10 Ways To Promote Your Business With Integrity

Copyright 2009 Martin Business Leadership All Rights Reserved Worldwide.
1

Copyright 2009 Martin Business Leadership All Rights Reserved Worldwide. 2

ATTENTION: This eBook is for your personal use only.
You may NOT Give Away, Share Or Resell This
Intellectual Property In Any Way.

All Rights Reserved

Copyright 2009 Martin Business Leadership. All rights are reserved. You
may not distribute this book in any way. You may not sell or reprint any part of
it without written consent from the author, except for the inclusion of brief
quotations in a review.

Disclaimer

The purpose of this ebook is to educate and entertain. This ebook is designed to
provide information on how to promote your business with integrity. It is sold
with the understanding that the author is not engaged in rendering any
professional services. If legal or other expert assistance is required, the services of
a competent professional should be sought.

Table of Contents

Introduction .............................................................................................. 4
Foreword.................................................................................................... 6
1. Compose a Newsletter.......................................................................... 7
2. Networking............................................................................................ 9
3. Social Networking ...............................................................................11
4. Public Speaking....................................................................................13
5. Writing..................................................................................................15
6. Partner With Others............................................................................16
7. Become a Referral Source....................................................................17
8. Have a Website ....................................................................................18
9. Volunteer on a Board or Committee ..................................................19
10. Lead a Group or Forum.....................................................................20
Are You Ready to Take Action? .............................................................21
Resources ..................................................................................................22
About The Author ....................................................................................24

Introduction

Promoting Your Business With Integrity

Are you a health and wellness entrepreneur who is currently struggling to grow
your business because youre avoiding promoting it? Would you choose a root
canal without anesthetic over engaging a potential client in a selling
conversation? Have you realized that in order to fill your heart-centered practice,
you need to take action, and that action must come from a place rooted in your
core values and deep-seated integrity?

If this sounds like you, take comfort. Were here to help. This ebook is chock-full
of integrity-based ways for you to start promoting your business and building
strong client relationships right away!

Ill share with you what Ive learned over the years as a healthcare worker, sales
professional, and service provider. (Yes, Ive worn many different hats in my
business years!) Youll read what I know works in the process of promoting your
business. My wisdom comes from business experience, sales expertise, and the
overcoming of my own barriers to success.

Let me start by telling you a little about myself and my journey.

I began my professional career as an Athletic Therapist armed with the
knowledge that I would never be in sales. Id watched my mother struggle in the
real estate business, and my friends father struggle in his commissioned sales
position with a small company. I was positive that I would never venture into
the dreaded world of selling.

However life had other plans for me. I was lured into accepting my first sales
position despite my reservations, simply because the pay was good. I ended up
having a very successful 15-year corporate sales career in the healthcare industry.

Funny how life has a way of steering us in directions wed never take on
willingly.

Even though initially I didnt think very highly of the sales profession, and
actually thought of selling as the antithesis of healthcare work, to my delight I
was able to excel in the field of sales when I discovered an approach that was in
alignment with my values, beliefs, and natural strengths.

I share this with you to let you know that I understand the conflict between the
healthcare mindset and the business mindset. I know your primary goal in
starting your business was to improve the health and well-being of others. The
creation of your business was likely borne from an altruistic desire to do this,
then over time you came to realize that being a highly educated, skilled and
gifted healer on its own has not filled your practice. You now see that your
practice is a business, and in order for you to continue to serve the people of the
world in the way youre meant to serve, its time to take action and step up your
business presence.

If youre reading this book, now is the time for you to do just that! Its time for
you to improve the health of your business with the same vigor and passion that
you use to improve your clients health.

People will choose to work with you because theyve developed a level of trust
with you. The 10 Ways to Promote Your Business With Integrity are opportunities to
build relationships and trust with your clients, while building your business!

Foreword

One of the biggest struggles for health, wellness, and heart-centered
entrepreneurs is promoting their offerings.

