Enter the bulletin board. I discovered hoe handy cork boards were when I was writing my first non-fiction book, The Complete Idiot’s Guide to Reading with Your Child. I was working on the Table of Contents – the outline – and could not get all of my ideas down in a coherent way. I tried writing it out on paper in a notebook. I tried using power point slides on my computer. But I couldn’t “see” what was happening. I needed a clear “snapshot” of the book; and then, the ability to move things around without having to restart the whole process over and over again.

The light bulb went off as I was staring at the wall in my office – staring at my cork board. I grabbed index cards and started writing furiously on each one. Each idea, each anecdote, each chapter title. When I came up for air I started pinning all of the cards into the cork board under chapter headings. I stepped back. I moved this over here and that over there. I stepped back. I did it again. And for the first time I could “see” the book!

I have used this index-card-outlining system for each of my books. And to run my business. I need to see what I have going where. I need to see what projects are due, which efforts are evergreen and what’s on the horizon. By using a cork board I have the ability to get all of the information out of my head and onto the page…and still have the ability to ebb and flow with the business. It has changed the way I run my office – and my life.

1. Dress to Impress

This doesn’t mean dusting off your prom night formal wear and going over the top. But it does mean taking some time to consider how you look. Is a suit and tie the standard? Or will you appear old and stuffy? Would a sharp jacket and crisp polo shirt present a fresher, crisp look? For women, are you stuck in a dated corporate look complete with grandma’s pearls and nude stockings? Why not invest in a great fitting pair of dark wash jeans and split up all of those matchy-matchy coordinating suits. The mix and match approach is affordable and very now.

 2. Stand Up Straight, Smile and Fly Solo

Sounds easy, but you’d be surprised how many people I see hiding at networking events. They are slouched over, glued to the one person they know, and hoping no one notices them. (Funny, I thought the purpose of networking was actually networking!) While it’s great to arrive at an event with a wing man and check in with familiar faces, be sure that you give yourself some time to mingle solo. Someone may want to reach out to you, but that doesn’t mean they are willing to fight through your entourage. Make yourself available and help attract new prospects to you.

3. Have Fun

Perhaps the most common mistake we make with body language is being too stiff. Yes, business building is work; but that doesn’t mean you can’t enjoy the process along the way. Remember to keep the atmosphere around you light and you’ll be more likely to naturally radiate the vibe others have been looking for.

I spent some time clicking around online, found some fabulous words of wisdom and printed then out on colorful cardstock. Now when I am sitting at my desk and look up, I get an instant shot of inspiration. The paper monster may be closing in, but I won’t let him bring me down – not when I have such greatness to look up to:

“If you have a good name, if you are more often right than you are wrong, if your children respect you, if your grandchildren are glad to see you, if your friends can count on you and you can count on them in time of trouble, if you can face God and say ‘I have done my best,’ then you are a success.”  ~ Ann Landers

“To laugh often and much; to win the respect of intelligent people and the affection of children; to earn the appreciation of honest critics and endure the betrayal of false friends. To appreciate beauty; to find the best in others; to leave the world a bit better whether by a healthy child, or a garden patch or a redeemed social condition; to know that even one life has breathed easier because you have lived. This is to have succeeded.”  ~ Ralph Waldo Emerson

“There are no shortcuts to any place worth going.”  ~ Helen Keller

Choose one of these or find one of your own that you love. Then put it in a prominent place in your workspace and remember why you’re there in the first place.

It has been a humbling experience.

 I have a very hard time being a beginner. I want to be playing Pachebel’s Canon in D Major by week 4. It’s week 5, and I am playing something that slightly resembles Twinkle, Twinkle Little Star. Clearly, a disconnect. But I have hope. Not because of any innate talent I am displaying, but of something my ridiculously talented violin instructor told me when I asked her if there would ever come a time I wouldn’t suck.

Anyone can play music. Yes, some people have natural talent and can learn to play faster. But anyone, anyone, can learn to play an instrument. You just have to practice.

Really? No magic pill? No insider trader secrets? Just practice.

Yes.

So why aren’t there more great musicians in the world I wanted to know?

Because they quit right before they get really good.

Huh. Turns out, the same principles that make sense for business make sense for music (and athletics, and writing, and performing, and – well, you get the picture). Talent helps. Timing helps. But practice makes the difference. 

My business takes practice. My violin takes practice. But I will tell you this – I am not going to quit either right before I get really good. And neither should you.

Looking the part in your profile picture for example, can help you attract your ideal client and make you an easily recognizable expert in your field. If you want to add “speaker” to your resume, this becomes even more important, since the organization and event coordinators who book speakers have a vision of what a workshop, seminar or tv segment should look like. Therefore, it pays to practice your self promotion material.

