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HOW2 Launch a Successful
One-Person Business
Mary Ellen Bates
Reluctant-Entrepreneur.com
Reluctant-Entrepreneur.com
5 signs you’re a solopreneur
You love what you do
Performance reviews make you ill
You’re comfo...
Reluctant-Entrepreneur.com
Solopreneur Traits test
Smart
Creative
Persistent
Self-starting
Strategic, client-focused persp...
Reluctant-Entrepreneur.com
What is your solopreneur
score?
6-7: Why haven’t you launched your
business yet?
4-5: Yes, you ...
Reluctant-Entrepreneur.com 5
The skills of a solopreneur
Reluctant-Entrepreneur.com
Entrepreneurial skills
Tolerance for risk and uncertainty
100% client-focused
Move out of emplo...
Reluctant-Entrepreneur.com
Entrepreneurial skills
Strategic perspective
Self-discipline, self-confidence
Admit you don’t k...
Reluctant-Entrepreneur.com
Business skills
View yourself as a business
Take steps needed to succeed
Close a sale
Talk abou...
Reluctant-Entrepreneur.com
Professional expertise
Keeping your skills sharp and fresh
Network of colleagues
Investing in p...
The Chills and Thrills of
Solopreneurship
1
0
11
The Thrills
Flexible schedule
Work from home
Your clients love you
You love your boss
24/7 schedule
Live in your office...
12
The Thrills
You can try anything
You can fire clients
Can be lucrative
Pride of ownership
You only have X hrs/yr
You ha...
Reluctant-Entrepreneur.com
Looking at yourself
differently
13
Reluctant-Entrepreneur.com
Learn to love uncertainty
Your clients will NOT value what
you did as an employee
100% client-f...
Reluctant-Entrepreneur.com
Self-management
Time management
Only 1.000 billable hours/year
Procrastination management
Proje...
Reluctant-Entrepreneur.com
Cash flow insights
Have 6 months’ living expenses
Don’t fund operations with credit
Set your ra...
Reluctant-Entrepreneur.com
Finding the dog whistle
“My housecleaning company cleans
your house very well”
17
Reality-check interviews
conversations
18
Reluctant-Entrepreneur.com
Why?
Get past the obvious answer to the
real value
Learn how clients describe their
need
Become...
Reluctant-Entrepreneur.com
When?
Conversations, not interviews
Create opportunities to talk
Go to local events your client...
Reluctant-Entrepreneur.com
Who?
Whoever you think will be your
clients
How?
Ask and listen; no selling!
See the world from...
Reluctant-Entrepreneur.com
Conversation goals
What’s their biggest need?
What happens when that need isn’t
met?
What would...
Reluctant-Entrepreneur.com
Conversation goals
How do they look for {people who
provide your service/product}?
How could yo...
Reluctant-Entrepreneur.com
Ask yourself
What surprised me from these
conversations?
How do they describe the biggest
need ...
Reluctant-Entrepreneur.com
Ask yourself
What do my clients NEED,
VALUE and are willing to
PAY me for?
25
Talking about yourself
26
Reluctant-Entrepreneur.com
Are you a business owner or a
freelancer?
Freelancers focus on getting their
next gig
Business ...
Reluctant-Entrepreneur.com
When you describe yourself...
Is it a WHAT or HOW?
or is it a WHY?
“We offer bookkeeping servic...
Reluctant-Entrepreneur.com
HOW or WHY?
“We help you plan your next event” or
“We make your events stand out”
“We develop m...
Reluctant-Entrepreneur.com
Then practice and refine!
Test out your description on
everyone
Blank look? Try another approac...
Reluctant-Entrepreneur.com
It’s our job to sell, not their job to buy
It’s our responsibility to communicate
our unique va...
Reluctant-Entrepreneur.com 32
Mary Ellen
(and I’m faking it)
Reluctant-Entrepreneur.com
The Imposter Syndrome
If they only knew how scared I am...
Once they find out I don't know
this...
Reluctant-Entrepreneur.com
Defusing the Imposter Syndrome
Take feedback gently
Treat yourself as you would a friend
What’s...
Reluctant-Entrepreneur.com
Defusing the Imposter Syndrome
Let go of being perfect
Act as if you’re brave!
Promise yourself...
Mary Ellen’s
SOLOPRENEUR CHECKLIST
36
Reluctant-Entrepreneur.com
Solopreneur Checklist
Set a launch date
Get an accountability buddy
Check your finances – do yo...
Reluctant-Entrepreneur.com
Solopreneur Checklist
Conduct 5 successful reality-check
conversations
Write up 3-sentence stor...
Reluctant-Entrepreneur.com
Solopreneur Checklist
Decide on your rate/price
Decide on a business name,
corporate structure
...
Reluctant-Entrepreneur.com
Solopreneur Checklist
ID where your clients congregate
Write a marketing plan to attract,
not c...
Reluctant-Entrepreneur.com
Solopreneur Checklist
Print high-quality business cards,
with social media URLs
Get a lawyer an...
Reluctant-Entrepreneur.com
Solopreneur Checklist
Set up a monthly savings plan so
you can attend prof dev
Set up web page ...
Reluctant-Entrepreneur.com
Solopreneur Checklist
Join your clients’ prof association
Evaluate your computer setup
Evaluate...
Reluctant-Entrepreneur.com
Solopreneur Checklist
Start your marketing efforts
See my 20 Ways to Kick-Start Your
Marketing
...
45
reluctant–
entrepreneur.
com
Reluctant-Entrepreneur.com
Find Mary Ellen at:
mbates@batesinfo.com
Twitter: @mebs
LinkedIn: maryellenbates
Facebook: mary...
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HOW2 Launch a Successful One-Person Business

