Neil Matthews

Author: Neil Matthews

  • Help Wanted: Freelance Sales Agents

    Help Wanted: Freelance Sales Agents

    Do you have the skills to sell WordPress technical support services?  If you do I would love to talk to you.

    I’m building a freelance sales team to help generate new business here at WPDude.com.

    The Role

    I’m looking to recruit commission only freelance sales agent to help develop new business at WPDude.com.

    Your task will be to prospect for and generate leads for our WordPress technical support services.

    Once the client is into our quotation process we will take over preparing quotes, deliver the service and invoice clients.

    Remuneration

    We will pay a percentage of the final invoice price to our sales agents, full details to be discussed with potential sales agents.

    Interested?

    If you are interested complete the form below and I’ll  send you a document with details of the  role in detail.

    [gravityform id=”89″ name=”New sales agent” title=”false” description=”false”]

  • Thanksgiving Sale

    Thanksgiving Sale

    It’s that time of the year folks when I have my annual Holiday sale on all WordPress technical support services.

    We Don’t Do Thanksgiving

    In the UK we don’t celebrate thanksgiving so I always find myself at a loose end over the thanksgiving weekend since the vast majority of my clients are US based.

    So each year I run a sale to keep my busy over the non-holiday period.

    Here’s The Deal

    You can sit back and enjoy the festivities with your family, argue over the turkey, knowing all the while your WordPress site is being repaired or improved AND you can have it all at 20% off the normal price.

    The sale runs from today up until next Wednesday 21st so get your requests in now to take advantage of the savings.

    Get A Quote

    To get a quote go to my WordPress Technical Support page and let me know what help you need, I’ll send you a no obligation quote with 20% off the price.

    The Not So Small Print

    Sorry this discount only applies to new projects from today, if you have a project in the estimate process already the discount does not apply.

    Image by eschipul

  • Earn Back Time

    Earn Back Time

    I was reading an excellent book recently by Colin Wright called Start a Freedom Business.  In it he talks about not only earning money from your business but earning back time.  It’s well worth a read, and at 77p for the Kindle edition it’s a steal.

    In this post I want to talk about business design for the solopreneur and how you can earn back time something that really resonates with me.

    Lifestyle Design

    As a solopreneur you are ideally positioned to not only design your ideal business, but your ideal lifestyle.  If one of the things you would like from your solopreneur business is more time outside of your business to have a life then this is the site for you.

    I’ll be talking about this extensively and I will be documenting my progress with some of my other very time intensive businesses as I re-engineer them, you’re welcome to come along for that ride.  I want a fulfilling business but I don’t want to work 14 hours a day, seven days a week.  I’ve been earning back time in many areas.

    Don’t get me wrong, I’m not lazy, I work really hard for my clients, but I think there is more to life than work, and if you work for yourself you are in the ideal position to get that balance correct.

    The first thing you need to know is that selling your time on a 1-1 basis is never going to allow you to earn back time.  You need to think about how you can sell your expertise and skills passively so your business is generating income whilst you enjoy your earned back time.  Work On Your Business Not In It 

    You need to leverage technology and systems to free up your time, time that is now earned back.  Remember this is your business, you can design it as you please, there is no face time for the solopreneur, if you don’t have to work, you can free up that time.  You don’t have to sit in that seat from 9-5.

    This took a little getting used to personally.  I found myself free from work at 3pm, and I was looking around for other things to do, busy work to fill the rest of the day.  I felt a little guilty not working a full day.  Then I realised if I have met my income goals and have clients in the pipeline then it’s okay to goof off for the rest of the day.  I have learned to love the feeling of picking up my daughter from school happy in the fact I don’t have to go back to work and we can mess about, watch a DVD or do anything we damn well please.

    How To Earn Back Time

    Here are some of they ways you can earn back time.

    Productise Your Knowledge – package up your expertise in such as way that it can be bought like a product, you can package up your knowledge as an ebook, video course, membership site, physical book or DVD.  This can then be sold without you giving over time.  What is more it can be sold over and over again.  As an aside read the Asset Snowball Effect to see how releasing time with products allows you to create more products and a snowball effect happens.

    Sell other people’s knowledge – if you don’t have any products of your own, then the next best thing is to  sell other people’s knowledge as an affiliate, I’ll talk about affiliate marketing at a later date, but essentially you sell related products to your clients and get a commission.  For example over at wpdude.com I recommend premium themes and plugins to my clients, if they buy them through my affiliate link I get a commission.  This is not a huge income stream for me, but I regularly earn a couple of hundred dollars per month via affiliate systems, this adds up to a couple of hours that I don’t need to bill and is earned back time my my book.

    Ditch the commute – work from home and ditch the hours you commute, I remember when I was working in offices, a couple of hours of my day were given over to sitting in a bus as I commuted into a large city centre in the UK.  Wasted hours that can be earned back.

    Automate, Reduce and Systemise – I’ll not go on about this as I wrote about this over at Kiss My A.R.S, but if you reduce certain activities from your schedule you can earn back hours.

