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personal development

Being a force multiplier is where I get my kicks

Being a force multiplier is where I get my kicks

I read with a pen in my hand at all times. The real trick is to not only underline the good ideas and passages, but open up a notebook and write down the idea and develop an action, identify who else needs to be brought in, identify a completion date and deploy the action plan to turn the idea into a reality with benefits. Even if it is inspirational, fiction or non-business related, identify the good stuff and share it with someone. Sharing and caring someone else’s life’s work can bring joy to the world. Being a force multiplier is where I get my kicks.

The Key to Success is to Really Do Something

Action plan for turning passive reading into active maximum enjoyment

Read a book. To get from passive knowledge to active maximum enjoyment and real tangible benefits you need to do more than just read.

Take notes while you read. Underline ideas that you like. Highlight the things you’d like to make happen.

After reading, review the notes.

Think about each and every underlined passage.

Now think, actively dream and visualize about how you can use the idea.

Now write down what you want and need to do to apply the idea to your life, business, career, project or whatever.

Then identify the tasks you need to perform to make this idea happen.

Now create a schedule to do the tasks.

Now implement that schedule and take the first action on your list of task.

Keep going.

Smart, Intelligent, and Broke… and What to do about it

Tactics for creating a writing or services business that makes money and helps the people you can help the most

I’m a copywriter and a publicist and an author so I guess I do make a living writing. I’m happy to share with you what I’ve done and what I’ve learned.

I wrote my first news release in 1977. I went online with my first website in 1993. I’ve built up my copy writing and publicity services company at home and online over the past 15 years.

You can read the story about how I created my business in the book “Chicken Soup for the Entrepreneur’s Soul” published by Health Communications in November 2006. It’s titled `Ripples’. Fun story.
If you want to see it click here Ripples

The marketing I do is pretty nominal but it is consistent, and I take baby steps to keep it going nearly every day.

I’m of the belief that if people and companies have employees doing work that you can do and have more work that you can do than they have employees available to do that work, then getting paid is easy.

Can you do it?

Yes you can!

You just need to present them with a very desirable alternative turnkey to hiring you as an employee. Make it attractive and make it easy and it’s a done deal.

I’ve found that if they have employees doing something, then outsourcing to you is often a very attractive option. You can normally charge four to six times the hourly rate of pay that they pay full time employees to do exactly the same work, but without them having to carry the overhead that they have to carry for an employee. So if top technical or professional employees are making $50 an hour, then you can charge $200 an hour. Most companies will not bat an eye at these rates these days. You can run the numbers and see, at these rates, it’s not hard to bill over $100,000 a year and do it part-time from home. The Internet and email can be a wonderful place.

So no matter what the employees or you do, you can create a short menu of options and fees that break both the services you will provides (just like an employee performs, or the deliverables they create), and format this into a short list of the fee based time or product deliverables that you can perform or deliver on demand or by schedule.

So instead of a resume, create a one page brochure that says “menu of options”. Then itemize options so people can hire you in bite size chunks of payable time or for products or services by known typical units of performance (by the hour, by the day, by the week, by the page, by the document, or whatever).

This menu allows you and the client to select what you do and price it in advance, and build this into a one page contract or an email or even a phone call.

I’ve found that the best marketing tactics that work in this business are ones that allow you to leverage professional branding with your target audience. You should not waste time, effort and money unless it brings a professional branding message in front of someone who will potentially be amenable to doing business with you.

So I recommend you experiment, test and most importantly and track and analyze what you do, to identify how you are getting clients and where the biggest income streams come from. Then apply the basic rules of systematic continuous improvement to what you are doing. Simply put, if it works, do more of it, and if it doesn’t stop and do something else.

You can use my business as an example. To this day, I get most of my new business by:

* meeting people at conferences at which I exhibit, and giving short but personal consults on the fly, and once I hear what they are all about giving them recommendations that help them a little and indicate what they can get by involving me more.

* writing and publishing articles (problem solving tips articles) in magazines, to demonstrate skills, expertise, ability, knowledge and wisdom, and create desire once they realize they want more of what I can offer.

* posting articles and responding to posted questions in newsgroups and on discussion lists, to do the same.

* adding more free articles and free downloads to an extensive highly educational and focused website, to educate and motivate people to do more themselves, or hire me if they can’t do it themselves.

* adding more success stories and testimonials to my portfolio, to again demonstrate and affirm.

* sending really value added email introductions to prospects, to supply them with a plan of action that leads them to hire me.

* doing 30 minute consultations by phone, learning what clients need and delivering strategic advice and one page action plan proposals by email.

