Have you ever felt like you're running on an endless treadmill, chasing success but feeling increasingly empty?

That's exactly where Maggie Perotin found herself after 15 years in the corporate world.

But her story doesn't end there. In fact, it was just the beginning of an incredible journey from burnout to breakthrough – a journey that could inspire your own transformation.

As a Director of Operations overseeing a large North American team, Maggie achieved corporate success. Long hours, high-stakes decisions, and constant pressure were her daily companions. But beneath the surface of achievements and accolades, a familiar story was unfolding – one of stress, overwhelm, and a gnawing feeling that something was missing.

"I was ticking all the boxes of success," Maggie recalls, "but I felt disconnected from my purpose and drained of energy. I knew something had to change, but I wasn't sure what or how."

The turning point came when Maggie realized that her definition of success needed to change.

With an Executive MBA from the Jack Welch Management Institute under her belt, she had the knowledge and skills to excel in the corporate world. But her heart was calling her to a different path – one where she could help others succeed and avoid the burnout she had experienced.

In 2019, while still working her corporate job, Maggie took a leap of faith and founded Stairway to Leadership. It was a bold move, but one driven by a deep desire to make a difference. Three years later, in 2022, she made the transition to full-time business coaching, leaving behind the security of her corporate career to fully embrace her new mission.

At the heart of Maggie's coaching philosophy is her innovative DREAM-PLAN-DO model. This approach isn't just about setting goals – it's about transforming dreams into actionable plans and tangible results.

The DREAM phase is all about vision.

Maggie helps clients tap into their deepest aspirations, encouraging them to think big and define what true success means to them.

In the PLAN phase,

she guides clients in creating a strategic roadmap, breaking down big goals into manageable steps, and identifying potential obstacles.

The DO phase

is all about action and accountability. Maggie provides the support and tools needed to turn plans into reality, helping clients overcome challenges and celebrate wins along the way.

This model, combined with Maggie's Diamond Effect T.O.P CEO process, provides a comprehensive framework for personal and professional transformation.

It's not just about achieving business goals – it's about becoming the best version of yourself in the process.

The power of Maggie's approach is best illustrated through the success of her clients.

Take Jennifer from Deliberate Decisions, for example. When she started working with Maggie, Jennifer was struggling with public speaking and unsure how to grow her business. Through Maggie's coaching, Jennifer not only overcame her fear of public speaking but also significantly grew her revenue. "Maggie helped me see possibilities I hadn't even considered," Jennifer shares. "Her coaching gave me the confidence to step out of my comfort zone and truly shine in my business."

Maggie Perotin's journey from corporate burnout to coaching success is more than just an inspiring story – it's a roadmap for transformation.

Through her DREAM-PLAN-DO model and the Diamond Effect process, Maggie is helping passionate business owners turn their dreams into reality.

Are you ready to start your own journey of breakthrough?

Remember, as Maggie's story shows, it's never too late to redefine success and create a life and business you love. The first step is simply deciding to make a change.

Take that step today. Explore how Maggie's coaching can help you transform your business and life. After all, your breakthrough might be just around the corner.

For many business owners, balancing a growing business with a personal life feels nearly impossible. With clients, employees, and family (kids or aging parents or both if you're a small called "sandwiched generation") all needing attention, it’s easy to feel overwhelmed and burnt out.

However, achieving a sustainable work-life balance is not only possible—it’s essential for long-term success. Here, we explore practical strategies, from prioritizing self-care to setting up sustainable routines, to help you run your business without sacrificing your well-being.

Step 1: Use the Wheel of Life Exercise to Identify Imbalances

One of the best ways to assess your current work-life balance is with the “Wheel of Life” exercise. This life-coaching tool involves rating various areas of your life on a scale of 1 to 10, helping you identify where you need more focus. Here’s a practical way to approach it:

• Business and Financial Health – Are you satisfied with your business’s growth? This might mean investing more in sales or cutting back on non-essential activities.
• Physical Health – Rate your energy levels and physical well-being. If you’re constantly tired or skipping meals, it’s time to prioritize rest and nutrition.
• Personal Connections – Assess the quality of your relationships with family and friends. If your social life is lacking, consider carving out time to reconnect.
• Self-Development – Are you continuously learning and growing? Personal and professional development can improve overall life satisfaction.

Completing this exercise helps you visualize where to focus your energy, allowing you to create an intentional plan for achieving balance.

Step 2: Establish Daily Self-Care Routines

Self-care is the foundation of high performance, but it’s often the first thing to be neglected.

Here are simple, actionable routines you can implement daily to recharge and increase productivity:

• Morning Grounding – Start your day with a grounding practice, such as 3 minutes of deep breathing, a 10-minute meditation, or a short walk outside. This helps you clear your mind and prepare for the day’s challenges.
• Mental and Physical Breaks – Schedule 10-minute breaks between meetings or tasks. This small change allows you to “reset” between activities, especially if you’re switching focus from one area (like sales) to another (like operations). Taking time to stretch or move your body also prevents physical tension, helping you stay energized throughout the day.
• Evening Reflection – Wrap up your day with a quick reflection session. Write down key accomplishments, review what worked well, and note any areas for improvement. This simple routine can improve sleep and help you start the next day with focus.

Step 3: Carve Out Weekly Time for Rest and Personal Connections

As a small service-based business owner, it’s easy to let the week fly by without making time for personal needs. Consider these weekly practices to ensure you’re recharging:

• Take One Full Day Off – Dedicate one day a week to fully unplug from business activities. Spend time on hobbies, family, or simply rest. This regular day off is essential for mental clarity and helps you return to work refreshed.
• Delegate Tasks When Possible – For example, if cleaning your home consumes a significant portion of your weekend, consider outsourcing this task. One client shared that hiring a cleaner allowed her to spend more quality time with her family on weekends, giving her the energy to tackle the work week.
• Hold a CEO Power Hour – Spend an hour each week reflecting on business progress and noting any key decisions or adjustments. This practice allows you to proactively address issues before they become major challenges, helping you keep operations aligned with your goals.