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This presentation was given 25 October 2016 in Zagreb, Croatia, and sponsored by the US Embassy.

Publié dans : Business

HOW2 Launch a Successful One-Person Business

  1. 1. HOW2 Launch a Successful One-Person Business Mary Ellen Bates Reluctant-Entrepreneur.com
  2. 2. Reluctant-Entrepreneur.com 5 signs you’re a solopreneur You love what you do Performance reviews make you ill You’re comfortable making decisions and taking action You’re open to new ideas You tolerate ambiguity 2
  3. 3. Reluctant-Entrepreneur.com Solopreneur Traits test Smart Creative Persistent Self-starting Strategic, client-focused perspective Can handle annoying clients Don’t need to always be right 3
  4. 4. Reluctant-Entrepreneur.com What is your solopreneur score? 6-7: Why haven’t you launched your business yet? 4-5: Yes, you can! 2-3: This might not be your best choice 0-1: Keep your job! 4
  5. 5. Reluctant-Entrepreneur.com 5 The skills of a solopreneur
  6. 6. Reluctant-Entrepreneur.com Entrepreneurial skills Tolerance for risk and uncertainty 100% client-focused Move out of employee mind-set 100% responsibility for all aspects of your business 6
  7. 7. Reluctant-Entrepreneur.com Entrepreneurial skills Strategic perspective Self-discipline, self-confidence Admit you don’t know what you don’t know Willing to live outside comfort zone 7
  8. 8. Reluctant-Entrepreneur.com Business skills View yourself as a business Take steps needed to succeed Close a sale Talk about money Wear many hats 8
  9. 9. Reluctant-Entrepreneur.com Professional expertise Keeping your skills sharp and fresh Network of colleagues Investing in prof development ID opportunities to add value 9
  10. 10. The Chills and Thrills of Solopreneurship 1 0
  11. 11. 11 The Thrills Flexible schedule Work from home Your clients love you You love your boss 24/7 schedule Live in your office You have to find clients You make all the decisions The Chills
  12. 12. 12 The Thrills You can try anything You can fire clients Can be lucrative Pride of ownership You only have X hrs/yr You have to find clients Ca$h flow Life-long marketing The Chills
  13. 13. Reluctant-Entrepreneur.com Looking at yourself differently 13
  14. 14. Reluctant-Entrepreneur.com Learn to love uncertainty Your clients will NOT value what you did as an employee 100% client-focused means open to anything Embrace ambiguity 14
  15. 15. Reluctant-Entrepreneur.com Self-management Time management Only 1.000 billable hours/year Procrastination management Project management Perfection is the enemy of good (enough) 15
  16. 16. Reluctant-Entrepreneur.com Cash flow insights Have 6 months’ living expenses Don’t fund operations with credit Set your rates as someone in business, not just starting a business 16
  17. 17. Reluctant-Entrepreneur.com Finding the dog whistle “My housecleaning company cleans your house very well” 17
  18. 18. Reality-check interviews conversations 18
  19. 19. Reluctant-Entrepreneur.com Why? Get past the obvious answer to the real value Learn how clients describe their need Become competition-proof! 19
  20. 20. Reluctant-Entrepreneur.com When? Conversations, not interviews Create opportunities to talk Go to local events your clients are at Meet for coffee/tea Talk with everyone 20
  21. 21. Reluctant-Entrepreneur.com Who? Whoever you think will be your clients How? Ask and listen; no selling! See the world from their eyes 21
  22. 22. Reluctant-Entrepreneur.com Conversation goals What’s their biggest need? What happens when that need isn’t met? What would they pay to meet those needs with your product / service? 22