Many go into business for themselves primarily to make a positive impact on the
well-being of others, yet they can also feel conflicted about ways to ethically gain
new clients. The dilemma they face is: I need more clients, but Im not
comfortable with what I have to do to achieve this.

You need to know that clients are out there searching for your services! Now,
more than ever, alternative healthcare and the healing arts are in high demand.
People are spending a lot of money for the services you provide, so why isnt
your business growing at the level that you deserve and desire? People need to
know who you are and what you offer, and this book will provide you with 10
integrity-based ways to do just that without the pain of hard-core selling.

The best way to use this book is to choose one or two things that resonate with
you to start promoting your business. When you read these ideas, ask yourself,
What one thing, if I was to implement it now, would have the most beneficial
impact on my business today? Start with that one item and implement others as
you grow more confident in the process of promotion.

1. Compose a Newsletter

An idea that is developed and put into action is more important than an idea that
exists only as an idea. ~ Buddha

A newsletter is one of the most popular ways to stay in touch with your past,
present, and potential future clients.

Writing and sending out newsletters builds strong lasting relationships with
your clients. It keeps you in touch with your contacts and by sharing relevant
information, presents you as an expert in your field.

Newsletters can be presented in many different forms. You can print hard copies
and send them by direct mail, or a more cost effective way is to send them by
email. Its a good idea to be consistent with the delivery of your newsletter,
whether it is monthly, bi-weekly, weekly, or daily mailings. Whatever frequency
you choose, stick to it as your readership will begin to depend on your mailings.
Set a schedule, plan your topics, and find ways to attract new subscribers.

With each newsletter youre communicating who you are and what you offer by
the words you write.

Here are some tips:
Make it of high value to your readers, rather than just
promotional.
Keep it short and sweet. No longer than one page.
Share something important that youve just learned, or ways to
make your audiences life easier.
Share tips and how tos based on some of the most common
challenges your clients come to you about.

If youre looking to get started creating a newsletter, but you just dont know
what to write about, ask your clients what information they would value. You
can survey them for free with a very simple service found at:
www.surveymonkey.com. Or, create your own survey of 5 questions or less and

ask your clients to fill it in for you. When deciding what questions to include, ask
yourself, What information do I need to know to serve my clients better?
(Because ultimately thats what this newsletter will do.)

Another way to generate ideas is to sign up for other peoples newsletters to see
what theyre writing about. Look at the format, content, etc. to see what
resonates with you. What do you like about their content? What would you
change? Whats valuable? Whats not?

Newsletters are a great way to stay in touch with your contacts so that youre
uppermost in their mind. It also positions you as a resource to them. Sending out
a newsletter regularly gently reminds your clients that youre here and ready to
serve them.

2. Networking

Judgments prevent us from seeing the good that lies beyond appearances.
~ Wayne Dyer

There is no substitution for in-person, face-to-face interaction to build the
foundation for strong, lasting relationships.

Choosing where to spend your networking efforts can be challenging, but when
you look around, youll see there are many organizations you can join.

To maximize your time and energy, you need to focus on the places where your
ideal clients congregate. This starts with clearly defining who your ideal clients
are. Once youve done that, find out what professional or social associations they
belong to as these are the same organizations you will want to join as well. You
can also volunteer to be on a committee, sit on a board, or offer to help organize
one of their events. Perhaps you could join their association as an affiliate
member. You can utilize your local Chamber of Commerce or small business
enterprise centre as people can achieve success through attending networking
events sponsored through these organizations. Just be sure that the people you
are networking with are your target audience or you could end up wasting your
valuable time.

Here are some tips on getting the most out of your networking events:

Know who is in the room. Ask the event co-coordinator who will
most likely be in attendance or find out by researching it yourself.
Set a goal. Examples: I will speak with 3 new people today. I will
ask questions to better understand who leads employee health
decisions in their organization. I will tell one person what I have to
offer.
Follow through. If you make any promises or commitments in your
conversations, be sure to follow through. Sometimes if I have a nice
conversation with someone, Ill just send them a note the next day
saying it was pleasure meeting them and that I hope to see them
again soon.