    Limit Liabilities – a small lean business with low overheads needs to earn less meaning less hours

    Right size your business – if twenty hours a week billable covers your expenses and allows you to fund the lifestyle you want then only put in 20 hours.  I’ve got a minimalist streak to me, I look around me and I have everything I need, I don’t need any more toys. I know the amount of income I need to sustain this lifestyle, if my business can generate my income requirements on a part time basis I’ve earned back my time.

    Increase your rates – I’ve been experimenting with this extensively and I’ve got a stack of techniques to increase your rates without putting off clients, join my solopreneur mailing list to keep up to date on this topic.

    Design Your Business

    This is just a 101 intro to lifestyle and business design.  I want you to think about this when building your solopreneur business.  Get it right sized, don’t just focus on income, focus on quality of life too.

    Want To Learn More Techniques Like This?

    I’ll be teaching you how to design your solopreneur business so you can build not only the business, but the lifestyle you want in my  Solopreneurians coaching program.  In this weeks session I will show you “Why Webinars Work” an excellent way to market your business and deliver services in a smart way that can free up some of your time.  I’m offering a 14 day free trial membership of the inner circle, why not take advantage of that and learn all about webinars.

    Image by 29254399

  • Password Protect Your Time

    Password Protect Your Time

    I want to talk about  the idea of password protecting your time.

    If you are with me for the long haul you are going to hear me bleat on about time a lot, I’ll say it again, but a solopreneur has limited time, use it well and guard it from time bandits (completely unrelated link to the Time Bandits film),  people who will steal your time and give nothing in return.

    One thing I do is password protect my time, you need a user ID and password to get access to my time.

    What’s The Password

    Kerching, money, only give away your time to your clients in exchange for cold hard cash.  Think about your time as you do your computer, create logical/financial access controls to your time.

    As a solopreneur you will always be battling competing priorities marketing, finances, service or product delivery, the list goes on and one.  Getting access to you on a one to one basis is something you should charge for.

    Guard Access To Your Time Jealously

    Orders are nobody can see the Great Oz! Not nobody, not nohow! –The Wizard Of Oz

    I’m not saying you should shut yourself off from your clients or customers like the Wizard of Oz , rather getting access to your time on a one to one basis should be considered a premium offering not something your customers can grab on demand for free.

    Set Expectations

    Let your clients or customers know that you have resources and offerings that can be accesses at any time for free from your website an FAQ for example, publish your expertise in blog posts people can refer to create videos etc., but if someone wants one to one time from you they have to pay for it.

    Give Access On Your Schedule

    If you are happy to give away access, don’t give away access on demand, don’t let people call you at any time during the day which will break your flow and stop your productivity, disconnect and create a firewall to your time and give access when you want, not when the demanding customers want you.

    Give Away Smart Time Not 1-1 Time

    If you really have to give away free time for marketing purposes for example, use smart tools to do this.  If you need to give product demonstrations, give a webinar for a dozen clients rather than doing it one to one.  Record the webinar and use it over and over again.

    Productise Access

    You can also create a product of your access, this may sound a little weird, but if people ask you the same question time and time again, why not create a short video as an answer and point people to that.  They get your access and your attention but in a productised manner.

    Examples Of Guarding Your Access.

    If potential clients want to get on the phone with you to “pick your brains” before signing up, that sounds more like a free consulting session to me.  I’ve been guilty of this in the past, getting on the phone, giving people an hour of my time in the chance I might get a gig, only to find they exhaust my expertise and waltz off into the night.  Politely tell them you are fully booked and can you write up their queries in an email that I can answer at a later date.

    Instant messaging requests, the old “Can we have a quick Skype chat”  usually degenerates into a 30 minute back and forth session, the instant nature of chat software is a huge distraction, once they have you, they have 100% of your attention, log out of AIM sessions.

    Being reactive in your inbox is anther way people (sometimes unintentionally) get instant access to your time.  Once an email lands it becomes your problem and we are conditioned to respond.

    Techniques To Guard Your Access

    I don’t publish a telephone number any more, and the one I have is a Skype in number that goes to my skype account.  Using this technique I can block out calls or simply mark myself as offline.   I don’t answer my mobile phone unless I know who it is.

    Disable chat utilities.  I always log out of Google chat and Skype to stop people IMing me.

    Something I don’t do well but am desperately trying to get to and that is checking email once or twice a day.  Once you get into your inbox, other people’s problems suddenly become yours and they get access to your  time via email replies.  Email is a terrible time suck.

    If you get hundreds of comments on your blog posts, disable comments.

    Don’t get me started on the black hole of time that is social media that’s a horse of another colour (two wizard of Oz references in one post, not many people can say they get to do that for a living).

    Want My Password?

    Two ways to login to my time are via my coaching services or theInner circle.  Buying my access this way gets you an instant login ID and password.

    I may come over as cold and calculating in this post, but you will find giving away your time for free builds resentment in you, devalues your time in the eyes of your clients and it not great long term.  1-1 access should be premium. not something clients and customers have for free.

    Are People Hacking Your Time?

    How are people hacking into your time?  Emails, phone call, IM, Text messages, social media pokes, it’s time to change your password and setup the firewall.

