Excellence Expected: Small Business Action - Define, Challenge & Conquer Your Biggest Issues!

Starting an online business can seem daunting. There sometimes seems to be too many different ways in which to go about it. The wealth of information that we have at our fingertips can also begin to feel overwhelming. We start researching an idea and come across something different in the process. Should I start a blog? A small business podcast? An e-commerce store? It’s easy to suffer from paralysis by analysis. What then is the best way to build a brand, become a figure of authority in a particular niche and make some money during the process? Our guest for this episode is someone who knows about all of these things and more. An online business veteran with over twenty years’ experience, Zac Johnson is a pioneer in this space and his blog has helped thousands of entrepreneurs get started with their own online businesses. Zac is going to offer his insights and some actionable tips that could help you take the first steps to becoming your own brand, a leading figure in your field and to make some money at the same time. Issue Challenged in this Small Business Podcast Episode: How can you build a trusted brand, become an authority within your niche and make money during the process? About Zac: Zac Johnson has been making money online through a variety of ventures for over 20 years. He’s a widely respected expert on blogging and affiliate marketing and his articles have helped thousands of entrepreneurs take the plunge and start making money on the web. His blog covers all aspects of online entrepreneurship from building a presence on social networks to leveraging your brand and knowledge to become an authority figure within your niche. He’s also published a book, Blogging Tips: Confessions of a Six Figure Blogger which aims to further spread useful, actionable and proven ideas on how to generate income in the digital space without a huge amount of initial investment. Zac’s Actionable Tips: * Take action, register a domain name and set up hosting. The best way to get started is to get something live today. * Choose a niche in which you can become the authority. If you’re passionate about sports, start a sports training blog. If you own a local pawn shop, write content that reflects your experience and knowledge. Try to become the authority in this space. * Turn the blog into a business. This can be done by monetization through affiliate marketing or you can create your own products, or offer consultancy services based on your expertise and experiences. Top Quotes: * “In 2007, I launched my own blog to really branch away from affiliate marketing so I could build my own brand, product and following and teach others how to do the same.” * “You can really do anything now through the WordPress platform because of the functionality, the plugins and the themes that are out there.” * “To get set up, live and running, it really only takes a few minutes of your time and there’s no programming or previous experience needed.” * “The best way to take action and get things started is just to learn as you go.” * “You’re online whether you like it or not. Take control of what is out there.” * “You can’t let what is currently out there change your decision on whether you’re going to do this or not. You can’t accept things as they are, you need to get out there and change the game. That’s the whole entrepreneur mind-set.” * “Search your passion and find something that’s profitable.” * “Keep your content niche focussed and make sure it ties in to whatever your business is.” * “You need to treat it like a business and take your time to build links, created content and become an authority.” * “Most people are focusing on content and not content promotion. You need to get your name out there.” * “You want your name and site to rank at the top...

It seems that almost every day we hear of the next killer app, a system or service that will revolutionise our lives and businesses. But for every Uber or Evernote, there are hundreds of others that fell by the wayside and failed to make the desired impact. If we have an idea that we think can improve how we live and do business, how can we pursue that idea without falling victim to the same pitfalls as so many others? Our guest in this episode is Rawnet’s Adam Smith, someone who knows a great deal about creating successful products in the digital realm. With a track record for building innovative businesses, Adam knows how to make a success of those lightbulb ideas. Perhaps more importantly, he knows what to avoid. During a product’s development we often hear of scope creep, when the primary goals of the products are expanded and expanded until the final product bears little resemblance to the original idea. In a similar vein, software and mobile apps can fall into development hell, where too many stakeholders with too many competing ideas can end up delaying or sinking a very promising concept. The more that a product suffers from delays or a lack of focus, the more expensive its development will be and the most costly its potential failure. When then, as small business owners, should we take the steps to create our own digital products? And what parameters should be set before embarking on such a project? How should we decide which are the essential features? Listen to this episode of your favourite small business podcast to gain some powerful insights on this topic from a renowned expert in the field. Issue Challenged in this Small Business Podcast Episode: How do we know which digital products are right for our businesses? And how can we stop spending too much on the wrong ones? About Adam: Adam Smith is the founder and Managing Director of Rawnet, a multi-award winning digital web agency that specialises in mobile development, web app development and conversion optimization. The company also works on behalf of clients to handle all other aspects of their digital strategies. Adam has been innovating in the digital space since the late ‘90s and prior to the founding Rawnet, he also created the world’s most successful white label online dating application, whitelabeldating.com. Adam Actionable Tips: * Work out feature ROIs. Each feature has a development cost and each feature that’s added can dilute the original concept. Therefore, every feature needs to pay for itself. Is this going to get any more sign ups? And is this a feature something that the end user needs or is it a merely a ‘nice-to-have’? * Keep the proposition simple. Can you explain the product in one sentence? What’s the one thing that is does very well? If it takes you more than 30 seconds to explain, the idea is too broad and you won’t be able to market it. A nice, simple message is needed to get the attention of clients. Consumers are pulled in so many directions. If something is too complicated, they won’t spend the time looking into it. * Be prepared to pivot. You need to be prepared to pivot, but also wary of not becoming like a headless chicken, darting in different directions at high speeds. Don’t be afraid to change tack, but learn from the user feedback and move in a direction that will help grow the business. Letting go of the original idea can be tough, but sometimes tough love is needed for success in business. Top Quotes: * “We couldn’t afford to think big picture. It was our own money so we needed to be lean.” * “We’ve seen stuff that hasn’t worked so well, we’ve seen stuff flop and we’ve seen stuff explode in terms of success way beyond what any of us could have imagined.” * “If you try and be all things to all men, it’s going flop.” * “Half are looking to fix their own problem and they feel that there’s a b...