* answering prospect questions as though I was already working for them.

* carefully cultivating word of mouth off prior exceptional performance.

* speaking engagements, giving workshops and training sessions for free and for fee, but only to the right targeted company or audience.

* meeting people for lunch and listening to their project needs or dreams.

* sending them one page email proposals.

* building off referrals, and speaking engagements, and seeking to leverage host beneficiary relationships.

This last one is perhaps the most crucial. As you satisfy clients, of course, you can get repeat business. If you do work for a headquarters or a home office of a company with lots of offices all over the country, your host contact can lead you directly to many other prospects. You then get to pitch them all or better still, the headquarters contact shares you and everyone in that business network then contacts you. This situation can be phenomenally beneficial. Lucrative in fact. Same thing can happen with speaking engagements at associations. The local speech or workshop travels up to the headquarters.

Once every few years I create an innovative post card and do a mailing. My most recent mailer was a one pager back-to-back. If you want to see my most recent one, send me an email message request and I’ll send you the pdf file. I was using US Mail for mailings until two years ago. Now we participate in coop mailings and use email.

Nowadays I also use a show off business card. It has a picture of me fishing. It’s a memorable experience to look at and to hold. It brands me as a distinctive writer.

I use email, short letters and one page business proposals extensively to close deals by email and phone. In fact, I have a rule which basically says that you never have a conversation with a prospect without making a customized personal proposal. It works very well.

I actually don’t need or use formal contracts at all. I just take credit cards and bill them at the time of performance. I take very few checks and only in advance if the client insists upon paying that way. Client satisfaction with this arrangement is nearly 100 percent for many years now.

I spend NO money on advertising at all and do not care about search engine placement or ad words. Clients who call me have either heard about me or find me online through research or referral. They basically have decided to hire me before they call me so I actually do very little selling.

I’ve actually found that in my business, the people who search using search engines aren’t the clients I seek to work with. Most of them don’t have the products or businesses that I enjoy and can be successful with. The people who find my site online rarely are quality clients. So search engine ranking and placement mean very little to me. I can be found very quickly if people search for me nonetheless. In fact, search on my name and you’ll see thousands of links going back 15 years.

I’ve also found that the decision to hire is based on people having convinced themselves that you offer needed value that can be acquired no where else at the costs that you present. What you need to do is just learn how to make the product or service you give remarkable and personal, unique, and phenomenally effective. You also need to learn how to communicate this to them quickly.

Do that and your business will grow consistently with everything you do. The key to enjoying yourself along the way is to simply focus on helping the people you can help the most. You also need to know when to say no to a project that is problematic and where you know won’t be able to satisfy yourself or the client. The rule should be `no unhappy clients’.

I learned this business model by studying a variety of other consultants and copywriters. This model is actually very easy to operate and fairly low cost. I incorporated a few years ago as a full C Corp to take advantage of the tax structure since the business bills over six figures a year. I pay myself a salary. I also just use QuickBooks Pro to do the day to day bookkeeping myself but do hire a professional accountant to do the taxes each year. I use the merchant credit card services offered with Quicken and it does the bookkeeping entries as it processes the credit card authorizations.

The skills I acquired to conduct my business the way I do is mostly out of books. I am a voracious reader. This is in addition to reading or skimming all the client books that come to me (Fed Ex and UPS stop here nearly every day Monday through Friday). I read at the health club, I read during the day and at night, and in front of the TV. I basically am reading (or searching and surfing the Internet) if I am not writing or on the phone.

My house is totally wireless and there are two computers on plus two laptops available for use by me and the rest of the family at all times.

I can even take my cell phone and my wireless laptop in my boat and take client calls and work while fishing along the Columbia River because of the many hot spots and homes with unsecured wireless routers along the river. It’s amazing! The technology really is wonderful these days. That makes for some very pleasant days working (yes really working) while catching salmon, steelhead and walleye! If you’ve ever called me during the day you may hear me tell you that if I get a fish on I’ll have to get off really quick, but I’ll call you back! OK, enough bragging.

I just looked over my library and I highly recommend you basically commit to reading most every business, sales and marketing book published and get whatever you can out of each and every one of them. I still probably spend $100 to $200 a month on books in this area and have for years. My wife says it takes more to keep me well read than it does to keep me well fed. I have a 25 year collection and I still refer back to them constantly.

My favorite book authors and the books I can point you to for the best answers to this question the most are:

* Harry Beckwith (everything he writes is golden including: Selling the Invisible, What Clients Love, The Invisible Touch, and his new one, You, Inc.)

