START-UP BUSINESS 'TALK'

5 Things To Know About The Current State of Startups

2011-08-25T11:00:00.003-04:00

So the start-up world is constantly evolving. And it's time you kept up with it.

For you start-up founders so in love with your small business that you can't get your nose out its you-know-what, here are some things you might want to know about the world outside of your love affair (we dig your love affair by the way):

Investors still want in on your startup action. Y-Combinator's latest startup event was proof. 63 startups pitched for two minutes each, to a room of investors! What does this mean? In case you're not aware, Y Combinator is an incubator that gives seed funding to startups. Seed funding is what pays your expenses while you continue to work on developing your product and brand. Twice a year, the incubator has a bragging day--where they introduce their startups to potential investors.

This year, their demo day included 63 companies; although the incubator usually hosts about 40 companies for these events. So what's cooking? I'm sure we'll be hearing more soon; but any news of hiked investor interest in startups, is good news.

Check out the companies that pitched: Y Combinator Demo Day.

Start-Up America: what is it and how is it doing? Startup America is a movement that was launched as a result of countless meetings between President Obama and entrepreneurs (I'm sure most of you can remember when Twitter's co-founders were all excited about going to the White House). The initiative kicked off with different programs and events catering to startups.

Eight months in and you're wondering how the program is faring? No, sorry that was an understatement. You're wondering how it can help YOUR startup. Here's a great Startup America update for you.

There is still startup optimism. If you don't believe me, hear it from this global entrepreneur and founder of The Founder Institute; startups will come out ahead.

Social Media for your small business start-up. Now this is an ever-changing industry that baffles most small business owners. And I hate to be the bearer of bad news here but it's not getting any better; for social media introverts that is.

If you thought that getting on Facebook for business was new territory, or that testing out Twitter was a little difficult at first, be aware that Google + is here to stay. While some call it just another version of Facebook, with its model built around interaction and online hangout, Google + SEO may affect how your business' website gets found on Facebook. Learn about how your business can get started on G + by taking the tour to get acquainted with how it works.

Free Facebook Custom Tabs. Tech geeks salivating yet? This one is a brand new application created by startups for startups. If you need to design an experience on your Facebook business page, GOSO has made it easy for you to do it FREE of charge. So you html geeks, read about how to easily create a custom tab for your Facebook fan page.

The state of food startups. Food startups continue to be a hugely underrated part of the startup industry, so I applaud 500 Startups for their recent event. The New Food Chain: Investing in Food Startups was an event hosted to bring together food startups and investors to explore the new trends in food apps. You gotta admit, food and healthier choices is a big deal these days (numbers don't lie). So click here to get all the details about what unfolded at this event.

Your thoughts: Anything else that we could add to the list? Look out for similar posts soon. And if you like what you see, don't forget to subscribe to StartupBizTalk below.

Cheryl Isaac is a business strategist and entrepreneur who has been in love with startups and their idiosyncrasies for years. She is a former investment and small business banker who believes in making business personal, an author, international business contributor to Forbes, and the founder of StartupBizTalk. You can find her here on Twitter and Facebook.

How To Push For Cash When You're In The Service Business

2011-08-23T09:41:00.001-04:00

One of the well-known cons to owning a service business is that your business depends on your work in order to receive money. It can be a burden sometimes, the business and your clients are depending on your expertise. So most times, service business owners find themselves doing labor, with a promise to be paid.

But what about the smaller bills you have? The ones that you wouldn't mind getting paid while you continue to work?

You don't work, you don't get paid.

While this may not be necessarily a bad thing; particularly when you have clients you're fond of and can build good working relationships with, it still can prove to be difficult at times. Especially when you have picky, hard-to-satisfy, disgruntled, I-want-it-NOW-or-I'll-tell-you-how-bad-of-a-person-you-are type of clients.

What Do You Do?

Payment Plan. If you want to cash in quickly, offering a payment option that allows a client to pay you in several installments as the project continues, may be your best bet. Get them paying while you work; especially if it is a big ticket item.

Deposit Option. A small deposit never hurt anyone. The key is to keep it small silly, don't try to gorge people. When I started my first business, I was in the business of getting funding for small businesses. Here I was, a business banker fresh off the bank market and the banking industry had yet capsized and taken the turn that it has now. I could find anybody any kind of money: $5000 or $250,000. I had relationships with bankers, middle men, SBA agents...you name it. But getting the funding packets together was no easy matter. I had to find a way to have people pay me for the amount of hours I was putting in. Deposits helped tremendously.

Automatic Payment. A small business client of mine argued with me incessantly about this point, until he finally tried it. Since then, his cash receipts have been sailing smoothly. He was having a hard time collecting payments from clients, and his business model was such that he did work every month, on a consistent basis, and had to collect payment each month. If you have to work with clients for extended periods of time, on a monthly or quarterly basis, find a way to have an automatic payment plan set up. All it takes is a credit card number, a planned date and amount, and money into your bank account.

Establish Project Phases. Helping your client understand, can get you paid even faster. If you will be working on a project that takes a couple of months or more, set time-frames for completion of certain phases within the project. This way, the client sees the project moving forward. You could then incorporate a payment schedule with each phase.

Meet Deadlines. None of this would be possible if you weren't meeting your deadlines. No one wants to pay you if you don't deliver on a promise. If you want to push for cash sooner, find some method or project software that will help you meet your deadlines.

More Meetings. Communication is key to anything in life. Let's say you were unable to meet a deadline or complete a project phase, a meeting or conversation with your client could make he or she feel better about this. Meetings also make you look like you're working. Don't get me wrong, the key is to actually work. But when you're constantly in touch with a client, going over the project phase, giving your recommendations, giving them visuals, you could actually get paid even if you've made a mistake or two.

Anything else I could add to this list?

Cheryl Isaac is a business strategist and entrepreneur who has been in love with startups and their idiosyncrasies for years. She is a former investment and small business banker who believes in making business personal, an author, international business contributor to Forbes, and the founder of StartupBizTalk. You can find her here on Twitter and Facebook.

4 Simple Ways To Accept Payments For Your Test Product Or Service

2011-08-16T15:56:00.001-04:00

I'm in the line at Starbucks with my client and he's on the phone with one of his mentors. The mentor tells him that he was considering purchasing his (the startup client) product, but his assistant didn't know where to send the check.

"Does she have all the account details?" my client asks.

"Yep!" his mentor responds.

"Well can you transfer me to her and I can take the payment now." He gets transferred and the next thing I know, we're ordering lattes and he's taking a credit card payment right there on his Ipad.

The product is two weeks old and still in beta. This guy is brand new to business and doesn't even know what a "merchant account" means. But he's collecting payments while getting coffee. Pretty neat if you ask me.

You know how that idea takes over your thoughts and focus until you find yourself wondering what if? What if this could be a seller? What if this was IT? Well, you'll never know if you didn't come up with a method that allows people to pay for your product or service during the test phase.

One way you can make this happen is by coming up with an easy method to collect payments for your test product or service.

Payment Processing Tools: The Pros & Cons:

Google Checkout

Google offers a quick merchant checkout that can be added to your website or blog. You start by signing in with your Google account, or create one and the steps are pretty simple after that. The transaction fees depend on how much you sold during the previous month. So if your sales were less than $3000, you're charged 2.9% + )$0.30 for each transaction.

Benefits: Google users will have a quick and hassle-free checkout. Also, the Google checkout badge helps your product appear in search listings.

Downside: Shoppers may have to sign up for Google checkout if they don't already have an account.

Square

Square gives you a really convenient way to accept payments from your cell phone or Ipad.
You sign up and get:

A free credit card reader for your phone
An account to manually enter your credit card number via your Ipad

Benefits:

Low transaction costs. 2.75% per swipe. This is the only figure--lower than other checkouts-- that you have to worry about paying.

Convenience. Once you have your phone or Ipad, you can accept a payment in the food line or at the airport.

Smart Receipts. You can actually turn your Ipad into a checkout register, have your client sign their receipts, and email it directly to them.

Downside: In the past, you had to wait a while to get approved, and receive your card reader. It seems that Square now has a "fast setup" option (one that we haven't tried yet). One thing to keep in mind is that if you're receiving bigger payments from clients, you may get $1000 deposited into your account, and there is usually a 30-day wait for the rest.

PayPal Cart

By now, you're familiar with PayPal. But have you gotten acquainted with PayPal for Business? With PayPal Merchant Services, you can design your website to accept payment online, or you can accept the payment on the phone (if you choose the Paypal virtual terminal option). Or, you could also send email invoices to your customers.

What you pay PayPal: $3.20 per $100 transaction.

Benefits:

The design factor. You or your graphic designer, can design your paypal button to fit your website branding (this way you don't have to have the generic paypal button on your website).

PayPal Virtual Terminal. A lot of small business owners wish they had the option of simply collecting payment on the phone or in person (when necessary). When a client hands you a credit card, you don't want to pass up the opportunity because you need to "go home and send them an email with your Paypal payment site." Paypal virtual terminal acts like a regular "merchant service credit card processing." I was really impressed when I saw a business owner do this: you can simply sign on to your own website and take the person's credit card number and address. Then boom! You're paid.

Downside: If someone already has a PayPal account and they're trying to use another card or option, sometimes the system keeps recognizing them and it may cause some checkout hassle.

Authorize.Net Mobile Merchant

Authorize offers you a POS (Point of Sale System) that attaches to your cell phone or Ipad. In addition, there's a merchant site for checking payments, etc.

Benefits: Customer service department for potential issues. Lower transaction fees.

Downside

The setup: You need a merchant services account on the back-end (so you end up paying more since you have merchant services fees) and you need to contact a reseller to inquire about pricing and setup.

Use Authorize if you already have a merchant services account and need to be able to contact someone directly if something goes wrong.

Your Thoughts: Things change quickly with technology, so is there something I missed with any of these tools? Have you had any experience with any of these? Feel free to leave a comment with your thoughts.

Cheryl Isaac is a business strategist and entrepreneur who has been in love with startups and their idiosyncrasies for years. She is a former investment and small business banker who believes in making business personal, an author, international business contributor to Forbes, and the founder of StartupBizTalk. You can find her here on Twitter and Facebook.

3 Costs Your Retail Start-up Should Avoid Paying

2011-08-11T13:01:00.000-04:00

In previous posts dedicated to the retail business, I've briefly discussed, 10 Tips To Follow When Searching For Office Space, and 7 Ways For the Retail Start-up To Get Traffic.

Today I wanted to focus on the thing that most retail business owners miss during the excitement of launching a new business.

Costs. They hang on to retail startups. And they can add up.

You're starting a retail business and opening a storefront location to service walk-in clients. This means that unlike the bootstrapping businesses out there that sometimes get started out of a garage, kitchen or bedroom, you can't afford to skim some of the costs that they can. There are quite a few things that you'll need to look evaluate.

In my previous business, I owned a business planning agency that worked one-on-one with retail and service-based businesses. We helped during the start-up planning phase. Our clients had start-up funds, but they also had start-up costs that added up. My job was to help them lower those costs.

These are just a couple of ways we helped them do that:

3 Things You Don't Want Your Retail Start-Up To Pay For

Don't Pay For Build-out Costs

This is the term used for the type of remodel or restructuring that will have to be done to the space before you can operate a business there. For instance, if you're renting a space that was previously used as storage for another business, you may have one big room that may need to be turned into a few separate rooms. Or if you're starting a spa, your state will require that you have rooms that meet certain specifications. You should not be paying for all of this yourself. The landlord has some duties and responsibilities within a down market.

I had this discussion with a banker who was financing a deal for one of my retail customers. "Whatever she does, she should not be paying upfront for any build-out costs. We'll make sure that this doesn't happen," was his response when I ran the scenario by him. He went on to say that his past five landlords were coming through on deals. This guy specialized in business banking and had funded a few of my clients.

The owner of the property may come in at half of the build-out costs, or they may pay for it in full and charge you a portion on the back-end of the lease. Whatever the scenario is, be sure to save your start-up cash for the stuff that may cause your business to close down quickly if you weren't careful--like operational expenses.

Don't Pay Rent...

As soon as you walk into the door.

It's no secret that everyone has to pay rent, after all no one gets a space free of charge right? However, retail startups want to do all they can to avoid paying rent the very first month. Don't even think that you're crazy for requesting this from the property owner because this is standard (with minor exceptions for a couple of states). Think about this way, there are so many other miscellaneous costs that will smack you in the face and tell you to wake up to the world of retail ownership: like getting utilities turned on, ordering your first batch of inventory, signage for your location, retail CAM charges, etc. Adding rent to that could be disadvantageous to your business.

And most building owners understand this. When working with retail clients, my team and I have been able to negotiate three, six, and twelve months free rent (the twelve months was a big deal, but there were reasons for that one).

Don't Pay If The Business Doesn't Take Off

Ahh the worthwhile "contingent upon _______" clause. Some retail startups find themselves having to act as a business in operation even when they are in the pre-start phase. For example, a trade school has to get a location, set it up as if it's ready to open for business, and then wait to get the go-ahead from their state (state certifications) before formally opening to the public. Well what happens if the state decides against licensing the school? Should the start-up owner still be liable for a lease that does not have a business running?

The same thing applies regarding business financing. What if a start-up owner gets the lease and is hopeful that an investor will be helping to fund the business? The investor goes bankrupt and the start-up owner decides that he/she may not have enough to continue with the business. A "contingent-upon-financing" clause may mean that he/she will not be held liable for the lease.

How To Get This Done

Get a lawyer and a commercial realtor. In the past, my agency never closed a retail deal without these two principals communicating with each other, with us, with the business landlords, and with the client. Here's how I see it, a good lawyer will lessen your liability, a good commercial realtor (notice I stressed 'commercial') will make sure the landlord takes some responsibility.

You can't do this alone.

Cheryl Isaac is a business strategist and entrepreneur who has been in love with startups and their idiosyncrasies for years. She is a former investment and small business banker who believes in making business personal, an author, international business contributor to Forbes, and the founder of StartupBizTalk. You can find her here on Twitter and Facebook.

Does Lending Club's $25 Million Late Stage Funding Solidify The State of Business Funding?

2011-08-03T23:09:00.002-04:00

Ir's only fair that a peer-to-peer lending site gets the money it needs to get other people the money they need, don't you think? Today, Lending Club announced its $25 million funding it received from Union Square Ventures, led by none other than Fred Wilson, VC to Twitter.

What, if anything, does this say about the state of business funding?

In 2007, investor Fred Wilson stated his preference for seed investing; adding that seed investing--when someone invests in a company early on in the game--was better than late stage investing. He didn't think that VCs could impact the development of a company with late stage investing, that they would simply have to accept the direction of the company.

Why now? Well Union Square reached out to Lending Club precisely for the very reason Wilson was leery of late stage investing in the first place--Lending Club had already set the pace for their company. They had a direction and that direction was working well for them.

When interviewed by Forbes' Nicole Perlroth, Wilson admitted that their company liked Lending Club's lead within their industry: the lower rates, better returns, and sophisticated investors. Undoubtedly, they liked their revenues too. Lending Club expects $20 million in revenue this year, and has grown by180% each year.

Late stage investing has become popular since 2008, so much so that in the first quarter 2011, it surpassed investments in clean tech startups.

With the state of the economy, perhaps investors feel better investing in companies that have:

Tried and tested business models
Target clients that make the business model work
Consistency
Core competency

And of course, having a solid revenue track record never hurt anyone.

Cheryl Isaac is a business strategist and entrepreneur who has been in love with startups and their idiosyncrasies for years. She is a former investment and small business banker who believes in making business personal, an author, business writer, and the founder of StartupBizTalk. You can find her here on Twitter and Facebook.

How To Sell Your Tech Startup

2011-08-02T19:39:00.000-04:00

You could start by following the example of startup founders who have been there, done that.

Pyra Labs (A.K.A. Blogger.com)

Evan Williams started Pyra--what was supposed to be a personal and project information management system. He then partnered with his friend, Meg Hourihan--someone who had a management consultant background. While working on Pyra, they decided to start Blogger as an additional incentive for the companies they helped.

Blogger is started in 1999 and takes off unexpectedly (while they're pouring all of their efforts into Pyra). The founders then decide to focus on Blogger full-time. By 2003, Blogger had one million users and Google bought Pyra (the first Google acquisition).

Interesting fact

The co-founders meet at Google's offices to discuss a partnership of some sorts. When they start to present their ideas and Google's executives tell them this:

"Yeah, there are lots of ideas, but it's hard for someone like us to really partner with someone so small as you; why don't you just come here and do all that stuff?"

Important Facts

Full-Time Gig: The founders decided to dive into their start-up. Although Evan worked as a HP contract web developer from time to time, his focus was on his startup. Meg left her job within two months of Pyra being launched.

Money: Blogger was not a revenue-maker in the beginning. But the founders managed to raise half a million dollars from O'Reilly, Advance.net, Meg's parents, Borthwick of AOL, and two other people.

Groove Networks

Ray Ozzie, former founder of Lotus Notes, founded Groove Networks as an internet-based work-group collaboration software. Microsoft acquired Groove in 2005 and Ozzie became chief technical officer for Microsoft. In June 2006, he took over as chief software architect from Bill Gates.

Important Facts

Before he starts a company, Ozzie says that his business plan looks something like this:

A scenario-based document. This describes the challenge that he's trying to address so that potential funders and employees are knowledgeable.
A bottom-up document. Describes the different technologies that will have to be assembled in order to get to the vision.
Whiteboards. For working through difficult algorithms and making key decisions.

Hotmail

Sabeer Bhatia and Jack Smith came up with the idea for Hotmail out of frustration--their employers had firewall that prevented them from accessing their emails. They first started Javasoft and it morphed into Hotmail.