Having a great idea is one thing, but getting it out there and making sure it’s being heard by the intended audience is quite another. The tools that have allowed us to spread our ideas more easily have also made it more difficult to be heard. We’re all exposed to a torrent of media on a daily basis, so how can we stand out? We live in an increasingly noisy world and our attention is being demanded from every direction. Having a breakthrough idea is difficult enough, but these days, it’s only half the battle. How do successful entrepreneurs, thought leaders and community figureheads not only develop life-changing concepts, but communicate them effectively so that they’re not lost among the white noise of modern life? For her latest book, Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It Dorie has been speaking with some of the world’s foremost thought leaders on just this topic. In this episode, she will be sharing some of her valuable insights with us. She’s found that to be really influential in your professional sphere or particular industry, you don’t need to formulate an original idea or invent a new product. You can popularise an idea that has been overlooked or synthesise concepts to create something new, captivating and valuable for your audience. The second part of the conundrum of the breakthrough idea is creating a community of followers who will act as a ‘legion of ambassadors’ and help further promote it. This is something that can put people off for a number of reasons. Firstly, as mentioned before, everything in our lives is becoming faster and more convenient. So, the idea of spending a year, two years or five years creating a following for your idea can seem daunting. Secondly, we often look at successful people who are much further along a particular timeline from ourselves. The success that may have taken ten years to create appears effortless as we haven’t seen all of the blood, sweat and tears that have gone into ensuring that success. This can discourage us from trying, but it should be remembered that all of these success stories started somewhere. Maybe in a year, two years or even ten years, you will look back on today as the day your success story began. About Dorie: Dorie is an author, marketing strategist, consultant and renowned public speaker. Her work has been featured in TIME, Harvard Business Review and Entrepreneur. She’s also the author of two ground-breaking books, Reinventing You and Stand Out, which have helped thousands of professionals around the world better identify and develop their unique brands and ideas as well as how to make them stand out. She is also an adjunct professor of Business Administration at Duke University, has taught at Emerson College, Tufts and Suffolk University and guest lectured at such esteemed institutions as Harvard Business School, NYU and MIT’s Sloan School of Management. She has worked as a consultant and speaker for clients as diverse as Yale University, Google, Morgan Stanley, the World Bank and the Bill & Melinda Gates Foundation. In addition to that already hugely impressive CV, she’s also an award winning journalist, one of Forbes “25 Professional Networking Experts to Watch in 2015” and has appeared regularly on NPR, MSNBC and the BBC. Issue Challenged in this Small Business Podcast Episode: In this small business podcast episode, we challenge the problem of how to find your breakthrough idea and how to build a loyal following around it. Dorie’s Actionable Tips: * Use a niche strategy. Don’t attempt to stand out in too broad a field. Narrow it down and become an expert in a particular niche. This is a fantastic way to establish yourself quickly and make a big impact. Over time, you can expand into other areas, using your original niche as the foundation.

Business is entirely driven by sales. At the end of the day, if you are not selling something, you are not making money. However, not everyone is a natural-born sales person. You may lack confidence, have self-esteem issues, or be afraid that you will be turned down. But you have to learn to sell without fear! Successful sales people have the following qualities: * Able to sell yourself and your idea/products * Articulate: Be able to communicate what you want to achieve without feeling like you are trying to sell something to someone. * Confident and comfortable in meetings * Passionate about your products. * Stand out from the crowd Also, there are techniques outstanding sales people utilize when conducting business: * Share your story. This will help to generate excitement and purpose. * Prepare: Determine what you want; know what you are going to stay; etc. * Build relationships: How can you help each other? * Follow Up: Ask about the next steps. Put the ball in the client’s court and make them feel like they are making the decisions. Also, send an email to express thanks for their time. * Apologise or Walk Away: If necessary, apologize if something is your fault. It is OK. You are human, you make mistakes. Also, know when to walk away from a deal, and don’t be afraid to say ‘No’ sometimes. Now you are prepared to go out there and sell! Good luck! About Ben: Ben runs the National Enterprise Challenge, a not-for-profit organisation aimed at improving enterprise and employability skills of young people. Issue Challenged in this Small Business Podcast Episode: In this small business podcast, we challenge the issue of how to sell without fear. Ben’s Actionable Tips: * Empathy and Preparation: Research the company/customers. Determine what is in it for them – have an agenda and goal in mind to identify how that can work. * Haggle, and then haggle some more. Push back or walk away if necessary and know what you are worth. * Reflection: The deal does not always need to be done immediately. Take some thinking time if necessary.  Top Quotes: * “It’s all about sales. You’ve still got to be a commercial enterprise in the way you think.” * “If you are passionate about what you’ve actually got or what you are selling…” * “I think everyone has a bit of self-doubt now and again.” * “Don’t do that again, you idiot. That’s not how you do things.” * “You can’t just walk in to a sales meeting and assume that you are going to nail it every time.” * “At the end of the day, there are so many people who sell to the script.” * “What can I do to get this closed today? What can I do to follow up? When should I follow up?” * “What’s the worst that can happen if you apologise?” * “People are just people.” * “If you can get that passion, you’ll look like you know what you are doing.” * “It’s all about being professional and delivering on your promises.” Guest Links: * National Enterprise Challenge (http://www.nationalenterprisechallenge.co.uk/) * LinkedIn (https://uk.linkedin.com/pub/ben-dyer/7/9b7/a22) Resources: * Jordan Belfort (http://jordanbelfort.com/) * Judy Robinett (http://www.excellence-expected.com/episode57/) * The Essential 14–Day Guide to Cutting Your Working Hours and Increasing Your Impact (http://www.excellence-expected.com/cwh/) Key Timestamps: * 1:00 Challenged issue * 1:07 Introduction of guest

