Lori Richardson of Score More Sales

In this interview Lori Richardson reveals what worked and what didn't when she launched almost 10 years ago.

What do you know now that you wish you would have know before you started?
I wish that I would have reached out to more people. I tried to do everything myself and I try to learn everything myself....it cost me a lot of time.  I wish I would have gotten good support on my branding.  I had the wrong name for my company and so I rebranded my company in 2005…I thought I was on the right track.  Always hire the pros. It’s funny because I thought I was on the right track.

Are you more of a collaborator or go it alone?
My whole tour this year is talking to business owners about the value of collaboration and the value of innovation. These two topics because so many us stay in your shell and we recreate the same problems in our businesses.

Do you have any mentors?
In every aspect of my business I have strategic partners or mentors. Businesses who are experts in their fields.  This is very valuable.

Favorite:
Movie: Miracle about Team USA beating Russia

Song : Anything with an upbeat…forward thinking.

Book:  Asset Based Thinking by Kathryn Cramer and Hank Wasiak.   It calls for small shifts toward what's working instead of moving away from what's not.  It's positive thinking about what you have instead of what you don't have.

Linda Snyder of Ladies Who Launch Seattle

Please meet Linda Snyder, owner of Ladies Who Launch Seattle.  Her drive and dedication to the Ladies is legendary.   For authentic business connections join savvy business owners at Ladies Who Launch.

What was your prior business experience and how did you get into Ladies Who Launch?

I got into LWL through my prior business.  When I moved up here from Eugene I opened a UPS store and although it was fabulous, it didn’t grow my soul.  So I started meeting with women who had small businesses and  we’d have coffee and I’d give advice. Then one day driving home I thought “Why aren’t you doing this full-time?”   I thought this is what I should be doing and I called a business broker and said here’s my price.  I started doing some coaching and I’d heard about Ladies Who Launch and had taken a client there.  I was in love with this organization, this is my tribe, so I did an incubator.  After six months my UPS store sold so when the opportunity came up to buy the business I didn’t even hesitate.  And as crazy as it sounds I didn’t even ask the price – which I don’t recommend.

What do you know now you wish you known before buying LWL?

How much work it is…I’m a hard worker but taking over another business is different than starting it on your own.  So part of the first six months was me putting my stamp on the business.

Have you had mentors or role models along the way?

My mom who is generous, warm hearted , and well spoken.  She’s done everything in her life with integrity and grace.   No business mentors in my life.  I worked in a male dominated organization and their style didn’t fit my style.  

As you business grows how do you get it all done?

Hours upon hours of work.  I love doing it and I’ve always worked hard and I’m passionate about it but prioritization on what I spend time on works well.  I love QuickBooks and recommend it to everybody I know.   Stay off CrackBook but Hootsuite is a huge time saver.  Lastly, stop being a perfectionist.

What personality trait serves you best?

Empathy…understanding of the creative process and where the incubators are going.  I'm great at visioning... to see what’s on the paper and where the business can go from there.

Did you dream of owning a business as a child growing up in an entrepreneurial family?

Yes,I played store, we had the setup in our room to play dolls.  We had fashion outfits for Barbies…putting on shows as the director…loved being the star in the neighborhood performances when I was really bookish and shy and introverted.  It's interesting that those facets of my personality came out in my childhood.

What was your first job?

At age five I got paid 1 penny for every bow I made for the store my parents owned.   Every Sunday I worked making bows.  Then summers I worked in the store at whatever make-work job in the  business until l I was 14 and got an actual paycheck.  

Do you trust your intuition?

Absolutely, but I also believe in Trust but Verify.  Take intuitive leaps and it's smart to back up and look at the tactical pieces that it take to get there.

What's your favorite: 

Movie - Pretty Woman....the chemistry makes me happy….it's a princess fairy tale

Song -  Ronnee Blakely  She Lays It On the Line....that's how I live my life

Book -  Qualities of a Leader  It's got real gems throughout it.