* Bob Bly (again, anything he writes is worth owning. The Copywriter’s Handbook, Secrets of a Freelance Writer, How to Promote Your Own Business, and Write More, Sell More, which is still one of the best books ever written on running a writing business).

* Ralph G. Riley (The One Page Business Proposal is perhaps one of the most important books you’ll ever find. It has made me tens if not hundreds of thousands of dollars).

* Dan Kennedy (The Ultimate and No B.S. series)

* Seth Godin (Purple Cow, Free Prize Inside, and Unleashing the Idea Virus)

* Mark Stephens (Your Marketing Sucks)

* Jay Abraham (Getting Everything You Can Out of All You Got)

* Dr. Jeffrey Lant (this dates me! No More Cold Calls, Cash Copy, The Unabashed Self-Promoter’s Guide, and Money Making Marketing. Good luck finding these but if you do, consider yourself lucky)

* Jeffrey Fox (How to Become a Rainmaker and How to Become a Marketing Superstar).

If you need attitude adjustment to get into the right frame of mind for running a business, then I highly recommend:

* Jack Canfield (The Success Principles)

* Napoleon Hill (Law of Success)

* Steven Scott (Mentored by a Millionaire)

* Brian Tracy (Maximum Achievement and many others)

* Chicken Soup for the Writer’s Soul (Jack Canfield, Mark Victor Hansen, and Bud Gardner)

The real trick to reading is that you have to create a written plan with the ideas that come to you.

Reading and not writing simply isn’t productive. Writing a plan of action turns the idea into something tangible. You must add in the tasks and place dates and performance measures so that you know that you have completed the task.

Knowledge is valuable but to turn a fantasy into reality you must take action and try, try, try till you actually succeed.

You need to create two independent processes:

The first is the process for creating quality work (writing) that you can get paid for.

The second is the sales process that you use to get customers and get money.

Once you create these success processes for yourself then you apply technology to get more of each done in less time, with less effort and expense.

In fact, if you do both of these enough, it all becomes second nature, much like riding a bicycle or a car.

At some point, it can even get boring. To avoid losing faith and being unhappy, you have to find your happiness in delivering whatever happiness and help you can to others.

And that is my belief in what life is all about. .It’s my definition of success:

You achieve happiness and success when you help the people you can help the most and get rich at the same time.

The bottom line is that I believe that the opportunities to be a well paid writer right now are simply phenomenal. You can specialize and focus on any one or more of hundreds of markets. The country is huge. There are 300 million people in the US. There are 30,000 towns. There are simply millions of companies all of whom can be helped again and again.

Don’t be shy. This isn’t that hard to do and you’ve got the skills. Focus and go for it.

BTW, here’s the link for the pdf file containing the story `Ripples’ from Chicken Soup for the Entrepreneur’s Soul, or if you want the latest flyer I used in my mailings, just send me an email request. I’ll send you the pdf files.

Hope this helps. Questions welcome!

Paul J. Krupin – Direct Contact PR
Reach the Right Media in the Right Market with the Right Message
800-457-8746 509-545-2707
Paul@DirectContactPR.com

Quote of the day – a book author’s realization

An author discovers an important fact about writing, publishing, promoting and book marketing success.

An author discovers an important fact about life.

“When a book is born, modesty dies. And it better die, or you will sell few books.”

Kenneth Shelby Armstrong, Th.D., Ed.D., Author
. . . . . . . . . . . . . . . . . . . . . ROBIN
. . . . . . . . . . . . RELUCTANT GUEST
. . . . . . . . THE TREASURES OF LIFE
. . STORIES-POEMS-ESSAYS & PITH
. . . . . . . . www.KennethWrites.com
. . . . . . . . KennethWrites@me.com

What Happens When You Stop Helping People

What Happens When You Stop Helping People

Andy Andrews posted an absolutely brilliant story in his blog today. (Goodbye Mr. Foster) tells the wonderful story of what happens when not so smart management people ignore what’s really happening down in the trenches.

Sad but true, this appears to be what is happening in all sorts of companies. They not only cease to pay attention to what matters to their customers, but they also kill the spirit of the employees who are the very lifeblood of the culture they’ve created.

We need more Mr. Foster’s. We need to see and notice people who are selflessly devoted to making others happy.

What is personal development? How does personal development relate to getting publicity?

What is personal development? How does personal development relate to getting publicity?

What is personal development?

In the world of PR that I work in, personal development is a crucial element. The media responds to people at their peak. Driven people seeking to achieve their best attracts interest. What people create and achieve when they are out there pushing themselves and striving for incredible heights is galvanizing. You can be maximally effective in attracting media attention when you offer something that represents your best.