The goal of networking is to build long-term, strong relationships based upon
trust. Never look upon your first meeting as the time to seal a deal. You need to
form a solid foundation based upon trust and understanding of your potential
clients needs. Networking is all about introducing you and your business into
their consciousness.

3. Social Networking

Today, more than ever before, life must be characterized by a sense of Universal
responsibility, not only nation to nation and human to human, but also human to
other forms of life. ~ Dalai Lama

In todays world, Id be remiss if I didnt talk about the power of social
networking also known as social media marketing. Social networking is not
typically a strength most health and wellness or service providers have, and until
recently it had not been my strong suit either. But with my new interactive
website and the launch of the best-selling book I co-authored, Im learning more
about the power of social networking every day, and its not that complicated.

In a nutshell, social networking is about connecting and having conversations
with people via the web. The most popular sites to belong to are Facebook,
LinkedIn, and Twitter. Blogging is definitely becoming a way of business
promotion and communication too, and there are many more sites and services
out there to choose from besides the ones Ive mentioned.

The biggest hurdle to overcome with social networking is the time commitment.
(Okay, Ill admit that Im still trying to overcome that!) It takes time to think of
new, valuable content to write about on a daily basis and to follow up and
respond to people you meet in cyberspace. Additionally, many health and
wellness professionals have strong interpersonal skills and may prefer face-to-
face interaction rather than web-based interacting to relationship-build with their
clients. For many people over a certain age (over 35 well say:)) its an
unfamiliar way to build and form relationships.

So why do it?

Its a form of public relations, relationship building, and business promotion all
rolled into one. Social networking has become a mainstream way of
communicating with a broad variety of people.

Heres an example of how social networking works. Lets say you have a
business with an online presence, namely a website. Guess what? You are just
one of a million others who are doing the same thing online! By contributing new
and fresh content daily to the social networking sites weve mentioned
(Facebook, etc.), your information rises to the top of search engines such as
Google, when people are looking for someone offering what you are providing.

Simply put, social networking raises your profile. If a potential client lives in
Cambridge, ON, and theyre looking for a local massage therapist, they may start
their search on Google. Theyll type in the keywords: massage therapist,
Cambridge, and see what comes up. Most people only look at the first page of
Google, (or their favorite search engine), so if your name comes up on that page
they are more likely to check out your services or call you.

Social networking is as a way to build new relationships through meeting and
talking to a wider audience. Adding friends to your networks, having
conversations, and sharing information builds new connections.

If youre looking to get started with social networking to promote your business,
here is a quick tip for you:

Remember: Keep your content relevant to your offering and make it of high
value. Use keywords that appeal to your target audience and remember that
people even if they cant see you are getting to know you by what you write.
For that reason, be sure that whatever you write is as thorough and professional
as you are!


4. Public Speaking

I've learned that people will forget what you said, people will forget what you did,
but people will never forget how you made them feel. ~ Maya Angelo

Seminars, presentations, workshops, and teleclasses are all examples of public
speaking that can be used to grow your business. It gives you visibility,
credibility, and presents you as an expert in your field. This is an invaluable tool
to the small to mid-sized business owner.

If public speaking intimidates you, but youre ready to give it a try, offer to speak
at one of the groups youre a member of. To get my feet wet, I volunteered to
speak at our local coaching chapters annual conference. Although I had done
public speaking before, it was the first time I was representing my business and
speaking about new sales concepts. It was pretty nerve-wracking to be honest!
However, I chose to look at the benefit of this opportunity: 1. I was facing a fear;
2. I got free admission to my annual conference; 3. I was contributing to my peers
on a topic I know they may struggle with, and 4. I was helping support my local
chapter. Finally, I approached the event with the intention of being of service to
my peers. Focusing on them took my attention off my nervousness.

It helps to consider why you are speaking to this audience, who you are speaking
to, and the outcome you want your audience to experience.