Susan Anderson owner of Forza Coffee Fisher Plaza

Please meet the incredible Susan Anderson of Forza Coffee.   Her high energy and spirit bring customers back again and again.  Check out her Facebook page and hit the LIKE button. 

What got you into the coffee business?

I worked for UPS for 25 yrs and went to Starbuck’s quite a bit.   And then down in Puyallup  a Forza Coffee opened about four years ago.   I went there quite a bit, they made me feel important and then when I tasted their coffee I thought "Wow, this is great." And it was the place to be…near high schools, churches, and I thought “I want to own one of these”….it just felt right....I just said it to myself.

About a year ago the Puyallup Forza Coffee put out a sign “Looking for Franchise Opportunities"  and for 2 weeks I walked by it and memorized the phone number and kept thinking about it.

So I took one of my co-workers to get their opinion and he was impressed too when the baristas knew my name and my drink.  Not only did he think it was a good idea but he wanted to be my business partner. We’d been in negotiation and were looking for the right location when the economy started tanking and we couldn’t get a bank loan. We tried six different banks with no luck.

We were going to be the first Forza in King County and were trying to move forward but then the officers were killed in Lakewood and nothing happened for a month.  It was a sad time for everyone associated with Forza Coffee.

Then in December we got a call from Fisher Plaza that not only are they a huge supporters of law enforcement,  they want a Forza Coffee in their building.   It was a remodel and not a build out so we could get into for a lot less.   And my business partner and I said YES!

What do you know now that you wish you knew before you moved in?

Perhaps doing more Due Diligence....it’s be a bit tougher without neighborhoods, churches, schools, but on the other hand the location cost us so much less and we’ve only been here for six months so we’re trying different marketing methods.  We thought being across from the Space Needle we’d be busier than we are. 

Do you have any mentors or role models that inspire you?

I was in management at UPS but I never consciously thought about it...

In your business how do you get it all done?

That’s what I’m in the process of working on.  I live in Puyallup and I work long hours and I’m trying to do it all myself but it’s just too much.  The more I work the less I have to pay out but I need to make a change.

What personality trait serves you best in business?

My nature is to make people feel good and this is a perfect job.  I welcome people and make them feel good like they’re at home.

How much do you trust your intuition?

I’m learning that right now…the timing of opening this…I’m learning that trusting your intuition is important.

Are you more of a collaborator or go it alone gal?

A collaborator..I was doing it all and trying to please everybody and now I'm enjoying collaborating.   My business partner does negotiations and finances because he also works full time.

What’s your fave movie?   Rudy or Field of Dreams…The Princess Bride,  Pride and Prejudice.

What’s your fave book?  The Gospel according to Starbucks by Leonard Sweet 

Fave song?  Music plays such a strong place in my life…Snow Patrol "You Could be Happy"

Jill Pagano of NiaDivas

The energy and passion of Jill Pagano really lights up any room.   As a former aerobics instructor and current Nia (non-impact aerobics) Black Belt she "puts fun back into fitness".     Her business NiaDivas in W. Seattle helps those with an injury or physical challenge get moving - Sway and Shift in a safe way.

 As a business owner Jill shines.  She understands the benefit of business planning, working IN the business, and creating value for her clients.

Enjoy my interview with Jill. 

What got you into the Nia business?
I was a personal trainer and fitness instructor and while attending  an IDEA Health and Fitness Convention I read this description of Nia class.  I tried it and loved it.  That was in 1995.

What do you know now that you wish you knew before you started your Nia business?
For me, I think to stay with it more.  I fractioned off a lot.   Nia has been a constant and I've had other side businesses along the way.  Nia has been a business/hobby that I dabbled in and now want to grow into a successful business.

Did you have any mentors or role models has you launched your Nia practice?
There are many Nia trainers that are role models to me around the world.  Helen Terry, a teacher and trainer in Houston has a very successful business.   Ann Christiansen, a European trainer for Nia.   They make their living very successfully at educating people in Nia.  And of course, Debbie Rosas Stuart and Carlos Rosas who founded Nia are my mentors.