    Further Reading

    Okay class, I’d like you to read chapter II – E is For Elimination from the The 4-Hour Workweek before next weeks lesson please.

    Image by 33909700@N02

  • Kiss My A.R.S

    Kiss My A.R.S

    The limiting factor of all solopreneurs is time.   There is only you, and you have a constant amount of time.

    If like me you don’t want to take on staff to create more available time in your business you have to use the constant of time in more efficient ways.  I’m  not talking about some anal time management, getting things done system, I’m talking about using your time in a smarter fashion by Automating Removing andSystemising.

    Stage One: Audit Your Business

    The first step is to audit how your business currently works.  I’m going to give a demo of how to do this to Solopreneurians members, but in short what I do is create a flowchart of the processes and interactions I have with my clients.

    In the case of the process I did for wpdude.com this was two  pages long.  I’ve scanned them in for you to get a feel, it’s hand written.

    PAGE ONE
    PAGE TWO

    Then you need to attack your business process using my three step A.R.S. formula.  Go through your process and see what can be automated, removed and systemised.

    A is For Automation

    Can you remove yourself and your time from any stage of the process by automation.  Can you bring in technology to do some of the manual work.  Automation give back time, removes any errors (computers rarely forget or add typos) and helps to stream line the process.

    In my example I have highlighted a couple of areas where I did automate the process

    Capturing potential customer details and adding them into my quotation and invoicing system Freshbooks was a pain, so I looked to automate this process  I bought a developers copy of Gravity Forms, a plugin for WordPress that allows me to display a form and capture user details.  The beauty of this is I can capture their details, and receive an email of their request but it also creates a new client in Freshbooks, and a blank quotation ready for me to fill in and send off, no copying and pasting no mistype just what the client sent in.  I reckon this has saved me 5 minutes per quote and as I write this I have sent out 1508 quotes; 125 hours is my guesstimate of time saved.  Three forty hour weeks.  Gravity forms also captures the clients email details and adds them to my mailing list if they want to be another great automation and time saving.

    Invoice chase up is anther pain in my neck, Freshbooks has a late payment chase up email system.  It can be configured to send out a reminder email after x days to remind your client to pay.  I offer payment upon completion terms so I send out an email 7 days, 14 days 30 and 60 days automatically.  The language I use in each of the emails gets stronger each time, and when it gets to 60 days, I’m handing the problem over to Vinney and Paulie my fixers.  I don’t do anything but I have seen my invoices get paid 99% of the time through these emails.

    If you are getting the same emails with queries automate the answering of them via a FAQ or point the issue out in your sales page.  Automating the answering of common questions is a simple way to free up time.

    R is For Removal

    This is probably the first thing you should do, but RAS is not as cool an acronym as ARS.  Before you automate or systemise any part of your process look deeply at it and ask yourself if it can be removed.  Do an 80/20 analysis of there your time is being spent, where most of your clients come from what are the most important parts of your business.

    If you are doing something just because it is de rigueur but it is not bringing you results, before you try to automate or systemise it, simply dump it.

    Shh don’t tell the social media consultants, but getting clients for WordPress technical support work via social media does not work, rather it does not work for me.  I get much better results from SEO and blogging, client referrals, marketing to my email list and PPC.  As a result I don’t market wpdude.com on twitter, I’ve dropped my wpdude Facebook account and Linkedin is nothing to me.  I’m looking at Google+ for my new project here at neil-matthews.com but social media is not a big deal for me when I have my wpdude.com hat on.

    Social media is a huge time suck for little return so it has been removed.

    I’ve got an evergreen catalog of WordPress blog posts that bring in a large number of people each day, I don’t need to be blogging each and every day, I publish very rarely on wpdude.com and I could if I wanted start recycling older posts to the front page of my blog to keep the content fresher.

    I really work hard on my blog posts they take me hours to research and write so I’m doing less and less for wpdude.com, but more and more here at neil-matthews.com but that is the beauty of removal, it frees up time to do the things that matter.

    S Is For Systems

    If you can systemise your process and do it the same way each and everytime you can work faster, stop mistakes and make sure your product or service is delivered to your clients perfectly each time.  Less time spent fixing mistakes or omissions means more time on your core money making activities.

    The audit process may be the first stage in setting up that system, you can see the flow of your client interactions, you can start to create your own service or product delivery system.

    On the flow chart above you will see little email boxes where I interact with clients, at each of these stages I have canned responses in Gmail that I send out to them requesting login details, asking if I can sign off the project etc, these all came out of building a system to deliver WordPress technical support.

    I don’t believe I’m about to say this but if you want to bring people such as VAs or full time staff a well documented system allows you to hand off part of your work much more easily.

    Business Models

    I did not include your business model in my A.R.S. process, this is a topic for a later date, but 90% of the time I spend in the above flow chart is in service delivery.  If I had a different business model that was not selling my time one to one I would free up a truck load of time to do other things such as marketing and business development.

    But more about that in future posts, if you want to be kept up to date with my latest posts about building a one person business, why not join my mailing list.

    Wrap Up

    If you want to scale your solo-businesss and bring in more income, I recommend that you step back and look at your A.R.S.