Step 4: Plan Long-Term Activities to Reset and Reflect

Monthly or quarterly activities allow you to step back, review progress, and recharge on a deeper level. Scheduling these activities ensures you don’t fall into a continuous cycle of working without reflection or rest:

• Take a Quarterly “Offsite” Vacation – A few days away from home—even a camping trip—can restore your energy far better than a staycation. Regular breaks help you maintain mental clarity and give you a fresh perspective on your business.
• Review Business Performance and Set Goals – At least once per quarter, analyze your business performance. What’s working well? What could be improved? This review can uncover valuable insights and help you set clear, actionable goals for the next quarter.
• Annual Strategic Planning – Dedicate time at the end of each year to create a roadmap for the upcoming year. Setting a clear strategy aligned with your vision helps you stay focused and ensures that your business remains aligned with both your professional and personal values.

Step 5: Prioritize and Eliminate Non-Essential Tasks

Not every task on your to-do list will contribute to your goals. Review your daily and weekly routines to identify any activities that might be taking time away from high-priority items:

• Eliminate Low-Impact Tasks – For example, one client found that she was spending time on product development that wasn’t necessary at the time. By pausing that work, she freed up hours each week to focus on revenue-generating activities like marketing and sales.
• Focus on Low-Hanging Fruit – Start with simple changes that create the biggest impact, like delegating administrative tasks or setting aside specific hours for focused work. These quick wins not only improve productivity but also motivate you to make additional changes for greater impact.

Conclusion: Balance Requires Intentionality

Finding balance as a business owner requires intentional planning, prioritizing, and taking small steps consistently. Start by identifying areas that need improvement, establish daily and weekly routines, and plan for long-term reflection and rest. Remember, every change you make to support your well-being directly contributes to your business’s success.

Ready to Take Action?
If you’re looking to create a more balanced life while scaling your business, I’d love to help. Book a free consultation with me HERE to discuss tailored strategies that support your unique goals and lifestyle.

Retaining existing customers is important and valuable for all businesses.

How valuable? Here's some recent data that quantifies is well:

• Increasing customer retention by just 5% can increase profits by 25-95%
• It costs 5 times more to acquire a new customer than to retain an existing one
• The success rate of selling to an existing customer is 60-70%, compared to only 5-20% for new customers
• 65% of a company's sales are generated by repeat customers
• Repeat customers spend 3 times more on average than one-time customers

That's why in today's episode of the Diamond Effect podcast, I cover key strategies to improve client retention in your service-based business.

Retaining your best clients is essential to sustainable growth and long-term success, but it requires a proactive approach. This episode dives into the CEO mindset needed to keep clients returning and shares three core retention strategies that will set your business apart.

Episode Highlights:

1. Delivering Excellent Service, Every Time – Consistency in quality is the foundation of client retention. We discuss how maintaining a high standard of service can build trust and make clients eager to return for more.
2. Staying Connected Between Services – It’s not just about the service; it’s about maintaining a relationship. We cover ways to keep in touch with clients between service appointments, deepening the connection with regular, meaningful interactions.
3. Making It Easy to Return – Streamline your processes to make it as easy as possible for clients to return, reach out, or even address concerns. When it’s convenient and seamless for clients, they’re more likely to become repeat customers. For example: an effective onboarding process can increase customer retention by 50%

Tune in to Episode 174 of the Diamond Effect podcast "Customer Retention Made Simple: Strategies to Keep Your Best Clients Coming Back" - to hear more about how these strategies can turn one-time clients into loyal fans, keeping your best customers engaged and satisfied for years to come. You can find it on your favorite platform or by clicking here.

Networking is a powerful tool for any service-based business, helping you build genuine connections that can become future clients or partners. Yet, networking isn’t one-size-fits-all. So understanding the types of networking and how to make the most of each can help you grow your business in a reliable, relationship-focused way.

In this blog, we’ll explore three types of networking and five essential tips to help you network effectively.

Three Types of Networking to Consider

1. Structured Networking Groups
   Structured networking groups (both online and in-person) are often membership-based and require a fee. These groups focus heavily on business referrals and typically have set rules and routines.
   The structured approach, along with the emphasis on referrals, can lead to quicker results, as they’re designed to foster business-first connections. Examples include organizations like BNI (Business Networking International) and local Chambers of Commerce.
   For service-based businesses, structured groups offer an efficient way to access potential clients and partners actively looking to make business connections.
   
2. Less Structured Networking Groups
   Less structured networking groups place a stronger emphasis on building social connections first, where personal relationships are often prioritized before business referrals.
   They can be highly effective for those who prefer a softer approach to networking, though results may take longer to materialize, particularly for introverts. In these groups, it’s more about nurturing relationships than seeking immediate business returns, so patience and persistence are key.
   
3. Ad-Hoc Networking Events
   Ad-hoc networking events are one-time gatherings hosted by companies, organizations, or institutions. These events provide a valuable opportunity to meet new people quickly, whether through industry seminars, community meetups, or networking mixers. However, because they’re not regular, it’s crucial to have a follow-up strategy in place to maintain the connections you make.
   Ad-hoc events are especially beneficial for diversifying your network, as they often attract a wide variety of professionals.

Tips for Networking Effectively as a Service-Based Businesses Owner

To turn networking into a reliable source of clients, follow these essential tips:

1. Give Before You Expect to Get
   Networking isn’t only about receiving referrals; it’s about giving value.
   And if you’re just starting and lack an extensive network, you can find creative ways to contribute. Consider volunteering to help organize events, offering your expertise to others, supporting your fellow group members online, or even purchasing their products and services when relevant.
   This approach builds goodwill and fosters a reputation of generosity and support, setting the foundation for future business opportunities.
   