So I am constantly asking my clients to tell me what they can do or say that will help the people they can help the most.

When you give people your best, people will give you attention. They will respect what you say or offer. This is one of the most important rules of getting publicity. Be your best. Offer your best. Give your best. Entertain, educate, advise, help, do the very best you can.

And pack these golden nuggets of wisdom that you can offer into a news release of about 250 words or less so that you can communicate your best in ten to thirty seconds.

Okay, it’s not that easy to do, but if you focus on personal development, you’ll understand what I mean. This is a very powerful and important tactic. This is what lies at the core of the problem solving tips article or the talk show interview.

It’s worth the time and effort it takes to develop yourself personally and professionally.

It takes guts and time and effort. You also have to look inward and acknowledge your strengths and weaknesses.

You also need to decide to do something to better yourself. This is a choice. You choose to improve. You act to improve. You get better.

Of course, the alternative is to do nothing, and stay the way you are.

When you develop yourself you improve how you behave with other people. You communicate better. You deliver better advice, information, problem solving analysis, and you also learn to be more useful and more effective in a wider range of situations.

This makes you versatile and capable. People listen. They act upon your advice. They learn to trust you. This is what expertise and a track record of successful performance brings to you.

This is what comes from personal development.

Media are attracted to confidence, energy, exuberence, and they know quality when they see it. This is why personal development is so important to your ability to get publicity.

This video packs a lot of punch in a very short period of time. Brian Tracy, Zig Ziglar, Les Brown, Jeffrey Gitomer, Jim Rohn, talk about what it is you need to know to improve yourself.

Andy Andrews asks “what’s the smartest thing your dad ever did?”

Andy Andrews asks "what's the smartest thing your dad ever did?"

Andy Andrews, camera in hand, asked a number of people “what’s the smartest thing your dad ever did?”

The answers he got were quite remark-able. In this short but incredible video, you’ll meet some truly normal people and a few well known celebrities as well.

Andy points out the value of having a mentor. Mentors do more than just offer advice. They invest in the outcome. They participate in the development personally. They make sure that some steps are taken and some expereinces and results are achieved.

We could all use and benefit from having a mentor or two. Quality advice and strong active supporters makes a whole lot of difference in a scary world filled with challenges and risk of disaster.

The real question then becomes is what do you do when you receive guidance and help from a mentor.

So the next question I wish Andy would ask of people, is this:

What the smartest thing you ever learned from your dad?

I know my dad would love to hear the answer. Even though I’m in my mid-fifites, he might be really surprised and happy to hear me share this with him.

Andy Andrews — the power of vision and commitment

Andy explains the importance of vision and commitment to the achievement of your goals

If you have never really questioned yourself about where you are going and asked yourself how committed to what you are doing you really are, then this little video may rock you to the core.

Andy Andrews is a NY Times best selling author, a world class humorist, radio and TV personality and corporate speaker. He has headlined for Joan Rivers and Kenny Rogers and has spoken at the request of four United States Presidents and the CEO’s of Fortune 500 companies around the world. He has written over 20 books, many of which are best sellers. Two are being made into movies. In Andy’s early days he was voted “comedian of the year” several years in a row by colleges around the country. He has been hailed as the modern day “Will Rogers”. At the request of the Joint Chiefs, he was recently flown by F16 to the Middle East to speak to the troops and field commanders.

There are many reasons why people like working with Andy. He has a direct, no nonsense, win/win attitude. He is personable and has an upbeat personality. He offers a steady stream of humor, helpful and provocative ideas and engaging stories about his life and the lives of people he has met or studied. He will share many compelling stories and crucial ideas about what people really need to do to achieve personal success.

You can learn a lot from Andy. he’s one of the few people I know who can make you laugh, cry and experience profound wisdom in the same breath.

Andy Andrews new book new book Mastering the Seven Decisions That Determine Personal Success may be one of the most important books you read.

Andy explains the importance of vision and commitment to the achievement of your goals by sharing the story of Hernando Cortez quest for gold and the conquest of the Incas.

The next time you embark on a goal — remember to

    Burn The Boats!

Jim Rohn on working on your fortune part time

Jim Rohn on working on your fortune part time

Jim Rohn is an amazing teacher. He was broke and 25 years old when he met an extraordinary man who taught him some very important and basic things. These things are life changing.

Here is a short session where he explains two very simple concepts that are crucial to making changes in your attitude and how you view what you are doing in your life and work.

1. Success is something you attract by the person you become.

2. Profits are better than wages.

Now once you hear and understand a little more about what he says about these ideas then you’ll grasp the amazing insights and power that flows from these nuggets of wisdom.