In 1996, Hotmail was the first web-based free email to be offered. Less than 2 years later, they had grown their user base faster than any media company. On New Year's Eve 1997, Microsoft acquired Hotmail for $400 million.

Important Facts

They didn't quit their jobs at first. Instead, they spent weekends and nights building the product. When it was time for somebody had to work on the business full-time, Jack quit his job and Bhartia split his paycheck with Jack.

Funding Challenges. Their first round was $300,000 with a 15 percent split. But they signed a contract with the VCs having the right of first refusal. Unbeknownst to them at the time, this meant that they couldn't go to any other VC without their VC being contacted. This hurt them in the short-term; particularly when they were hearing from other VCs that their VC didn't want to fund them because he wanted a higher valuation. They finally had to settle for a lower valuation and move on.

The Pre-launch efforts: They get funded in February, the site launches in July. They get 100,000 subscribers in the first 3 months by launching a PR campaign, talking to journalists, doing an east coast and west coast press tour, etc.

Talks with Microsoft. This started after their first year in business. The founders had 7 million subscribers and Microsoft was intrigued. Microsoft had a problem providing email to their 2.5 million users, so they needed Hotmail's expertise. At first they talked partnership, until Microsoft saw that Hotmail planned to be similar to them. This is when acquisition talks began.

As you can see, there are so many lessons to be learned from these real-world examples. Take what you will.

What are your thoughts surrounding these examples and true stories? Let us know what you think in the comment box below.

Cheryl Isaac is a business strategist and entrepreneur who has been in love with startups and their idiosyncrasies for years. She is a former investment and small business banker who believes in making business personal, an author, business writer, and the founder of StartupBizTalk. You can find her here on Twitter and Facebook.

A Serial Entrepreneur Becomes A Millionaire From An Accidental Startup

2011-07-27T14:56:00.001-04:00

Monis Rahman, serial entrepreneur, accidentally launched Rozee.pk when he needed to find more programmers for his startup.

Having started a few other ventures in the past (one of them Edaycare.com that attracted $2.5 million from investors but later ran out of money), Rahman was in the middle of a social networking site startup (Naseeb.com ) that would be the Friendster for Muslims living in the United States and United Kingdom, when he stumbled upon the need for his current business.

He was in need of more programmers and support staff for his matchmaking site (Naseeb.com) and buying ads was getting to be too expensive. This is when he decided to build a job search website and name it Rozee.

Soon this new website was generating more traffic than his business website.Other companies were joining in, paying $29 for single ads and $20,000 for advanced services. He now found himself running two businesses.

The BreakDown

His Start-Up Costs: $60,000 + $75,000 ($25, 000 from LinkedIn Co-Founder Hoffmann, and 2 others)
The Sacrifice: Moving back in with his parents, doing some of the programming himself
His revenue model: His dating site (Naseeb.com) $40 for annual memberships, the job search site (Rozee.pk) $29 for posting
Strategy: Although operating globally, he registered his parent company in the U.S. to make it easier to raise money
His Struggle: Sales team employee turn-over, collecting payment from customers

When interviewed by Forbes Magazine, Rahman admitted to pulling in $1million in sales.

The lesson: keep your eyes and ears open because there could be a business model waiting to be built from your accidental startup.

Cheryl Isaac is a personal business start-up strategist who contributes to Forbes here and blogs about Making Business Personal here.

Need Funding For A Startup With Global Appeal? Start Up In Chile

2011-07-25T13:10:00.002-04:00

This article first posted to Forbes, where StartupBizTalk contributes.

Chile wants to become the innovation and entrepreneurship hub of Latin America and they’re certainly moving forward to make this happen. In April, 110 startups were chosen and given one-year visas to Chile. The goal? Start an innovative business, with a global mindset, that will also help Chile.

What better way to help entrepreneurs hone in their creative juices? An exotic adventure coupled with creativity could just be innovation heaven. At least this is what Chile hopes for anyway.

Shonika Proctor, an entrepreneur who left America to live and work on a start-up in Chile, certainly thinks that it was an opportunity worth exploring. When I asked her why she decided to go to Chile, she answered candidly, “Chile chose me.” Her business partner had accidentally come across her, while googling a famous Proctor, and the conversation about joining Startup Chile started.

The Chilean government has made it easier for entrepreneurship to find its way to Chile. Startup Chile, a program of the Chilean government, was founded to “attract world-class early stage entrepreneurs to start their businesses in Chile.”

When I asked Shonika what she thinks about living and doing business in Chile, she tells me, “I see my impact in real time.” Shonika, also a teen entrepreneur coach and founder of Renegade CEOs here in America, remains inspired by the Chilean’s government initiative to have more experimental, and social innovative entrepreneurial programs in high schools by the year 2014.

Curious about the benefits to entrepreneurs, I asked Brenna Loury, a representative from Startup Chile, this question: why would someone want to start-up in Chile? Her response, “Chile's stable yet growing economy is currently booming while other main world economies are struggling to stay afloat; which makes the country a very attractive launching pad for a startup to go global or to enter into the Latin American market.” She also mentioned the 17% corporate tax rate in Chile.

Indeed, Chile is also considered one of South America’s most stable and prosperous nations; holding its own at number forty-three on The World Bank’s Ease of Doing Business Index.

In addition, startup entrepreneurs to Chile get $40,000 in funding, help with finding housing, and an international collaborative work environment that allows them to focus on developing their concept.

Curious, I decided to look up some of the startups in this program. What I found was that startups in this program are developing business concepts that offer great solutions globally. One such startup that sparked my interest was, Safer Taxi, a business that offers mobile applications and online platforms to help make cab rides safer: enabling taxi riders to rate their rides, and interact online. Safer Taxi has been able to operate in the Uk, Argentina, and the U.S.

Then there’s Vennder, another Startup Chile participant, ranked “Top 5 DIY E-Commerce Solutions for Small Businesses” by American Express.

If there was to be a complete recipe for helping start-ups successfully develop business ideas into business models, Startup Chile might just be holding the secret ingredient. And I plan on staying tuned.

Why You Need A 'Tag-Phrase' With Your Business Logo

2011-07-11T13:25:00.000-04:00

I was reading Nathaniel Broughton's post about branding and how it takes more than a dot.com. It made me think about logos and how it takes more than a logo to create a start-up brand.

Just recently, I was in Raleigh, North Carolina. I'm driving through the city looking for a pharmacy, and I see a restaurant; right on the corner of South Wilmongton and Hargett, in downtown Raleigh.

I'm waiting at a red light, not really thinking about food, when I see the logo:

Sitti

And underneath in italics: authentic Lebanese.

Hmm I think. I haven't had Lebanese food for a while, so I immediately pull over to find a meter.

Before pulling up, I was sitting at the light, and had no clue what this place was: a regular cafe, a fine dining restaurant? It wasn't until I saw the logo with the explanation (tagline), that I realized what they offered.

And I was the person they were trying to reach: I've had Lebanese cuisine before, I know that you can't get Lebanese food just anywhere, so I knew I had to stop and get a taste.

So with a full stomach and my North Carolina ah-ha moment in mind, I had my designer develop a logo (with a tagline) for StartupBizTalk, and for my new start-up.Within the next week, StartupBizTalk.com should have a newly developed header/logo with a tagline, and a newly designed site; with additional resources. (Stay tuned)

Think about it: the more people know about your business, the more likely they are to become supporters or clients. In order to get your start-up noticed, you'll have a ton of other stuff to get done: like building an online brand, marketing, sales, social media marketing, sales, etc.

You need a tag phrase because if a person is coming across your retail location, website, or business card for the first time, they immediately get a sense of what you do.

So if you could design your logo to help people understand your business better, why not? What do you think?

Cheryl Isaac is a personal business start-up strategist who contributes to Forbes here and blogs about Making Business Personal here.

How Your Small Business Could Become A Global Contractor

2011-07-07T10:38:00.001-04:00

This post was first published on Forbes.

Just this week, I spoke to another global entrepreneur whose consulting firm was able to win a substantial contract with The World Bank, to train African graduates for public service jobs in finance.

In addition to continuing their other revenue-generating services, they were able to hire more contractors for their new project, and make more money. Win, win situation.

Small businesses and start-ups have often become suppliers and contractors in order to enhance their market share, and the global business economy recognizes this.

This is why this year, retail giant Wal-Mart was faced with some opposition when trying to expand its market into South Africa. Wal-Mart was approved by the South African Competition Tribunal, to merge with Massmart Holdings; a firm that now owns roughly 314 retail stores in 13 African countries.

Massmart, one of Africa’s top supply chains, has been known to “boost the capacity of local entrepreneurs to become preferred suppliers for its stores.” The company manages divisions that are focused on the high volume, low margin, low cost distribution model that is Wal-Mart.

So why the hoopla?

One of the questions asked from the panel of decision-makers was a simple, yet revealing one:

Will Wal-Mart get cheap imports and dismiss the entrepreneurs that have been Massmart’s business partners and suppliers?

You often hear the stories, how one contract, signed at the right time, has helped a small business owner catapult to the next level. Small businesses know how to develop products and services quickly and efficiently, and big businesses know how to distribute them.

So in order to move the deal forward, Wal-Mart had to “invest $14.4 million in a supply-chain training program to improve competitiveness of local industry,” according to this Wall Street Journal article. And these suppliers happen to be the small business owners who help boost economies.

To become global contractors, here are a couple of avenues some small businesses have taken:

Becoming suppliers for well-known brands. It’s no secret that big businesses get help from small businesses in order to run efficient operations. Successful entrepreneurs have found a way to leverage sales by partnering with organizations that have a global focus.

For instance, HP is one global brand that prides itself on “making a difference on issues crucial to worldwide socioeconomic progress.” They even have a supplier diversity program for businesses who “will not typically approach HP.” So the first thing you could do is ask yourself this question, how can your business help HP reach its goal? Then apply as a supplier and let them know the answer.

Becoming contractors for the United Nations: The United Nations and its affiliate companies represent a global market and billions of dollars spent annually in different countries. The United Nations Global Marketplace (UNGM) is a portal where businesses can register with the UN and introduce their goods and services to numerous UN organizations.

Keep in mind that their guidelines are pretty stringent, as seen here on their website. If you were ambitious, you could also apply to individual member organizations. (See example of UNHCR’s vendor form here).

Of course you would want to learn about the process for either of these steps, figure out what you would need to produce (i.e. documents, IBAN accounts, etc) and structure your small business accordingly. You will also want to research and learn the culture, keeping in mind that involving the local community in your efforts is always the best route to take.

Simple Steps To Creating Your First Website

2011-06-20T11:57:00.002-04:00

When you make that decision to start a business, you immediately become a multi-tasking maniac. Let's face it, you will have a lot of work on your hands.

One of the things you'll be faced with is figuring out a strategy to market yourself online. You could be asking yourself, but how? At this point, all of the other steps on your checklist has you overwhelmed.

One simple way is by choosing a professional web hosting company, that can help with everything you need to start (i.e. domain name registration, advertising, e-commerce, etc)

First Things First

Your first step will be choosing a domain name. You want to choose a simple name, one that is easier for customers to remember or stumble upon. And if you want to get smart about it, you could consider purchasing a few additional domain names (ones that are similar to yours) so that a competitor doesn't buy it. By doing this, you can set up additional domain names to link to your site. This way, you keep your industry keywords and draw more traffic to your new website.

Organizing Your Website

Some businesses only need a single page (or landing page) that spells out their business for the customer, gives your contact information, and includes a call-to-action (tell them what to do once they enter the site). Most single pages are free (depending on the professional web hosting company used). Or, you may end up paying a little for storage space or other capabilities. A single page is a good way to go when you're starting the conversation about your new business.

If you are a start-up who has spent some time on the concept development, you may be ready for a five-page website with more information about the business, founders, services, etc.

Startups with products and services to sell online, may want to add advanced-features like e-commerce. This way, you get to set up a merchant account online, where customers can view your products and pay for them with credit card or PayPal.

Do your research, don't wait too long, and get the conversation started online.

Cheryl Isaac is a personal business strategist to startups who require employees, office space, and online marketing strategies. She contributes to Forbes here and blogs about Making Business Personal here. To turn your start-up into an operational business, please contact her for a strategy session here.

Getting A Mentor

2011-06-13T00:42:00.001-04:00

I had a strategy session with a business start-up owner a few months ago. She was six months into her start-up and needed some ideas during her development stage.

We started on the conversation of getting a mentor. (She wanted to know how I got a mentor that she happened to also admire a lot). She had her eyes on a potential mentor and didn't know how to approach this person.

I told her, "make it personal," advising her to sign up for her prospective mentor's event.

"Your first goal," I tell her, "is to try to talk to her and see if there's even a spark between the two of you. Your second goal, is to try and have some one-on-one time to talk about what you're doing and see if there is a connection."

She sighs on the phone. "What about the money? The events cost a lot and she may want me to pay to talk to her."

I expected this response. The event wasn't so costly at all. Given what was being offered, she was actually getting a deal. "Then you do just that," I tell her. "You can't be a user. You have to show people some interest if you expect them to help you. And if it doesn't work it, worst case scenario is that you would have invested in your start-up's growth."

I found out that she never took that advice. Instead, she sent a letter to this potential mentor, asking for a handout. She never did get a response.

I've managed to get some successful mentors and accomplish some things I'm proud of in my business startups (I mention some in this post Sometimes The Conversation Needs To Go Offline) by following these steps:

Getting A Mentor To Help You

Step One: Stalk your potential mentor at the time most convenient for them. Don't try to call this person when they're busy, interrupt them when they're talking, or pop up at their office. Most business owners attend speaking events, are authors, host their own events, have products for sale, etc. So find them when they're open to talk to the public.

Step Two: Give them a reason to talk to you. Don't expect someone to bend over backwards for you just because you're a start-up. In fact, they may be asking themselves, "who the hell are you?" For example: if they have books for sale, buy one and talk to them while you get an autograph. If they've announced a private event during their speech, sign up for the event.

Step Three: The Good Follow-up. Good follow-up is contacting them with something that adds value to their business. First of all, don't hope that they contact you. You contact them. You're the one who needs help. Some ways you could do this: post a book review to Amazon and send them an email to tell them that you did. Or if you're "popular" online and this potential mentor is still learning the social media circuits, blog about their product or business and send them a link. You could even help them promote a business event online. Better yet, if you've read a book and saw that they didn't have a twitter page up, offer to get one started for them. Bottom line is this: try helping someone first before asking them for help.

Step Four: Communicate To Connect. The connection should be your primary aim. Avoid the empty communication. Too many people have a stage to talk from these days; but not too many people actually do. Trust me, follow these steps and you will really stand out. If someone is going to spend time with you (time that they could be spending on their business), they want to know that there is something there. You know, like a connection. So your job is to stop talking and start connecting. The way you do this is with persistence and patience. Tell this potential mentor why he/she should help you and your start-up. You do this by taking the time to connect: don't just ask, connect.

Step Five: Present. Here's what you do when you talk about your start-up: you have some visuals. Most new business owners think they don't need this. If you're a start-up, you need all the help that you can get and this is one. I have a presentational folder procedure I go over with my clients and I'll give you a shorter version: you could print out your PowerPoint presentations (but make sure the printouts have more details than the actual presentation), or create a presentational CD with your business information on it, or have a three-page presentational folder.

Cheryl Isaac is a personal business strategist to startups who require employees, office space, and online marketing strategies. She contributes to Forbes here and blogs about Making Business Personal here. To turn your start-up into an operational business, please contact her for a strategy session here.

Why 'Core Competency' Is Important To A Startup

2011-06-03T15:11:00.001-04:00

What is core competency you may ask?

Well, I like the answer that Norm Brodsky gives in his book, The Knack:

"It was the one thing we had that our competitors couldn't offer, and by the time they caught up, we had a foothold in the market and were known for providing that service."

What is the one thing your company can do quickly or efficiently that will put you a step ahead of your nastiest competitors? (You know, the ones who lack one ethical and unique bone in their body)

The answer to this will be your core competency.

Take Amazon for example. They changed the scope of e-reading with the Kindle. No one was thinking ahead to offer e-reading the way in which Amazon packaged it. They understood book lovers better and they made e-reading a trend for the modern world! And although there are tons of e-readers now, none match the easy-read of the Kindle, or the tons of books available through Kindle. They had a foothold in the market before their competitors could catch up.

When I work with a startup who has been on the market for at least six months, we try to find or establish this core competency. It is like the "ah-ha" moment for a startup.

I hope you find your ah-ha moment.

Cheryl Isaac is a personal business strategist to startups who require employees, office space, and online marketing strategies. She contributes to Forbes here and blogs about Making Business Personal here. To turn your start-up into an operational business, please contact her for a strategy session here.

Marketing Can Be As Simple As...

2011-05-24T09:42:00.001-04:00

What exactly do you want your marketing to do for you?
This month I helped a friend work on the marketing strategy for his marketing campaign (a 3-month campaign set to start in the summer).

Over lunch, we created the strategy, conferenced his web advisor and graphics consultant, emailed his ad campaign specialist, talked to his exhibit company (you know the ones who decorate the table for an exhibition, expo or showroom), and met his PR person for dessert.

While meeting with all these people, I decided to phone a friend--an online marketing genius whom I hardly get to talk to because he's so busy traveling to speak on the topic.

"Any advice you can give us, dear wise one?" I asked jokingly.

Then he said it. It was as simple as day but it helped a lot with everything. (And he admitted that he got these tips from a book written by his colleague).