This week, consider where you would like to speak and create a Promotional Poster to reflect that goal. Simply download a picture of yourself onto a word document and use text boxes to fill in the details. For instance, if you would love to be the keynote speaker at Ali Brown’s Shine Event, visit her site, copy and paste her logo, add some details regarding what you’ll be speaking on and when, insert your jpeg photo and print. Or, if chatting it up with Donnie Deutsch on The Big Idea would be a dream come true, give us the details of your upcoming program, complete with your success story. Add your photo, site links and print.

Then, take a step back.

Look at the logos and your picture. Re-read the workshop titles and content. Does everything mesh? Are you targeting the right venues? If you answer “Yes! I would be the perfect speaker for this!” keep the print out prominently displayed and continue working towards that goal. If the self promotion poster seems a bit “off” look at what needs attention. Is your content a little light? Tighten it up! Is your look a little off? Try another angle.

Speaking is an incredibly powerful way to build your business (and your bank account). An easy exercise like this helps gives you self-promotion perspective so that you can make sure your efforts will lead you to the ideal outcome!

PS If you’re wondering is this really works, check out my appearance on The Today Show. I looked at my self promotion poster for months….and then had 4.9 million

Successful entrepreneurs know that the 9-5 work week just doesn’t apply to their business building model. How could it? Opportunities don’t take holidays. And neither should you!

Now, I’m not advocating an all work and no play attitude (for reasons why, watch The Shining). But, I am encouraging you to let the seamlessness of entrepreneurship be your guide this weekend. Most of the business owners I know chose their field because they love what they do. They are working at turning their passions into profits. Their businesses are an extension of their personality; why put that on the back burner during a BBQ?

So, how do you talk business without making it sound like work? Easy! Remember to have F.U.N.

F – Focus!

Focus on the lighter side of your business by sharing stories. Everyone loves a good story teller. Attract potential business by sharing interesting stories about your clients. Think about all of the people you have worked with over the past six months. Who do you think of first? Who has made a lasting impression? Chances are, those one or two names that always float to the top are successful because of their personalities, outlooks, ideas and out of the ordinary approach to day to day activities. Talk about these people as you would a good friend and you’ll have a chance to talk about your business without only talking about yourself. 

U – Undo!

Undo the assumptions that friends and family might have about your business. For instance, there are still people out there preaching recession doom and gloom. When you start to hear someone play this tired tune, chime in with a fresh perspective. Have you picked up new clients thanks to social media, networking or an email campaign? Share your secrets for success. Have you expanded your business while the competition has closed its doors? Provide some tips for staying ahead of the curve. Emphasize sharing, not bragging, and you could end up having an eye opening, optimistic conversation with a potential new client!

N – Network

I’m a big believer in using who you know to meet who you want to know. If your sister in law is the assistant librarian at the local grammar school and you want to become a paid speaker who’s hired by the PTA, let her know that. Ask for a contact. Ask her opinion of the best (and worst) person to pitch an idea to. If your neighbor plays tennis with the head of human resources at the corporation you want to pitch your product to, ask for an introduction. One of the keys to building your business is asking for the business. Without being pushy or aggressive, strike up a conversation and let your acquaintances know you would appreciate their help. Make them feel important and thank them for their time. And, of course, make sure and ask them how YOU can be of assistance on their projects.

You don’t have to be in a board room to build your business. This weekend, capitalize on the energy and enthusiasm you have about your products and services and share that gusto by the grill!

And chances are, you have some visions of your own.

When I speak at writers conferences I am always asked, “How do I get paid for my writing?” And the answer – though unglamorous – is always the same: writers write. Writers don’t talk about writing, take writing courses or read books on writing. While all of those things are helpful, at the end of the day, writers write. So, too, must speakers speak.

If you want to be a paid speaker, start speaking for free. And speak everywhere and anywhere. Libraries, mom’s clubs, rotaries, book stores, PTA nights, chamber of commerce meetings. You name it. Simply call the organization, ask if they welcome outside speakers, and when they say yes, send them your press kit. (If you don’t have one, visit www.theweekendpubliscist.com/press-kit and write one this weekend. It’s that easy).

A key strategy to making this work is having your photo on your material. I’ve tried it both ways, and having my picture on my profile has helped me seal the deal. Why? Because the perception is that is someone has taken your picture, you must be important enough to have your picture taken. Even if the person holding the camera was your Aunt Gladys, no one has to know that. A good picture is a key element in self promotion and an important tool for landing speaking engagements. 