2. Pick Groups Strategically
   When selecting networking groups, look for ones that balance established and new entrepreneurs, as well as those that include both business-to-business (B2B) and business-to-consumer (B2C) opportunities. The best groups have a diverse mix of professionals, allowing you to build connections with a variety of potential clients, partners, and mentors. Being strategic about group selection ensures you’re networking with people who align with your business goals.
   
3. Get Your Mindset Right
   Approach networking with a commitment to consistency. If being part of a structured networking group could potentially add $50,000 to $200,000 in revenue per year, would you be willing to adhere to the rules, show up regularly, and be accountable? This mindset helps you approach networking with the commitment it requires to deliver real results, making it a sustainable part of your business growth.
   
4. Be Patient, Give It Time
   Networking is a skill that improves with practice, and building meaningful connections takes time. Don’t approach it expecting instant results. Real trust and genuine relationships develop over multiple meetings, not a single 30-minute introduction. Approach networking as an ongoing process where each interaction builds toward long-term trust and familiarity.
   
5. Focus on Building Genuine Connections
   Instead of treating each new contact as a potential transaction, build authentic connections.
   Ask thoughtful questions, listen actively, and show genuine interest in others’ goals and challenges. By emphasizing relationship-building over sales, you’re more likely to develop connections that lead to lasting business partnerships and client relationships.

Closing Thoughts

Networking is just one component of a solid marketing strategy that can help you scale your business effectively. If you're seeking a reliable, resilient growth system not dependent on any single marketing approach, my T.O.P. CEO Continuous Success Recipe provides a strategy and system to develop a well-rounded growth plan. If you’re ready to create a customized, multi-channel strategy to support your business growth, let’s talk!

Book a call with me here to explore how we can craft a comprehensive success recipe for your business.

In a world where digital marketing dominates, businesses often forget the power of offline strategies to attract clients. Whether you're a small business owner or a freelancer, these proven offline techniques will help you grow your client base without solely relying on the internet. Here are 11 actionable strategies to help you attract new clients:

1. Leverage and Grow Your Network

One of the simplest yet most effective strategies is to leverage and expand your network. By building strategic partnerships with complementary businesses, you can create a win-win situation. These alliances allow businesses to refer clients to one another, leading to mutual growth without needing Internet marketing. For example, if you're a fitness instructor, you could partner with a nutritionist or naturopath. You both can then exchange client referrals to grow your clientele.

2. Participate in or Host Local Workshops and Events

Hosting local workshops positions you as an expert in your field while giving potential clients a chance to see what you offer firsthand. Workshops provide the perfect opportunity to showcase your expertise and engage directly with your target audience. Check in your local library, other governmental organization, or collaborate with your strategic partners who can help you facilitate a workshop.

You can also attend or sponsor community events to increase brand visibility and make personal connections with potential clients in a non-salesy way.

3. Take on Speaking Engagements

Speaking at events or conferences is a great way to establish authority and build trust with potential clients. Whether you're presenting at an industry conference, a local networking event, or even a charity fundraiser, speaking engagements allow you to share your knowledge and connect with clients on a personal level.

4. Get Involved in Local Business Associations and Nonprofits

Becoming actively involved in local business associations, charities, or nonprofits provides numerous opportunities for networking. By sitting on boards or taking up leadership roles, you can connect with other professionals, expand your influence, and naturally attract new clients. It also helps build a positive reputation for your business within your local community.

5. Volunteer Your Time or Expertise

Offering to volunteer your time or services is an excellent way to give back to your community and promote your business. By offering free consultations or demos, you not only showcase your expertise but also build trust with potential clients. People are more likely to convert into paying customers after seeing the value you provide firsthand.

6. Join Hobby Groups and Interest Clubs

Expand your network by joining hobby groups or interest clubs that align with your personal passions. These informal groups provide a relaxed setting to connect with people who share similar interests. You never know where your next client could come from—sometimes the best business connections start with a shared hobby.

7. Collaborate with Other Professionals

Collaboration is a powerful tool for expanding your reach. Collaborating with other professionals in your industry allows you to tap into their audience while they tap into yours. Co-hosting events, joint ventures, or even collaborating on content can lead to new opportunities and clients for both parties.

8. Attend Trade Shows and Exhibitions

If you're in an industry where trade shows and exhibitions are common, attending or exhibiting at these events is crucial. Trade shows offer direct access to a large pool of potential clients who are already interested in your industry. By having a presence at these events, you can showcase your products or services, make valuable connections, and generate leads. For example, as an event planner, you can attend a wedding show. If you offer any services to moms, there are plenty of mom-centered exhibitions to choose from all year round.

9. Launch a Direct Mail Campaign

Direct mail still works in a world overwhelmed by digital noise. A well-crafted direct mail campaign can capture attention in ways that digital ads can’t. Whether it's sending brochures, postcards, or catalogs, direct mail has a personal touch that can help you connect with your target audience and stand out from competitors.

10. Cold Outreach with a Personal Touch

Cold calling or in-person outreach, such as "door knocking," can still be an effective strategy when done correctly. Personalizing your outreach with a thoughtful and strategic approach makes it more appealing and less intrusive. Whether you're sending personalized letters or making phone calls, the key is to build a genuine connection rather than making a hard sell. This personal touch can turn cold leads into warm clients. I helped many of my clients make outreach fun and effective.

11. Create a Referral Program

Implement a referral program that incentivizes both the referrer and the referred client. Offering bonuses or freebies encourages existing clients to spread the word about your business, creating a win-win situation. Word-of-mouth referrals are one of the most trusted ways to gain new clients, and a structured program can accelerate that process.

And if you're ready to double your business with a solid marketing plan that includes effective online and offline strategies that make sense for your business, let's talk. My T.O.P. CEO Winning Strategy and Continuous Success Formula will help you ensure your business is successfully growing short and long-term. Book your call here.

As a service-based business owner, you aim to deliver exceptional value to your clients.

But are there hidden gaps in your business that might be preventing you from truly serving them? In this blog, we’ll explore five ways you may be unintentionally underserving your clients—and how to fix it.