How many people have visited your website? What pages do they visit? How often do they visit? What did they buy? Whether you are a big or small business – the data you collect about your website visitors is vital. In a world of big data, the power for you as a small business could well lie in small data! There are several ways and tools you can use to collect data, including Google analytics. These tools help businesses determine the most effective and efficient way to utilize their websites. They can be used to track, analyse, and understand site visitors – their existing or potential customers. The more in-depth data you collect, the more you can communicate and engage with customers. For example, CANDDi integrates a real-time cookie that tracks every single thing for each visitor – every time they visit until they opt-in to identify themselves. That way, sales staff will know what to reach out to them about and will be able to create long-term relationships. Most web tracking is anonymous. You don’t know who to reach out to in order to build relationships, but CANDDi helps with that. It can group together customers based on trends and their interests. This provides data that empowers sales people. But what do you do with the website data you gather to tweak your marketing efforts and build relationships with your customers? * Put time into creating the right content for specific people. * Reach out to customers to identify why they go where on the website. * Gather qualitative data: Why, how, and who? * Know and care about your clients. * Be mindful of privacy laws. Don’t abuse data. * Ask customers what they want and need. But effectively using the data you collect, your customers turn into clients. A customer is a transactional person. They come to mak a purchase. However, a client is coming to your website for wisdom and experience. They are coming to you because of your knowledge. So, use data to take your business to the next level. Use it to help your bottom line! About Tim: Tim is the co-founder of CANDDi (Campaign and Digital Intelligence Limited), which is a tech startup that helps companies build relationships with website visitors. Challenged Issue: In this podcast, we challenge the issue of turning data into meaningful client relationships. Tim’s Actionable Tips: * Track absolutely everything! If you are not capturing the data, you can’t do anything with it. * Qualitative not Quantitative: Ask why, who and how; and listen to results. * It’s not all about the first date! Awareness, interest, and other factors help you to engage with customers/clients. Top Quotes: * “What’s the key things that’s going to get Bob excited?” * “Your website is your best marketing person. Your worst sales person.” * “Your website knows everything about your business.” * “You can’t sell to a page view. People buy from people. People sell to people. People engage with people.” * “Clients come to us because they want that little bit extra. They want the experience. They want the knowledge.” * “When you imagine big data…they talk about it, but they don’t really do anything with it.” * “Small data is far more exciting than big data.” * “When people visit a website, we think we are showing them everything they want to see.” * “Conversationalism – starting to ask people: What do you want from our business? What can we give you?” * “You’ve got to use this kind of data the right way.” * “Here’s a pint of Guinness. Take the world off your shoulders.” * “The thing with relationships: They’re two ways.” * “Be mindful of how you use the data.” * “You can have the best systems, you can have the best data in the world, but your do have to use/mind this data.”

The face of customer service is changing, and customer relationships are vital. The recent boom in transparency of information, social media, and use of “big” data have created high service levels from companies. So much so, that proactive customer service is now expected, not the exception.  Digital = customer first – without compromise! Programmed empathy and virtual assistants can be human-like and may take over. If we are just average as humans, then computers will beat us. Companies are investing tons of money into digital technology when it comes to customer service. Human contact will continue to decrease, which means human contact will increase in value. Therefore, businesses need to invest in both human and digital factors. What is the differentiating point between humans and machines (says Arnold)? Make sure you are good at things that computers are not good at yet. Also, the three things that will make a difference are empathy, passion, and creativity. Think in a different way when it comes to customer service. * Put customers first * Express sincere interest in customers * The customer is always right! * Improve your customer service rating? Impact where customers see the difference. * Don’t just consider what the competitors are doing – don’t be just average. * Be authentically friendly – even if you are having a bad day. Someday, you may not recognise the difference between humans and computers when it comes to customer service. So make sure you don’t become extinct! About Steven: Steven is a thought leader on the transformation of customer relationships and the future of marketing. He is an expert in inspiring companies to become true customer-centric organizations in this high speed digital world. His talks inspire companies about the smart usage of technology in the customer relationship without forgetting the human side of business. His keynotes are mind stretchers for business leaders. A very energetic and pragmatic keynote speaker, Steven shares his vision in speeches and workshops around the world. Challenged Issue: In this podcast, we challenge the issue of how you can become a customer relationship specialist in a digital world. Steven’s Actionable Tips: * Invest in human skills – that will make a significant difference in the digital world. * Install faster and real-time customer service. * Computers can personalise, and people make it personal. Top Quotes: * “The increase of technology has made it possible for companies to deliver more high-level customer service than we used to have.” * “The challenge is to look beyond your industry and to check out what the best examples in the world are and let them be your benchmark.” * “Everything in a customer relationship can be automated – I think we are close to that point.” * “Do we motivate people to be good in human skills or do we hold people back to be good at them? How serious are we about those human skills?” * “No one likes authentic unfriendliness.” * “We will all prefer programmed empathy above real unfriendliness.” * “Empathy, passion, creativity – but it does make a difference.” * “A lot of companies think, ok – digital part, that’s a hard one, and the human part – that’s an easy one…but I think that’s a big misunderstanding.” Guest Links: * Steven Van Belleghem (http://stevenvanbelleghem.com/) * Embracelet (http://www.embracelet.be/en/) * InSites Consulting (http://www.insites-consulting.com) * Twitter (https://twitter.com/stevenvbe) * YouTube (