Here's a recap:

Know exactly what you want your marketing to do by learning your business goals. Don't say I want more customers or something like that...blah...blah...find out how you want the customers. For instance, you could be trying to build your tourist business. If that's the goal, you want potential customers to visit your website, and sign up for one of your tourist packages. Now that's a specific goal.
Find out what is the exact next step you want people to take after seeing your marketing. Again, don't think: "I want them to buy my products." Wrong! Think how. Most people won't just see you and run to buy from you, so how do you ease their minds? For example, if you own a company that develops applications for Ipad, your first step may be that you want people to test-drive the sample app. Now that's a specific marketing goal.
You want to also have a marketing bait. When fishermen go fishing, they lure the fish with a bait. What bait can you use to lure people to take the marketing step you've planned? Another example: if you visit GoToMeeting.com, part of their bait is their demo. If you go to ConstantContact.com, part of their bait is their free trial. Again, you want a specific goal.

Don't get caught up in a few different things. Find one way to draw customers, and then use that way to develop them into paying customers. After you've found a way to lure potential customers, you then make them paying customers by using your sales strategy.

But first you must get them interested.

Cheryl Isaac is a personal business strategist to startups who require employees, office space, and online marketing strategies. She contributes to Forbes here and blogs about Making Business Personal here. To turn your start-up into an operational business, please contact her for a strategy session here.

Can't Decide On A Business To Start? Learn About The Top Startup Industries

2011-05-09T14:06:00.000-04:00

I posted this to my Facebook Business Page with excitement: The Best Industries For Starting A Business Right Now (according to Inc Magazine).

I was excited to see that trade schools made the list (at #2), since I've seen a few trade schools come my way. I'm currently working with someone who's interested in a form of electrical and plumbing trade school, I'm considering signing up a technical school start-up, and a client of mine recently opened a beauty trade school.

And ironically, I'm also starting an international trade school that will take its roots in West Africa.

Here are my thoughts on the industries Inc Magazine recommends for Starting A Business Right Now:

Employment Agencies. We've received a few inquiries on this industry (although I'm finding that the founders usually have employee mentalities: they don't want to spend a lot of money developing the idea, some of them view themselves as employees of the employers whose contracts they get, and most times they're franchisees who rely on the franchise information too much instead of doing some independent studies of the business they're starting or buying into).
Technical And Trade Schools. I've already stated my opinion above.
Beauty Industry. I've helped a few spas, make-up bars and salons even in a down economy so I'm happy to see that this is still a recommended industry.
Organic Snacks. It's about time!
Language Schools. Language schools seem like "sexy" startups. I have a neighbor who makes pretty good money running a language school. I would love to have this on the list of start-up development clients for my company. Any takers?
Automobile Dealers. Now this is a surprise!
Public Relations Firms. This doesn't surprise me, every time I've done research on a PR firm, I've always seen good forecasts. Even when their revenue stream is supposedly "flat-lined." One of the reasons is their great revenue model structure. If you have a "big mouth," you're good at representing people and putting them on a pedestal, you're good at forming relationships within your community and building hype, this is definitely a business to start.
Historical Sites. Another one that took me by surprise (in a good way since I love visiting historical sites).
Clothing Accessory Store. Since I specialize in retail businesses, I do get a lot of inquiry regarding this. Keep in mind this word: Accessories. This is the key word.
Financial Planning, Advice and Investments. When I saw this, the former advisor in me went, "huh?" Then I thought about all the small businesses (with employees) who need some initial portfolios set up and the advisors benefiting from that. Yes it makes sense.
Online Dating And Matchmaking. Doesn't surprise me at all. It is a cold, cold world and people need some loving. And since we're already doing a lot of things online these days...
Location-Aware Apps. I've judged a few business plan competitions and one location-aware app company always makes it to the finals.
Physical Therapy. Most times, a business that targets Baby Boomers, can expect to see some growth. So this did not come as much of a surprise.
Environmental Consulting. There have been an influx of start-ups with an "environmental awareness." It makes sense that consulting to this group makes the list (in fact I considered this myself last year).
Recreational Goods Rental. Really? So girls and guys "just wanna have fun?" Can I join the party? Again, key word here is rental.
Real Estate Appraisal. I've seen a couple of inquiries from this group. With their quick-turnaround revenue-model and sources that help with income, it makes sense that they will be on this list. Especially since we can't disregard the fact that with the condition of the housing market, all the parties within a deal are now going after the appraisal.
Green Toys. Now this is one I'm keeping my eye on. Sales growth of 80 percent since 2007? This is definitely an industry I would love to have a client enter.

Cheryl Isaac is a personal business strategist to startups who require employees, office space, and online marketing strategies. She contributes to Forbes here and blogs about Making Business Personal here. To turn your start-up into an operational business, please contact her for a strategy session here.

The Peach Advice: Getting To Do The 'Thing' That Keeps You Up At Night

2011-03-30T15:53:00.000-04:00

There's a simple saying that rings true: eat a lot of peaches and soon you'll become a peach.

We'll refer to it as the peach advice.

I don't have to describe just how disconcerting it can be to have the yearning to do something so bad, that it keeps you up at night. Then it starts to follow you during the day. But despite the deep yearning, there are still so many things that stop you from chasing this goal: family, money, work, insecurity, etc.

At least that's what we tell ourselves anyway--that these are our hindering blocks.

Yet if we were to mull this over--this fascination with keeping our dreams on a pedestal to be gazed at from afar--our past experiences step up to show us that with every dream we've successfully pursued, we've done so because we took what we saw then as insignificant steps.

The 'Insignificant' Steps That Lead To Dream Fulfillment:

Confession: Since I didn't have this post in Word format and Blogger won't allow me to copy and paste it in the right format, please click here to read more.

Start-up Tips From 'Start-Up BizTalk'

2011-02-06T11:08:00.000-05:00

First I would like to start with a drum roll.....Introducing.....the launch of my new blog: Making Business Personal I'll be blogging primarily from here so please hop on over and let's talk there too. (I would love to get your comments and feedback there, and I hope we learn a lot more about each other because I'll be intertwining the business and the personal there).

For those of you who have just started following this blog, StartupBizTalk was my first blog. For three years, I've blogged here frequently--once or twice a week--but lately I'll admit I've slacked a bit. Partly because I've been working on this blog, and also this one. Since I've connected with startups here, met quite a few people through this blog, and was able to give great tips here, I don't plan on going anywhere.

I plan to kick up things here shortly; maybe even get a blog revamp for this site. We'll see...

I'll also continue to post some great business start-up tips here on StartupBizTalk. The posts will have business startup tips, and how-tos. They may be shorter, (with great links to eBooks or other good material) or they'll be longer with less frequency. I haven't decided on that yet.

So with these thoughts racing through my head, I was going through the blog the other day and found some great tips in past blogs. (I also found some blog posts that made me wonder whether it was actually I who wrote it, or my junior high cousin--but we won't discuss that)

Irregardless of whether it was written like a genius or school kid, these past posts have some tips in them that could help you. I hope you find something that can help your business.

10 Posts From StartupBiztTalk to help you with your Start-up:

I"ll Teach You How To Start A Business With The Bare Minimum

2011-01-06T15:10:00.001-05:00

Hello StartupBiz Talkers!

If it seems like I've been gone for a while, it's because I'm working on my new blog that will combine the business with the personal! (More details to come on that later)

In the meantime, I wanted to share a useful Ebook with you.

When I wrote my book, A Different Business, I outlined four steps to "Acknowledging Your Dreams." (Chapter 2) I wrote that section because I've found that once an aspiring entrepreneur acknowledges that his/her dream is worth pursuing, he/she immediately conquers a mental roadblock. It's as if you finally give yourself permission to own an idea, as if you finally can admit that you actually have talents worth pursuing. (You can purchase the book from Amazon by clicking here: A Different Business on Amazon)

Once you've conquered that step, you then realize that starting a business does not have to be that complicated. (See my post on Women Entrepreneur regarding this topic here).

So this year, I've created a free ebook to help you maneuver through your business startup woes. The book is called:

Bare Minimum: 7 Steps to Building A Business with Minimal Funds, Minimal Clout, Minimal Know-How.

And I also outline 6 Things to Avoid While You're Doing It.

Click here for the download: Bare Minimum Ebook

Running a business is hard work as it is. Why complicate the startup process? I have other great Ebooks in store for you that I'll mention later. For now, read and enjoy! And please stop by the business community to say hello! (www.adifferentbusiness.com)

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

Can You Call Yourself An Entrepreneur When You Start-Just-To-Sell?

2010-12-09T13:13:00.002-05:00

"True entrepreneurs want to build and execute on that vision," says the owner of FourSquare, who is said to have turned down a buy-offer from Yahoo this year. Facebook's refusal to sell their company has also been a hot topic of many business discussions.

Are entrepreneurs who start a business just to sell it, "true entrepreneurs?" When big companies get bigger by buying smaller, competitive companies, does small businesses run the risk of allowing big businesses to become monopolies?

Groupon turned down a $6 billion deal from Google and everyone is screaming about it. Venture capitalists are furious that the "young snobs" can walk away from such a deal. After all, their business model "can be so easily replicated." When I hear this argument, I think of OpenTable, a service that I use and have downloaded to my Ipad. It's a great service that has a model akin to that of Groupon's, with a focus on restaurants. Then I also think about the client who called me the other day, very excited about her call with Groupon. She had tried to cancel her service with Groupon. The excellent consultative service she described from Groupon, reminded me of what sales professionals have taught small businesses for years. Let's just say she is still on Groupon and has been offered a solution to her problem. It makes me wonder whether Groupon's competition can replicate that kind of unbelievable service.

Who Wins in the deal? During the PayPal sale to Ebay, Associated Press captured Ebay's officials bragging that they now had a chunk of e-commerce action they were missing out on. The founder of Victoria's Secret alledgedly committed suicide by jumping off a bridge because he sold his business for a nominal amount and saw its worth not too long after.

In his post, Positioning Your Business For A Sale, the author of Built To Sell cautions against entrepreneurs even writing a book, since it does more harm then good. Small business owners are tied to their business when they become authors. Instead of just selling the business and walking away, they become part of the business sale. They become commodity slaves to a buyer. They start their businesses to be free with their ideas and creativity and then all of a sudden, boom! Someone else becomes their boss and they find out that they've created the corporate America scene right within their small business.

So why give away your freedom (in some cases), your energy and hardwork? Well, for some folks it helps them move on. Instead of getting rid of a business, you can pass it along to someone else. Noobpreneur argues that the Number One Reason For Selling Your Business should be because you're ready.

The question remains, are you really an entrepreneur when you create a business simply to sell it? Could you be messing with the entrepreneurship "equilibrium" by doing that? I had this discussion with some Ashland University business students last month and my take was this: somebody's got to do it. There are idea generators and idea executioners. Perhaps someone needs to let the "big boys" know that it can be done, and how it could be done easier and cheaper. Ideas could sit on the shelf for ages, and solutions could be offered in an unfair way to consumers, if it wasn't for the build-it-to-sell entrepreneurs who create a level playing platform, and a better way for providing solutions.

For big company buyouts, the true winners may still end up being the big companies with their "big" lawyers and tightly-fitted contracts. They buy the brains of true entrepreneurs and hold their creativity captive with their legal lingo and protective clauses. The small business owner may move on with both the money but a what if thought will linger with them for years to come.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the startup business planning bootcamp, The 48Hour Business Plan Challenge. She is also a blogger for Entrepreneur.com: the Plan With Pizzazz blog.

Getting Naked In 2011

2010-12-06T13:34:00.000-05:00

I'm a regular blogger for Entrepreneur's WomenEntrepreneur.com. Recently, I blogged on this topic: To Make Or Not Make It Personal? I think this was my first step in treading the shallow waters of my personal branding venture focus in 2011. That's right folks, I'm ready to go naked in 2011! OK not literally so get your minds out of the gutter.

When you read that post, you will learn about my journey from the after-maths of war in West Africa, and my willingness to finally talk about it. Before you judge me, I've never talked about it before not because I was being inauthentic--at least not on purpose. Traumatic experiences are usually not easy to talk about. Plus I'm not talking about it to get sympathy from you either. One thing I hate more than anything else is pity! Honestly I'm not sure why I'm starting the dialogue. All I know is I feel a burning need inside to just let you have all of me and I'm willing to have the people who won't accept me, walk away. I just know and feel like it's time to tell my story. I go to sleep thinking about it, I wake up in the middle of the night itching to talk to someone about it, and I daydream about it during the day. It's time!

You see, I blog sometimes about defying odds and about startup issues. Most times people see only see what looks like a young entrepreneur writing passionately about startups, service and purpose-driven businesses. Or another consultant who talks about business planning or starting a business. Truth is, I'm a simple girl who has defied so many odds in life, that I itch to help others do the same.

Most people don't know why I really talk about small business startups. Why I'm such a big advocate for aspiring entrepreneurs entering the small business community. I first started talking about it via my website for daredevils: A Different Business and my book for new and developing entrepreneurs: A Different Business; 7 Easy Steps To Starting & Planning A Business Around Your Purpose. I help "non-glamorous" startups because in order to keep entrepreneurship going, we have to keep new ones coming in. And in places where governments, organizations, or individuals can't adequately help (like a war-torn country for example) "non-glamorous" small businesses are the ones prepared to go in quickly, with less bureaucracy, roll up their sleeves, and provide solutions that create long-term social change.

So in 2011, I plan to continue the talk in a more authentic way. I will have a personal and business website in one--I'll blog about my personal journey to writing my memoir, I'll give the business tips that I usually give on this blog and others, I'll tell you about what goes on in my entrepreneurial life, I'll include you on trips I take, I'll have videos for you...I'll blog about the good and bad...basically, I want you to really meet me and I want to really meet you. I'm taking a big step and a huge risk (you'll find out later why this is a risk) and I would be honored if you would join me on this journey.

People who know me know that I am all about relationships. I can go up to just about anybody and start a conversation. And I continue to build upon my relationships--with no strings attached. So I figured, why not do the same online? I've blogged consistently for three years now and I believe it's time to take things to the next level.

I'm not sure what would become of StartupBizTalk. I may: 1) Try to have the link redirected, 2) Or it may take the form of an online magazine. Either way, you will still have access to the same kind of information you get from me here, on the new website. I will keep you updated as we make the changes.

Thanks for continuing to follow this blog!

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the startup business planning bootcamp, The 48Hour Business Plan Challenge. She is also a blogger for Entrepreneur.com: the Plan With Pizzazz blog.

3 Things I Wish I Knew When I Started My Business

2010-11-30T15:54:00.000-05:00

As I work on my business planning for next year, I've paused to reflect on some things. One thought I had was: when I first started my business, I wish there were some things I had known. Since my business is designed around helping start-ups develop their ideas, I know that this knowledge could have helped them also. So many things have changed in the banking world since I quit being a banker who helped small businesses, and so many things have changed in the business world since I first started.

Weeks ago I was interviewed on the Ministry Marketing Solutions Internet Radio Show hosted by the amazing Pam Perry and she asked me an important question. How had I managed to learn the intricacies of marketing and sales in the online world after coming from a banking background--a background so traditional that the computer systems we used were black screens that were accessed using a bunch of codes (if you've seen the Wall Street movie or a similar movie, you saw those type of computer screens). I'll tell you what I told Ms. Perry, it was a learning process. It still is.

So if you have a business concept that you've been working on for the past 6 months, this post is for you.

Since I didn't get a chance to start my business doing this, here are 3 things I wish you would do for your startup:

1. DO get a blog-powered website. I mention this briefly in my post on Entrepreneur.com: Walk Before You Run Into Entrepreneurship. I didn't do this when I started and one of my websites is still a static site that does nothing for me. Once you've built a new website, your main struggle is getting people to visit your website to learn about your business. Static websites put you miles behind the game. And since you probably don't have the budget for a Search Engine Optimization Specialist, or the know-how, you end up being screwed. Blog powered websites are the new search-engine-packaged websites for the startup business. Although there's still more you would have to do, the fact is you're starting with some help. Wordpress theme sites like Woothemes have built in social media widgets to help you build the know-you-like-you-trust-you feeling with potential clients. (The know-you-like-you-trust-you feeling is the 3-step process that turns potential customers into paying customers).

If you're unsure about how a blog-powered website looks like, visit ContentRobot's portfolio, play around with website demos via Woothemes, or visit one of my websites: A Different Business Book. And if you're ready to build your blog-powered site and you can't do it on your own, I recommend contacting these guys: Digital Valiance.

** Disclaimer: I DO NOT get affiliate fees for recommending anything. I see, I try, I like, I recommend.**

2. DO start building your social media presence during your beta phase. Your first year of developing your idea is your beta phase. Don't get fooled by the Now, Now mentality. So many things will be changed during your first year, it'll leave your head spinning. In my opinion, that's the fun part. But it's still scary to a lot of people. It shouldn't matter that your idea is not fully developed. You should start talking about your process. It is at this stage when my startup clients are the most stubborn...hopefully you wouldn't be as stubborn. The truth is, social media is your new marketing, search engine, and sales assistant. It should be at the top of your startup toolkit--irregardless of the incomplete project at hand.

In his advice column, best selling author, Guy Kawasaki mentions the importance of social media in building a book business: Facebook Fan Page or Website? By now you're probably aware that a new book is a like a new business--the author must talk about it even before it's done. A Facebook Like Page could include your contact info, a description of your business, pictures, a way to add people to your database, a video, a wall that helps you communicate directly with your fans, and most importantly--it could help you figure out the demographics of your audience. I'd love to have you join me on my Facebook Like Page: A Different Business on Facebook. And if you need advisors to help you with this process, feel free to visit the social media company I use: 360DegreeSocial.