  23. 23. Reluctant-Entrepreneur.com Conversation goals How do they look for {people who provide your service/product}? How could you have the most fun meeting their biggest need? 23
  24. 24. Reluctant-Entrepreneur.com Ask yourself What surprised me from these conversations? How do they describe the biggest need I can address? 24
  25. 25. Reluctant-Entrepreneur.com Ask yourself What do my clients NEED, VALUE and are willing to PAY me for? 25
  26. 26. Talking about yourself 26
  27. 27. Reluctant-Entrepreneur.com Are you a business owner or a freelancer? Freelancers focus on getting their next gig Business owners focus on keeping clients happy 27 What are you?
  28. 28. Reluctant-Entrepreneur.com When you describe yourself... Is it a WHAT or HOW? or is it a WHY? “We offer bookkeeping services for small businesses” or “We help small businesses get more from every euro they earn” 28
  29. 29. Reluctant-Entrepreneur.com HOW or WHY? “We help you plan your next event” or “We make your events stand out” “We develop mobile apps” or “We put your business on every client’s smart phone” 29
  30. 30. Reluctant-Entrepreneur.com Then practice and refine! Test out your description on everyone Blank look? Try another approach Goal: “Ah ha! I need you now!” 30
  31. 31. Reluctant-Entrepreneur.com It’s our job to sell, not their job to buy It’s our responsibility to communicate our unique value effectively 31
  32. 32. Reluctant-Entrepreneur.com 32 Mary Ellen (and I’m faking it)
  33. 33. Reluctant-Entrepreneur.com The Imposter Syndrome If they only knew how scared I am... Once they find out I don't know this... 99 compliments, and you hear the 1 criticism 33
  34. 34. Reluctant-Entrepreneur.com Defusing the Imposter Syndrome Take feedback gently Treat yourself as you would a friend What’s easy for you isn’t easy for others! 34
  35. 35. Reluctant-Entrepreneur.com Defusing the Imposter Syndrome Let go of being perfect Act as if you’re brave! Promise yourself you’ll have fun! 35
  36. 36. Mary Ellen’s SOLOPRENEUR CHECKLIST 36
  37. 37. Reluctant-Entrepreneur.com Solopreneur Checklist Set a launch date Get an accountability buddy Check your finances – do you have 6 months’ living expenses?
  38. 38. Reluctant-Entrepreneur.com Solopreneur Checklist Conduct 5 successful reality-check conversations Write up 3-sentence stories about how your product/service made a big impact on clients 38
  39. 39. Reluctant-Entrepreneur.com Solopreneur Checklist Decide on your rate/price Decide on a business name, corporate structure Register domain, start using biz email address 39
  40. 40. Reluctant-Entrepreneur.com Solopreneur Checklist ID where your clients congregate Write a marketing plan to attract, not chase after, clients Set outcome-related metrics 40
  41. 41. Reluctant-Entrepreneur.com Solopreneur Checklist Print high-quality business cards, with social media URLs Get a lawyer and accountant Set up an accounting system 41
  42. 42. Reluctant-Entrepreneur.com Solopreneur Checklist Set up a monthly savings plan so you can attend prof dev Set up web page & social media where your clients are Reach out to everyone you know 42
  43. 43. Reluctant-Entrepreneur.com Solopreneur Checklist Join your clients’ prof association Evaluate your computer setup Evaluate your office setup 43
  44. 44. Reluctant-Entrepreneur.com Solopreneur Checklist Start your marketing efforts See my 20 Ways to Kick-Start Your Marketing (reluctant-entrepreneur.com) Plan a 6-month strategic review 44
  45. 45. 45 reluctant– entrepreneur. com
  46. 46. Reluctant-Entrepreneur.com Find Mary Ellen at: mbates@batesinfo.com Twitter: @mebs LinkedIn: maryellenbates Facebook: maryellenbates Reluctant–entrepreneur.com 46

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