The Power of Video

At White Knight we do a lot of things but one that we’re best at is making videos that tell compelling stories. Why is this important? I’ll get to the statistics later, but let’s start out with some anecdotal evidence that I’ve seen over the past ten years in this business.

For one thing, people do not like to read long blocks of text. We all know that attention spans are getting shorter and shorter, but what many people don’t realize is that the preferred way to receive information is through the multi-sensory experience of a video.

Also, videos are one of the best ways to showcase your passion and personality. Even with our increasing interest in working in the digital space (often remotely) we still crave personal attention and want to do business with people we like and trust. In many service businesses there is simply no substitute for that human element in the form of excellent customer service and partnership. How better to show your clients who you are than through video?

Strategy matters: Even though it’s easy to create and put up videos on your sites, you must remain aware of your overall goals, strategy and tactics, and make sure the video content is working for you. There is nothing wrong with using videos that are more “raw” and authentic, to give your viewers a glimpse into your company in a unique way (such as a behind-the-scenes view of your space). However, it is imperative that all of your videos reflect your overall brand and messaging, and present a professional view of your organization.

Have you heard about Video Crisps yet? If not, then check out this video for a brief overview. Then keep reading for some awesome statistics.

 

 

Here are some statistics that you might find interesting, especially if you’re thinking about making video a more central piece of your marketing content.

  1. Marketers who use video grow revenue 49% faster than non-video users (VidYard)
  2.  People spend on average 2.6x more time on pages with video than without (Wistia)
  3. 52% of marketing professionals worldwide name video as the type of content with the best ROI (Syndacast)
  4. Snapchatters watch 10 billion videos a day (AdWeek)
  5.  500 million people are watching videos on Facebook every day (TubularInsights)
  6. 4x as many customer would rather watch a video about a product than read about it (Animoto)
  7.  Almost 50% of internet users look for videos related to a product or service before visiting a store (ThinkWithGoogle)
  8.  52% of marketers believe that video is effective for brand awareness (WowMakers)
  9.  59% of executives agree that if both text and video are available on the same topic, they are more likely to choose video (MWP)
  10. 65% of video viewers watch more than ¾ of a video (Syndacast)

If all of this has convinced you that you could be doing more with video to help drive your business forward, email us to set up a time to chat about how we can help you. Or check out our website for more information about how you can get started today.

 

 

Time Troubles? Here’s How to Break Free

 

Do you ever find yourself wishing for a clone? Or for an additional 24 hours per day so that you could get done half the things that are on your list? Well, what I’m about to tell you may not immediately fill you with glee, but stay with me because if you’re a small business owner or entrepreneur I’m going to tell you how to make a really big shift in your business.

Different people have different time management skills, with someone like Warren Buffet being a grand master. I’m going to assume that this article is not going to find its way into Buffet’s inbox, and I’m going to also go with the idea that most readers are “average” time managers. That means people who ultimately finish much of what has to get done, but not without stress or the underlying feeling that if they had had more time they could have done a better job.

The other assumption – the one that is true in 99% of all cases – is that most of us are not spending the majority of our precious time on the tasks with the highest rewards. This is a common problem but it’s also not a hard one to fix if you’re willing to make some changes in the way you’re doing things (and remember that not to be willing to change, yet to expect a different result, is akin to insanity….)

Because so many small business owners get caught up in the “weeds” of running their businesses – they end up spending most of their time doing operational tasks, putting out fires and working IN the business. When they’re able to shift how their time is spent so that for even just an hour or two per day they can focus  ON the ways that the business can exponentially grow and scale, that’s what makes all the difference.

But how do you find that extra hour or two a day? Here is where the growth opportunity lies (and yes, growth can be slightly uncomfortable, but that’s how meaningful change happens).

First, you need to start tracking how you’re spending your time. Log it all during the next two weeks (yes, I know it’s a pain, but it’s the only way you’re doing to see your patterns). After the two weeks has passed you’ll probably already naturally be better at time management simply because of your raised awareness around the topic, but then here is the rub: you’re going to need to look at all the things you’re doing on a daily basis and decide which of those things could be delegated. That’s one way you’re going to free up more of your time for meaningful work around strategy and growth.

When you make that shift you start to see BIG results.

But it’s one that requires a leap of faith. Hiring help is often a difficult decision for solopreneurs and small business owners, but it’s also the only way to grow and scale. You’ve simply got to free yourself, as the business owner or leader, from some of those tasks that are bogging you down.

And there are many ways to do this – Virtual Assistants can take a lot of administrative tasks off your plate, and usually very cost effectively. There are other freelance and full and part time options, too. Sometimes you can come to an agreement with a local college that is looking for places where their students (and graduates) can get work experience. Many cities also have programs that subsidize wages for hiring unemployed veterans or other subgroups.