3. DO find a way to create buzz for your new product or service. One thing most start-ups have in common is the fear factor--you're afraid to talk about your new project. Understandably, there are some risks: the employer you still have, the idea you don't want stolen, the hesitancy about where this is really going, the reluctance to have naysayers bring you down...etc. Despite all this, you have to find SOME way to create buzz.

Whether it's talking about the new business in generalities, creating a diary blog that details your ups and downs, creating a phase-marketing plan that highlights each stage of the process, announcing a launch party (even if you only give a time-frame with no specific dates), or creating an email newsletter with some pictures of your progress, you would need to get potential customers interested. Your challenge and duty will be to find a way around the chaos, to create buzz for your new idea. The best thing you could ever accomplish is to get other people talking about your business for you. Word-of-mouth referral is the best friend any start-up would be lucky to have.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the startup business planning bootcamp, The 48Hour Business Plan Challenge. She is also a blogger for Entrepreneur.com: the Plan With Pizzazz blog.

No One Really Cares About Our Startups...Cheers!

2010-11-19T23:15:00.000-05:00

I'm transforming some office space into a startup incubator and this is the statement I plan to implant in the heads of my participants. While working on this incubator, I too am swimming through the waves of doubt that people usually send your way through such endeavors. Heck, forget the fact that my entire business has been the test phase for this project. So all this has inspired me to enlist a hardcore startup mentality at the incubator. Forget the sensitive thing. Who knows? I may even start the orientation with my "Get Over Yourself" speech.

You see, the few people you will find who do care about your startup, have some ulterior motive (usually in the form of ROI). Sounds bad but it's true. Otherwise, they're either a good friend, good family member, spouse or lover. And I do stress the word good. Most times, no one else has a vested interest or an ounce of optimism for you. So before you go around thinking that everyone else is supposed to fall in love with your idea, think again. It's your responsibility to make them love you, not through force or some weird camouflage, but with momentum and wherewithal.

Says the founders of MTV, "when we first introduced the idea of MTV, no one in the entertainment industry thought it would succeed because the programming was too narrow." Liz Lange, owner of Liz Lange maternity, heard everyone tell her that her business idea wouldn't work. She said, "I ignored all the outside advice and listened to my instincts."

Need more stories? I could go on and on with the list. Startup stories are the gas that runs my business passion car. I study them, I revel in them. I can go on and on with similar stories. The fact is, some of the most notable companies were started despite a cloud of doubt cast over them.

So get to work on yours and I'll get to work on mine and let's meet up in a couple of years for a toast shall we? Maybe the toast will be, "to completely illogical people who against all odds, without any indication of success or failure, try to be the solution to a problem that everyone else is too busy being complacent or skeptical to solve."

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the startup business planning bootcamp, The 48Hour Business Plan Challenge. She also writes the Plan With Pizzazz blog for entrepreneur.

The Guessing Game? Trying To Figure Out Business Plan Projections

2010-11-10T22:21:00.000-05:00

Today I talked to law students and future Lawyerpreneurs about start-up business planning. One of the students mentioned his puzzlement--"how do I make up numbers about business? He inquired. Another question, "how do bankers or funders analyze my plan, since it's a guessing game?"

My answer, "you don't make up anything."

A business plan for a start-up may have some estimations. It may be missing current performance data, because the idea is new. However, it has to read like a similarly situated business. The plan has to come close to what an actual business would do.

How To Write A Realistic Business Plan

Research your industry. Know what similarly situated companies charge and what they pay their employees. Your numbers shouldn't look exactly the same, but they shouldn't be far off either. That's the key.

Have a Realistic Sales Forecast. Don't think of your business plan as the lottery. Writing an unrealistic business plan that makes you a millionaire overnight, is laughable. No matter how long it takes you, treat this section like homework that will be graded.

Be Aware of Industry Trends. Nowadays, it seems like every industry has moved towards a different trend.. Being stuck in the comfort space of 5 years ago is a mistake that could cost you your business. For instance, if ad agencies are gaining traction from social media and you are a startup ad agency, you are not being logical when you don't include social media within your marketing plan.

Estimating Sales vs. Expenses. Always estimate low on sales and high on expenses.

Have a Strategy. Believe it or not, business planning is not about the business plan. The strategy and planning is really what counts. Don't write a business plan that just exists simply because of its title. Long gone are the long, boring, repetitive business plans that make your head hurts. Nobody reads those things, they just pretend to. You want to have specific, short, strategies with a plan for implementation.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the startup business planning bootcamp, The 48Hour Business Plan Challenge

The Pill That Relieves Most Startup Headaches: Finding Your Target Client

2010-11-01T15:22:00.001-04:00

In one of my favorite business books, The E-Myth Revisited, Michael Gerber quotes this important aspect of business planning:

"The entrepreneurial model does not start with a picture of the business to be created, but of the customer for whom the business is to be created. Without a clear picture of the customer, no business can succeed."

During my experience as a start-up business planning consultant, I've realized that the target client creation is a mind boggling experience for startups, and some small businesses. Everyone wants to "help everyone." This is great--a business should be able to help everyone. However, it is foolery to think that your business is designed for everyone. You could even consider it completely asinine.

Why Have A Target Client?

To help you identify a REAL need. Let's face it, a need is a need. However, a real need in business terms means that a person needs something, REALIZES that he/she needs it, and is WILLING to purchase the solution. So, irregardless of whether Annie needs some slippers, if she doesn't realize she needs it and won't spend the money to get it, you don't have a perceived business need from Annie.

This is when you move to Plan B for the target client planning. Plan B Scenario: Annie needs slippers and doesn't realize that she does (I suggest you avoid looking at Annie's feet while you think this through). Well, maybe someone else has a way of introducing the slippers to Annie. Start thinking to yourself, who does Annie help? Who is she usually around? Who wants the best for Annie?

In this case, maybe Annie is a 12-year old orphan in New Orleans. Perhaps her orphanage recognizes the need for her to have slippers. Or maybe, the supporters of her orphanage recognize her need for slippers. Better yet, parents within the community could want to see Annie and other orphans have slippers.

Can you see where I'm going with this? Although you're making slippers that Annie could wear, Annie may not be your target client. After you have identified your target client, you are well on your way to developing a business model that suits that client.

To Test The Feasibility of Your Business. I'm a HUGE advocate of business remodeling--when you change the model of a business to suit the needs of the target audience. Your target client helps you identify roadblocks and obstacles. Interestingly enough, they even help you realize whether or not they are indeed your right target.

To Move To The Next Level. You can't move to the next level in business without having a good grasp on your ideal client. I'm talking about the level where you create a scalable business. The level that helps elevate you from a do-it-yourselfer to a team leader...a business advocate...a service-to-product magnet...an entrepreneur focused on business growth and sustainability. Your target business client helps you to develop your model.

What Happens If You Don't Develop a Target Client?

You find yourself still at square one. You're confused, helpless, working 60 hour weeks, etc. You're still trying to grasp it all. You feel as if you're stuck in a rut.
You're still struggling with customer service. Your employees are not selling (or at least selling to the right people) your customers are not satisfied, or they keep asking for more.
You're doing more but not exactly getting more. The workload has increased, but the money doesn't seem to payoff. You're getting more in, but it's going out just as quickly. You feel screwed either way you turn.
You don't feel appreciated. You start to get this sinking feeling. Because your team is confused, they're not doing the job correctly. So this transfers into stress for you.

What Can You Do About This Headache?

Start a Find-My-Target-Client Revolution. This should be a serious goal. Think of sleep as overrated during this timeframe. Comb your former client files for clues (hopefully you have a CRM system. If not, I feel bad for you right now because this could mean extra hours of work for you). Call up former clients who spent a good sum of money with you. Ask them, what was your favorite takeaway from working with us? Compare old client files to see what they all had in common. Locate customers YOU enjoyed working with, outcomes YOU liked. Ask yourself, what was so different about these outcomes? Write everything down!

Create test sites or test programs. You could have an introductory product, service,or package pricing and test the feedback. Create test websites and ask for feedback. Introduce a program/product/service where you increase your pricing and add more value. Then watch the outcome. Introduce a lower pricing tier that doesn't take up much time. Then watch that outcome also.

Let Social Media Help You. Look at your followers. Start making a list of those who ask specific questions that need expert advice (skip the freebie-seekers for now). Gauge their thoughts, their interests, their social media mannerisms. Look at questions, comments or compliments that people make. You're not a psychologist, but this is when you try some business psychological analyzing. The answers will be there but no one will come out and tell you--you have to find the answers in the clues.

Plan, Plan, Plan! You will have to revamp your business plan. There is no way around getting this all down, so don't even consider an escape route. Do you know what happens when your business does not have a plan while you're trying to grow? It becomes a nightmare; particularly if you will hire consultants to help you. Everyone runs around blindfolded--there is no actual document to refer to . All of your planning and development over the years and months are stuck in your head. And everyone wants your head.Can you imagine the mayhem? I can. I prefer consulting with a small business that has some outlined goals, a record of past accomplishments, and a team that is familiar with the business purpose.

Some of this may look like a stretch. However this is one thing that I've found to be true, the underlying reasons for startup headaches, usually stem from an unrealized target client.

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

When Business Remodeling Becomes Necessary For Your Startup

2010-10-17T15:27:00.001-04:00

The Longaberger Basket Company Headquarters (Newark, OH)

When I get a lot of inquiries from clients and potential clients regarding a particular subject, we usually spend some time in research mode. This month, the theme has been: business remodeling. Oftentimes, most business owners portray hesitancy when it comes to a remodel. Usually, it's because they think of a business remodel as the "scarlet letter" of doom that a business carries. Some startups even refuse to consider remodeling until it becomes too late.

Truth is, a lot of companies have found success in business remodeling--companies like Monster.com, ReMaxx, eWomen Network, and a few others.

One company that has caught my attention is the Longaberger Company. An entrepreneur who built a sophisticated business model based on a simple idea, Dave Longaberger is one to be studied.

Using some examples from The Longaberger Company, here are some reasons to remodel your startup business:

When The Going Gets Tough!

We often hear how small businesses are more flexible than bigger businesses when it comes to change. Well, startups are even more flexible than small businesses when it comes to change. Sometimes you as a startup have to remember that you cannot follow the exact rule book of small businesses. Once you're in the startup phase, you are in a test phase. You have to wired for change!

In his startup phase, Longaberger found his company faced with a lot of debt and a little revenue. His startup costs and the economy had drained him. So he decided to remodel his business via his sales methods. He wanted to tell his company story and he found out that retail employees were not delivering the message. So his idea for direct sales representatives was born. And oh did it make a difference within his business!

2 Ways to Revamp Your Startup Sales Methods:

Change your Distribution. This is a part of the business planning process that you must revisit once you start your revamp. Distribution is the medium with which your products and services are being distributed to your potential clients. For example, an online business owner could decide to include an offline sales distribution method strategy. To phrase it simpler, a restaurant could decide to include a catering aspect to its business, because it wants to reach small business clients. An offline startup business could decide to add an online seminar platform that is designed after its offline seminars--in order to reach a different demographic.
Change Your Sales Process. Ask yourself this: when a potential client contacts you, what happens next? This is the process that you want to revisit. Are you getting a lot of prospects that are not turning into sales? For instance, if you have a 3-Step Process and you have a ridiculously high amount of clients going to the 3rd Step without purchasing, you may want to revamp your step. One thing that helped me in my process a year ago was asking these simple questions, what do you think so far? OR what's stopping you from signing up right now? You'll never get a straight answer to these questions but you will definitely get clues.

When Your Customers Give You Non-Verbal Cues

You can sense that it's time for a makeover when your customers give you cues. Dave Longaberger started his basket making business initially to test out the idea. At the time, his father was weaving baskets as a side job and Dave asked whether he could make a few baskets for retail sales. When Dave saw that people were willing to pay $10 per basket (instead of $1.50 that his father was charging) he knew that he was onto something.

2 Ways to Revamp Your Pricing Model

Review package options. Package pricing is a hidden gem that a lot of startups should take advantage of. It allows you to maintain some control of your time, services and values. It also gives you a great way to analyze who's buying and for what reasons. For instance, if someone keeps choosing a package of a higher value that includes some great essentials, you know then that they buy based on quality.
Add different pricing options. Nobody wants to be the business who starts with a higher price model and ends up with products on sale every week. So one good way to change your prices (particularly if you're trying to decrease the value) is by adding an introductory pricing option. Think of how you can introduce someone to your services in a more affordable and less time consuming way. Add a price tag to that and watch what happens. I mention creating some form of paid-for education in my December 2009 post, Be Creative; 3 Quick Tips To Help You Remodel Your Small Business in 2010.

When You Want To Make A Difference With Your Startup

Business altruism intrigues me, and businesses whose sole purpose rely on making a difference, inspire me. In fact, this infatuation led me to write my first book, A Different Business; 7 Easy Steps To Starting & Planning A Business Around Your Purpose. Take Dave Longaberger for example. He decided to create a difference within his community--through business. He began to revitalize the small city within Ohio called Dresden. After adding a Longaberger community center, swimming center, senior citizen's center, a new wing to the high school, a farm, a museum, basket landscaping, etc., the small town attracted tons of tourists per year.

2 Ways to Include An Altruistic Model Within Your Startup Remodel

Support A Non-profit or Institution whose cause you support dearly. For example, I host an educational one-day institute every year. Every year, I also travel to Washington D.C. for a fundraiser whose purpose is to raise scholarship funds for students in Liberia. Part of the proceeds from my educational institute, goes towards providing 2 entrepreneurial scholarships for students in Liberia. I suggest you find a non-profit whose cause may be indirectly related to your business' cause, and one whose employees or programs are directly associated with the individuals deemed beneficiaries.
Create An Underlying Mission For Your Profit-Producing Business. Take Hello Rewind for example. The company is a design company that produces laptop sleeves. However, their underlying cause is to help sex-trafficking victims prepare for jobs. As a result, they partner with companies who can send them victims to employ. The best way to go about this is to partner with a company or non-profit whose mission is your underlying mission. A simple google search could lead you in the right direction.

What steps will you be taking to remodel your startup business for 2010-2011?

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

The Start-up Internet Plan

2010-10-04T14:18:00.001-04:00

I started my business writing business plans for start-ups and medium-sized small businesses. Quite recently, I've shifted most of my service offerings to business planning training. While I still write plans and conduct private planning for a select few businesses, I now concentrate on empowering people to take control of their own plans.

On October 13th, I will be facilitating my 48Hour Business Plan Challenge--one of the programs that has helped pilot my training programs. Within this intensive group session, I emphasize the importance of having an internet plan within the business planning process.

Most times, small business owners are so focused on creating a formal plan, that they miss something important--the practical plan. I wonder, since the internet is so crucial to small businesses, why is it left out of business planning?

The internet has changed the way in which small businesses conduct PR, marketing and branding. In addition, the introduction of social media has created new and better trends for testing business model viability. So why are business schools and traditional business plan writers not taking this into consideration?

Irregardless of whether medium-sized small businesses find it difficult to change their mindset, start-ups, you have no excuse. You have an advantage. You are what I refer to as the "NewDayPreneur." You have new ideas, fresh thinking and a go-getter spirit. Stop creating formal plans that do not help you!

Your Starter Internet Plan in Simple Steps:

Social Media Strategy. First inquire into the social media Big Three:Twitter, LinkedIn and Facebook. Find out which would be a better match for your type of business. Then concentrate your efforts on the one that works best for you (even if you have a business platform on all of these venues). Also, test out my social media must-have: the blog. EVERY business owner needs a blog. Your next phase should be looking into additional social media venues like YouTube, etc to test out how to enter these venues.This should be outlined into your plan. While you're doing this, stop by and say hey--You can find me on Twitter, Facebook, YouTube and LinkedIn.

Internet Advertising Strategy: You can start by researching tools like Google Ad words. Or research the possibility of banner ads on popular websites or forums, etc. Then based on research of how these tools work, and how similarly-situated companies use them, strategize how you would use them. Give yourself a 3-month test phase time-frame to start the implementation. Outline this process in your plan and refer to it for guidance or to make changes when necessary.

Internet Marketing Strategy. In his book, Duct Tape Marketing, John Jantsch states that "marketing should be all about putting your genius on display." Create a plan to display your genius on the internet. The same steps you use to turn suspects into prospects and clients, should be used on the internet. Outline how you would accomplish this within your business plan. For instance, in October 2009, I did the business plan for my book and completed my internet marketing plan. Early 2010, I started the 1st phase of my internet marketing plan with my A Different Business website. My book was released in Summer 2010. I should be done with the 2nd phase of my internet marketing planning by winter and I'll keep you updated. We should also be making changes to this website as well.

Website Strategy. This is where all 3 strategies mentioned above, come together. How will you infuse your plan into a website strategy? This is where you include those strategies and outline them in your plan. It is then, and only then, that you take this information to your web designer for implementation.

This, is the beauty of practical start-up business planning.

The Icing On Your Business Planning Cake

2010-09-27T01:36:00.000-04:00

This article first appeared on WomenEntrepreneur.com where Cheryl Isaac is a regular contributor.

Here's the multiple-answer question that always gets asked by business startups: "What is the best way to get clients?" The answers to this question are often displayed with various tools encompassing sales and marketing strategies.

I wish someone had told me this earlier in my business-- you get more clients by telling people how you can help them. That's the icing that will make a huge difference with your business planning cake.You start telling people how you can help them in your business plan, your marketing plan, your sales plan, your web plan, etc. Then you work on new ways and new strategies to keep telling them as you go along.

For example, instead of saying, "I'm a bookkeeper" you can say, "I help small businesses record their daily transactions so they make proper task decisions." Instead of saying, "I'm a graphic designer" you can say, "I design brochures for entrepreneurs." Instead of me saying I'm a business planner, I can say, I help make business planning simple for small-business owners. I tried this with my business club members, and it's surprising how the small details make a difference.