We all have heard the phrase: work/life balance. But in real life, it doesn’t work like that. You need to adjust the scales as necessary. Instead of balance, find harmony. How can you raise great kids when you are an entrepreneur or business owner? How do you know what you need to give to your family? Treat your kids just as good and with as much time and respect as you do your clients! When you are so focused on work, you forget and neglect people in your life. We need to prioritize our relationships. We choose to have kids, so we have to set time aside for them. Time we spend with our kids needs to be quality time. We need to let them know we care and are there to listen to them. The time that you build with your child builds bonds and relationships. That time will pay dividends down the road. Be a role model. Show them that you have a purpose in life – at work and at home. Instill your values in your kids and that will help them when making decisions. You want your kids to grow up to be creative, innovative, as well as able to express themselves and make smart choices. Also, create a ritual of having a family meeting on a regular basis to identify your family values and mission. Then all family decisions are based on them. Put in the same effort you put into a business! Next, how can you give your employees a better life? More time at home? A positive work culture? * Create environments that are family friendly. * Create a mission statement and set of values that are family friendly. These efforts make better people and better employees! About Deborah: Deborah C. Owen is an author, speaker, and parent and life coach in Massachusetts. She also earned National Board Certification after many years as a public school library teacher. Combining her personal experience of raising three children to young adulthood, along with her years of working with teens in public schools, Deborah is now a parent coach. This role helps her have greater impact on the success and well-being of kids, by empowering their parents with effective parenting skills. Deborah is the Founder of YouCanRaiseGreatKids.com and is available for coaching and speaking appointments. Her book is Social Media Fascination. Challenged Issue: In this podcast, we challenge the issue of how to raise great kids will running a business, as well as how to spend more time at home and build better relationships with your kids that will help you to be more effective at work. Deborah’s Actionable Tips: * Manage your own emotions before helping your child calm down. Use the A to E method of calm parenting in the heat of the moment. A – Aware B – Breathe C – Calmly connect; go to ZEN place D – Discuss – Once calm, what was the trigger? “I notice that when…then you…” E – Empathize – “Yes, that sounds like it must be frustrating for you.” Or, “I understand that that might make someone upset.” Everyone wants to be heard! * Re-establish the relationship with your child based on better connection. Here’s how to connect. – Don’t offer advice or judgment; offer empathy and active listening! – Rather than focusing on outcomes, focus on process: “That sounds like it was hard. Was it a good test?”; “Where did you get stuck?”; “I loved how you really hustled on the field!”; “I know you have been working really hard at this.”; and “When were you most focused while you were preparing?” – When asked for advice, ask: “What have you already tried?” When have you faced a similar problem and solved it? What did you do then?” Brainstorm more solutions. * You are the “conductor.” Use the “3 Cs”: Control (manage) your emotions; Connect with your kids; and Condu...

Customer service isn’t hard – it’s about being genuine; a person; a human who understands the needs of other people and has a willingness to help. The trouble is, we’re all busy – right? Well, so what. There’s no excuse for poor customer service and I’d even challenge that we should be delighting our customers every single day. Without fail Let’s dig in… Challenged Issue: In this podcast, we challenge the issue of customer service – how you can delight your customers every single day. Mark’s Actionable Tips: * Give people your time. Talk to them personally, but set respectful parameters with your time and efforts. Try not to delegate unless absolutely necessary. * Be honest when you make a mistake. You don’t have to be the person who is infallible and never messes up. It happens. So apologize and rectify the mistake – even if the mistake is not yours. * Involve your customers. Don’t turn people off. Instead, listen to them. Let them challenge you to make your business better! Top Quotes: * “People expect quality response.” * “Things really, really get a little bit hairy if you let things get on top of you.” * “People always will demand your attention.” * “People are genuinely just people.” * “That’s what it is all about – is creating friends.” * “We all make mistakes. It is human nature.” * “You have to shoulder that responsibility. You have to be honest.” * “Involve your customers, treat them as friends, and even if they challenge you, acknowledge that involvement.” Guest Links: * Podcast Websites (https://podcastwebsites.com/) * DMSQD (http://dmsqd.com/) Resources: * John Lee Dumas (http://www.entrepreneuronfire.com/) * Business Buff Podcast (https://itunes.apple.com/au/podcast/business-buff-entrepreneurs/id979670013?mt=2) * Podcast Movement (http://podcastmovement.com/) * Excellence Expected Stitcher (http://www.stitcher.com/podcast/excellence-expected) * Excellence Expected iTunes (https://itunes.apple.com/podcast/excellence-expected-inspirational/id924421463&ls=1) Key Timestamps: * 0:32 Podcast Websites * 1:28 Challenged issue * 3:05 Initial set up and chaos * 3:43 Maintaining service * 5:15 Dealing with customers * 5:29 Actionable tips Don’t forget, the more you expect from yourself the more you WILL excel!