Those of you who are educators can offer workshops, seminars, teleclasses, or
information sessions. You may offer your speaking services to your existing
clientele or as a way to reach out into the community. Many people love to be on
stage talking about their passions and providing valuable insights and
information for those in attendance. If thats you, investigate the possibility of
speaking at conferences, monthly meetings, or upcoming events related to your
target audience. Call and ask if they are looking for speakers. You might be
pleasantly surprised to see how positively your request is received.

Connect with your audience by having a clear, concise message, and articulate
how you can help them. There may be many of you out there thinking, I cant
do that! yet, if you start small, build your confidence, and have a plan, then yes,
you can!

For more support and coaching on overcoming your ambivalence about public
speaking, see the resource page at the end of this book.

Tip: When preparing to speak, create an image in your mind of the ideal
audience member. Imagine how what you will say will affect their life or current
situation, and tailor your presentation to that person.

5. Writing

Isn't it strange that I who have written only unpopular books should be such a
popular fellow? ~ Albert Einstein

Just as with speaking engagements, writing presents you as an expert in your
field, gives you visibility to a broad audience, and creates credibility. We have
already mentioned two forms of writing - newsletters and social networking
which includes blogs, forums, LinkedIn and Facebook. There are many more
ways to get noticed through writing such as; publishing articles, reports,
whitepapers or writing and ebook (like this one!) or a hard copy book.

I enjoy writing because if I put something of value out to my target audience and
they appreciate it, they are more likely to want to work with together, which
makes things a little easier for me. I know that if someone goes to the effort of
contacting me based on something I wrote, then I dont have to do alot of selling
as my writing will have presold my offering in most cases. Dont get me wrong -
my job is not done at this point. I have to answer any additional questions, talk
about my offerings, and ask for the business, but I dont have to spend as much
time proving myself to them. My motto is. Work smart not hard!

If you love writing, then think about the kind of writing you are most drawn to.
Do you see yourself spending many hours developing in-depth coverage of a
topic thats special to you? How about frequent short updates on new and
valuable information related to your business?

Add writing to your promotional ideas list if you are drawn to do it. It is a
fabulous way to introduce yourself to new audiences, promote your offerings,
and attract clients in a low-risk manner.

6. Partner With Others

Do not wait for leaders; do it alone, person to person. ~ Mother Theresa

Joint ventures, strategic alliances, cross or co-promotions and partnerships of any
kind can accelerate your businesses reach and grow your client base quickly.

A good partnership can help you:
Elevate your business to new levels of growth;
Gain access to a new market;
Expand your own business offering.

An example of how a simple partnership can work would be a couples coach
that partners with a parenting coach to help clients deal with family issues.
Together, these complementary businesses look larger and can expand their
offerings with little added time and cost, and minimal risk.

Questions you may want to ask yourself when considering a partnership are:
What are your business goals and planned outcomes from this
alliance?
What does the potential partner offer that you dont?
What criteria will you use to choose the ideal partner?
What could go wrong? How can you plan to prevent it?

Many small business owners who work alone can benefit from joining forces
with a like-minded partner. Although partnerships can be fun, fulfilling, and
profitable for everyone, they can have their challenges too. To ensure your
partnerships are the best they can be, plan ahead, know what youre looking for,
keep the lines of communication open, and be clear on what you and the other
party expects, and has to offer.

7. Become a Referral Source

To be good is noble; but to show others how to be good is nobler and no trouble.
~ Mark Twain

Being a referral source is a way of being of value to your target audience that
many people overlook. As a practitioner, you may offer high-value services and
products, but what do you do with people who come to you looking for services
that you dont provide? Or perhaps clients who need products or services
beyond what you offer?

In life and in business we meet people along the way who we have done
business with or trust the quality of their work. By positioning yourself as the
go-to person, youre increasing your value to your clients as well as increasing
your business reach. You may have people coming to you who may not need
your services at the time, but have heard that you are a great resource. Being a
referral source gives you the ability to build new relationships and expand your
circle of influence.