So what makes a good picture? Start here: 

1. The picture has to be of you. Not your dog, kids or a supermodel. You. Flaws and all. Don’t wait until you lose 10 pounds, hit the gym or can afford a new wardrobe. Wear what’s comfortable, choose colors that brighten up your face and go for it.
2. Have an expert take the picture. Go to a portrait studio like Sears or use a local photographer whose style you admire. Pay for the work. You’ll take the pictures more seriously and see a better return on your investment.
3. Never choose your own picture. You are your own worst critic. Where you see wrinkles others see laugh lines. Where you see a receding hairline others see wisdom and experience. Ask a few trusted friends which picture they like the best and trust their opinion.
4. Use your picture on everything. Get used to being the face of your brand. Because when all is said and done, people are buying you (not your product).

Successful profile pictures are another way to increase your reach and become a recognizable expert in your field.  Take time to take a good picture and then use it to market yourself more effectively for free speaking workshops where you can practice your material, hone your message and learn to sell yourself!

Let’s use social media as an example. If Twitter is driving clients to your opt-in page or upping the number of registrants for your teleclasses, it would be considered Works All the Time. If however, linked in has done nothing to increase your business, despite your consistent efforts to connect and promote, move that to the Hardly Works at All pile. If Facebook has led to some interesting connections and has helped you get the word out about your business, but it hasn’t resulted in any actual “sales” yet, consider that effort Works Some of the Time.

 Now, for the next six weeks, double your efforts on the Works All the Time pile and work towards closing the deal. Block specific time to nurture the Works Some of the Time pile by following up on leads, seeing where your blind spots are and filling in the blanks to determine if the tools in this pile are worth keeping around. Finally, ignore the Hardly Works at all Pile altogether. For some of you, this may sound shocking. “Aren’t I supposed to get better in my weak areas? Aren’t I supposed to have a complete marketing program?”

To that I ask you, “How good was Picasso at writing?” You have no idea, right? Does anyone? No. Why? Because Picasso was a master painter, who cares whether of not he could spell anything than his own name!!!

Stop wasting time trying to get good in areas that aren’t serving you and invest your time, energy and money into what works. Become an expert in the Works All of the Time pile and leave the rest to someone else.

PS While you’re at it, buy five more shirts in that cut that you love and stop trying to diversify your wardrobe. You know what you look good in, so wear it well !

 No, the program is not perfect. There have been some major continuity issues, some odd guest commentators (Sheryl Crowe?), some major players ignored (they are trying to cover 400 years in 12 hours) and some painful advertising promos; but on the whole, it is a compelling story. And, an inspiring tale of character and compelling action for today’s entrepreneurs.

Sitting in history class when I was a kid, I could not have been more bored. The dry content of my musty textbook did little to inspire me to feel any reverence or respect for our founders, the brave frontiersmen or the pioneering spirit of women. But on Sunday nights, I am reminded of who we really are and I feel a new found responsibility to conduct my business – both professionally and personally – with humility and gratitude.

To watch episodes or order the dvd’s, visit http://www.history.com/shows/america-the-story-of-us And please reach out to me with your recommendations for programs and books that have helped you learn, grow and be.

Whenever I am out and about with colleagues or meeting potential new clients, I always try and ask this all important question because it helps me do two things quickly and effectively:

1. Find out if they are engaged in market trends
2. Find out if we are speaking the same language

Knowing the answers to these two questions has saved me boatloads of time! By knowing what my clients and colleagues are reading I have stopped chasing dead leads, stopped “lunching” with hobbyists (as opposed to having meetings with professionals), and have stopped trying to translate my business strategies into a language they can understand.

Here’s how it works.

First, there is a magazine, book and blog for every business imaginable. So, if someone says “Who has time to read?” I know immediately that they either don’t care enough about their business to keep up on trends, they have lost interest in their market, they are too overwhelmed with minutia to enjoy their business…or any combination of those problems. Don’t want to work with them.

But, if someone says The Four Hour Work Week (one of my favorites) or Vanity Fair (don’t laugh, they did an excellent expose’ on the rise and fall of Bernie Madoff) I immediately think that this person is worth a second look. I will make it a point to send a follow up email and schedule a phone call to get to know them better. One of the major reasons I went into an entrepreneurial business is that I wanted to pick who to work with. This is a great tool for doing that! If someone is reading a magazine or book I know is dry, tired or cliché, I don’t want to work with them.

Sound harsh?

Can you really make a judgment based on what someone is reading?

While I don’t think its always fair to judge a book by its cover, I do think you can get a great snap shot of someone’s ethics, philosophy, and style when you judge a person by their book.

And since most networking opportunities only afford you time enough to get a snap shot, why not bring yours into better focus?