    Checking your ARS for sticky patches on a regular basis helps to keep your business moving smoothly and more efficiently.  Don’t be scared to experiment and remove processes that are not working for you.

    If you are wondering about the schoolboy sniggering at the title and post is about, A.R.S. sounds like arse the British term for ass, note to self, if you have to explain your jokes it’s probably not very funny.

  • Free Range Human

    Free Range Human

    I came across a term in a book recently that really struck a chord with me, and that is the idea of a free range human.  I know I’m free range organic, what are you?

    A thousand apologies to the author, I cannot find which book it came from to credit your idea, if anyone knows throw me a link in the comments and I will give credit where credit is due.

    What Is A Free Range Human?

    Do a search of the net and you will see loads of definitions from vegetarian, to organic only eaters, I want to give you my definition regarding our “accepted” working situation.

    This is why I think soloprenurs are free range

    Space to run about – as a happy free range human, I’m not confined to one space (an office or factory) I have the opportunity to be location independent, to work where I want when I want.

    Variety of feed – the free range chicken is supplied feed, but they can also scratch around in the grass and hedges, the solopreneur can bring in multiple streams of income, some passive, some active, there is just one salary for the battery person.

    Not housed wing to wing – the modern working place forces people together whether they like one another or not, we are forced to modify our behaviour, to fit in and conform.  We are forced to reign in our reactions to other people’s terrible practices.

    We bottle up our natural fight or flight response, this causes a build up of stress and eventually comes out as sickness or a huge fight in office.

    As a solo business owner I don’t have that stress building because I’m forced to work with someone, if I like you I keep working with you as a supplier or client, if not we part ways, no aggression,  no stress.

    We attract a premium – just like free range eggs, our unique nature lets us attract a premium rate, not one set by some faceless person in an office.

    Out unique services and products make us stand above commoditised mass produces offerings.

    The fox can get us – we can fail, our business might get eaten by the fox, but at least we fail on our feet as a free range human, we don’t die a lingering death fighting for food in an overcrowded barn.

    The barn may protect you (or so you think) but at the end of your profitable days, there’s a trip to the slaughter house waiting for you.

    No cages – we are free to run and grow, we can choose our clients, our projects, our location, our pay rates.

    It makes consumers happy – people who buy your good and services can feel proud they are supporting a free range human rather than a mass produced result from the human meat grinder corporate culture.

    The Barn Raised Human

    There is a beautiful euphemism used on British egg boxes to describe a battery farmed chicken and the eggs they produce, and that is a “barn raised egg”.

    This conjures a delightful idyllic pastoral scene of a wooden barn with happy chickens clucking from the rafter, but in reality it means chickens raised in industrial complexes to produce eggs in the most efficient way with no concern for the animals welfare other.  Profit, not compassion in farming is the order of the day.

    We are sold the idea that a barn raised human, a human working inside of a company is a happy and healthy way for a person to live their life.   They get fed, and watered well on a regular basis.  If they produce well, at the end of the tunnel is retirement and no more egg laying for them.

    If you are anything like me and have a shred of rebellion in your soul working in the barn is not for you, in my opinion, I think the modern working situation is toxic, it is a terrible way for people to spend a huge amount of their time, it does not nourish the human spirit, it bottles it and makes is conform to a system producing exactly identical widgets on command.

    The farmer tells you what to do when to do it, and if you play by the farm rules, you get your feed/pay.  If you don’t voluntarily head into the barn and start taking crap you are for the chop, how can that be a good place for a thinking feeling human being?

    The Re-Hosing Project

    I spent a week on vacation staying on a farm.  The people who ran the farm had re-housed a large number of battery chickens that were no longer profitable, they were not producing enough eggs.

    The chickens were taken in and given a free range existence pecking around the farm, wandering around the farm buildings, finding cool places to lay their eggs.  Having a genuinely excellent chicken time.

    When they first arrive there is a period of adaptation, of fear of leaving the cage.  They are pail, their cockscombs are droppy, they are missing feathers from fights with other fowl in the overcrowded conditions, they are pale in colour, but after a couple of weeks they begin the metamorphosis from battery to free range.

    I’m thinking of solopreneurial as a re-housing project I want to take the barn raised humans and show them how to be free range through creative self employment.

    By the way, my kids collected some of the eggs from the re-housed newly free range chickens and they were some of the best I’ve ever tasted.  Extending the metaphor, I believe free range humans can create some of the tastiest services and products on the market.

    What Are You Free Range or Barn Raised?

    Are you outside of the industrial complex, happily clucking about, pecking at amazing opportunities in the hedgerow and growing as a person, or do you voluntarily march into the barn to be fed substandard rubbish all day long in return for a poultry payment once or twice a month.

    Are you able to explore exciting opportunities outside of the barn, or are you confined to your cubicle/cage for eight hours a day.

    remember when the chicken stop producing the required level of eggs, when they are no longer profitable, what happens to the chicken?  (Insert special effect, I’m running my finger over my throat and making a wet sucking cutting noise). It’s exactly the same in companies when you are no longer profitable, when your function can be done offshore, when your service is computerised, the red pen on the spreadsheet can fall.