What do you do when things go wrong – when the sh*t hits the fan? How do you deal with it in a way that benefits your business? Everyone makes mistakes, but it’s not about what went wrong, but about what you do as a result to improve. A working mentality and mindset is important. Things can be going crazy and there is immense pressure, but if you deal with it properly through your demeanour and personality, you are on the right path. Ask yourself these questions: * Did I do that? * Is it my fault? * How do I fix it? It is tough to overcome the humility of making a mistake or trying to save face around others about your mess. If you are in a bad and foul mood because of a problem or mistake, don’t let everyone around you sense that frustration and anger. Don’t bring everyone down. Don’t make others feel bad because of your actions. Also, don’t pass the buck and blame someone else. Some ways to handle mistakes and what went wrong: * Evaluate what lead to the problem (identify what went wrong and when) * Write/document about it * Use someone as a soundboard * Ask for help if you need it * Give feedback in a constructive and well-mannered way. Take a breath and re-focus rather than following your first reaction, which is to react. You don’t necessarily need an instant fix. Once you take some time, solutions will come to your mind. Then you can change mountains to molehills. * Do something you enjoy * Take a walk * Do anything to lift that black cloud It is easy to forget about all the things that have been done well when you focus on what went wrong. You will look back at mistakes and problems only to realize they were not that bad after all! About Daniel: Daniel is the co-founder and technical director of DMSQD, a design and digital agency. Challenged Issue: In this podcast, we challenge the issue of what to do when the sh*t hits the fan – when everything goes wrong – and how to learn from that and recover while embracing humility. Daniel’s Actionable Tips: * Remember what happened, but especially what you did afterwards, and importantly, how you felt. * No one gets it right the first time. Allow yourself to adapt and react to improve. * Right things, draw things out, or go skydiving – just get it out. This will give you clarity.  Top Quotes: * “We all make mistakes…in varying degrees of severity.” * “Things are going to go wrong. It’s inevitable.” * “Regardless of who did it, it’s fixing an issue going forwards.” * “Nobody else sees whatever is being this monumental problem that you have had.” * “It’s got to be about learning from what you’re doing.” * “Your first reaction is to react.” * “It’s getting over the fact that you do one wrong thing and that’s not the end of your life.” * “Nobody wants that black mark.” * “Nothing is perfect, and it never will be.” * “You don’t learn anything being a Peter Perfect.” Guest Links: * HACKSAW™ (http://www.hacksawstudio.com/) * Daniel Maw on Twitter (https://twitter.com/daniel_maw) * Fancy Dan (http://www.fancy-dan.co.uk)  Resources: * Edward Townend (http://twitter.com/edwardtownend) * The Strangest Secret (http://amzn.to/1Co8mI8) * Mark Asquith Twitter (https://twitter.com/MrAsquith) * Mark Asquith Instagram (https://instagram.com/mrasquith) * Henry Ford (