If you’ve noticed a lack of client engagement or loyalty, these insights can help you uncover the root causes and guide you toward building stronger, more meaningful relationships with your clients.

1. Lazy Marketing Isn’t Serving Your Clients

One of the most common mistakes business owners make is relying on generic marketing tactics, like holiday posts and surface-level content. While these may seem easy and harmless, they often fail to connect with your ideal clients. Effective marketing should speak directly to your clients' goals, pain points, and desires.

What to do instead: Create client-centric marketing that makes your audience feel heard and understood. By addressing their specific challenges and offering solutions, you build trust and demonstrate that you can help them. This gives your clients hope and a sense of partnership, which is invaluable.

2. Ignoring the Customer Journey

When did you last walk through your entire customer journey from start to finish? If it’s been a while—or never—there are likely missed opportunities for improvement. Every touchpoint your client has with your business is an opportunity to add value. Failing to review and refine the client experience can leave gaps that weaken the relationship.

Actionable tip: Start by mapping out the customer journey and identifying areas where clients may feel frustrated or underwhelmed. Even small changes can make a big difference in improving the overall experience.

3. Making Business Decisions Without Considering Client Impact

Every business decision, whether big or small, has the potential to affect your clients. An often overlooked example is pricing. While you may think keeping prices low benefits your clients, it can actually have the opposite effect. Low prices may signal a lack of quality or professionalism, potentially devaluing your services. Learn more about this aspect, from the Damonf Effect Podcast - EP # 168 - 5 Common Mistakes Service-Based Businesses Make That Undermine Client Satisfaction

Key takeaway: Always consider how decisions impact your clients. Whether it’s adjusting your pricing or changing service delivery, client perception plays a major role in how they value your business.

4. Not Taking Care of Yourself as a Leader

As a business owner, your well-being directly influences how you serve your clients. Burnout, stress, and exhaustion can leave you with little energy to focus on innovation or improving your services. When you’re mentally and physically drained, it’s easy to overlook opportunities for growth.

Solution: Prioritize self-care and invest in your personal growth. A well-rested, focused leader is more capable of driving improvements, enhancing client experiences, and fostering long-term business success.

5. Failing to Build Strong Client Relationships

Clients want to feel valued beyond just the services they pay for. If your relationships are purely transactional, you’re missing out on opportunities to build trust and loyalty. Strong client relationships are the foundation for long-term success and client retention.

What you can do: Focus on nurturing deeper connections with your clients. Take the time to engage with them beyond the sale—whether it’s through personalized follow-ups, genuine interest in their needs, or simply making them feel appreciated.

Ready to Transform Your Business and Build Loyal Client Relationships?

If you’re ready to double your business, retain happy and loyal clients, and create a sustainable work-life balance, let’s talk! I can show you how to implement these strategies, and more, through my proven T.O.P. CEO Leading Team System.

Book a free consultation with me HERE and let’s discuss how I can help you take your business to the next level.

Is Your Team Underperforming? Here Are 5 Warning Signs to Watch For

As a small business owner, managing a productive team is essential to your success. But how can you identify when your team is underperforming? In our latest Diamond Effect podcast episode # 167, “5 Indicators Your Team is Underperforming,” we discuss the top signs that your team might not be performing at its best, and how you can turn things around.

Spotting and addressing these issues early can help you boost employee engagement, improve productivity (which takes work off your plate), create a healthier workplace culture, and as a result, grow your business faster. Read on to learn the five major indicators of team underperformance and what you can do to resolve them.

1. Frequent Basic and Repetitive Mistakes

One of the clearest indicators of team underperformance is a rise in basic or repetitive mistakes. If your team members consistently make errors that should be easily avoidable, it could point to disengagement or insufficient training. These mistakes can add up, leading to inefficiencies and lost time, which ultimately impacts your business.

How to fix it: While mistakes happen, repeated errors are often signs that something’s not right and you might be having a more systemic issue. Consider revisiting training programs, setting clearer expectations, and fostering a culture of accountability where employees are encouraged to take ownership of their work.

2. Gossip and Lack of Accountability

Toxic workplace behaviors like gossip and finger-pointing can derail a team’s performance. When employees are more focused on blaming others than solving problems, productivity takes a hit. A lack of accountability not only creates tension but also discourages collaboration, making it harder to achieve business goals. Not to mention that this negative environment can spill over to your client's experience, which damages your brand reputation and deters business.

How to fix it: Create a culture of transparency and accountability. Encourage open communication and set clear guidelines for behavior that promote respect and teamwork.

3. High Turnover of Top Performers

If your top talent is leaving your company, it's a serious red flag. High turnover, especially among high performers, signals dissatisfaction with the workplace environment, management, or lack of growth opportunities. Replacing talented employees can be costly both in terms of time and lost revenue.

How to fix it: Focus on retention strategies like recognizing contributions, providing opportunities for growth, offering competitive compensation, and not tolerating toxic culture. Regular feedback sessions can help identify employee concerns before they lead to turnover.

4. Excessive Absenteeism

An increase in absenteeism can be more than just a sign of poor attendance—it’s often a symptom of low morale, disengament, or burnout. When employees are disengaged, they are more likely to take sick days or be late to work. This can severely disrupt your team's efficiency and morale.

How to fix it: Address the root causes of absenteeism by promoting a healthy work-life balance, offering wellness programs, and checking in with employees to understand their challenges.

5. Lack of Initiative for Improvement

When your team stops offering new ideas, suggestions for improvement, or raising concerns about problems in the business, it might mean they feel disconnected or demotivated. An engaged team should always be looking for ways to enhance business processes or address ongoing issues. If that stops, it’s a clear sign of disengagement.

How to fix it: Foster an environment where innovation and open communication are encouraged. Regularly seek input from your team and recognize their contributions to keep them motivated.