As your business grows how do you get it all done?  Any tips on streamlining or
outsourcing?
I do believe in outsourcing.   What I've discovered recently is outsourcing to other people that do what I do.  That was a big aha moment for me.  I'm a Nia teacher and I have a graphic designer that's also a Nia teacher and the ability for her to understand what I want is so streamlined and so much easier.  There are 2,500 Nia instructors around the world and potentially they all do other things so it's a great community for me to jump into and use.  My postcard came together in just days because she got Nia.

When you get to the point of hiring people in your business what trait will you look for that will complement yours?
Consistency...detail oriented...someone who is able to track projects and know where we are along the way.  Right now I have an assistant that tracks our numbers...how many attendees, how many memberships sold, and if someone hasn't shown up for class she'll send a note. 
As I hold the container for the big vision of Nia and bringing the education and inspiration I need someone to also maintain the details.   It makes me a better teacher.

What personality trait serves you best in your business? 
Creative vision...seeing the big picture....thinking outside the box. It's a huge bonus that I bring.    As I develop that ...to follow through on ideas that are very good...that will propel the business.   Definitely, follow through on the big ideas.

Did you dream of owning a business as a child?
I knew I didn't want to work for anyone else.   When I was a junior in college I wrote a training manual for aerobic instructors.  I had the vision of working with and training people in the area of fitness.   I could never sit at a desk and wear nylons everyday.

What was your first business?
Where I went out on my own and hung my own shingle?   It was called Iron and Oxygen and that was in 1992.  I worked out of ProRobics as a contractor...I taught aerobics and also contracted as a personal trainer.  I had a logo and brochures and everything.  It was all about lifting weights and aerobics.   All the pieces were there for great success and it was a dream job.

How much do you trust your intuition?
I really don't and that's a weakness of mine.   I'm not even sure I know what my gut is saying half of the time.  I'm very transparent about how I question my gut all the time.  So as I move into this next phase of Nia it's all about understanding the sensation of the body that says "Look at this."    I'm excited about this since I haven't learned to value or trust my intuition. 

Are you more of a collaborator or a go it alone kind of gal?
I'm naturally a go it alone  gal....that's my instinct but I'm surprised at how much I like to collaborate.  I like to do what I do...I don't need approval of a bunch of people and I'm learning the importance of collaborating as long as I'm in the driver's seat....ha ha ha!

Your Favorite Song - Shimmer by Shawn Mullins  It's all about understanding that we're all born to Shine.

Your Favorite Book - Motherless Daughters by Hope Edelman.   I read it during my 20's and on a personal level,  when I needed it, it showed up.

Your Favorite Movie - Sliding Doors  A brilliant movie that shows how one split second influences our lives one way and also shows what the parallel view too.  What's our destiny?

Measure ROI for your Social Marketing

All you savvy women entrepreneurs and wanna be's too, have a knock out Social Marketing Strategy, right? That's what everyone is talking about - Mashable, Seth Godin, Keith Ferrazzi, Mari Smith.  That's why we're all on FaceBook, Twitter, LinkedIn, and are blogging.  So how is it working for you?  How do you know? 

Google Analytics shows what happens on your website but what if you're a brick and mortar store front; say a salon, spa, or boutique how do you track where new customers find you.

Here's a simple method to measure your ROI for each piece.

ROI Question:  How did you find us today?  (Friendly and engaging works...ask about why they're shopping today....have they visited other stores they found on X, Y or Z site.)

Ask the question of EVERYONE that comes in or phones your shop and write down their answers and ask for their email address too.   When you track like this you have far more accuracy than when you just guess or as I call it the "Shotgun" approach to marketing.   

Your Social Marketing is an investment whether it involves your time and no cash or your time + cash.  Small businesses rarely can waste their time and money without some  kind of return. 

Earlier this year I was in shop I had seen in the Sunday Times
Pacific Magazine for the past few months.  While I was at the counter paying for my goods, I asked the owner how the ads were working for her.  She looked a bit chagrined and said she didn't know.  A friend had suggested she advertise in the magazine so she did.  But with no plan she had no idea how many, if any, new customers she got.