An easy way to get started is by keeping a file of the people you have met whom
you would like to or have worked with. They could be accountants, web
designers, complementary practitioners, lawyers, loan officers etc. Were all
looking for good people to work with. I know when someone refers a resource
person to me I am most likely to call that person first even if I may be
considering other sources.

Another idea is to keep a reading list. Many of the people you work with likely
have the same interests as you especially if its a work-related topic. I love to
hear what people are reading and how those books have helped them, and your
clients will too!

8. Have a Website

If you listen to your fears, you will die never knowing what a great person you
might have been. ~ Robert H. Shuller

Do you use the internet to look for a person or business offering what you need?
If youve answered yes, then you can believe that your ideal clients are doing
the same thing trying to find you.

Computers are mainstream now, and today your website is considered your
extended electronic version of your hard copy business card.

Your website is an extension of you and what you offer. It should represent you
and give people who visit it a good feeling and experience that reflects your
offering. Its a place to communicate with your clients when youre not
physically able to meet them in person. Its also a place to offer extra value with
free articles and information to benefit your clients, and to post announcements
or special offers and events when they come up. Through your website you can
stay in touch with your clients between sessions, and be of value to them even
when youre not treating them.

Your website doesnt have to be elaborate, but I recommend working with a
good with a web designer and copywriter. Your website should be of value to
your clients and reflect you, your professionalism and your offerings.

Remember: Many people will meet you for the first time on your website. First
impressions gained through the experience you deliver on your site are lasting.

9. Volunteer on a Board or Committee

It is not what we get. But who we become, what we contribute... that gives meaning to
our lives. ~ Tony Robbins

Volunteering on a committee or board with a local organization is a great way to
give back to your community and build relationships close to home.

Volunteering in any capacity takes time and energy, so make sure that you are
doing something you love to do. Its a wonderful way to meet people whom you
might not normally connect with, in your daily life. Giving back raises your
profile in your community and feeds your soul.

If youre thinking that youd like to begin giving back in this way, a good place
to start is to join a committee or a charitable organization. Is there a cause that
youre passionate about? Have you seen something in the news recently that
made you want to take action? Doing a quick search on the internet will
introduce you to many opportunities.

Start with a time commitment youre comfortable with even if its just one hour
per month to get you started. While youre there, really honor your
commitment by bringing value to that organization. Never forget youre also
networking and have fun too!

10. Lead a Group or Forum

Hell, there are no rules here - we're trying to accomplish something.
~ Thomas Edison

Heading a group or forum presents you as a thought leader in your field and as a
valuable resource at the same time.

It can take many shapes or forms. You can start a group online, in your home, or
at the local coffee shop the sky is the limit. The idea here is to gather a group of
like-minded individuals or peers who are likely facing similar challenges and
create a space for everyone to share their thoughts and ideas. It can be
educational, supportive, inspirational, stress-relieving, just plain fun or all of
the above!

Think about this: Perhaps youre a physiotherapist who specializes in working
with women recovering from a stroke. You notice that there are many more
challenges these women face besides getting their strength and coordination
back. So, you set up a forum to connect and support these women to let them
know they are not alone, and keep them motivated as they continue to heal and
deal with new limitations. Its as simple and profound as that. Maybe you meet
once a week or twice a month its up to you.

Having additional low-cost or complementary offerings in the form of a group or
forum for your clientele builds loyalty and continuity of service. Other examples
of ways to achieve the same are; free teleclasses or live educational classes on
topics relevant to your ideal client. In these settings you are likely to meet people
that you wouldnt normally meet in your every day practice, once again
expanding your reach.

There are many fun and exciting ways you can bring value to your clients while
promoting yourself and your offerings at the same time! Dont limit yourself to
just one method. Try many different options until you find the one that suits you
best.

Are You Ready to Take Action?