What Can You Do to Boost Team Performance? If any of these signs sound familiar, it’s important to act quickly. In the Diamond Effect Podcast episode 167, “5 Indicators Your Team is Underperforming,” we go deeper into each of these issues and provide actionable strategies to help you rebuild a strong, high-performing team.

Subsribe on your favorite platform and listen to the full episode for expert advice on how to diagnose and resolve team performance challenges, from reducing employee turnover to fostering accountability.

Boost Your Team’s Performance Today

Understanding and addressing underperformance can transform your business. By recognizing these warning signs early, you can take steps to create a motivated, high-functioning team that drives your business forward. Don’t wait until it’s too late—start making changes today!

If your team’s underperformance holding your business back, I can help. With my T.O.P. CEO Leading Team System, I’ve guided small business owners like yourself to transform their teams, boost productivity, and achieve impressive growth.

Book a FREE consultation today, and I’ll show you how my proven system can help you double your business while creating a motivated, high-performing team.

Don’t miss this opportunity to take your leadership and your team to the next level. Click here to schedule your consultation and start seeing results!

Are you a small business owner struggling to convert leads into paying clients? You’re not alone.

Many service-based businesses face challenges when it comes to closing deals, but the good news is that with a few simple adjustments, you can turn more leads into customers. In this post, we’ll explore the top 5 reasons your sales conversations aren’t converting and give you actionable solutions to help you improve your sales process.

1. Attracting the Wrong Audience

One of small business owners' biggest mistakes is attracting the wrong audience. If your marketing message isn’t speaking directly to your ideal client, then the people showing up to your sales calls may not be interested or ready to invest in your services. This misalignment makes it difficult to close deals and can leave you feeling frustrated.

How to fix it:
Refine your marketing messaging to focus on your ideal client’s pain points and goals. Use clear, targeted language that speaks directly to the people who are most likely to benefit from your services. By doing this, you’ll attract more qualified leads who are ready to convert.

2. Talking Too Much During the Sales Call

Another common issue for small business owners is taking over the sales conversation. When you spend too much time talking and not enough time listening, you miss out on understanding the prospect’s true needs. As a result, it’s harder to position your services as the solution they’re looking for.

How to fix it:
Ask open-ended questions and allow your prospects to share their pain points and goals. The more you understand their unique situation, the better you can tailor your offer to meet their needs. Remember, a great sales conversation is 80% listening and 20% talking.

3. Talking to the Wrong Person

If you’ve ever found yourself pitching to someone who can’t make the final decision, you know how frustrating it can be. Many small business owners waste time because they’re talking to a non-decision maker or not all decision-makers are present during the call. This often results in delayed decisions or lost sales.

How to fix it:
Before the sales call, confirm that all decision-makers will be in the meeting. If multiple people need to weigh in, ensure they’re part of the conversation so you can present your solution to everyone who has a say in the decision. This can significantly speed up your sales process and increase your chances of closing the deal.

4. Not Tailoring Your Offer to the Client’s Needs

A generic sales pitch rarely resonates with potential clients. If you’re not tailoring your offer to address the specific pain points of each prospect, they’re less likely to see the value in your services. Small business owners often fall into the trap of using a one-size-fits-all pitch, which doesn’t connect on a personal level.

How to fix it:
After you’ve listened to your prospect’s pain points, customize your presentation to show how your services are the perfect solution to their challenges. Highlight specific benefits that relate directly to their goals. A personalized approach shows prospects that you truly understand their needs, making it easier for them to say “yes.”

5. Avoiding or Mishandling Objections

Many small business owners shy away from handling objections during sales calls, either because they don’t know how or they’re afraid of confrontation. However, avoiding or mishandling objections can leave prospects feeling uncertain about moving forward. And the thing is objections and questions from your ideal client are a good sign! It means they are thinking of buying from you and just need more clarification. Otherwise, they wouldn't be asking you anything. No one wastes time asking questions about something they don't want to buy.

How to fix it:
Don’t be afraid to ask your prospects about any concerns they have. Address objections head-on by explaining how your services will overcome their challenges. If you handle objections confidently and effectively, you’ll build trust and remove barriers to closing the deal.

Final Thoughts: Improve Your Sales Conversations and Sign More Clients

If you’ve been struggling to close sales, these five mistakes could be the reason why. By refining your marketing messaging, listening more during sales calls, ensuring you’re talking to decision-makers, personalizing your offer, and addressing objections, you’ll dramatically increase your conversion rate.

Looking for expert help with your sales process?
As a business coach who specializes in helping small business owners grow without added hustle, I can help you fine-tune your sales strategy and sign more clients. Contact me today to learn more about how I can support your business growth.

In the latest episode of the Diamond Effect podcast, international business and leadership coach Maggie Perotin kicks off a five-part series dedicated to marketing. This episode focuses on identifying and addressing five key indicators that your marketing efforts may not be as effective as they could be. Maggie emphasizes the importance of clear messaging, engagement, and understanding your target audience to improve marketing results. Here, we break down each of these indicators in detail, offering actionable advice and thorough explanations to help you enhance your marketing strategy.

1. Lack of Referrals from Networking Efforts

Understanding the Issue

Networking, whether online or in person, is a crucial component of any marketing strategy. If you’re not receiving quality referrals from your networking efforts, it’s a sign that your marketing and messaging may not be resonating with your audience.

Actionable Advice

• Evaluate Your Messaging: Ensure that your messaging is clear and compelling. It should communicate the value you offer and resonate with your target audience.
• Consistency is Key: Networking takes time to yield results. Be consistent in your efforts and give it time, but also track your progress monthly.
• Engage Actively: Don’t just attend networking events or join online groups; actively participate in conversations, offer value, and build relationships.

Expert Insight

Maggie advises that if you’re not seeing progress each month, it’s time to reassess your approach. This could involve tweaking your messaging, being more active in your networking efforts, or even exploring new networking opportunities.

