

______

About you as a founder story

______

Business story/mission

______

Target market guidelines

______

Media Kit

______

Press release templates

______

Email marketing templates

______

PPT/deck template

______

Pitch deck for partnerships

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TARGET MARKET HIGH-LEVEL WORKBOOK. In your branding positioning you found you solve a couple of problems or you can offer a high- level product to some clients. Create a segment description for your HIGH-LEVEL potential client so you can prepare a specific product, and an offering.

Nickname: Price range he/she could afford to buy?

Where does he/she live?

What is his/her demographic?

How does he/she communicate and his/her source of information?

What industry does he/she work in?

What is his/her hobbies?

How much does he/she earn?

How does he/she think?

What are his/her challenges and how can you help?

What is important to him/her?

What are his/her biggest objections to using my service/product?

What pushes his/her to make a purchase decision?

Who had these customers before me?

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TARGET MARKET MEDIUM-LEVEL WORKBOOK. In your branding positioning you found you solve a couple of problems or you can offer a high- level product to some clients. Create a segment description for your MEDIUM-LEVEL potential client so you can prepare a specific product, and an offering.

Nickname: Price range he/she could afford to buy?

Where does he/she live?

What is his/her demographic?

How does he/she communicate and his/her source of information?

What industry does he/she work in?

What is his/her hobbies?

How much does he/she earn?

How does he/she think?

What are his/her challenges and how can you help?

What is important to him/her?

What are his/her biggest objections to using my service/product?

What pushes his/her to make a purchase decision?

Who had these customers before me?

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TARGET MARKET LOW-LEVEL WORKBOOK. In your branding positioning you found you solve a couple of problems or you can offer a high- level product to some clients. Create a segment description for your LOW-LEVEL potential client so you can prepare a specific product, and an offering.

Nickname: Price range he/she could afford to buy?

Where does he/she live?

What is his/her demographic?

How does he/she communicate and his/her source of information?

What industry does he/she work in?

What is his/her hobbies?

How much does he/she earn?

How does he/she think?

What are his/her challenges and how can you help?

What is important to him/her?

What are his/her biggest objections to using my service/product?

What pushes his/her to make a purchase decision?

Who had these customers before me?

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HOW DO YOU PITCH YOUR PRODUCT OFFER?

It’s good to practice variations of your messaging for different reasons, as the time and place may allow for more elaboration of details or could give you only a few seconds to speak. Therefore, you should practice your messaging in different forms to share according to the situation. In addition, you don’t want to sound as though you’ve simply memorized your message or are fake. Come up with both a long and short version of your pitch.

Every business develops a variety of products with slight differences in quantity or price to reach a wider audience and not miss out on some market opportunities. Include your offering product as the last part of your message so that you also learn to sell. Develop a high-price and a low-price offering.

You will speak this message over and over in all your communications.

Who is your high-level target?

Biggest problem: Solution: Message: Your product offer.

Who is your low price target?

Biggest problem: Solution: Message: Your product offer.

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HOW TO PLAN YOUR MARKETING CAMPAIGNS. PER MONTH

CAMPAIGN NAME: TARGET CLIENT (HIGH, MEDIUM, LOW): Distribution

Weeks

Channel

cycle

Goal

Point of

Frequency

End-Date

Contact

Traffic

Sales

Achieved

Partnerships B2B

Company Partner Company Partner

Company Partner

Digital Marketing Email Newsletter IG FB Twitter Linkedin Print Magazine Ad Newspaper Local Magazine

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PUBLIC RELATIONS WORKBOOK

Everyday, set some time to connect with journalist and the media. Even if is for 2 hours, this is your social media daily interaction. Below we have a workbook guide and schedule to help you be on track.

Week of: ___________ Agent Name

Media

Social Media

Date contacted

HOW TO REACH THEM TEMPLATE: Paragraph 1: Provide the news-worthiness with a strong introduction including the Who, What, Why, Where, and When so the message about what you’re solving and why you’re worth the news feature is clear.

Body Content: You can use statistics, quotes, and testimonials that serve as supporting evidence. These facts will be useful to the journalist, saving them time in sourcing external quotes. Quotes from you as the founder are also useful, as they show yourself as an expert. It can likewise be useful to look at press release templates online to use as a base, which often include a space for the editor’s notes.