Your business plan should start by helping you figure out what to tell potential clients. Your marketing plan should help you discover whom you'll be talking to. Your sales plan will empower you to decide when to tell them. And your web plan will show you how to tell them.

Just in case you're thinking "too many plans," let me clarify. Everything centers around some plan or another in business. You plan for everything. You brainstorm a lot--thoughts are pieced together and taken apart. You draft your plans, only to sometimes dissect them. The important thing is this: Uour plans are not the long, complicated document you envision. At least, they don't have to be. Each of those plans I mentioned can be a few paragraphs or a few pages; depends on thebusiness and owner.

I was looking at Siemens' commercial the other day and thought, Boy do they know how to display benefits. Their commercial lists all the ways the company helps people. Once you watch the video, you can't help but feel as if Siemens really believes in what it's doing. You can see it for yourself here.

The truth is, even successful business owners are still learning this method as they go along. Learning is the easy part; it's the implementation everyone struggles with. I wanted to share this information with you so you empower yourself as you plan your small business. I hope you're a step ahead, and your new systems can be planned with this information at your fingertips.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the business planning bootcamp, The 48Hour Business Plan Challenge

Sometimes You Have To Get Smaller, In Order To Get Bigger

2010-09-18T19:14:00.002-04:00

Next month, I'm helping people create a business plan on wheels-- my
48Hour Business Plan Challenge. In my case, planning for this event has led to phone conversations and pep talks to help entrepreneurs decide which route to take. I even posted a video to my YouTube Channel on this--A Different Business YouTube channel.

Three things this week made me realize that sometimes, you have to get smaller in business, in order to get bigger:

1. A conversation with a more experienced entrepreneur. Over coffee, she's frank with me about the revamping of her business. On the verge of a new brand and a new horizon in business, she tells me candidly that things got slow, in order for them to pickup. I thought, wow! How insightful!

2. A Newspaper article. I was captured by a newspaper article about a local restaurant chain. Having gone through bankruptcy and being bought on auction, the restaurant now found itself getting smaller in order to get bigger. The business plan set by the new owners included downsizing stores; only to later upsize by buying other chains. Business planning at its finest!

3. Phone Consultation with my prospective Challenge attendee. This business owner was thinking about joining the challenge for a unique reason-- to build a plan for a smaller business model. An entrepreneur not afraid of change!

I thought of myself and MY business this year. Faced with decisions that related to health issues plus business model aligning to fit my purpose, I too had to make some changes in business (stay tuned for a revamped website soon).

What are YOU willing to do change things for your business?

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business .

Ask For The Business

2010-09-14T20:56:00.001-04:00

I learned this perfect-conclusion-to-a-speech line from a teleseminar featuring speaker Jane Atkinson:

"As you can see, I'm passionate about _________ if you know of someone who can benefit from this topic, please __________."

You can fill in the blanks as you see fit, but I think you get the point. The speaker lets the audience know what he or she would like them to do next.

This line could work for a speech, or it could work when you're having a casual conversation with a colleague. In as much as we must be clear about what we provide in our businesses, we must also be clear about what we want our potential clients to do next.

So how do YOU ask for YOUR business? Do you wait for the other person, or do you ask them to do business with you?

Here are some ways you could Ask for the business:

Let's go ahead and get started now. I'll just need a signature here...
Now that we've covered everything, I'll just need your autograph to get started...
Now that we've come this far, I'm excited to start your project today if you have no objections
I'll go ahead and set these products aside for you when you're ready to check out. You will love these!
I called today to follow-up on the proposal sent and to move forward with the process.

Just in case you were asleep, those weren't questions after all. That part was intentional.

Asking for the business is not literal--it doesn't require begging or sounding unsure. Asking for the business simply means that you remember to take the first step--you ask indirectly.

Reminding myself to always ask for the business helped me tremendously in my business. I hope it does the same for you.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the business planning bootcamp, The 48Hour Business Plan Challenge

MicroFinance And The New Small Business Owner

2010-09-05T13:36:00.002-04:00

You may have this business start-up idea. Perhaps you only need a few thousand dollars to start and get the equipment that you need. However, you're jobless or living from paycheck to paycheck. You've started selling some of your products as a side business, but you need some funding in order to pursue this full-time. You cannot get approved for a credit card because you don't have credit, and a bank wants you to borrow $100,000 with collateral down-payment.

Let me introduce you to another source of funding--microfinance.

Microfinance is the supplying of basic financial services to people who cannot access a traditional financial sector; even if they are engaged in economic activities.

Simpler version: if $5000 would make a difference for your business, and you don't have it in savings, you can't get approved for a credit card, and we know that banks won't lend you an amount that small, microfinance institutions step in to help.

Some disagree with microfinance; stating that if most people don't have the ability to self sustain, they won't have the ability to be self-employed. An article posted to the Urban Research Monitor, in 2001, delves into this argument.

However, groups like MicroVentures, providers of such funding, showcase the social impact this type of aid actually has on a poorer community.

So why not go to a bank? Kiva, the leading MicroFinance institution for entrepreneurs, states it brilliantly; because "banks were not designed to help those who don't already have financial assets--they were designed to help those who do."

Aside from Kiva, there is another Microfinance Institution that I respect greatly: Grameen Bank. In his book, Banker To The Poor, Founder Muhammad Yunus states one of the reasons he started his microfinance institution, "whenever a poverty alleviation program allows the non-poor to be co-passengers, the poor would soon be elbowed out of the program by those who were better off."

So how do you find out whether your start-up small business would qualify for microfinancing? Well you could start in your own backyard. Do a google search for Economic Community Development Institutions. These institutions, most funded by the SBA and community outreach, are given money so that they could provide you with small seed money and education for your new business.

And if you're in Columbus, Ohio, try an institution that has funded a couple of my clients: ECDI.

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

Don't Be Fooled-There Are Simple Ways to Plan A New Business

2010-08-30T23:56:00.000-04:00

"How would you like to go into the shrimping business with me?" Bubba asks Forrest in the movie Forrest Gump. Bubba goes on to tell Forrest that he can find a way for them to use a boat without paying rent. Then he goes on to mention low overhead costs and how the management of the operation will be run.

Forrest agrees to become Bubba's partner in this shrimp start-up business. Unfortunately, Bubba dies in the Vietnam War and Forrest is left to figure out the business for himself.

With $25,000 in business start-up costs, he buys a boat and goes out to sea. On his first few tries at "shrimping," he quickly realizes that this is a hard business. He is having a hard time catching shrimp and he realizes just how clueless he is in the business.

Then along comes a hurricane. It is one of the deadliest hurricanes. It takes with it many lives and boats. The shrimping industry is devastated by this hurricane. Yet, Forrest's boat is the only one standing. According to Forrest, "shrimping was easy after that."

Forrest's business start-up story can be classified as tough luck. He was also starting without a business plan, but trying to keep a promise to his friend. Although times have changed now and business plans and business planning are more accessible, they're still not being used by some.

One of the reasons is that some people complicate things. They make business plans and business planning look scary.

Well, take this from a business plan writer--there are various forms of business plans. However, YOUR plan is all about YOUR style. You have to follow the business plan road map,but you don't have to stop at every highlighted gas station. Be the force YOU want to be in business, create your business plan in a way that's comfortable for you.

This is exactly why I've started my 48Hour Business Plan Challenge. Give me 2-Days to help you fall in love with business planning, and I'll show you a simple way to create your business plan, and your new business planning strategy. Bring your laptop, leave with a business plan, sales, marketing and other business tools.

Let's plan new-day businesses in a new way! Sign up for The 48Hour Business Plan Challenge now.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the business planning bootcamp, The 48Hour Business Plan Challenge

Start-Up Business Tip For The Week: A Website With Answers

2010-08-27T17:57:00.001-04:00

The tons of questions you sometimes have, can most likely be answered by going to this website:

Business.Gov

This is a great tool for a number of reasons:

It gives you a link to federal mandates and/or resources for small businesses
It provides you with state requirements for your business. If you were to go to the top right of the page and type in your state, you would be able to pull up information from your state.
Everything you need for employees is here: If hiring employees and you need assistance, you could print out the Labor laws poster requirements from this site (you know, the stuff you're required to have in your break room) you could find out what to do regarding unemployment, workers' compensation policies, etc.
It provides you with grant and funding information.

And a host of other resources...

I will admit that maneuvering this website for the exact information you need is hard at times. However this is a good start to help you follow the proper procedures for your small business.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business and the creator of the business planning bootcamp, The 48Hour Business Plan Challenge

Why Do We Listen To Everybody?

2010-08-19T16:37:00.000-04:00

You're starting a new business. Your first instinct is to listen to everyone. You call up Mary, Peter, Paul, doctor, lawyer, repair man, uncle, mom, everybody!

Here's the problem: most of these folks are not entrepreneurs. Entrepreneurs dance to the beat of a different drum. It's akin to considering joining the military. For instance, what's YOUR first instinct when someone tells you that she will be joining the army? You freak out. Then you try to be calm and caution her. Your caution either frightens her or scares her away. This is because if you haven't been in the military or had a military family, you don't think of risks in the same way they do.

A similar scenario takes place when you ask for entrepreneurship advice from non-entrepreneurs.

So if you try to reach out for advice other than legal advice from a lawyer, find out whether this lawyer is an entrepreneur. Lawyers could be employees too with no clue about what it takes to actually run a business. Before you reach out to a financial planner to ask about possibly using some of your funds for a start-up, consider whether that planner is also a part owner or business owner. Then consider the fees they get for tying up your money. Think it through. They should want to keep you safe, but there is a thin line.

Let's also discuss the business advisor you have. Is this person an employee or business owner? What about the blog that you love taking advice from? Is the writer an actual entrepreneur, or an employee who sits at their comfy office desk and happens to be an "entrepreneur expert?"

As for the friends and family members you lean on for advice, ask yourself whether they could ever appreciate your dream like you do? At the end of the day, it is up to you to prove that you can be a business owner. We can't expect family members to help us seal the deal. What ends up happening is that they end up talking us out of our dreams.

I'm not advocating that you don't listen to people. Instead, I'm advising that in most cases (especially those that can make or break your entrepreneurial deal) look for experts who are also entrepreneurs. They will tell you the real deal.

What I've seen is that most entrepreneurs won't advise you to dive into entrepreneurship. Instead, they might tell you the good, the bad, and the dirty. Then they let you decide for yourself.

Bottom line is this: If someone else doesn't have the guts to start their own business, what makes you think that they will advice you to do the same? Stop listening to just anybody!

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is an entrepreneur and the author of the book, A Different Business

What Not To Do During Your First 6 Months In Business

2010-08-15T20:07:00.001-04:00

1. Don't Listen To Everybody. Take business advice with a "grain of salt." Everyone will want to be your advisor and counselor--especially if you're acting like you need one. Most people have the best of intentions, but they feed off your vulnerability. People want to help, and when you walk around like a scaredy cat, their first instinct is to lick your wounds or become your protector. Most times, the information you receive is so conflicting, it scares and confuses you. So this is what you want to do: Seek out the right people with the right backgrounds--people who are experts within their field. It could be a fifteen-year old or a fifty-year old--if they've had experiences helping a few people with your dilemma, they're an expert. Talk to about 3-5 of these people. Take their advice and then filter it. If two or three people give you the same kind of advice, then perhaps you had better listen.

2. Don't Hang With The Wrong People. I'm not saying don't be friends with people, just don't hang with them. The wrong friend could become a distraction. Seriously. If you traced the reason for most business disputes, it would go back to hanging with the wrong people. If you have a different mindset than a friend you work with daily, the conflict may show up in your work and hinder your real potential. You can remain friends with entrepreneurs who share different goals and have different mindsets; just don't share a desk or business opportunity with them.

3. Don't Fall For Temptation. You're sitting in a crowded cafe one day, contemplating your next move for your new business. Times are tough and you need to figure out the right direction for business. How do you test out your theory? Do you go with Plan A or Plan B? As you brainstorm a potential business re-model, someone calls you. There is a great chance to make some money as a contractor for some big entity, doing something that does not relate to your business or the reason you're in business. But it's money. It's a chance. It may take you off track for a few months but it's money. You dance to the beat of their drum and a few months later, you find your business closed because you've lost your enthusiasm. Watch out for temptation, it comes dressed in green.

4. Don't Start a Few Different Entities. I know, I know...it's tricky. You've been told to refrain from putting all your eggs into one basket. So listen carefully. Instead of starting different entities, how about you start different offerings under ONE entity? I'm the queen of this tactic and it works well for me. You still have to be cognizant of what you're doing and avoid straying, but this could work for you. Instead of looking like a person with a screw loose, avoid the heart attack and the competing companies all vying for your time. Instead, focus on a model that can house all of your different offerings under one roof--one business purpose.

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

Start-Up Focus

2010-08-09T16:42:00.000-04:00

New York City is such a good example for startup business focus. When you walk by a restaurant in Mid-Town East, you know which dish is the focus of the day. There are huge signs in the windows, walking billboards on the streets, and mock plates and tables set on the sidewalk.

You know which shows are going on that week by the information distributed on the streets.

My point is that they don't give you choices. They probably understand that giving you a few choices, a few dates and locations, may be confusing for you. So, they choose to make the decision easier for you by using focus.

One item a day, one event a week, and so on...

Imagine if a startup business owner could do that for his/her new business. It's a difficult task because you wear so many hats, but if you've tried it before, you know it's worth it!

I heard some announcers discuss Tiger Woods on ESPN this morning. Apparently, in the midst of his personal dibbacle, Tiger has missed more short putts in 2 months than he has in 2 years. Ouch!

When asked, a frustrated Tiger said, "It's been a long year." The consensus was that there was so much going on, that the best golf player had lost his focus.

Even George Foreman in his book, "God In My Corner," is candid about his focus-grabbing tactics. While he prepped for a match, the former heavy weight champion would enter seclusion in order to find focus. His family knew that only emergency calls were acceptable.

What could YOU do better with focus? Your startup needs your focus and energy. Take a task and focus your time and energy on it for a specified period. You'd be surprised at the result.

Ask Yourself Why?

2010-07-31T12:42:00.000-04:00

I just hosted a teleconference the other day for my Business Club members, and I talked about the reasoning behind the topic of my new book. I wrote A Different Business after realizing that my most successful client relationships came from working with those entrepreneurs who were driven by purpose in business. Purpose-driven businesses have a reason that drives their business, they're less chaotic, less undecided, and they don't create completely different businesses every year. It's as if this purpose drives them to be different in business and create meaningful office cultures and services.

So just the other day, I decided to do an exercise that I gave to my clients--I sat and thought about the real reason I started my business and formulated my purpose statement. Two days later, I ran across the first brochure that I created for my company. Within my mission statement then, were the words I had infused into my purpose statement now--"help create a level-playing field for people starting a business."

What I realized was that the "how" changed for me but the "why" did not. The mission for Isaac Business Services is this,

"To create a level playing field within entrepreneurship for new entrepreneurs; where everyone has the chance to be star players."

We do this through simple business planning methods, simplified business education, personal relationships and accountability, a one-stop-shop of business advisors, individual hand-holding, business club environment, etc. We still have far to go (and a website to update if I must be honest), but I can assure you that we'll be around for the long-haul.

Some people may say that entrepreneurship is already about a level playing field so why bother? But is it? When centers for entrepreneurs host classes that are taught by non-entrepreneurs, is it really a level playing field? When business planners charge $8000 or more for business planning services, and cater to mid-sized businesses, do new entrepreneurs really have a chance to play on that field? When certain institutions only offer training and funding to new tech-based companies, is it a field where every new entrepreneur can be a star player?

If you want to find out the "why" that drives your small business, do this simple exercise I gave to my clients. Draft this short sentence for yourself and fill in the blanks:

I help people _______ because I truly believe that if they ___________ they will be able to __________.

It's a short and simple statement but it will lead you to your purpose in business.

Some say that it is too premature for a new business to create a mission statement. I disagree. Every business, no matter the stage, has a reason for starting. The responsibility lies on the shoulders of the founder to dig deep and find the core of his/her business' existence.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is the author of the book, A Different Business and the Founder of Isaac Business Services.

Don't Hate The Business Plan When You Don't Hate The Business!

2010-07-27T18:05:00.002-04:00

"I don't need a business plan, I've started TEN businesses!"

"I don't need a plan, I just need to get to work on my business!"

"A business plan?!" Smirk. "I just need a customer and I'm IN business!"

"Business plans are useless and just crappy documents!"

I can go on and on about the business plan sentiments I hear frequently. Some business owners are comedians. They amuse me. They just don't get it. You were already planning your business the minute you started brainstorming. It's not about the document, it's about the planning which comes in various forms of documents.

The minute you tell someone else that they don't need to plan, you've done entrepreneurship a disfavor. The question is never about the planning. It's about the method. The numerous businesses started by some, took some planning on their end.

Ever attended an event that was poorly planned? Or what about the dinner date you went on with the person who didn't bother to make reservations? You probably found yourself waiting outside of a crowded restaurant thinking, what an idiot!

Well, no planning makes you look like that idiot. If you don't hate your business, why do you hate your business planning?

Planning is a smart decision that smart business owners make. The power of focus is vital for any business owner and business planning gives you focus. You take a central idea and discover how to build a business with pizzazz and stamina around that idea.

You then include numbers and theories. Then you spend some time dissecting those numbers and theories. From there, you decide whether this business idea was even a good idea.

None-planners can be spotted miles away. They usually have ideas with no fizzle. They tell you they're in the middle of accomplishing things that never get accomplished. Their minds wander a lot and they lack focus.