2. Weak Online Presence

Understanding the Issue

A weak online presence can significantly hinder your marketing efforts. If your social media accounts and website aren’t attracting visitors or inquiries, it’s a clear sign that your marketing may need a revamp.

Actionable Advice

• Audit Your Online Presence: Regularly review your social media profiles and website to ensure they are up-to-date, visually appealing, and user-friendly.
• Optimize for SEO: Ensure your website is optimized for search engines to increase visibility. Use relevant keywords, meta descriptions, and high-quality content.
• Engage with Your Audience: It’s not just about posting content; engage with your audience by responding to comments, messages, and participating in discussions.

Expert Insight

Maggie clarifies that it’s not about going viral or having a massive following, but rather about having a presence that engages your ideal clients. Troubleshoot by examining your messaging, understanding the platforms you’re using, and ensuring your marketing strategies align with where your ideal clients are.

3. Lack of Engagement

Understanding the Issue

Even if you have followers, a lack of engagement indicates that your messaging may not resonate with them. Engagement is a key indicator of how well your marketing is performing.

Actionable Advice

• Create Engaging Content: Develop content that encourages conversation and connection. Ask questions, create polls, and share stories that resonate with your audience.
• Analyze Engagement Metrics: Use analytics tools to track engagement metrics such as likes, comments, shares, and click-through rates. Identify what type of content performs best and replicate it.
• Engage Back: Show appreciation for your audience’s engagement by responding to their comments and messages. This builds a sense of community and loyalty.

Expert Insight

Maggie highlights the importance of creating content that encourages conversation and connection. Engagement is not just about numbers; it’s about building relationships and fostering a community around your brand.

4. No Inquiries Despite Engagement

Understanding the Issue

Having followers and engagement is great, but if no one is reaching out to inquire about your services, your marketing strategy may need adjustment.

Actionable Advice

• Include Clear Calls to Action (CTAs): Ensure your content includes clear and compelling CTAs that guide potential clients on what to do next.
• Nurture Leads: Develop a lead nurturing strategy that includes follow-up emails, exclusive offers, and valuable content to keep potential clients engaged.
• Showcase Testimonials and Case Studies: Highlight success stories and testimonials to build trust and demonstrate the value of your services.

Expert Insight

Maggie stresses that the ultimate goal of marketing is to guide potential clients through a journey that leads them to feel comfortable enough to reach out for help. If this isn’t happening, it’s crucial to evaluate your marketing strategy and ensure it includes elements that encourage inquiries.

5. Inquiries from Non-Ideal Clients

Understanding the Issue

Receiving inquiries from individuals who are not your ideal clients can be frustrating and a sign that your messaging needs refinement.

Actionable Advice

• Refine Your Target Audience: Clearly define your ideal client profile, including demographics, psychographics, and pain points.
• Tailor Your Messaging: Ensure your messaging speaks directly to your ideal clients and addresses their specific needs and challenges.
• Qualify Leads: Develop a lead qualification process to filter out non-ideal clients early in the inquiry process.

Expert Insight

Maggie emphasizes that amplifying ineffective messaging through paid advertising will not yield better results. Instead, it’s essential to first ensure your messaging resonates organically before investing in ads.

Conclusion

Throughout the episode, Maggie underscores the importance of clear and compelling messaging in attracting the right clients. By focusing on these five indicators, you can evaluate your marketing efforts and make informed decisions to enhance your strategies, ultimately leading to greater success in your business.

Next Steps

• Evaluate Your Current Marketing Strategy: Use the insights and actionable advice provided to assess and improve your marketing efforts.
• Seek Professional Support: If you’re struggling with your marketing messaging, consider reaching out to a business and leadership coach like Maggie Perotin for personalized guidance.
• Stay Tuned: Don’t miss the next episode of the Diamond Effect podcast for more insights on effective marketing strategies.

By addressing these key indicators and implementing the recommended strategies, you can enhance your marketing efforts, attract your ideal clients, and achieve greater business success.

In today's world, e-mail has become one of the primary means of communication. Whether it's at work or home, some of us receive hundreds of e-mails a day. Who can read and process this much, I ask?? In my workplace some people can have whole e-mail conversations lasting hours or days on a subject that could take 15 mins if someone decided to pick up the phone.

Don't you ever feel like pulling your hair trying to keep up with e-mail traffic? Or that you have not accomplished anything productive most of the day other than responding to e-mail? Do you feel stressed by the sheer volume of e-mail you receive every day? I certainly do.

"The single biggest problem in communication is the illusion that it has taken place"

George Bernard Show

So what can we do to take over the control that e-mails wield on us? To become more productive and less stressed? And to make our e-mails sources of true communication? Here are some tips that can help with that.

More productivity, less stress

According to numerous studies e-mail occupies 25% of employees' average work day. That is 13 hrs each week! On top of that an average person checks their inbox over 30 times an hour i.e. almost every 2 mins.

You can easily see now why we feel stressed or that we have not accomplished much throughout the day. OK, so what do I do you ask?

• First, turn off any visual and sound e-mail notification on your laptop, tablet or smartphone to avoid frequent distractions.
• Then, set a couple of specific times in a day where you will be checking and responding to e-mails, for example, mid-morning and mid-afternoon.
• Lastly, close your inbox outside of those times and focus on real work and your deliverables.

You will see that not only some of those lengthy e-mail conversations will take care of themselves by others jumping in but also in time people will stop expecting you responding right away. Think of this as setting ground rules and boundaries to protect your precious time.

By setting those boundaries your stress level will go down significantly. You don't have to just believe me on this one. It's been proven through research done by the University of California Irvine and the US Army.

And the best of all, you will now have time to work on those assignments you have been struggling to finish, meet the deadlines and get recognized!

From illusion to real communication

Studies conducted at UCLA have shown that 50% of communication happens through facial expressions and body language, 40% through voice intonation and only 10% through actual words.

As you can see, having your reader understand the e-mail you sent them in a way you intended it is not that easy since 90% of your potential success is impossible to get via e-mail.

