by Michelle Casto

In this time of accelerated pacing of online business, with all the tools, techniques, and technology we can use to “automate and monetize our businesses,” we can often get overwhelmed and not know what to do.  

When this happens to you, and you need to see more money flowing into your account, it pays to return to the old-fashioned human touch approaches.  Here are some ideas to get you going:

1. Give, Give, Give.   Be like bakers of old times who would throw in an extra loaf of bread.

2. Add true value    What can you add to the conversation in the form of information, education, or promotion that will help someone else?

3. Have a well developed set of scruples    Know who you are, what you value, & what you are willing to do.   Stand strong in this place and resist getting pulled into the HYPE.

4. Express appreciation and gratitude    Say “Thank you, I appreciate you” to those you serve and who support you.

5. Work on your inner game      Deal with gremlins, ghosts, and goblins of past and become as clear, clean, and pure of heart as you can. Develop a toolkit of mental and emotional  processes that you can do when you get triggered.

6. Learn that skill that you have been putting off    Now is the time to learn something new , learn it. 

7. Join a targeted social networking group   Start making friends and influencing people because this helps you to know them and them to know you, which is mutually beneficial.

8. Express yourself    To be seen as an expert, you must voice your opinion about your area of expertise.  Write an article, be interviewed, or give a speech on your favorite topic.

9. Write out a 90 Day Plan and execute it.  This keeps your plan focused, fluid and flexible, as things are ever-changing online.

10. Get the help you need when you need it    Being self-employed means being willing to reach out for help?   Read that book, hire a coach, invest in training, etc.

11. Offer a special promotion.    When you give people a  good why, they will often buy.

12. Know your WHY Why are you in business , why do you do what you do, the way you do it?  

13. Master-Mind    Connect with a group of people and watch the magic happen.

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Michelle L. Casto is known as The Soul Alignment Life/Business Coach, because she delves deep into the client’s heart to see what wants to be seen and expressed.   Michelle’s coaching practice is Brightlight Coaching. http://www.brightlightcoach.com

by Dan Skeen

Dennis Conner's philosophy for success is simple - find one thing you're good at, devote yourself to it and become great. It may sound easy, but as the 4-time America's Cup-winning skipper concedes, most people spread themselves thin among a variety of commitments.

Known as "Mr. America's Cup", for his long and often controversial involvement in sailing's most coveted trophy, Conner says, "I think it comes down to attitude and it's hard to perform at the top level of your ability if you're not committed to that. If you want to be the best father and best husband and best community leader, how can you be the best golfer in the world, because the best golfer is out there playing golf every single day? And that's where most people are, they're somewhere in the middle. There's very few people that really know what an all-out effort at one thing is."

"I wasn't the smartest guy and I wasn't the best-looking guy, and I was batting seventh on the baseball team. The one thing I could do a little better than anybody else was sail. So I liked the positive rewards that I got by doing something better than the other people. And the more positive rewards I got, the more I gravitated towards it."

by Michael Katz

"I have no idea," I said. "I don't have my glasses on, and I can't see through the tinted windshield anyway. I wave at everyone who drives by."

Evan gave this some thought, and then, with the precise blending of disdain and amusement that teenagers reserve exclusively for their parents, said, "So, are you getting to be an old guy now?"

The answer, of course, is yes, but that's not really the point. I wave at passing neighbors because while I can't usually tell who they are as they drive by, they always know who I am, as I stand there in front of my house. The way I look at it, I'd rather wave to a stranger than ignore a friend.

When it comes to my business, I apply this very same "old guy waving to the neighbors" approach.

What I mean, is that if you call or e-mail me, and you can successfully string together a couple of friendly sentences, I'm happy to interact. I don't need to know much about who you are, or whether you might one day become a paying client. Drive by, and I'll wave to you.

Not everyone agrees with this approach. Some of my professional service colleagues consider this kind of behavior an enormous waste of time; time that could be better spent with paying clients, or at the very least, with qualified prospects.

Many (I won't name names) even take explicit steps to "discourage the freeloaders." Things like screening all inbound calls (and only returning the "important ones"), not replying to emails, and posting rules on their web sites about how long they'll chat before the door slams shut and the meter starts.

Not me. I just wave to everyone.

The funny thing is (and I have to confess that I came upon this insight accidentally, since I just happen to like chatting with people), many of those who initially get in touch with a question or problem end up hiring me months – or even years – later.

What I've discovered is that "waving to people" (i.e. answering a few questions and/or pointing people in the right direction, with no attempt to sell them anything), is actually an incredibly effective way to acquire new clients. They get a free sample, and I, simply by picking up the phone or dashing off a quick e-mail, grow my business.

But what about the guy who keeps calling… burning your time, bending your ear, expecting to get something for nothing? You know what, I've heard about that guy, but I don't think I've ever actually met him. Most people are unbelievably respectful and courteous.

Here's the bottom line: It's true that if you stand at the front door, only letting in those who are ready to write a check, you won't "waste much time." What you will do, however, is cut off lots of future revenue generating opportunities in the process. A better approach, I think, is to invite everybody in, answer a few questions, and send them happily on their way, secure in the knowledge that some of them (or their friends) will be back.

With the end of the year soon upon us, and as you no doubt take time to think about how you'll improve revenue, cut costs and apply other tactical improvements to your business in the new year, I encourage you to also consider a philosophical enhancement: Spend more time "waving" to people and less time watching the meter.

If your experience is anything like mine, not only will you have more business , you just might end up with more friends too.

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Michael Katz is Founder and Chief Penguin of Blue Penguin Development, Inc., a Hopkinton, MA firm that specializes in the development of electronic newsletters.  Download the first four chapters of Michael’s book, “It Sure Beats Working: 29 Quirky Stories and Practical Business Lessons for the First-time, Mid-life, Solo Professional,” for free.