You don't want to be that person do you?

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is the author of the book, A Different Business

Why Artists Can Be Great Candidates for Product-Based Start-ups

2010-07-18T14:23:00.000-04:00

A unique business product usually includes a tour of the patent process. If you want to see your product on the shelves of WalMart, Macy's, or some other big department store or retailer, you want to protect it. Besides wanting to protect your invention, you also want to ensure that you're not infringing upon someone else's patent or trademark rights. An initial sweep of the United States Patent & Trademark Office will help you during your brainstorming process.

If you're an artist or some sort of creative genius, you could be a great candidate for a product based start-up. The first reason is that you are creative. You can envision your product and draft a sketch of the image on paper or in some computerized dimensional format. Secondly, you can develop a prototype faster and more efficiently than the average person. You have right brain abilities that most wish they had.

A prototype is the model on which your product will be based or designed. So I'm sure you can assume how important it will be to have a great prototype to show to your patent attorney, patent agent, manufacturer, potential partner, etc.

Tamara Monosoff, Author of Mom's Inventor Handbook, says that developing a prototype by hand is the easiest route to take. If you are an artistic inventor, this advice is a game being played right in your ballpark. Monosoff says, "while it may seem easier to hire a professional, developing your own prototype can be a cost-efficient first step that can help to better articulate your vision to a professional." She also warns to have one before interviewing patent attorneys.

Artists tell me all the time how the business development part of business ownership bores them. I hear all the time that they'll much rather concentrate on the craft. The creativity. The design. The exploratory aspect.

Well, I'm telling you now--you have an advantage if you are inventing a product. Start with what you know best.

Cheryl Isaac is a business planner who helps make business planning simple for new businesses and small businesses starting something new in business. She is the author of the book, A Different Business.

Are You a Pioneer in Business?

2010-07-05T14:09:00.000-04:00

I was reading through some notes I took at a conference and I ran across this quote that I like a lot:

" You're a pioneer when you're doing something that nobody's succeeding at but you're trying to succeed." (James Marker)

A lot of business advisors may say that this thought is silly. Why re-invent the wheel when you don't have to? Some may say that if no one is succeeding, then perhaps it is a sign that there is not a market, no need, etc.

I beg to differ. Just think about it, without pioneers and true innovators, we won't have many of the products or new businesses that we now have. We won't have unique blend of services being designed in unique ways to fit unique target audiences.

I'm certain that when the founders of Twitter began their journey, they were probably mocked at first. People probably thought, what is this funny looking logo, weird website, and who wants to talk about what they're doing anyway? Look at Twitter now. Their founders probably have a good laugh in the background at the expense of you naysayers.

You're a pioneer in business when you can:

Design your services to successfully capture an audience that others have given up on.
Build a business model that works in such a unique way that makes others curious enough to buy.
Design a product that looks and acts different, yet fulfills long-awaited needs.
Successfully do what no one else with your age or your background has done.
Make someone else say, "If only I had met you years ago...or if your product had been around years ago...my life would have been easier."

You're a pioneer in your own right when you can accomplish these things. Now all you have to do is let the world know that you exist.

To do that, read any of Seth Godin's books. Or Mitch Meyerson's. Or Jay Conrad Levinson's. You should get some great insight from these books. They'll help you create awareness for your startup business.

Go! Become a pioneer in your own right!

Cheryl Isaac is the creator of this blog and the author of the book, A Different Business. To get a free copy of her e-book, click here, From Dream To Business Ebook

Business Planning Tip Of the Week

2010-06-27T16:23:00.000-04:00

Forget about the status quo! Get a plan that can help YOU move forward. A great way to business planning is starting small and then figuring out what you really need as you go along.

Don't let someone put you through an excruciating class where they try to test your ability to create financial statements when they themselves can't even complete a business plan. I sat in a class like that as a test once, and it was a joke. Here was someone who was an employee, had never written a business plan or owned a business, trying to make other people miserable. Truth is, not everyone can be an editor of a book or magazine. Yet, almost anyone can write a book. Same goes here, not everyone can write a professional business plan--but everyone can plan in a way that suits them.

I don't know about you but I'm sick of the formalities. If you need some money, then yes, perhaps you should conform your business plan to what your funder asks (although I wish more funders would stop having people concentrate so much on the formalities that they forget to present or focus on the business). A banker, investor or venture capitalist will ask for specific business planning materials. You need to give it to them and learn about what they require.

However, don't just assume that everyone wants to view a COMPLICATED plan. In fact, most people pretend like they understand it, but they don't. I had someone once consult with me because he wanted to invest some money into a business and he had asked the startup entrepreneur for a business plan. He had gotten the specifics, but didn't understand the plan. Now he wanted to meet with me so I could walk him through each page. The answers he wanted from this service-based business, could have been presented to him in a much simpler fashion. Yet, he made this entrepreneur fret over this business plan so much, that it seemed as if a robot wrote the 35-page plan.

I feel so strongly about this topic, that I'm writing an Ebook on it. I'll keep you updated.

Release Your Business Inhibitions With My New Book

2010-06-20T12:29:00.000-04:00

Have you ever received some sort of unexpected motivation from a popular song? I have. While writing my new book, I heard the lyrics to a song and thought, "Ah-Ha!" That was the theme I wanted to portray throughout the book--release your business inhibition.

Go For It! Why not? Who knows you better than yourself and why let the people who don't matter make you feel insecure when the real people who DO matter need your help?

I'm excited because the book is out you guys! You can release your business inhibition and start your dream business by using my book as your guide. It's available on Amazon by clicking here: A Different Business book on Amazon. You can also get more information about the book and view an excerpt by clicking here: "A Different Business Book" Info.

Here are the lyrics to the song. I hope it motivates you:

"Reaching for something in the distance...so close that you can almost taste it, release your inhibition. Feel the rain on your skin, no one else can feel it for you, only you can let it in, no one else...no one else can speak the words on your lips, live your life with arms wide open...the rest is still unwritten..."

Can you almost taste your business dream? Thanks to all of you who have supported me in this venture. If you would like to receive a review copy, please contact us here with an estimated review date and info on your blog. We would be honored to send you a copy.

Find out how much fun we had at the launch party by visiting the Facebook Page and clicking on the magic "like" button on the top of the page here: A Different Business on Facebook.

Cheers from my Business To Yours!

You Can Build A Plan Around Anything

2010-06-09T16:36:00.000-04:00

I had an interesting conversation with someone today about business planning. Months ago when I realized just how skeptical this person was about business planning, I asked them to volunteer and be my "guinea pig" and I would help them develop a mini-plan for their new program. My suggestion was, "be open to this, watch and see what happens."

Today, we went over our "experiment." Let me just give you the results this way: this person has given their employer a two-month notice, has obtained a contract with a local organization, has five new clients, owns a "mobile" office, and by next month, will be getting paid more than their current salary. All this because of a mini-plan.

You can develop a plan around anything. So what was in this "mini-plan?"

Two short-term objectives and one long-term objective
A summary of the new idea (the same way it would be described in person) and written in Presentation Style
A page for how this new program would operate, who would be involved and a Strategy for Implementation
A quick snapshot of the Target Market, short-term Marketing Strategy, how similarly situated companies were operating and a Strategy for how this person was going to be unique with this new concept
A summary of what this person wanted to sell, for how much, how many per week and month and a Strategy for reaching this goal
A summary of ongoing expenses involved

The catch was this; this person had to focus on this plan for a couple of months. The summary of the idea had to be rehearsed frequently. This person had to know this plan like it was "the back of their hand." They had to study it in order to explain it correctly to potential partners and clients.

What good did that do? Well, it helped this person remember the number of products they needed to sell each month. It helped them to focus on their target market. It helped them to follow their marketing plan and utilize their sales strategy. It helped them to remember how to talk about their business to others. It helped them to figure out how much products they would need to sell consistently on a monthly basis, in order to quit their full-time job. It helped them to have a strategy that they could stick with (for the short-term).

I'm so hyped about this experiment that I'm currently developing a program around it. It's a practice I've done with a few clients behind the scenes and it has been proven to work well. The takeaway lesson is that you can develop a plan around ANYTHING, and if you keep it SIMPLE and let it have your complete FOCUS and effort, you can achieve your dream goal in the short-term, and develop it into a viable long-term business.

Do you want to create a similar version to this plan on your own? View my YouTube Video on simple business planning by clicking here.

What steps are you taking to achieve YOUR dream?

Cheryl Isaac is the author of the book, A Different Business; 7 Easy Steps to Starting & Planning A Business Around Your Purpose. Cheryl is A Dream Planner who helps people plan for business through her business club; "A Different Business." Visit her website and sign up to move your idea from dream to reality http://www.adifferentbusiness.com/

Your Start-up Test Phase; 9 Tips to Keep Potential Clients Interested

2010-05-31T14:52:00.000-04:00

(This is an excerpt from my article printed previously on WomenEntrepreneur.com on my blog: Plan With Pizzazz.)

Here's something most startup business owners forget: You are in the test phase of your business, and this means your initial clients are testing you also. Once you've started your new business, one of the challenges you'll face will be listening to your clients--even when they don't speak. Most of the time, your new clients won't tell you when something is wrong. YOU have to watch and listen.

You keep potential clients interested by showing interest. You're testing out your new business, and they're testing you. They may still be uncertain. So don't just blow somebody off because she doesn't want to do business with you. That's childish--and that type of attitude will hurt your startup business. Remember, your business is not all about you. A good way to plan as you go along is to pay attention to the ones you serve in business.

During the test phase of your service-based startup, keep these planning tips in mind:

1. When you meet with potential clients and give them a proposal, call them if they don't call you. Don't expect them to follow up; that becomes YOUR job.

2. Once you meet, tell them that you would love to stay in touch, and keep them on your mailing list.

3. Don't just spam people with offers; give some educational information.

4. Regardless of whether a person has signed up with you or not, invite him/her to a seminar or event you host (this helps gain their trust).

5. Send a thank-you card to show how much you appreciate their interest.

6. Send them a survey and request their honest opinion about your proposal.

7. Don't be afraid to pick up the phone and call to request a follow-up meeting.

8. Collect different methods of contacting people and keep them in a secure database.

9. If someone is not ready to become a client, thank him/her politely and tell the person that you will follow up in the future. Then place a reminder to yourself and call within three to six months (This method has helped me gain a few clients).

Cheryl Isaac is the author of the book, A Different Business; 7 Easy Steps to Starting & Planning A Business Around Your Purpose. Cheryl is A Dream Planner who helps people plan for business through her business club; "A Different Business." Visit her website and sign up to move your idea from dream to reality http://www.adifferentbusiness.com/

3 Steps To Help You Take the Right Direction in Business

2010-05-26T17:13:00.001-04:00

In April, I started piecing together the puzzle for a Non-Profit Corporation that I've recently Co-Founded. During this time, my team and I were also planning the launch of my new book and community, A Different Business. Then, I realized in April that there was a need (within my business) that I had only been partly fulfilling--catering to the businesses that TRULY make a difference. Here I was, writing about how to Make A Difference in business, doing private planning for businesses, getting inquiries from non-profit startup corporations...oh but wait, I was not providing SPECIFIC programs for not-for-profit corporations--the true pioneers of A Different Business!

So my co-founder and I then decided to change a few things. We decided to use the month of June to revamp the entire office environment. Although our other businesses are still moving and progressing as usual, we know that in order to grow a startup concept, you must sometimes Start Over! We're literally going on a silent retreat. Every method, focus, system, training manual, etc will be revisited. The focus of the team will be re-evaluated. The vision (which is still the same) will be highlighted. In short, we're building a brand that encompasses our life's work and dreams and everybody on board will have to be of the same mindset.

The Non-Profit Center For Business will help start, grow and fund non-profit corporations--corporations that grow to be renowned like your Dress For Success or American Red Cross. We will help ensure that communities are enhanced through business, that more and more entrepreneurs become pro-employment and pro-volunteerism, and that Non-Profit Founders have all the help they need under one roof. (I'll keep you updated on the details).

So maybe YOU'RE thinking of starting or have started a new company. You can't focus and you're scared. Or maybe you own a new company and some things may not be right. It doesn't have to be about money. Maybe it's time. Maybe results. Maybe your processes or your environment is not meeting the objectives you set out to start. Don't worry, change happens frequently. In fact, change is what an entrepreneur must embrace. YOU are change.

Let me share the 3-Step Evaluation that has helped me a few times:

Time. Think of how much you put in versus how much you get out. If you already own a business, consider getting a system that helps you calculate the time spent on each client. Compare the time with the results. If you are starting a new business, start developing a system for chasing, meeting, acquiring and servicing clients. Get a system that is "smooth" and can be duplicated easily. My system when I first started is totally different from what it is now. I may help about 2 people a month and get paid twice the amount I did when helping 10 people during my startup phase. On the other hand, I also leverage my time through events and niche-focused workshops and seminars. And now that I'm building a non-profit entity, I plan to have systems in place so that I don't have to be present.

Your Best Clients. Look at the results from your best clients. What did you feel proud of accomplishing with them? What kind of compliments did you receive from them? I attended a conference where one of the speakers said this, "the biggest mistake that small business owners make is not clearly identifying who their best clients are." Go back and review your best clients and your best testimonials to help lead you. I took that advice and it helped me change some things.

Business Urgency. This is the thing that makes you the most money. This is the pill that your clients are seeking. Like one of my favorite authors, Norm Brodsky, quoted in his book " never assume a business can't succeed just because you get nowhere with initial marketing attempts." You may just be trying to get customers the wrong way. For instance, I was being sought after by non-profits because there are a lot of steps a non-profit must take in order to get started. Then there's a lot of steps in order for them to be developed and funded. My services created a solution for their urgency. I was making their life easier by having a model that completed those steps with them and yet my marketing attempts did not reflect that. Now it will. Find out WHAT would make a client pay you, don't lead with the service YOU want to be paid for.

Cheryl Isaac is the author of the book, A Different Business; 7 Easy Steps to Starting & Planning A Business Around Your Purpose. She is owner of Isaac Business Services; a business startup company, creator of The 12MonthBizPlan.com, & Co-Founder of The Non-Profit Center For Business. Cheryl is A Dream Planner who helps people plan for business through her business club; "A Different Business." Visit her website and sign up to move your idea from dream to reality http://www.adifferentbusiness.com/

Do You Feel Inferior To Your Dream?

2010-05-20T22:34:00.002-04:00

"We ask ourselves, who am I to be brilliant, gorgeous, talented, and fabulous? ...We are all meant to shine...And as we let our light shine, we unconsciously give other people permission to do the same. As we are liberated from our fear, our presence automatically liberates others. "

These are lines from the inaugural speech of a man I've admired for years--President Nelson Mandela.

Think about it: If we are all meant to shine, how is it that most of us choose not to? Could it be because we feel inferior to our own dreams or because other people make us feel this way?

Remember when you had great news to share with someone and decided to wait? This is because you don't want your light to outshine their light. It's because they make you feel inferior to your dream. How crazy right? We should all be allowed to dance to the beat of our successes.

Someone called me today about my new book and asked that I autograph it for them. Then came the statement, "I want you to autograph the book because YOU ARE the author right?" What's amazing is that information about the new book and my book launch event have been going out to this person for weeks. This person and I even talked on the phone a few days before my launch party. Yet somehow, it seemed impossible to believe that the book I was publicizing was actually MY book. This person wasn't the first either.

When I first launched my 12monthbizplan.com website, a close friend asked me; "Is that YOUR website or are you an affiliate?"

See how this happens? Someone else passes their insecurities to you and makes you hesitant to take the steps to live your dream. Stop allowing that to happen. I wish I had a step-by-step method to show you how to. I don't. Just stop it. Believe in your dream enough to have faith in it. It's that simple.

Cheryl Isaac is the author of the book, A Different Business. and a startup business strategist.

As A Result of What Your Business Does....Blank Happens...

2010-05-19T10:19:00.001-04:00

This week, I've been in Atlanta for Black Enterprise's Entrepreneur Conference.

Motivational Speaker, Business Coach, and Best-Selling Author, Lisa Nichols talked about "thinking big" in business and creating new clients by having what she calls a SNAP method.

S-Super
N-Networking
A-At Accelerated
P-Pace

Simple meaning--win people over immediately. Answer the question for them, Why should they have a meeting with you later? People don't care about what you do, they care about what your business can do for them.

One way she mentioned to do this is by having this statement completed for your business:

" As a result of what my company does...blank happens"

Bishop Eddie Long, entrepreneur and pastor of New Birth Missionary Baptist Church, talked about being a "pace setter." He cautioned to "open yourself up to a new way of thought...venture out." He used himself as an example-- he was the pioneer of Family Life Centers in churches.

These thoughts have lingered with me. As I drive home, I'm taking notes and silently brainstorming for my business.

So I ask you, as a result of what YOUR business does, what changes for people? You may know the answer, your clients may know it, but do your potential clients know this?

Cheryl Isaac is the author of the book, A Different Business; 7 Easy Steps to Starting & Planning A Business Around Your Purpose. She is Co-Founder of The Non-Profit Center For Business, a Start-up Business Planning Consultant, and a Speaker and Facilitator. Visit her website and leave an email to get her complimentary eBook; From Dream to Business www.adifferentbusiness.com

Your Business Purpose

2010-05-11T17:11:00.001-04:00

I had a discussion today with a potential client about the definition of purpose. Purpose and passion--you hear those words used often that sometimes you drown out the words. Although they're both meaningful terms, they have the tendency to sometimes leave some people feeling confused.

So what is purpose in business? My definition: it is the real reason upon which you've built or want to build your business--the same reason that encourages you to charge forward despite your odds.