    I hope this poultry themed wake up call is making you uncomfortable, it’s designed to do that. I need you to start your own solopreneurial enterprise and become a free range human.

    Here is my call to action, share this with someone you know that is unhappy with corporate employment.

    Image by kriztofor – look in the eyes of the rooster, he is free range that’s for sure

  • The Right Sized Business

    The Right Sized Business

    Get big or go home!  I’m calling bullshit on that idea right now.  What is our western culture’s obsession with large business?

    As a solopreneur I think you should be looking to rightsize your business not scale it so large it becomes a beast on your back or have it too small that it cannot meet your income needs, this is the process of rightsizing.

     Scale To Your Income Goals

    If you want 100k per year, then scale to that level and stop.  There is no imperative to grow beyond that.  If all you need to have an excellent life is 30k per year, then why not work part time, make your money and enjoy your life outside of your business?

    As solopreneurs we only have an obligation to ourselves, there are no stock holders forcing an ever greater profit level.  Right size, don’t dowsize to squeeze more profits.

    Look to a life outside of work if you can scale to your correct income level.

    Don’t Grow For Growth Sake

    You may come to a point where you feel you need to go to the next level.  Six figure to seven, no employees to a team, but do you really want to?  Who’s agenda are you working to?  Just because you can get bigger does not mean you have to.

    If you want or need more income then growth is fine, but don’t do it just because you can.

    Grow as as personal challenge not because we are told you need to be a big business.  Be a boutique business doing excellent things, not a souless big business

    Here’s a scenario for  you:

    A) You are walking though Paris, you stop outside a small patisserie, the cakes in the window look amazing, you just want to buy some of their limited and premium stock.

    B) You are at the boxed baking aisle in the super market, there are cardboard boxes full of mass produced cakes, the picture on the boxes look nice, you would not mind eating one.

    Now, which is the right sized business, the boutique patisserie or the mass produced baked goods being sold in the super market, and which would you prefer.  Taking it further which business would you rather own?

    Grow Smartly

    If you are getting bigger consider growing yourself in smarter not harder working ways.  If you want an extra 2k per month, don’t throw in another 20 hours per week, why not build a product that can make that money passively, you have grown but in a smarter fashion that does not suck your soul dry.

    Right Size May Be Intangible

    Your right size may be an intangible thing, you want a full time income but a part time schedule to bring up your kids, it might be a passive income to finance your round the world back packing trip.

    Whatever your own right size is no-one can tell you it’s wrong, your business has to be right to you not to some peer.

    A Motivational Quote For You

    See I’m part solopreneur business coach, part life coach:

    One of the most universal causes of self doubt and depression is trying to impress people your don’t like.

    Just becuause it is expected that businesses grow, does not mean you have to bow to this peer pressure and get massive.  Right size not other people’s size.  Like the quote says don’t do things like growing your business beyond the rightsize to impress other people.

    What’s My Personal Rightsize

    I’m not going to give you facts or figures, but I see me remaining a one man band, I want more income, but I want it in a less time intensive manner, I’m working on products more than new services so I’m right sizing my time input.

    I want to grow my business doing something that really matters to me not growing it to match a pattern described in a MBA book.

    I don’t want staff, shareholders, profit calls or other traditional business bullshit, I want something I can point at and say I did that, I built that myself, it’s the perfect size for me and it more than meets my income needs.

    I’ve Had Sneery Comments

    “Oh, yours isn’t a real business, you don’t have premises or staff.”

    “F!ck  you!” was my reply using the quick wit and repartee of Oscar Wilde.

    Of course it’s a real business, I have clients and obligations, just because I have a better business model and don’t need an office doesn’t make my enterprise any less of a business.

    This is my ideal size (or close to, I’m re-engineering as we speak), I’m location independent, have massive personal freedom and I’m building a business that I love to work in.  If that’s not an ideal situation I don’t know what is, now off with you sneery commenter and get to the cubicle farm like a nice little conformist.

    What’s Your Idea of The Right Sized Business

    Is it income, time freedom or something else, tell me what would make a right sized business for you in the comments.

    Image by ssanyal

  • Recipe: The Three Hour Business

    Recipe: The Three Hour Business

    Here’s a great little recipe for starting a business in three hours or less.

    Ingredients

    • 1 laptop or other suitable computer
    • 1 paypal account
    • 1 domain name
    • 1 budget hosting
    • Expertise (your thing)
    • 1 skype account
    • 3 hours of your time

    Method

    Map your domain name (it should match your great idea in some way) to your budget hosting account, connect to that domain name using a browser and you should be presented with a default page (time 15 minutes).

    On your budget hosting, install WordPress the easy website creation software.  If you have a one click installer on your hosting even better.  Name your site, give it a tag line and go with the default theme. (time 45 minutes).

    Using WordPress create four pages; a home page, a contact page, an about page and a consulting page.

    On the home page write copy to tell the world what your great thing is. (30 minutes).

    On the about page tell the world why you are so great at your thing (30 minutes).

    On the contact page add a contact form plugin so people can contact you (30 minutes).

    On the consulting page, tell people that they can buy your time by the hour at rate X, that you will get on a skype call with them and solve their problems related to your thing.  Add a paypal button to collect rate X from them (30 minutes).