The below tips will help your e-mail communication be more effective:

• Before sending an e-mail ask yourself first: is this the best way to communicate? Can I solve my issue faster with a quick phone call?
• Make sure your subject line is clear and conveys the purpose of your e-mail.
• If you want your reader to take an action, be clear on what you need them to do and by when.
• Keep in mind that it is tough to convey emotions just in words, for example, humor; unless you know the receiver very well, try staying away from that to avoid unintended misinterpretations.
• Avoid exclamation marks, especially multiple in one row. I am sure your intention is not to scream at the person.
• Don't assume that your reader will know how to interpret the message; always proofread it before sending by putting yourself in their shoes.
• Lastly, never hit sent if you are emotional. If an e-mail you received upset you, don't react - you will regret it after. Before responding, step away from your computer, come back after an hour or two and then type the answer. Have someone else read it before hitting send.

Now a few e-mail etiquette tips for Bosses

As a leader, leading by example is your job.

This includes e-mail communication. Even if you don't care about the titles and think that yours does not matter, remember that for others it does. The more "powerful" your title is, the more people feel pressed to respond to your e-mails right away and the more sensitive they are reading them.

That is why on top of the above tips that can help anyone, here are couple of others that Bosses should take to heart.

• Don't send e-mails when you are busy and rushing. Sending short sentences through your smartphone with no common courtesy words like "hi", "thank you" or "please" will just upset your reader and slow them down taking time to bring their emotions back in check. It pays off to take the time to write a proper professional e-mail no matter what. You can also pick up the phone and have a pleasant conversation that will take less time, deliver what you need, and become another positive chip in your relationship with the employee.
• When the e-mail chain you have started is turning into a "Never Ending Story", stop the madness and set up a quick meeting. You will save everyone's time, including yours, and clear up any misunderstandings that the chain inevitably created.
• If you really need to send e-mails after hours or on the weekends to catch-up, be clear with your employees that they do not need to respond right away; you will reduce their stress levels and increase engagement.

"Communication - the human connection - is the key to personal and career success. "

Paul J. Mayer

To sum up, paraphrasing Paul Mayer's wisdom, if we want to be successful, we need to know how to communicate with others. E-mail is just one means of communication but probably the most challenging one. Let's never assume that our reader will know how to interpret the meaning of our message. Going against our crazy busy world, slowing down, and taking the time to write meaningful and thought through e-mails will always pay off.

Any change starts with you.

As a business owner, manager, executive - a LEADER - are you excited for 2019?
Do you have a vision of what you and your Team will accomplish this year? Or you don't know how and where to start?

Here are 5 steps that can help you get going.

Don't throw 2018 out the door just yet ...

New Year is on, out with the old! - you might be all to happy to do that.

I am like that, a forward-thinking person that likes to move on from past to the future as soon as possible.
But, hold on, someone wise once told me that there are benefits to taking some time for reflection and learning from the past.

Let's do that first then.
I guess, no one really enjoys making the same mistakes over and over.
New mistakes are great! It means we are trying new things, being innovative and curious.
Whereas, making the same mistakes many times gets quite boring, frustrating and only reinforces Einstein's definition of insanity.

Therefore if you have not done that yet, I highly recommend sitting down with your Team and your Boss (if you have one) and asking a few questions:

• What worked great last year?
• What did not turn out that well?
• What should we be doing more off to be even more successful?
• What should we be doing less off or stop doing all together to avoid making the same mistakes?

Once you have those answers, you are armed with wisdom to enter the gates of 2019.

So how about meaningful goals for 2019?

After reflection, second would be goal setting. We all love it, don't we?

To set meaningful goals, remind yourself first of your mission and values.

Does your organization or department have them? If yes, awesome! You can keep reading.
If not, look out for my next week's post that will try to convince you why you should. For now, please see below for a quick sneak peak just for you.

For me mission and values are a foundation of any organisation. They are like a lighthouse constantly showing way home to wondering boats.

"The mission announces exactly where you are going and the values describe the behaviors that will get you there."

Jack Welch, "Winning"

Setting the goals for your Team that are directly tied to your mission and values can bring extreme focus to the business, help it to stay authentic and with that competitive.

People, myself included, look for purpose in their lives. Meaning is what makes us happy.
Having goals that are meaningful, tied to a vision, and realistic will give your Tem a sense of accomplishment when you reach them.

And once that happens, it's time to CELEBRATE!

"Plans are nothing; planning is everything." - Dwight D. Eisenhower

We all know that when hell breaks lose, plans are nothing but pretty looking paper.
However, planning IS EVERYTHING and that is what you should do next.

It's during the process of planning that we can prioritize. In today's day and age most organizations have more to do than they can chew on.
New opportunities and urgent matters are pouring through the doors with the speed of light.

But as the old saying goes: if everything is important, nothing is.

Picking top 1, max. 3 priorities for the month, quarter or whatever planning cycle you chose to dare into, will bring further focus to your Team.

Planning time is what helps you determine what those priorities are.
During this time, you should also break them down to small attainable steps (ex. weekly goals and priorities).

As a result, you will protect your people from feeling overwhelmed by the sheer amount of work that needs to get done.

Time for Leader's self-care time

Now what about you? Have you thought about taking time for self-care?

I know you are laughing inside thinking what is she saying?
Who has time for that? There are so many important things to get done...
How could I possibly spare even 15 mins of "unproductive" time?
I am sooo busy ....

Let's learn from the aviation industry then ...
You know, the putting of the oxygen mask on you before you help anyone else.

Yeah, exactly ... we are no good as leaders to anyone if we are running around like a headless chicken, half burned out and only putting out fires.

Sometimes we need to step back, look at our business from the eagle's perspective, reflect and recalibrate if needed.

To be able to do that we need time to clear our minds, rest and re-charge.

Why?
Because our Teams rely on us to lead them through adventures to the safety of success not rocks of destruction.

If it's not scheduled, it will not happen

Last but not least - how do I make all of this happen?