When your financial situation seems dismal, yet you continue to do the necessary things to build your business, you may be doing it with your business purpose in mind. When you strive to serve others in business; despite the lack of support you receive from your friends and loved ones, you most likely do it with some sense of purpose. When everything around you seems gloomy, yet you can derive a sense of peace from what your business represents, you have purpose. When you do what you do with a vision in mind that includes helping someone else become better at what they do, you have purpose.

Be Comfortable with the Reason For Your Business Existence. There is a real reason you started your business. It is at the core of your business. Don't apologize for it. Own it. Let it be a part of the core values for your company. Remind yourself, your peers, and your employees about it. In the end, this is what will really drive you.
Study Your Target Client. The bottom line is this: some people will come and go--the shoppers, the naysayers, the unsure. Your target client will come, stay and buy. They will do this because your services or products were put together with them in mind. You may think that your audience is a set group when you start and that group may change. Keep your eyes open, learn your target client, and work hard to get more people like that person.
Maintain a "Business Plan That Moves." When I first started my business, my brochures described a process that involved a monthly meeting to add new things to the business plan that we did for clients. Although that process has changed, the theme still remains the same--an evolving business planning process. So once I built my business plan platform (12monthbizplan.com) I included the tagline; "the business plan that moves when you move." It's no surprise then, that I advise you to forget about the stress of the static business plan and focus on the planning process. Tim Berry, the Founder of Business Plan Pro, states it simply in one of his blogposts titled, "Business Plans Are Never Done."

Cheryl Isaac is the author of the book, A Different Business; 7 Easy Steps to Starting & Planning A Business Around Your Purpose. She is Co-Founder of The Non-Profit Center For Business, a Start-up Business Planning Consultant, and a Speaker and Facilitator. Visit her website and leave an email to get her complimentary eBook; From Dream to Business www.adifferentbusiness.com

Are You Focused On Your Goal?

2010-05-05T14:26:00.005-04:00

"A dream is a fragile thing--yet it can be the most powerful thing in the world. But it needs to be constantly reinforced, so that it becomes firmly rooted in the subconscious. When that dream is put down in a concrete, achievable plan, on paper, then the magic happens: All kinds of forces you never dreamed of come into play and help you manifest your dream."

These are quotes from the book, Visionary Business; An Entrepreneur's Guide To Success. This is one of my favorite business books of 2010 and I think you can see why. Marc Allen introduces us to his mentor in this book and together, they walk the reader through the importance of startup business planning.

"Keep your mind focused on your goal. Don't let doubts, fears and 'small thinking' undermine your goal. Don't think too small--if you do, the company you create will always remain small. Your company reflects your mind; it reflects your dominant visualization."

So do YOU have a clear goal for 2010? You would if you've written down your thoughts. Why is business planning important? It's important because it is an intention. As Marc Allen mentions,

"If you focus on your dream enough, it will become an intention. You have the capability in you to turn your most important desires into intentions, and your intentions will manifest in reality. Intentions produce results."

Here's the real reason I recommend this book. This very same reason is stated in the book.

"The ultimate purpose of visionary business is not to make money; it is to transform the world, by doing what we love to do and what we need to do..."

I don't do affiliate marketing or get any rewards for promoting a book. Every book I recommend on this site is from my personal office library and suggested to you because I learned from it.

You've heard me talk about my new book, A Different Business. Well imagine how proud I felt to notice that Visionary Business is a book that has a parallel theme to my book. It is a book that will transform your thinking. Really. Be a visionary and get this book.

Cheryl Isaac is the author of the book, A Different Business; 7 Easy Steps to Starting & Planning A Business Around Your Purpose. She is Co-Founder of The Non-Profit Center For Business, a Start-up Business Planning Consultant, and a Speaker and Facilitator. Visit her website and leave an email to get her complimentary eBook: www.adifferentbusiness.com

My Book, "A Different Business; 7 Easy Steps To Starting & Planning A Business Around Your Purpose"

2010-05-01T10:13:00.003-04:00

I'm writing this blog in awe because as time draws near to my book launch event, I can't help but remember how far I've come. Let me explain.

Over a decade ago, my odds of surviving a civil war in Liberia, was next to none. As a result of the war, my odds of graduating high school were slim--girls my age were most likely not high school graduates. But through every "ceasefire," I enrolled myself in school and graduated high school (I say I because it was literally me...no parents around at the time for explainable reasons). Afterward, with a looted school and destroyed records, my odds of entering college were even lower. Considering the fact that I was the first among my siblings to graduate college, this shows that those odds were against me too.

I can go on and on with how defying some kind of odds has shaped me into the person and entrepreneur I am today. First of, it says a lot that I'm writing this post and that you can clearly understand and appreciate what I'm saying. Today I'm a speaker but years ago, you wouldn't have been able to understand what I was saying.

Three years ago I never imagined that I would be starting a business. I had established a career in banking and financial advising. I had taken and passed the Series 7 Exam (Stockbroker exam), I was already a certified insurance agent, I was even on my way to sitting for the Certified Financial Planner exam. I was also a business banking specialist (which meant that I focused on helping small businesses within the banking center). I always managed to be a top-ranking banker but somehow, I was never given the chance to get the promotions I desired. And I must admit that most times, I became restless and left without "waiting it out."

When I started my business, the odds of me surviving or being taken seriously were against me and still are today. What I have learned is that most people don't care. Most people are drawn to you because of your passion for what you do and because they sometimes sense a calling that they want to be around--your business purpose.

This is why I wrote a book on the topic and named it, A Different Business; 7 Easy Steps To Starting & Planning A Business Around Your Purpose. If you can't be all you can be at your job, maybe it's because you were meant to shine behind the wheels of your own business. Everyone has a purpose in life and some are meant to live out that purpose through business. If you're thinking of starting a business, make sure that it aligns with your purpose because you will need some direction during the difficult times.

This book is not just fulfilling my dream of becoming an author; it is an extension of my business. I want to help people understand that odds are made to be defied and that business is not rocket science. Age, background, and checkbook does not matter. Persistence, Passion and Purpose and Proficiency does. A business built on purpose is the foundation you need to sustain you for years.

You can take a sneak peek of the book here and pre-order through Amazon: A Different Business Book Amazon Order. Once you've read this book, if you're ready to start your dream and quit standing in your own way, join my business club and work with me in a group setting and one-on-one, and I promise to help you get closer to your dream--just like I did!

Cheryl Isaac is a Startup Business Planning Strategist. You can learn more about her at A Different Business

Need a Pill For Your Startup Business Pain? Learn From The Paul Mitchell Story

2010-04-26T17:01:00.000-04:00

"Doors slam literally in your face--maybe 30, 40 doors before the first customer will actually talk to you and let you in," said John Paul DeJoria (Founder of Paul Mitchell) in an interview with a business magazine about how he went from startup to billionaire. I was reading his story and wanted to share it with you for your startup painkiller. John Paul started Paul Mitchell with $700 and built it into a $900 million-a-year hair care business. He also became a billionaire with help from his other startup--Patron tequila.

How did he do it? Well, just in case you're reading this and thinking of your start-up business pain and how impossible the journey looks, just in case you're thinking that this story sounds good but it can never be you because your circumstances are worse, let me walk you through a few heartaches that John Paul DeJoria endured:

He was once homeless. Upon starting Paul Mitchell, he had been waiting on half a million dollars from a potential investor. The money never showed up. Before that, he had given all the money he had to his wife once he moved out. With no home and no money, he had to sleep in his car.

He struggled to get startup funds. The $700 he was able to get was a result of $350 from his partner and $350 borrowed funds from his mother. They used the money to pay for the design of the products. Soon after, he was going from door-to-door and trying to sell his products to people and salons.

He waited patiently. John Paul knew that he was bootstrapping a business. He put all of his effort into the business and waited to reap the rewards. He didn't seek quick rewards. Paul Mitchell was started in 1980 and he didn't start his second company (Patron) until 1989. He waited two years before giving himself $2000 from the business.

He didn't hesitate to start his business during a down economy. When he started his business, unemployment was up to 10%. He kept one thing in mind, "You can do it, no matter what you have."

When you find yourself starting to complain and get discouraged during your business development, be reminded of this quote from John Paul DeJoria, a man who went from homelessness to millions:

" The difference between successful people and unsuccessful people is that successful people do all the things unsuccessful people don't want to do."

3 Practical Steps Towards Your Business Dream

2010-04-18T19:19:00.001-04:00

Starting a business is hard. Growing a business is even harder. Getting accustomed to the business mindset is a challenge. This is why the use of methods to help you in your everyday walk can prove to be beneficial.

Everyday, you're ensuring that your dream takes baby steps to become a formal business model. So you need to take actions steps to help you get closer to your business dream. I spoke to a group of small business owners about this topic this weekend. I also mentioned the importance of dreaming freely in my "The Dream Continues" blogpost for my business club members, (most posts on that site are exclusive to members with the exception of this short post and you can view it here).

Dreaming freely and taking the steps to achieve your dream; even if it seems unattainable at the moment, is a big deal to me. It says that you are allowing yourself to do great things without yet seeing those things. I know because my life story tells me so. Small steps each day and who knows what could happen right? If you're asking yourself "Why?" I say, "Why not?!"

I follow this 3-Step Mental Guide that I shared with the group and will now share with you guys. Do with it what you may but if you do decide to use it, please post feedback for me because I'm confident that it will help you.

Do One Thing A Day to Help My Business. This step is derived from a quote or a message from a conference I attended. I'm still not sure how the original quote goes; or where it came from, but I use this excerpt from it and it helps me. Think about it, if we focused on just one thing a day that could help our businesses, imagine how far that could take us. I'm not talking about the things that are necessary to keep your business operating each day. What I'm talking about are those extras that help your business grow--the difference between returning clients' calls vs. setting up a lunch meeting with a potential client.
Do One Thing a Month or Quarter that Scares Me. In my blogpost on Women Entrepreneur, Today I Will be Master of my Emotions , I write about another method that helps me view fear in a different light. I mention Og Mandino's saying; "When I feel fear, I plunge ahead" (read that post for the full story). It sounds silly but sometimes fear is the adrenaline you need to move forward. Something that scares you could be cold calling (you could host a cold calling morning and make it fun with pizza or coffee). Since event hosting and public speaking were my past fears, I started my business hosting events and seminars. Every now and then it still scares me but I do it anyway--once a quarter. Doing that has brought me publicity, awareness for my business, trust from my community, and new clients. See how it works?
Live by the Lead-Follow-Or Get Out of My Way Rule. This is a saying that you hear often, but I actually live by this saying. Your leaders are the ones that have gone before you in business; you benefit from their advice, their books, their seminars, and their expertise. Your followers are the main core to your existence. They are the clients who spend money to keep you in business, they're your Twitter, Facebook, YouTube, LinkedIn, followers. They are the friends and family who support what you do and give their help and encouragement. The Get-Out-Of-My-Way people are the naysayers, the sneaky ones who just come around to see how they can do what you do, the liars that say nasty things about your business efforts, etc. These are the people you get rid of quickly and refuse to look back at them.

When your mental gives your physical the permission to move forward, you can do some great things. So why make things harder on yourself by not forming action steps to accomplish your dream?

Cheryl Isaac is the author of A Different Business; 7 Easy Steps To Starting & Planning a Business Around Your Purpose, (available soon) and a startup business planner and Founder of 12monthbizplan.com

Excerpt from My New Book; A Different Business

2010-04-11T15:51:00.001-04:00

If you're a frequent reader of this blog, you've noticed me mention a few times that I'm writing a book! I can't sit still about it because it's a step forward to the dream I've had for ages--to be an author. I've mentioned it briefly in my post, From Reading to Writing to Speaking and in more details in this earlier post, My New Book.

I'm so excited about this new book that I wanted to share a bonus excerpt with you guys. My new book, A Different Business; 7 Easy Steps to Starting & Planning a Business Around Your Purpose, should be available for sale on May 14th and pre-orders will be available soon on my website A Different Business.

Here's a passage from the book:

Draw confidence from your pain. One of the ways you get over yourself is to remember your pain. Remember your experiences. Remember the moments that give you strength. Take businessman Gary Heavin for example. He lost his mother to high blood pressure and a blood clot at an early age. He knew then that his purpose was to ensure that no little boy suffered the same loss he did. This painful
experience led him to start Curves; the world’s largest fitness franchise. He wanted to teach people exercise and proper nutrition could help alleviate the causes of chronic diseases.

When I first started my business, it was difficult for most people to envision me in this role. It still is. Do you want to know one of the things that keeps me going? It’s because I realized it would be hard for most people to envision my entire life,too.

Let me explain. Raised in Liberia, West Africa, I endured a childhood with good and bad memories. After being raised by wonderful parents and having a structured life that included great education, books, sophistication, television and cultural awareness, it was abruptly taken away by years of civil war, malnutrition, near death experiences due to starvation, thirst and bombs.

So today, when I get glazed looks from some or negativity from naysayers, I remember those days.

Then I remember that if I went from nothing, from an experience so far removed from my present circumstance that most people can’t even relate that experience to me, then I can help others move beyond their circumstances to further their purpose also.

Sometimes, you just have to rise above your present situation and dream of something bigger. If bullets, bombs, and lack of food and water didn’t stop me, I was determined that startup hardship wouldn’t either. I say this to you, too, if you got through your painful moment in life, why are you hesitant now? Your pain could have been a painful divorce, death of a loved one, a serious ailment, the betrayal of a loved one, bankruptcy, poverty, homelessness, trauma,etc.

Drawing confidence from your pain will be your first step in realizing your purpose. Surely you don’t think you went through that for nothing do you?

Cheryl Isaac is a business planner and the author of A Different Business. You can also learn more about her at www.adifferentbusiness.com

6 Essential Tips for Planning Your Business

2010-04-01T23:55:00.001-04:00

It seems like this week was an influx of start-ups and aspiring entrepreneurs for my business. I met with a more than usual amount of prospects considering writing business plans for the transition from home to business location, or from job to business.

Since the conversations were so similar, halfway through the week I noticed the repetition.

My conversations with business planning prospects resembled something like this:

Know Why You're Doing It. Some injustice, pain, life experience, or deeply rooted passion gave you the push to want to own your business. Embrace it. You don't have to tell everyone about it right away, but let it drive you. If you don't know what it is, find it. It's there, you're just not acknowledging it. It's important that you hold onto it because I believe that it will carry you through the rough times. You can't accurately plan for business if you're not even sure why you're planning. Your plan needs to outline your passion and business purpose.

Set Milestones. Know what you want accomplished and record it. Milestones or goals will help define your business planning. So you want to be a million-dollar company by a certain year? Write it down and acknowledge it. It doesn't matter that you have little money, contacts or business experience. Since when did all of that buy ambition? Check back in often and review your milestones because it will help keep you motivated.

Run the Numbers. Record it and analyze it. Then take it a step further by making it as realistic as you can get it. For example, you can't just say that you want to pay $1000 in rent without looking at similarly situated industry-related rental facilities and what they charge. Your numbers should be close to what is really taking place within your industry. If you will need equipment, guess what? Price it! Get out and go window shopping and get an accurate estimate of equipment costs. When I was a banker, I would shake my head at lots of plans with generic numbers. I would ask myself, How does this guy expect me to process an application for a $20,000 equipment that we funded last month for $10,000?

Plan to be Different. It's said all the time but it's crucial. Don't just be a car wash. Be a car wash that has eco-friendly products. Don't just be any fast food restaurant. Be like Sonic's that has servers on skates with drive-up/eat-in-your-car-stalls and a menu to die for. It's not just okay to just talk about doing something different. You have to plan a business model that adds a special "umph" for your customer.

Think Outside-the-Box. One of my favorite quotes is, "zig when everyone else is zagging." Business is still business but the old methods of doing things is over. Think of creative ways to get the buzz out about your business. And I mean REALLY think about it. This will take some careful planning and brainstorming, but it's necessary. You could create an event that will also raise money. You could create a product giveaway to draw clients or a way to get business partners. Just don't be fooled, you will need to plan for an outside-the-box strategy.

Put it in Writing. Jot it all down because this is the only way it really comes together. It's like having a to-do list in your head versus in your notebook. Writing it down helps. Buy a notebook, label the pages, create sections, and start writing and jotting notes. Do it now--stop reading this, grab your notebook and start writing!

Cheryl Isaac is a business planner, business plan writer and the owner of Isaac Business Services. You can find her at www.adifferentbusiness.com

3 Reasons Why You Need a Cash Flow Statement

2010-03-26T14:41:00.001-04:00

So you're planning a new business and wondering, why a Cash Flow Statement? If you want to know why you need to spend time detailing a cash flow plan, (even if you don't intend to ask for money) you want to read further.

Here's three reasons to ditch the stubbornness and impatience, and plan for cash:

Figure out how your business will bring in money each month. All of those estimations in your head will only leave you "scatter-brained" so stop it now. This is important because as time goes by, you will start to learn your "down" and "up" months and it will help you find supplemental services and/or products. Seeing a "snapshot" of your cash gives you a better mental picture and helps you plan better.
Know how much you can possibly get in vs. how much you will pay out. You want to have a realistic conversation with yourself about your money. A cash flow statement is what helps you to avoid negative business accounts. This statement is what helps you to avoid getting that office or equipment until you've found some business or funding to cover your expenses. This statement is what helps you pay your rent on time.
You want to know when you can transition. For some, transition means leaving the full-time job to tackle full-time business. For others, transition means getting the first employee. For most, transition means having your business give you a regular paycheck.

So how do you project cash flow when you don't have enough cash coming in yet?