    Tell everyone you know about your new site and make sales.

    Minimum Viable Business

    This is the recipe for a minimal viable business.  It’s not fancy I know, but that’s all that is really needed to start an online business.  Experience in a subject and the ability to help other people doing your thing.

    Selling your time as a coach or consultant is the easiest business to start.  All you need is expertise, a website and a skype account.

    It’s not the best business model, I know from personal experience, but it gets you in the game, once  you are there you can begin to build a bigger and better business.

    This proves your idea is a good one and that you can make sales.  Forget about the custom look and feel for your site, business cards, incorporation and all that jazz, just go out and try to sell your thing.

    If you can do that ,you are in business.  Don’t sweat the scaling models or write a business plan, just sell something.  Once you are past the initial hurdle of selling something, and fulfilling that sale to your clients,  your confidence builds and you can perfect your business as an iterative thing.

    The overwhelm of the huge number of things a business needs often creates a flich and that great idea is never baked into a beautiful business cake.

    What’s Stopping You?

    You can be in business in the time it takes to watch a movie.  Go and do it now.

    “what a wonderful and dangerous thing it is to walk out of your own front door.  You step out on the road, and if you don’t keep your feet, there’s no knowing where you might be swept off to.”

    Bilbo Baggins – The Hobbit

    Image by dorkomatic

  • Selling You Online

    Selling You Online

    If, like me, you sell services that revolve around you as an expert,you need to be happy selling brand you.

    Freelancers and solopreneurs are essentially selling themselves and their expertise, here’s a quick list of useful things to do to help people get the “YOU”.

    Remember you may never meet or even call many of your clients, so you need to establish a level of trust over the internet.  This is how I do it.

    Let Them See You

    The human animal reads people’s faces, we like to look at people, see their facial impressions.  A talking head video is an excellent way to let them see you.

    Check out my sales page at wpdude.com I have a quick video of me talking into a web cam explaining how my services work.

    It just proves I’m a real person, I have a face, a voice and a bizarre english accent.  Putting a face to a person helps to build trust and confidence.

    You don’t need excellent quality video, no high quality production values, just talk into a web cam and record it.

    If It’s Only You, Don’t Act Big

    Don’t talk in the third person about yourself on your sales page, be yourself say I not we if there is only you.  People are buying your expertise, don’t pretend to be bigger than you are.  Don’t fall into the nonsense that people will only hire big companies.

    People want a personal services, and solopreneurs are ideally positioned to give that service, act as you not a we. If they wanted a big firm rather than a reliable freelancer they would hire one.

    Take The Risks

    Take the risks instead of the client.  Allow them to pay upon completion of the project or in stages, when it is finished to their satisfaction.  Offer a no fix no fee service or warranties on your work.

    I offer a risk sharing system with 50% up front, the rest on completion with a no fix no fee guarantee.  If I cannot solve a technical problem I refund the deposit.  This way my cash flow is still good and my clients get a better feeling that I will not disappear into the void.

    I do all of these and I have been stiffed only twice in all my years – you know who you are shoddy legal firm trying to organise a class action suit for Hooters employees and that piss poor on-line magazine in Arizona.  Not that I am bitter.

    Taking the risk helps people to cross that online divide and bring you onboard.

    Testimonials

    Collect testimonials and show them to people.  You can see mine here wpdude.com/testimonials

    Testimonials show that you are a decent person to work with, that you can do your job and that you are not a nightmare service provider from hell.

    Don’t be scared to ask for testimonials, if you have done a good job, people are often very happy to write you up.  It helps if you are giving back links from your site too.  I have an automated request for a testimonial in my final invoice email.  It’s a great time to ask for their recommendation right after the work is done to their satisfaction.

    Show Them You Understand Their Problems

    Potential clients want to know that you understand their problems and that you will take that problem and own it till you have a solution.

    Think about that in your sales copy, make them comfortable,  they don’t want you they want a solution to their problem.  This is what I use to sell WordPress services

    I can take any issue you are having with your WordPress site and turn it around into a solution as painlessly as possible for you, be it a problem with plugins, trauma with themes or dilemma with databases.

    You don’t need to explain it in any technical detail, I will do that for you, just tell me what you need and I can solve that problem.

    Let Them Know You Have Done This Before

    People will not want to hire you or buy your products if you have no track record.

    Why not write up a series of case studies on your blog or as a pdf download so that they can see you have done this before for other clients.  If people can see social proof that you have solved a problem like their’s it help to sell “YOU”.

    Create a course showing how to do this via video.  A great example of this is my hack recovery course.  If I know enough to create an info product, I am more than good enough to provide that service.

    They May Not Have Hired Anyone to do X

    Treat everyone as a Noob, they may not have hired someone to what you do for them before.

    You may take it from granted that you need these passwords and access to the database to do your thing, but they aren’t to know,  spell it out to them how working with you works.

    I remember the first time I hired a graphical designer to build a custom theme, I had no idea how it worked, but he had a brilliant step by step questionnaire to extract the information he needed , it is these types of flourishes that make working with someone a pleasure not a chore and will bring repeat business.