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REACHING OUT TO CLIENTS

As with any job search, gaining clients or potential partners requires time for research, making contacts, and starting conversations. Most partnerships and client enrollments require a series of conversations before an official business deal is formed and is best to start small. Keep track of your potential clients, how many conversations are you having weekly – remember, there is magic in playing with the numbers game, and being prepared for when the opportunity comes, so you must be proactive in reaching out.

Most people expect to see results quickly or they can’t actually see the progress, so this list will give you a plan and perspective of the progress you’re making.

Week of: ____________________ List of potential partners/clients Client/Vendor

Why is a good fit/what

Challenge and strategy

When to follow up.

can you offer?

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GET YOUR CLIENTS SALES PLANNER If you have products to sell, plan your profit goals according to your offerings and determine your conversion rate.

Understand what your conversion rate is. When starting out sales take more time but as you scale and you are selling your conversion rate will grow because the more successful you are the more people will be ready to buy from you.

Adjust your numbers based on a conversion rate of 20% as a start up. For instance, if you need 3 sales per month, you need at least 15 attempts to sell. This will help you know how many attempts to sale you should make to reach your numbers. Divide your conversion rate by the number of sales.

Now how to continue sales the entire year (this is based on a 20% conversion rate).

Product High Price: $5,000.00 3 clients per month x 12 months = 36 clients a year, total in sales of $180,000.00

Product Medium Price: $2,000.00 3 clients per month x 12 months = 36 clients a year, total in sales of $72,,000.00

Product Low Price: $900.00 3 clients per month x 12 months = 36 clients a year, total in sales of $32,400.00

Entry product: $75.00 15 clients per month x 12 months = 180 clients a year, total in sales of $13,500.00

NOW MAKE YOUR PLAN What is your goal per month: _________________________________________________ What is your conversion rate: _________________________________________________

Product High Price: ________________ ______________________________________________________________________________

Product Medium Price: ________________ ______________________________________________________________________________

Product Low Price: ________________ ______________________________________________________________________________

Entry product: $________________ ________________________________________________________________

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HOW TO ACHIEVE THIS:

Make your list of potential sales leads on many areas of opportunities and how many sales you need from each, what is the conversion rate and sales you need to achieve in each area as part of your strategies to achieve your goals. Remember that as you start connecting with more people more opportunities to sell will rise.

Example of a plan. Decide how many of these opportunities you will reach.

• Speaking events. ________________________________________________ • Your referrals. _____________________________________________________ • Your partnerships.________________________________________________ • Affiliations. _______________________________________________________ • Other marketplaces.______________________________________________ • Networking._______________________________________________________ • Social media connections _________________________________________

Total of potential sales: _________________________________________________

EVERY MONTH MUST MAKE PROGRESS. Questions to ask yourself as you are learning to sell.

What goes wrong in the conversations? _______________________________________________________________________________________________________________________

What is the common reason potential clients do not hire you so you can include or improve? _______________________________________________________________________________________________________________________

What goes right on the conversations? _______________________________________________________________________________________________________________________

What is uncomfortable or challenging during your sales process? _______________________________________________________________________________________________________________________

What can you add as a product or gift to be more generous to your clients that they would appreciate and be happy to work with you? _______________________________________________________________________________________________________________________

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LIST YOUR PARTNERSHIPS WORKBOOK. Company Name

Partnership Project

Their audience size

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YOUR SCHEDULE

Now get organized and craft your own schedule. You will adjust this as needed as you face challenges and depending on your deadlines.

Hour

Monday

Tuesday

Wednesday

Thursday

Friday

Saturday

8-9am 9 - 11am 11am-1pm 1-2pm 2-4pm 4-6pm 6-7pm 7-8pm 8-9pm 9:3010pm Was your plan accurate? ____________________________________________________________________________________________________________________ What is the most distracting aspect you need to avoid? ____________________________________________________________________________________________________________________ What is taking you longer than planned? ____________________________________________________________________________________________________________________ How can you plan more accurate so you are on track on your day? ____________________________________________________________________________________________________________________ What tasks are you struggling to fit in your schedule and how can you delegate so they get done? _________________________________________________________________________________________________________________ Successfuly. © Content Protected. All Rights Reserved.

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