Include cash you plan on getting from different sources. Cash you get immediately and cash you get in increments will be recorded. If Mark will pay you a deposit of $500.00 in June and you won't receive the remaining $1000.00 until August, make sure to include only $500.00 in June from Mike. This way you are able to see when you actually take in money each month. If you get grants or contractual dollars in certain months, record the amount that you hope to have in those months. This way, you know that you can afford to plan for that new equipment in August (when you get your contract dollars) instead of in June (when you are short on cash).
Include loans that you will draw from and repayment of such loans. If you have a $10,000 line of credit and have no sales in June (except for the $500 that Mark paid you), then you need to take money from somewhere. After all, there's still costs for doing business. You should have all your costs outlined in this statement, so you will know if you need, say $300 extra from your credit line. Record this and record your estimated payment back to your credit line as an expense (you can figure this out by looking at your annual rate, finance charges, minimum charges on certain balances, etc)
List all expenses. A good way to start is to estimate beforehand the costs associated with working on a project. Most people try to ensure that their deposit or retainer helps to cover these costs. So if you will charge Mr. Peters $200.00 a month to clean his office, and he doesn't pay you until 30 days after, what will it cost you to start the first cleaning job? Do you need to buy a vaccum, cleaning solution, broom, garbage bags, etc? Do you need to bring someone to help? These are all details you want to plan upfront.

I love going creating cash flow statements with my private planning clients and then reviewing them because it helps them think strategically. It makes the vision more realistic. It helps them get funded properly.

Bankers love the cash flow statement because it becomes easy to assess whether a business owner has thought things through effectively. They want to know, if you want $50,000 from this bank, how do you expect to pay it back? They don't want a response like: "well...I'll make 50,000." They want to UNDERSTAND how you'll make that $50,000 and how you've planned for contingencies.

Keep in mind: everything will change for you. That contract may not come through on time, or it may be for less than you had anticipated. That new service you planned for may prove to be a bust after all. Your clients may decrease and your target audience may change. Or, you could start to do more than you had anticipated.

No one expects you to be right all the time. They just want to know that you think like an entrepreneur; not a freelancer. They just want to know that you're serious about business as they are serious about their money.

Cheryl Isaac writes here at StartupBizTalk and at her business club A Different Business Club. She is a start-up business planner, business plan instructor, and the founder of 12MonthBizPlan.com. For a one-on-one review of your business plan, contact Cheryl here.

Blog Award-Tag You're It!

2010-03-20T14:28:00.004-04:00

Thanks to my twitter friend, @JamaraWilson, for giving me a blog award this week. A special Start-up BizTalk Kudos goes to Jamara. I recently became her twitter friend and immediately subscribed to her blog, His Majesty's Favorite, through Google Reader. I plan on getting acquainted with her blog this week because I like her writing style and the interesting mix of subject matter.

Well, once you get this award, you're supposed to first talk about 10 Things that Make You Happy, then choose 10 of your Favorite Bloggers. Make sure to thank the person who gave you this award, then pass on the information to the bloggers you awarded.

So. here goes my list...

10 Things That Make Me Happy

I LOVE reading & writing. I read when I'm sad, I read when I'm stressed and I read when I'm having a good time. I write because I want to pass on the information that I read. Sounds crazy right?
Shoe and purse shopping. A nice pair of heels will make my day anyday. Everything feels and looks better in heels. A nice purse that doubles as a junk-getter and business-on-the-go is even better.
I absolutely LOVE to travel. Travel for me could be a 30-minute drive to a house surrounded by a unique setting, or it could be an 8-hour plane ride to Hawaii. I think more clearly when I travel, I learn more about myself when I meet people from different backgrounds, and I grow more as a person.
Chocolate makes me happy. A nice bar of swiss chocolate...Yum!
Quiet time with my better half thrills me. I love connecting with my best friend.
Sushi with my girlfriends. Getting together with the girls for some sushi and sake makes my day.
Yoga. The relaxing and calming act of yoga is one of my favorite things to do.
Business, Business, Business! Owning a full-time business and helping other people do the same, is one of the most exhilirating things I've ever done. Life would be meaningless if I wasn't doing this.
Making breakfast with my stepkids. I love b-time with the family!
Playing with my dog. She watches through the window every day when I leave and jumps all over me when I get home. That's priceless.

I usually start most of my weekend mornings with a cup of tea and google reader. So choosing 10 blogs is hard but here goes...

10 of My Favorite Blogs

The Get Smart Blog by @Bridget Ayers. I read Bridget's blog for web marketing information.
Small Business Trends blog by @smallbiztrends. Anita's blog has GREAT small business resources.
All Top by @GuyKawasaki. THE collection of the most interesting blogs by a startup pioneer.
Makeup Theory Workshops by @Makeup Theory. Love Todra's tips on skincare and beauty.
The Success Center blog by @RodKirby I like Rod's interesting mix of info & lifestyle coaching
The Girls Getaway Guide by @GetawayGirl I love getting travel information & tips from this blog.
TeenEntrepreneur Blog by @teenbizcoach I love seeing how the Next-Gen is advancing in business
KillerStartups Blog by @killerstartups I stay tuned to their reviews on different startups
Seth Godin's blog. Through this blog, Seth & Sasha once gave me the opportunity to review a book that changed my life and perception.
Ms. Career Girl's Blog by @MsCareerGirl I love the career tips Nicole gives to young professionals

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here. Find her on Twitter @startupbiztalk

Get Creative and Get Paid

2010-03-15T21:14:00.001-04:00

Start-up businesses are finding interesting ways to keep money coming and it's time for you to think creative. For instance, I read about a couple in Palo Alto who started a business and used their wedding to raise money for their start-up. Instead of a wedding registry, they used a start-up registry. Their registry looked a a little like this:

Feed an outsourced engineer: $150
Hour with a lawyer: $385
Rent a friend's garage: $250

They allegedly raised money, had videos on their website, and invited venture capitalists through this creative effort.

Here's a few ways you could get paid creatively:

Host a fundraiser. Come up with a way to make your participants have fun and pay you. I recently attended a fundraiser that raised $50,000 in a day. They did it by hosting a pancake day at a local high school, collecting ticket sales at the door, having tons of games for the kids, and hosting a grand silent auction of great items. The items, which were donated by local companies, included: golf club sales, book baskets, gift baskets, gift cards, sports items, personal training --all nicely packaged and wrapped.

Host a launch party for a special product or service. Big companies do it all the time, why shouldn't you? Send out invitations for a special service you have coming up and organize some way to host a presentation for your guests. Include some drinks and food and add some music as a touch. Include a reason for people to sign up for your service or sample your product at the event. Offer a raffle, a nice gift basket, or discounted pricing on your other services. Your focus should be on turning relationships into sales.

Offer a complimentary item that's also educational. I celebrated my birthday this weekend with barbeque in a secluded countryside cabin. One of the things I needed was barbeque sauce. I went to my favorite place--City Barbeque. City Barbeque makes some of the best barbeque I've eaten and yet they sell their sauce and special seasonings. Now the average person may think that they're giving away their secrets. Why would someone want to buy their barbeque if they could make their own right? Wrong! Everyone wants options for very different reasons. In this case, I wouldn't have bought City Barbeque's tasty treats for a weekend trip, but I sure had a piece of City Barbeque with me in the form of barbeque sauce. They made some extra money and I made some great birthday barbeque. They added value for me.

To get automatic updates to your inbox for your start-up business, please subsribe to the RSS Feed on the top right portion of this blog. Cheryl Isaac is the writer of this blog and the CEO of Isaac Business Services.

From Reading to Writing to Speaking; Create your Business "First"

2010-03-06T10:34:00.006-05:00

Since age five, I've been an avid reader. At least this is what my mom tells me. I remember graduating at the top of my class from kindergarten and being given a book of fairy tales from the teachers. This is my only vivid memory of kindergarten (well except for the time I got my finger chopped off by another kid while playing with the metal gate but that's a long story).

My friends had no idea how to even begin reading the book that was given to me, but I loved it. Apparently, my kindergarten teachers had given up on trying to get me to "nap" because I would always curl up with a book while everyone else slept. Thinking back, I always ponder, where did I get the books from?

Well if you are a reader, you naturally appreciate writing because you love words on paper. I've learned how to write after appreciating the brilliance of telling stories and giving information through words. Now I'm beginning to see a trend that goes like this; from reading, to writing, to speaking.

Of course, not everyone can be a speaker but can writers become speakers? I was reading a book by Craig Valentine, World Class Speaking. Here's Craig's take on speaking, "the essence of public speaking is to tell a story and sell a point." That's it!

So think about it, when you write, you tell a story and most times sell a point. Writers are the most interesting debaters and the best handymen of words. Writers can become great speakers.

If you are a writer, why hide behind your words? Most natural speakers will tell you that they're not great writers. Yet they author books.

So, start preparing for your big speech with these resources:

Get the book, World Class Speaking by Craig Valentine. I'm so in awe of this book because of the detailed steps he leads you through to create your world class speech. Craig is the 1999 World Champion of Public Speaking for Toast Masters, so he's had his share of practice.
Read How to Get a Standing Ovation by Guy Kawasaki. This is one of my favorite outlines of a great speech. I love this piece so much, I have it saved to my favorites. This short post is a great way to prepare for your next speech.
Work on a speech outline. Figure out what you have to say and the best way to have a conversation with your audience.
Practice, Practice, Practice. I'll be practicing too because I have a book coming up soon and I'm hosting a big event for it. I use a tape recorder now to listen and critique myself. I also host smaller seminars to give myself more practice. Think about what you can do to practice.

I'm no expert at speaking and don't pretend to be. However, I am an expert at reading and I can learn anything through comparing a few resources. If you are a reader, don't hesitate to become a writer because most likely, you've learned a lot than the average non-reader. And if you are a writer, go for speaking. You have already mastered the art of telling a story, now just work on "selling your point"!
Cheryl Isaac, is a Start-up Business Planner & Owner of the Business Startup Company; Isaac Business Services. This tip on public speaking is one of her many tips for start-ups mentioned in her Creating Firsts for your Business e-guide. Look out for it soon at her business club; A Different Business club.

Are Basic Business Principles Dead? (An Entrepreneurial Tribute to Black History month)

2010-02-28T16:39:00.013-05:00

As we wave goodbye to Black History month and welcome women history month, I wanted to take a moment to reflect upon the footprints that African American entrepreneurs and inventors have left. The "wheels" of business is not and should not be re-invented. Regardless of your age or background, the roads that past entrepreneurs have paved are indicators of future successes for current and future entrepreneurs.

So, the answer to the question is no! Basic business principles are alive, more alive than they've ever been. If you're still unsure, study the businesses that managed to stay alive during the famous dot.com crash. They followed basic business principles and established lasting business models. Don't re-invent the wheel, just re-create it.

The story of African American entrepreneur Garrett Augustus Morgan for example, is a great one to study. The son of former slaves and a pioneer inventor, he became very famous for inventing the gas mask and three way traffic lights.

How did he do it? Morgan followed some basic business start-up principles that were important then, and still are important now:

He learned his craft. Born to former slaves and uneducated parents, Morgan left his home at age 14 with only an elementary school education. He settled right here in my home state of Ohio (Ohio has raised its share of entrepreneurs and inventors; like the Wright Brothers). He worked for a few companies and taught himself to repair sewing machines. Then he opened his own company to sell and repair sewing machines.
He protected his inventions. Morgan obtained a patent for most of his inventions. For instance, his most successful invention was the modern day gas mask or "breathing device" as stated on his patent application. The patent was extended to him in 1914 and had a hood with an inlet for fresh air and an outlet for exhaled air.
He found his target audience through product testing. In 1916, the explosion at Cleveland Waterworks helped garner publicity for Morgan's products. The whole area was filled with fumes and smoke, trapping workers in a tunnel under Lake Erie. Morgan used his Breathing Device, went into the tunnel and carried workers out on his back, saving a number of men from an underground death. Soon, fire and police departments were demanding his product.
He sought scalability. Morgan established a company to manufacture and sell the Breathing Device in response to numerous orders from fire and police departments and mining industries.
He discovered a need. Also the founder of the three-way traffic light, Morgan got the idea for this invention after he witnessed a carriage accident at a four-way street crossing.

Takeaway lesson; study the history of the pioneers in your industry, they will help you think more efficiently.

Goodbye Black History month...until next year!

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

Thinking about Growing your Business in 2010?

2010-02-20T23:15:00.007-05:00

If you own a small business or start-up, you will be relieved to learn that entrepreneurs have found success in sticking to their plans in 2010. Successful entrepreneurs are not running to hide because of a difficult economy. Instead, they are following basic business principles to grow their businesses.

This week I attended a conference that I attend annually; GROW 2010. It's hosted by Marty Grunder! Inc in Dayton Ohio. If you're a regular subscriber to this blog, you know that I've mentioned this conference before. Besides the fact that I admire and respect the host a lot because of his commitment to entrepreneurs, I also learn a lot each year that I attend.

Well just in case you're feeling a little business pessimism right now, here's a picker-upper for you. A mini survey was taken during the conference. Entrepreneurs were asked to name some successful steps taken to stay afloat in the current economy.

Out of almost one hundred entrepreneurs surveyed, the majority mentioned these strategies that have helped them increase revenues and remain viable during the tough times:

Purchased new equipment to help service clients better
Hired key employees in order to delegate work more efficiently
Fired difficult clients and poisonous employees
Narrowed services to a "focused niche"
Got the team more involved in sales and company vision
Created a board of advisors
Got satellite locations to help streamline costs
Created "To-Do" lists to help enforce productivity
ReBranded the company
Allotted funds towards advertising
Created new service offerings

So you see, successful entrepreneurs are optimistic. They follow basic business principles and stick to them even when times are rough. They create a plan for everything; including marketing, team development, and business development. They don't just "fly by the seats of their pants." They plan!

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

12 Months to your Business Launch

2010-02-14T21:33:00.007-05:00

Two years ago I started a business that centered around the theme of helping aspiring entrepreneurs and start-ups create a business model within a year. Before that, I was working in banking and advising people to do the same.

Why a year? Two reasons: 1) My "field" experience (if you want to call it that) has told me that it takes that time to at least get a structure around a business idea and 2) it is the most crucial time for a startup.

Throughout the years, I've worked on the back-end with start-ups, I've helped some small businesses remodel existing ideas and I've helped people go from dreamers to entrepreneurs. Some entrepreneurs may come out with this similar idea via products and/or teachings but one thing is true; I've already been behind the scenes doing this.

One thing though, has not changed for me. I'm still doing what I started doing; I just continuously figure out the best way to do what I do. I have a passion for start-ups and small businesses that burns from within and a purpose centered around driving entrepreneurship. Others may try what I do but they won't remain on the scenes when I'm still here because they don't have the purpose for it.

I say this to make this point: if I can achieve my dream, so can you! Forget about years of experience and tons of money. Forget about whether you think you're too young or too old.

Focus on my Four P's: proficiency, purpose, passion and persistence and you'll be fine.

This year, I took some of my services online. I operate a business club that helps answers business planning questions for start-ups. My club; A Different Business Club, is for "daredevil" dreamers and for dreamers or start-ups who are not afraid to boot-strap a business against all odds. If you've ever thought that your business start-up situation is different, you won't be alone in this club.

We will talk every month, you will get to ask the burning questions that you want answered, you will get private advice and brainstorming sessions with me each month, access to all my business tips and guides, and access to the experts on my team: attorney, business advisor and CPA.

Most importantly, I get to reach out to you and help you just like I've helped start-ups in my area. I'll help you with personalized planning. Think of it as a workout plan. We will outline specific checklists and plans for your particular start-up. Plus, part of your checklist will be our job to help you get it done. No talking at you, just working together.

Join the club at http://www.adifferentbusiness.com/ and take advantage of my low introductory rate and business information. Once I get the personal advising infused within the club, the pricing will go to the regular price. I hope to get to talk with you soon.

Cheers to Business!

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.

Who wants to know a "Nobody?" Everybody!

2010-02-05T10:47:00.007-05:00

So here's some real talk for you: stop trying to be a know-it-all-smarter-than-everyone-else-local-celebrity-too-full-of-myself-talk-a-lot-without-doing-you're-beneath-me-acting somebody. I could go on with this list but I'll stop here.

People really don't care about status. And the ones that care only about your "celebrity" status, are called groupies. That's right, I think entrepreneurs can have groupies too. Stop and ask yourself, do you really have a "loyal" following or do you have "groupies?"

My friend always quotes this saying during his speeches and I love it, "if you want to know whether you are a leader, look behind you and see who's following." What kind of people do you have following you? If you have "groupies" does that mean you're a groupie leader?

Real people don't care about shallow things. People don't care that you are a "nobody." In fact, everyone wants to know a "nobody." The "nobodies" turn into "somebodies" one day and then they have to pay it forward and reach out to another nobody.

Think about it: why do people love American Idol so much? It's because there are a lot of "nobodies" trying to be "somebodies" and everyone wants to root for them.

People love stories. And they love successful stories. So when you're thinking of taking your startup business forward, think on this. What is your story? At the end of the day, what will really matter to your clients is whether or not you did what you said you could do. It's that simple. Don't concentrate on impressing people. Concentrate on execution of your business model.

So maybe you're not a genius with tons of degrees. Maybe you're too young or too old. Maybe you're just a simple girl or guy trying to pull off a complex idea. So what?!

Tell people who you really are, and maybe your "followers" will be simple gals and guys trying to pull off a great dream also. Be fake about who you are and maybe your "followers" will be a fake bunch also. Just a thought.

Cheryl Isaac is a business start-up strategist to service businesses going online. She contributes to Forbes here and blogs about Making Business Personal here.