    Check out They’ve Probably Never Hired For What You Do  for more on this point.

    Don’t Make Them Feel Stupid

    This goes hand in hand with the previous point.  They are hiring you as the expert, don’t make them feel stupid due to their lack of knowledge, that is what they are buying.

    I was working with a hosting company and the control panel was down.  Their reply was something like this:

    “As a courtesy we have rebooted the server, this is a dedicated server, you should take full responsibly for the management of the services”

    How the feck was I to know, you made me feel like an idiot, I’m not in a good place about you anymore I will probably not use you again.

    Standardise The ProcessHave a standard way of replying to leads, be consistent and it show that you have done this before.  This all goes back to my policy or A.R.S automate, reduce, systemised.  If you have a standard tested way of brining new clients onboard, it give people a feeling of trust about “YOU” the service provider at the end of an email conversation.

    I have a set of canned responses that I send out to people, spelling out things and what I need from them.

    Wrap UpAll of these techniques have come from trial and error over the years and I have found they increase client confidence in me.

    How are you selling yourself, is there a particular technique you find helps to bridge that online gap.  Replies in the comments if you have please.

    Image by carbonnyc

  • Get A Mobile Ready Review

    Get A Mobile Ready Review

    I’m providing a new service to WordPress site owners to review and make their sites mobile ready.

    Why You Need To Be Mobile Ready

    The rise of the tablet and mobile phones that provide internet access has changed the way many people consume content from WordPress sites.   The idea of the the “lean back” device where people can comfortably read and enjoy content from a hand held device

    A quick review of your analytics data will show you the type of devices that people are using to connect to your site with. The problem is that that standard WordPress theme is not appropriate for the cut down screens of these devices.

    All the hard work and design you put into your theme is wasted for people on these device, they want a fat -free easy to use version of your site that is optimised for a 3-4 inch screen.

    Don’t believe me, go to this site and type in your domain name http://iphone4simulator.com/ to see the experience you are giving mobile device users.

    My Mobile Ready Service

    Many other site owners are providing a poor mobile experience to their site visitors so I decided to create a packaged deal to make people’s WordPress sites mobile ready.

    Deliverables

    If you sign up for my mobile ready review you will get the following

    • Mobile ready theme that detects users device and shows a reduced version of your site
    • Customisation of the theme to match your site and highlight your call to action
    • Review of your content to ensure it is mobile ready; video, images, text etc
    • Review of plugins in use to ensure they are mobile ready

    At the end of the project you will have a mobile ready site and a report on my findings and fixes.

    My Example

    I review my own analytics data and saw that a lot of people were reading my content from tablets and mobile devices.  A review of my site from my iPhone showed it was very difficult to navigate and find things.

    I immediately made changes to my site and implemented a mobile theme.  This detects the device people are using and shows a cut down view to people on mobile phones or tablets.

    I’ve made a short video to show you what my site looks like on mobile devices.

    [leadplayer_vid id=”509CE4518AE60″]

    What It Costs

    My mobile ready review costs $99.00.  For that price you get a mobile ready site and a complete review of your content and plugins.

    Book Your Review Now

    To book a mobile review complete the form below and I will be in touch to start the project.

    [gravityform id=”87″ name=”WordPress Helpdesk Request – mobile ready” title=”false” description=”false”]

  • One Gentle Touch Point At A Time

    One Gentle Touch Point At A Time

    I like the way marketing your business through blogging can be a gentle, almost under the radars approach to marketing.

    I want to talk about my thoughts on “one gentle touch point at a time”.

    One Gentle Touch Point

    When you are blogging regularly you get to reach out to your people and gently push them some content.  You get to gently touch base with them weekly, bi-weekly or whatever your blogging schedule is.

    This gentle touch to their RSS reader or inbox via email is one of the winning components of blogging as a business marketing strategy.

    Non-Pushy Marketing

    The reach of your blog post is determined by people who have signed up for your RSS or email list, the people on your social media followings or people who find you through a search they generate.  People give permission to read your content.

    Your blog post is not telemarketing, it’s not unwanted direct mail.  It’s not ads between your favourite show or house to house cold calling.  It is something you create release and allow people to consume in a way that is appealing to them.

    So all marketing via blogging is by default non-pushy.  If the people on the other end of your content are not happy with you any more  they can simply unsubscribe and move on. Once the permission element of a subscription is removed you are not forced to consume more content like the interrupting phone calls of junk mail that is forced upon us.

    Slowly Building Authority

    As you gently touch people over time you are growing your authority on an incremental basis.

    If what you blog about resonates with people they stay and read more. The more they read, the more they are convinced you know what you are talking about.

    Being In People Forethought

    If you are making these regular gentle touches, you are constantly in the forethought of people’s minds.  Do it often enough and when the timing is right for “your people”  to hire someone that sells or does “your thing” you will be the go to person.

    I see this on a regular basis.  When I send out my weekly email there is nearly always a reply along hte lines of

    “Neil, just seen you post really enjoyed it, can you give me a quote for WordPress technical support for XYZ”

     Add Value Not Ads

    When you ad value to people rather than simply dumping ads on them you build a level of trust that cannot be bought. Helping people solve their problems, educating them and, at the same time , highlighting your paid offerings is a great way to do business.