You know, startups aren’t all about ping pong and foosball – in fact it’s a pressure cooker! We have all heard about the rapidly growing “unicorn” businesses that generate billion dollar status overnight, Über et al. But that’s just the swan on top of the water… In fact, there are lots of ups and downs, and it takes 7-9 years to reach unicorn success. Work/life/integration – you are always working, so you need to learn how to integrate work and life. However, it is an inspiring time for entrepreneurialism and startups, which are changing economics and the business world as we know it. Successful startups cause a disruption in the business world. They have an understanding of what’s going on in a specific domain and develop solutions to customers’ problems. Characteristics of successful businesses and those with the potential to become billion dollar businesses: * Idea: Focused on something that will alternate customers’ future in a major way. Look to future trends to be more successful. * Team: Should be diverse – different skill sets, experiences, etc. Do you have people who are coachable and can work together on a team? * Accessibility of market: Don’t focus on markets that are too small. Characteristics of successful entrepreneurs: * Identify a problem that they are passionate about changing * Vision/delusion for how they want to change it * Bold and audacious about selling their vision If you want to do a startup business, just keep doing it until it gets done. Don’t be afraid to step out of your comfort zone and push the envelope to be different. About Michael: Michael Baum is the Founder and CEO of FOUNDER.org, a foundation working with leading colleges, universities and research institutes around the world to advance student entrepreneurship. His entrepreneurial journey has spanned 25 years, six start-ups, five acquisitions and the IPO of Splunk (SPLK). Michael’s projects have created more than 3,000 jobs, over 150 millionaires and more than $10B in shareholder value. He is a Computer Science graduate from Drexel University and earned an MBA from The Wharton School at the University of Pennsylvania. Michael is also an inventor of several patents in big data, machine learning and financial transaction management. He is still chasing big ideas with student entrepreneurs around the world. Challenged Issue: In this podcast, we challenge the issue of if your business is not growing quickly enough or you’re wondering what you can do to the same success seen elsewhere. Michael’s Actionable Tips: * Who are your customers and what are their expectations for the future? Create a new future for your customers. * Look at how you are going about this. If it does not seem delusional, then you are probably not pushing the envelope hard enough. * Be able to sell your desire to change the status quo. It takes practice to do it right. Top Quotes: * “I’m working with young innovators right out of university that have ideas to build companies that are both going to have a positive impact on the world and be able to grow pretty quickly and need the input and expertise of people like me to help them along.” * “In the valley, it has always been driven by the possibilities of technology and people’s passions to push that envelope.” * “People are going to try something to make a life for themselves.” * “I’m smart. I’ve got skills. I could do something on my own.” * “If you want to create a sizeable company, you have to focus on a sizeable market.” * “We find that customers are really great about articulating their problems. But it’s the innovator’s job – the entrepreneur’s job – to come up with the solution for the problem.

Company culture has changed a lot. Employees are no longer motivated by money or titles. Now, employees want to feel a sense of contribution and growth. They want to feel good about their jobs and proud of their work and contributions. They don’t want to just shut up and do their job. This new cultural shift focuses on accountability, responsibility, and leadership. Here are some key points about building a company culture: * Create the next generation of leaders – create a culture of leadership! * Collaboration is greater than the sum of our parts. Do not be compartmentalised. Ask employees: What is your vision for your life? Not just in their job or career. Create a job and environment that serves their life vision. Approach them as friends and help get them to where they want to be. It is now a two-way street between managers and employees. How can they help each other? Make each employee as great as they can be. If they leave, that is ok. Build leaders, period. Work culture impacts retention. No matter how great of a culture you create, people will leave. But, they will most likely come back because of the culture you created. Building a company culture benefits your company in the long run. Focus on what is going good and how you are looking at things. Ask yourself, what’s great about it? Get people excited about your company’s vision and what your company is doing. By creating a positive work culture, people will want to work at your company! About Brett: Brett’s journey has been as adventurous as the show he hosts. He has launched two multi-million dollar businesses, studied with some of the worlds leading self development teachers, visited 40 countries, released an album, starred in a stage musical, got married, escaped from Alcatraz, became a father, and he currently trains and coaches professionals at Fortune 1000 companies globally. With Where Theres Smoke, Brett feels like he might finally be living up to the honor bestowed on him by his high school graduating class  “Most likely to replace Johnny Carson on the Tonight Show” accolade. Brett is originally from Toronto, Canada, and currently lives in San Francisco. Challenged Issue: In this podcast, we challenge the issue of creating employees who perform as leaders. Give employees responsibility so they will want to come to work and they will want to deliver. Brett’s Actionable Tips: * Appreciation is much more powerful than money or title. People want to feel appreciated for what they do. Listen to Where There’s Smoke podcast episode, People Will Never Forget How You Made Them Feel (Appreciation). * Empathy: It’s not about here I am, it’s about there you are. It is more important to be interested than interesting. Understand others better. Listen to Where There’s Smoke podcast episode, There You Are (Empathy). * Listen more than you speak. It is one thing to hear people, but another thing to really listen to them. Listen to Where There’s Smoke podcast episode, The Like Button IS The Dislike Button (Listening). Top Quotes: * “I really love working with people…how to build themselves and how to build companies.” * “It’s so much more about intrinsic motivation.” * “We do things now because they matter to us, because they are interesting to us, because we feel like we are making a difference.” * “Companies have to be willing to give every employee…some sort of sense of accountability, responsibility, and leadership.” * “They actually want to do a better job. They want to be proud of what they are doing.” * “Things have changed in our world as far as how people approach careers and how people approach work with companies.” * “You build these brands…that every (employee) wants to play at.” * “Retention does not quite look the same as it did a few years ago.