The next time I was in she said she had cancelled the ads and was trying a different approach which involved engaging new walk in's and collecting email addresses...a much better plan.

If you use QuickBooks create a custom field for Marketing and add your customers answers to your ROI Question.  You can then run reports and evaluate where you're getting the most bang for your buck....ads on FaceBook, Google Adwords, Twitter specials...well, you get the idea. 

Ditch the shotgun approach and ask customers and clients where they found you...it's easy and they'll want to share with you.

Any questions...just shoot up an email.

New Kids on the Block

QuickBooks has long been the leader in small business accounting.  Intuit estimates their market share at around 85% and that 4 out of 5 accountants recommend QuickBooks.  This sounds great if you are a QuickBooks stockholder but can they hold on when there's more and more competition.

Here's a review of a three new competitors for the standard accounting program.  I've done the research, now see what you think.

FreshBooks looks good...lots of talk about managing, tracking, sending invoices but when I  got down deeper it seems like all they do is Time Tracking and Invoicing.  Hmm, seems like a lot of money at up to $39.95 a month for Accounts Receivable.   What about Accounts Payable and Expenses, Assets and Liabilities?
On the FreshBooks site you can find out how to integrate their program into QuickBooks, which leads me to a big, huh?

shoeboxed sounds cool but the more I flipped through their site the more  I went, Why?  The company is all about organizing YOU.  There's  an IPhone App so you can take a pix of your receipts, send it to shoeboxed where they'll categorize it and enter the contact info too. Again this program integrates with QuickBooks, and it saves you time and money, right?  Not at this price....Free, which pretty much what most business owners do now.  It steps up pretty fast from $9.95 to $49.95 a MONTH.  Kinda pricey when you're doing the picture taking and sending.  Oh, you can also snail mail your receipts...now that's so last year!

And finally, inDinero, intrigued me.  It's simple to set-up, monitors trends, and there's a cool dashboard.   You can say "Good bye Accounting"  and "Hello, inDinero".  Wow, these guys might really be on to something.  Most of my clients over the past 20 years haven't fully understood the accounting process or terms...this might be just the best thing in years.

But I'm still not convinced and the price is pretty steep.  The Free version allows only 50 transactions a month which isn't much when you're dealing with Invoices, Bills, Checks, and Credit Card charges.  The next level is $29.95 a month and then a whopping leap to $99.95 a month.

I did some simple math.  Let's just call it $100 per month X 12 months and you're at $1200 just for the inDinero.  The transactions have to get into the program whether you're downloading your bank accounts, hiring a bookkeeper, or have staff to do it. 

Back to the QuickBooks website to see what's new for 2011.  Not to be out done Intuit has been busy integrating new features to make "Everyday Tasks More Efficient".     Easily download bank transactions; email Invoices and Statements; Company Snapshots show trends from year to year. 

My recommendation - stick with a full on program.  Everything's in one place and best of all it makes filing your Year End TAXES a piece of cake.

Filing can be Fun!

Ok, I think filing and organizing get a bad rap.  It's not the funnest part of running a business but it sure makes finding that all-important receipt when you need it.



To liven up the task, check out these fashionable supplies available at Office Max and Office Depot.   Too much brown and beige can be so dull and boring.

These trend-setting supplies will set the tone in your office and you'll feel so up-to-date when meeting with customers and clients.

Spice up your office space with colorful desk accessories like these red organizers.  I'd choose jazzy and functional over boring and unuseable any day.   As you're browsing through the aisles look for items that might be for another purpose but will work great in your office.

I like these woven totes with handles for stacking on the shelves in my office.  They're easy to life and move to another room.  If I'm working on a big project I will find an engaging movie and get my filing done practically painless.   A glass of wine isn't out of the question either....fun is in.


Here's a short list of supplies you'll need to get started:
File Box

File Folders

Correction Tape
Binder Clips
Favorite Pens
White Board(a great place for your To-Do list)
Stand-up Stapler - very handy!
Sharpies
Envelopes

Getting organized and creating systems saves time, energy, and frustration...which all translates to saving money...that's smart.