Well, put it on your calendar.
Take charge of your time (or at least most of it) and don't let urgent get mixed with important all the time.

Make it a priority, to take time now, this week, to schedule all important recurring events and keep them as sacred as possible.
Then ensure you keep scheduling and planning each week ahead of time.

Yes, it takes discipline, organization skills, and drive; but that is why we are leaders, aren't we?

So what do I need to schedule, you ask? Here are a few ideas:

• Monthly/ quarterly strategic meetings
• Weekly tactical meetings with your Team
• Daily/Weekly/ Bi-weekly project progress meetings - if you have any running
• Regular One-on-One meetings with your direct reports
• Daily breaks for you to ensure you have time to breathe and clear your mind
• Time to reflect and be an eagle
• Your top priorities for each week

In case you are not sure what to do in those meetings, look out for my posts in the coming weeks.

To summarize, leading a Team and organization to success is not easy but having a vision and a plan supporting its execution helps with taking action and getting there.

I am writing about Courage today because it is one of the values I have chosen to guide and define my business. Helping business owners and managers to step into leadership that is brave enough to build cohesive teams and healthy organizations is the core of my mission.

My inspiration for this post came from the books "Good Night Stories for Rebel Girls" by E. Favilli and F. Cavallo. They are one of my kids' favourites bedtime reads.

Values guide our behaviors in personal and professional lives. No one questions the need of having a set of values in our personal lives. But, if you ever wondered why any business should define them for their operations, have a look at on of my blog posts.

Now back to Courage.

“Courage is the most important of all the virtues because without courage, you can't practice any other virtue consistently.”

MAYA ANGELOU

Courage can demonstrate itself in many different ways.
And below, you will find five inspiring stories of women that defined courage with their lives.

1. Courage is Being Afraid but Acting Anyway

The Mirabal Sisters, also know as "Las Mariposas" were freedom fighters in the Dominican Republic. They were opposing the regime of dictator Raphael Trujillo. The sisters organized and participated in multiple protests and movements against the dictatorship. Together with their husbands, they were jailed multiple times. On November 25, 1960, the Mirabal Sisters were murdered by the regime. Their leadership and courage became the inspiration to Dominicans to continue opposing Trujillo's dictatorship. It eventually was abolished.

November 25th is now recognized as the International Day for the Elimination of Violence Against Women.
Click here for the source article by Victoria Sanchez.

2. Courage is Following Your Heart

Maria Curie-Sklodowska was a Noble Prize-winning scientist. Together with her husband Pierre Curie she discovered radioactive elements: polonium and radium. Marie was born in Poland in 1867, at the time when the country was part of the Russian Empire. Since women were not allowed to attend university, she attended a secret Flying University in Warsaw. Marie Curie moved to Paris and joined Sorbonne, the university that accepted women students.

Throughout her life, to be able to follow her passion for science and research, Marie had to overcome many barriers. Marie Curie was the first woman to win the Noble Prize, the first person and only woman to win twice. She was also the only person to win a Nobel Prize in two different sciences (physics and chemistry).

Marie and her husband refused to receive monetary awards and medals and they have given away most of their first Noble prize money. Curie has also intentionally refrained from patenting her discoveries so that scientific community could continue the research.
Click here for the source and more detailed information on Marie Curie-Sklodowska.

3. Courage is Keep on-going Aginst Hardships

Frida Kahlo, one of the most famous painters of the 20th century, suffered unimaginable pain all her life. As a child, she suffered from polio. In her student years, she had seriously injured her spine in a tragic bus accident. Frida started painting when she returned home from the hospital to alleviate her pain and kill time. In the self-portraits, Kahlo was expressing her physical suffering. Despite her multiple surgeries and deteriorating health Frida continued painting and being active in the Marxism inspired political movement.

In of her famous quotes, Frida says: "At the end of the day, we can endure much more than we think we can."
Click here for more details on Frida Kahlo's life.

4. Courage is Standing up for What's Right

Viola Desmond (née Davis) was a Canadian businesswoman and civil rights activist. Born in 1914 in Halifax, she built her career and business as a beautician. Through her Desmond School of Beauty Culture, Viola was an inspiration and mentor to young Black women in Nova Scotia. In 1946, Viola Desmond stood up for equality of rights. She challenged racial discrimination when she refused to leave the segregated Whites-only section of a theater. For her act of courage, she was arrested, jailed overnight and convicted without legal representation for a "tax offense". Viola was not able to receive a pardon despite the efforts of The Nova Scotia Black Community trying to assist her.
Desmond’s brave refusal to accept an act of racial discrimination provided inspiration to other Black People in Canada. Click here for the source article.

5. Courage Is Being Different and Expanding Your Ways

Zaha Hadid was an Iraqi-British architect and the first woman to receive the Pritzker Architecture Prize, in 2004. She became famous for her bold building designs with many sweeping lines. The Guardian called her the Queen of the Curve. She designed the aquatic center for the London Olympic Games 2012 (UK), Michigan State University's Broad Art Museum (US), the Guangzhou Opera House, and Beijing Daxing International Airport (both in China). Zaha was not afraid of being different. The Metropolitan Museum in New York talked about her buildings as "unconventional that seem to defy the logic of construction".
With her drive to cross boundaries, Zaha designed buildings that everyone else thought impossible.
To read more about Zaha Hadid's work, click here.

Courage is not an easy value to live by but we all have it inside. We show it in small and big actions, in many different ways every day. Courage gives us the freedom to do what's right and be ourselves.

"There are so many ways to be brave in this world. Sometimes bravery involves laying down your life for something bigger than yourself, or for someone else. Sometimes it involves giving up everything you have ever known, or everyone you have ever loved, for the sake of something greater.

But sometimes it doesn't.

Sometimes it is nothing more than gritting your teeth through pain, and the work of every day, the slow walk toward a better life.

That is the sort of bravery I must have now. "

VERONICA ROTH, Allegiant