Marketing messages barrage us every day of our lives via email, billboards, commercials, etc. Unfortunately, small businesses seeking to market their own business dip into those avenues without really knowing what they are doing! Don’t pretend, we’ve all been there. Don’t just throw cash at things and hope it sticks. Marketing is an investment, not a cost. You will get a return on your investment if you do marketing the right way for the right people. What is the purpose of your marketing? Figure out who you want to market to and what the outcomes should be. Marketing is to demonstrate to your target market that you understand their current problems and you have ideas to help them. Solve problems for the right people! The right people are those customers who make you the most profit and tend to spend well and often. Get to know them and treat them as friends and someone they will listen to. That is how you build relationships and partnerships. It is all about human-to-human marketing. Businesses often feel the lure of the big number and use marketing to attract large numbers of the wrong people instead of focusing on a smaller number of the right people. Don’t market to the wrong people because that makes for a bad foundation for your company. Instead of focusing on day-to-day tasks and basic “busyness,” focus on your business and the right people for your business. About Jay: 2 x Global Entrepreneur ‘Big Impact to Business’ Award winner, Author and Business Success Coach, Jay Allen helps savvy business owners break free of mediocrity by embedding significant sustainable growth strategies to businesses across the UK. Challenged Issue: In this podcast, we challenge the issue of focusing down on your marketing and the right type of people for your business. Jay’s Actionable Tips: * Know who is your who. Find your top Grade A customers and learn everything you can about them. * Learn how to listen and not just hear. Listen to conversations and learn about what your top customers are saying. * Understand that marketing is about selling change. Understand your customers’ problems and offer solutions. Top Quotes: * “Done well, it (marketing) is an investment.” * “It’s about building relationships with the right people.” * “Success is consistency. * “People assume that their prospects and potential customers care.” * “No one loves your business as much as you do.” * “It’s always best to remember as to who got you to where you are now.” * “The only thing that is unique about all of us or any of us is our DNA.” * “Cause it’s not about you. It is all about them (customers).”  Guest Links: * Email (jay@jayallen.uk) * My True North (www.mytruenorth.uk)  Resources: * The Telegraph (http://www.telegraph.co.uk/news/) * The Guardian (http://www.theguardian.com) * 5 Twitter Sins Destroying Your Twitter Credibility (http://www.excellence-expected.com) Key Timestamps: * 0:40 Challenged issue * 1:31 Introduction of guest * 1:50 Marketing your business * 2:53 Guest’s background * 4:10 Different types of work * 4:33 Landscape of marketing * 7:30 Being busy * 9:12 Scenario * 10:45 People don’t know you and your business * 12:25 Target audience and grading * 17:38 Equal efforts and partnerships * 19:32 ROI * 20:18 Objectives and strategies * 23:02 Cost per acquisition * 24:07 Global award * 25:47 Understanding your audience * 27:30 Actionable tips

Investment: A buzzword that is massive right now and something that brings about a lot of opportunity. However, most people do not know much about it. As an entrepreneur, you need to secure investments to get others to buy into your vision and dream. You need to look at investment opportunities to grow your business! Start out with your friends and family members – borrow money from them. They are a key point to starting your business! Then look for outside investors. They want a return on their investment. So they look for certain characteristics and traits in people. They are more interested in you than your business. Investors are willing to help if you are: * Passionate * Driven * Willing to make sacrifices * Dedicated * Innovative * Smart * Energetic Finding investors is just one thing you need to do to scale your business. But there is so much more. * As an entrepreneur, work hard, work long hours, and get your hands dirty. Never be afraid to learn something new. All of this leads to opportunities. * Also, visit blogs, forums, and other outlets to communicate with like-minded people and find opportunities. * Outsource services to save money and run your business. Invest in your own company. * Look at businesses you can partner with. Follow what you want to do. Don’t give up. Persevere. Plus, once you succeed, maybe you can invest in other companies! About Mark: Mark started MyVoucherCodes for £300 in 2006 and sold it in June 2014 as part of a £55million acquisition. Mark grew up in Liverpool, left school at 16, did an NVQ in catering and moved to London age 18 for a job in the Claridges kitchen. While working his way up the high end kitchen chain, he seized an opportunity to run three gastropubs. The business was profitable but Mark realised that a bricks and mortar business had a glass ceiling. He fell in love with ecommerce as it is scalable and started the UKs first voucher codes from his bedroom. Year over year MyVoucherCodes.co.uk has grown dramatically and it is now a multi million pound business active in 12 countries. Mark has also invested in more than 9 tech startups to the tune of £5million in the past 3 years including Ve Interactive, Paddle and Playlists.net. Challenged Issue: In this episode, we challenge the issue of when a startup is looking for funding but keeps failing and does not get investments. Therefore, we discuss how to secure those investments. Mark’s Actionable Tips: * Do your homework. Be an expert in your sector. Know what you are talking about when asking for money. Be confident in your abilities, knowledge, and skills. * Think big. Don’t be afraid to project your ideas. Be realistic, but blow investors’ socks off. Show them how big the opportunity can be! * Prove your passion and commitment. Have everything in place (vision, goals, plans, etc.) when talking with investors.  Top Quotes: * “For the first time, I chose what I wanted to do.” * “Actually, I am as good as other people in different areas. I’ve just got to find out what I am good at.” * “Like any career, you’ve got to work your way up.” * “If you are going to be an entrepreneur and going to go on this journey, it is not a 9-to-5 and it’s not easy.” * “I always had an entrepreneurial drive inside, but didn’t really have any opportunities to fulfill them.” * “I had grand ambitions internally of what I wanted to achieve.” * “I was the voucher king.” * “Some of these companies have grown to be huge.” * “That’s what excites me about investing. I like people to think big. I like people that really go for the big opportunities.” * “Now really is the time.”