    I’m in the very weird position of being a techie in the UK running a small computer consultancy who also has an audience of people who consume what I write!  That is the beauty of blogging.

    What Do You Think?

    Is the slow drip feed of quality content and the constant gentle touches a good way to run a business or are the brutal in your face methods best?  Let’s talk about it in the comments.

    It’s not a fast way to market your business, but once you have the traction and audience it’s an exceptional free way to build a brand.

    Image by calamity_photography

     

  • Build A Business Not A Job

    Build A Business Not A Job

    The most import piece of business advice I have received to date is:

    “Work On Your Business, not in it” The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It(aff)

    In the past I have been guilty of building a job instead of a business, so in this post I want to give you some warning signs that you are building a job instead of a businesss, or to go with the quote, you are working in your business not on it.

    What’s Wrong With Building  A Job?

    Nothing, but it is probably a better idea to build a job using corporate money so you get all the benefits associated with employment, but since you are here as a solopreneur building a digital persona I will not go down that route.

    What do I mean by a job?  I mean that you are tied to your business in the same way you are tied to a job, if you don’t work in your businesss, you are not earning income.  I belive deeply that we, as solopreneurs, should be building true businesses that deliver to us with some slack so we can have a life outside our micro business to take a couple of weeks holiday/vacation or to spend time on other areas of our life.

    The Job I Built

    I write from personal experience, In the past I have built a job instead of a business.  Here is my story:

    I built a computer technical support services business.  At first it was just me working away doing 100% of the business and delivering the services.  No passive income when I was not working, just by the hour work.  I quickly reached 100% capacity and the stress built up.

    I decided to bring onboard some contractors, I though this was the way to build a business out of a job, but that was even worse, I had to prepare job specs for the contactors, manage their work., check the quality of their work and report back to the  clients. I was stil l tied to the business, If I was not preparing quotes, and detailed task specs, no income was coming my way.  What made it worse, I don’t like project management, I find it dull, feel ill at ease delegating.  I had built a job I didn’t even like!

    Warning Signs You’ve Got a Job

    Here are the warning signs that you are building a job.

    1) You cannot take time off and earn money

    When you take time away from your business to take a well deserved break, or due to forced absence due to illness of you or your family you do not make any income?

    I want to help you to build a business that still has cashflow when you are not actively working in your business.  Your business is more job like if you cannot earn passive income.

    2) You have to be present to deliver your product or service

    Similar to the first point, if you have to show up somewhere to execute your business this should be a red warning light to you.

    This may be client sites, a bricks and motar establishment such as a store.  Having to be somewhere rather than be where you want to be is another job sign.  Try to re-engineer your micro business so you can work from where ever (and whenever) you want.  You are the only one in your business and you have competing priorities on your time.  If you have to be in your office 9-5 to meet clients you are stuck to your business.  It may be on the way to a job situation.

    3) You sell your time on a one to one ratio

    Alarm bells should be ringing if you sell your time on a one to one ratio to a single client or customer.  Big legal firms and consulting firms do this very successfully by selling the time of their employees on a one ot one ratio and taking a cut of the fees as profit.

    I used to work for a big 6 (as it was then) accountancy firm as a computer auditor, and the rule of thumb for your hourly billing rate was 1/3 for you salary, 1/3 for your costs; estate costs, pension, etc and one third for the partners.  The partners take profit for every hour yoru work.

    As a solopreneur, you don’t have the benefit of large teams working for you, making profit per hour, you only have your own profit per hour, and this does not scale.  I recommend creating additional income steams which do not require one to one time selling, so you can get off the time as money treadmill job and build a business.

    You Don’t Have A Product

    If you business is a service only business with no products that can be repeatedly sold once  you have made a one off time investment, you may have ajob on your hands.

    The type of products I recommend for solopreners are

    • Information products – package your expertise as an e-book, audio program or video download
    • Books – write an old school book and publish (or self publish it)
    • Physical items that can be easily sold and dispatched (I recommend outsourcing your fulfillment)
    • Events you can sell multiple seats to – seminars, webinars, conferences, concerts.

    A product is an excellent way to grow your business, they are fixed prices, build once items,  that can be repeatedly sold.  Your time has been invested and sold many times over.

    The tools and techniques to deliver products will be covered in detail on this blog.

    There Is No Way To Scale

    You are currently at 100% capacity, you cannot take on more business, because there are simply not enough hours in the day.  This is a sure sign you have a job not a scalable business.

    You Have A Bespoke Services Only Business

    You may think I have a bit of an issue with service business (and I do) but running a services only business such as consulting/coaching, copy writing or design work means you trade time for money.  You are tied to your business for those hours, and it can become a chore to have to do the work, search for work rinse and repeat as necessary.

    I will write in detail about hybrid product/service business in the coming weeks.

    Have You Built A Job?

    Are any of the warning above made you sit up and think?  Your online service business should be a true business with assets that can generate incoem 24/7 if it cannot it’s time to review your portfolio and see where you can make some changes.

    Image by 4yas