To recap, here are the 10 Ways to Promote Your Business With Integrity!:

1. Compose a newsletter
2. Networking
3. Social Networking
4. Public Speaking
5. Writing
6. Partner with others
7. Become a referral source
8. Have a website
9. Volunteer on a board or committee
10. Lead a group or forum

This book is a compilation of suggested ways to promote your business with
authenticity and integrity. My hope is that it inspires you to be courageous and
stretch out of your comfort zone to try new things. If these strategies work, do
more of them, and if they dont, either stop or explore a new approach.

Your business is unique to you and should reflect your values, gifts and talents
thats what makes it and you so special. Use this book to generate ideas to attract
your ideal clients and grow your business so you can do more of what you love
to do.

Keep sharing your gifts with the world!


Resources

Selling With Integrity This is our signature one-to-one business coaching
program for heart-centered service providers and health and wellness
entrepreneurs. This program is qualified for CEUs for Massage Therapists in
Ontario, Newfoundland & Labrador, and British Columbia. For more
information visit www.MartinBusinessLeadership.com/coaching.

Six Week Super Size Sales Bootcamp Teleseminar Together well jumpstart
growth in your business through our energized group coaching teleseminars.
This program is also qualified for CEUs for Massage Therapists in Ontario,
Newfoundland & Labrador, and British Columbia. For more information visit
www.MartinBusinessLeadership.com/coaching.

Taming Your Gremlin: A Surprisingly Simple Method for Getting Out of Your
Own Way This informative book by author Rick Carson, is an amazingly
simple and powerful way to deal with the negative thought patterns that we all
struggle with at some time or another in our lives. I highly recommend it.

www.performanceanxiety.com - Janet Esposito, MSW, is the best-selling author
of In The SpotLight: Overcome Your Fear of Public Speaking and Performing and has
released her second book, Getting Over Stage Fright: A New Approach to Resolving
Your Fear of Public Speaking and Performing. Janet has had over a decade of
experience in helping people who fear public speaking and performing.

Love Your Life Publishing Lynne Klippel, Best-Selling Author and Publisher, is
the Managing Partner of this full service publishing house specializing in helping
entrepreneurs write books to build their business and share their message. If you
have a book inside you, go to www.FreeBookResources.com where you'll find
some great information to help you get started.

http://www.2dragons.net 2 Dragons Web Design is the premier, cost-effective
answer to your web design needs! Chev and her creative staff are magical and

spot-on with their ability to capture the essence of your business and you. I
highly recommend them! *Let her know you heard it here to receive priority
service.*

Marlene Oulton is known as the Wordsmith Extraordinaire! She provides top-
notch editing, writing, proofreading and ghostwriting services to some of North
Americas leading authors, coaches and entrepreneurs. If youd like to have your
words sing and dance without music, contact her at
Marlene@marleneoulton.com or visit her website at www.marleneoulton.com

About The Author

From healthcare worker, to corporate sales maven,
to executive and business coach, Kimberly Martin
has acquired a wealth of information and
knowledge in the areas of healthcare, business, and
entrepreneurship.
Her own struggle to overcome her negative beliefs
and perceptions about selling drove her to discover
a way to blend ethics, values, and authenticity with
the oft-avoided process.

Today she works with health and wellness entrepreneurs to strengthen their
business muscle and build strong, profitable practices by providing coaching,
tips, tools, and information to support their business needs.

She recently added Best-Selling Author to her list of achievements with her
contribution to the anthology book Overcomers, Inc: True Stories of Hope Courage
and Inspiration.

Kimberly lives in southern Ontario with her husband Dave and their Portuguese
Water Dog Emma their furry, loveable daughter.

For more valuable tips, tools and information to help you grow your business,
bring in new clients, and solidify existing relationships, visit their website and
get your free report Top 10 Selling Mistakes Service Providers Make and How
to Avoid Them! at www.MartinBusinessLeadership.com.

Visit our blog for valuable free articles and resources at
www.MartinBusinessLeadership.com/blog.

Heres to promoting your business with integrity!

10 Ways To Promote Your Business With Integrity

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