Think back to your high school days. Remember the cool kids? Wonder what they are doing now? Well, cool can be a curse and often prevents people from taking a leap due to a fear of failure. However, the uncool people get on with their lives and inherit the Earth! Uncool people are often branded outsiders. They may feel like outsiders in their own peer group. They feel like they don’t belong – at work or with family and friends. This can be debilitating. Many outsiders fail due to various traits, including a lack of confidence, poor self-esteem, and distorted empathy (having empathy for the wrong people). Those who are told they are outsiders often deviate from a natural seed of talent and put up a wall to be what they think people want them to be. That reduces their chance for achievement. Basically, it is a defense mechanism. Also, they sometimes develop a “rock star” attitude that is disabling. Then, people just walk away from them. You need to be aware of these negative traits in order to retain that outside edge that helps you to succeed instead of fail. Many successful people are considered outsiders, but what traits give them the edge that helps them succeed when so many outsiders fail? Being creative, original thinkers, and having an entrepreneurial spirit. You can use those outsider traits to your advantage to be successful. Embrace being an outsider in a positive way. Find meaning in your life, focus on your goals, and keep moving forward. About Robert: Robert Kelsey is known for actionable advice and helping people in their day-to-day lives. His new book, The Outside Edge, helps those who feel like they are outsiders find their edge and explains how they can succeed in a world made by insiders. Challenged Issue: In this podcast, we challenge the issue of taking the outsider within you and making it successful. Robert’s Actionable Tips: * Find meaning * Develop growth mindset * Progress toward goals  Top Quotes: * “There is always going to be occasions where everybody feels like an outsider.” * “To be successful in life, you need to be an outsider. You need to think outside of the box. You need to think differently … Well, that’s all very true.” * “99.9 percent of outsiders all fail because they are outsiders. So how do you turn yourself into the.1 percent?” * “Wisdom does probably give you some confidence.” * “You’re slamming the door in people’s faces with your (rock star) attitude.” * “You’re almost rejecting society before, in your head, society rejects you.” * “What you are doing is you’re shutting the world out.” * “It’s a curse being cool.” * “I think it can completely disable your chance for achievement.” * “The older you get, the more pathetic it (being cool) looks.” * “You understand what drives bad behavior.” * “There’s an entrepreneurial revolution going on and that absolutely suits the outsider.” * “You can find meaning for your life.” * “There is something out there that will give your life meaning.” * “If you give your suffering meaning, it ceases to be suffering.” * “Half the time I feel frustrated about things. But I am frustrated about meaningful things.” Guest Links: * Robert Kelsey (http://www.robert-kelsey.co.uk/) * The Outside Edge (http://www.amazon.co.uk/Outside-Edge-Outsiders-Succeed-Insiders/dp/0857085751) Resources: * A guide to Overcoming Decision Making Paralysis (http://www.excellence-expected.com/episode24/) * Malcolm Gladwell (http://gladwell.com/david-and-goliath/)

What is content marketing? How can your business take advantage of it? How can you learn more about it? More importantly, what can it do for your audience, influence and profitability? People are becoming more and more passionate and excited about content! Content marketing is a business’s ability to communicate a message to an audience without selling. The business creates a message – something that adds value for their audience. Then, the business will build trust and relationships, and the audience may buy something from the business. Content Marketing = Audience = Sales People are not in the buying mode most of the time, so how can a business communicate with someone when they are not in the buying mode? There are so many channels available. Create a blog, podcast, or video to get marketing messages out there. You need a place where people can get to know and trust you. This is how you build a loyal fan base and audience! Searches are no longer the only online way people find out about your business. Instead, it is now all about your audience sharing information about your business. Your audience can influence others, and that is very powerful. If you can create a solid and loyal audience, you can really build something special! About Chris: Chris is the founder of Learning Everyday Ltd., which assists small businesses with content marketing and business development. He is also the founder of the Content Marketing Academy, Scotland’s first and only annual content marketing conference. So, this chap knows how to build an audience! Challenged Issue: In this podcast, we challenge the issue of building a loyal audience. Chris’s Actionable Tips: * Create Content: Use podcast, blog or other platform to get your message out to build your audience. * Give your audience a place to go. Facebook groups are one option. * Engagement: Understand what your role is with your audience.  Top Quotes: * “I have been massively interested in personal development through my whole career.” * “I started to sort of go down this journey of finding my passion.” * “It always comes back to helping people to get better at getting their message out there and communicating with their customers and their audience.” * “Content marketing really does put the fun and excitement back into business and back into marketing.” * “It is trying to get them to buy into this culture of content. * “It (content marketing) kind of flips marketing on its head.” * “How does a small business owner build that audience?” * “People won’t care if you are just there trying to sell to them.” * “The most successful businesses we know of today … they just know more about their customers.” * “People are influenced by what their friends share.” * “It isn’t about having 10,000 fans. It’s not about the numbers. It’s about the loyalty and the trust within that audience is the most important part.” Guest Links: * Twitter (https://twitter.com/chrismarr101) * Instagram (https://instagram.com/chrismarr101) Resources: * Colin Gray (http://www.thepodcasthost.com) * Jack Black (http://pro-motivate.com/speaker/jack-black/) * Crush It! By Gary Vaynerchuk (http://pro-motivate.com/speaker/jack-black/) * Google Trends (http://www.google.com/trends/) * Jay Baer – Youtility (http://jaybaer.com/books-by-jay/youtility/) * Apple Inc. (