Once you decide to get some help and start doing a little research you’ll find plenty of ways to fill your staffing support needs. The first, and possibly, hardest, step is making the decision to shift your focus to getting the meetings, partnerships and contracts that will grow your business to 10X or more. Because, ultimately, doesn’t that make a lot more sense than continuing on the path of being a slave to time and letting your business run you?

The Real Art of the Deal: 5 Quick Tips

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What does the word negotiation mean to you? Does even thinking about it fill you with a little bit of anxiety? Do you equate “negotiation” to “conflict” and try to avoid it at all costs?

There is a perception by many in business that in negotiation one side wins and the other loses. If you subscribe to this belief then it logically follows that the one who wins is better, stronger, smarter or otherwise holds an advantage over the other party. And, by extension, it stands to reason that the side that loses is weaker in some way and leaves the negotiation embattled and discouraged.

However, just as personal relationships are more complex than childhood fairy tales would make them out to be, business negotiations are rarely black and white. Instead, shades of gray and nuance usually blur the line between who wins and who loses in these transactions. But what I’d like to propose is a world in which both sides walk away feeling good about the deal… where negotiations are a very good thing.

In this new paradigm we stop going into a negotiation thinking, “How can I walk away with as much as possible?” and instead turn it into a game of,  “How can we both leave here feeling good about what has transpired? What can I offer to give my opponent that he or she really wants?”

In this more evolved type of negotiation you begin to view the other person as your “negotiating partner” instead of your enemy, and you work to uncover the essence of that person – the things that he or she really cares about. And remember, you are ALWAYS negotiating with a person, so be personable. Be real. Be compassionate.

And considering trying the game of “how can we both win here.”

Of course, not everyone who you try to strike a deal with is going to want to travel with you to mutually beneficial middle ground, but it’s worth giving that person the benefit of the doubt and trying to get there if you can.

Before you go into a negotiation make sure you do the following:

  1. Do some research on the person you’re meeting and try to uncover common ground or clues as to what their motivators are. Opening the session with a personal comment or compliment sets a positive tone for the entire negotiation.
  2. Know what the variables are that you may be able to negotiate on. Examples might be price, payment terms or delivery terms. Do adequate preparation before you go into the room and know what all the possible variables are.
  3. Be very clear with yourself on what your bottom line is for each of those items. Before you even walk into the room make sure you know your numbers: what number would make this an incredible deal, what number would you be comfortable with and what number is the absolute lowest you can go?
  4. You’ll usually want to start negotiations with a higher number, but remember those other variables too. Your goal is to walk away happy, but you want the other person to also feel like they’re getting a good deal. 
  5. If you reach a deadlock and the person you’re trying to work with can’t even get to your bottom line, then don’t continue the conversation. Announce your intention to walk away and withdraw from the deal. That will either set the tone for a new round of talks, or if not at least you won’t waste any more of your time.

It’s About Time: Hacks to Make You More Like Warren Buffet

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If you had to assess the time you spend at your job or working on your business how efficient would you say you are?

It will come as no surprise to you that legendary businessmen like Warren Buffet and Bill Gates are meticulous time managers, and that level of discipline is certainly something to aspire to, but if we’re being honest, most of us are still at a stage where we have some decent chunks of unproductive time in our days.

It can be difficult to make the leap from where you currently are to emulating Warren Buffet’s habits, but there are small changes you can make to yield big results. One of the most striking ideas around time management that I heard recently is centered around the idea of taking just 15 minutes a day and being super efficient with that time. If you do this every single day you actually gain 90 hours – or 2.25 work weeks – a year. When you think about the things you can accomplish in 2+ super focused weeks, the 15 minutes each day spent not checking emails or surfing the web seems like a small price to pay.

The habit of continually checking email and social media is a monumental time suck and makes efficiency practically impossible. Instead of being a slave to your notifications just turn them off and schedule in a few times a day to check your emails and other messages. Unless you’re in the middle of an actual crisis (as opposed to a perceived threat), no one is really going to care if there is a slight delay between when they sent their email and when you respond to it.

And then there’s trying to avoid anything that you know is a time suck: conference calls where your input is not needed, inefficient meetings, writing proposals…  Until you start questioning some of these things they might seem unavoidable (and granted, you may not be able to avoid ALL of them), but try looking at your schedule and get creative with your thinking. The first time an ad exec told me that his very successful firm rarely, if ever, wrote proposals, I was floored. So much of my time was spent doing just that, often for potential clients that never ended up signing with us.

After grilling this guy on his methods I made some big changes in my own company and saved myself thousands of hours over the years. Now, instead of being so quick to say yes to writing proposals, we work harder to pre-qualify people and we have a much better process of presentation, which often gets us to a yes without going through the whole bidding process. I don’t know if we ever would have changed had I not had that conversation, but in this case changing “the way it’s always been done” was really not a big deal, and was certainly a huge benefit.

So, go ahead and take a look at your own business. What conventions can you challenge and time can you save? Because after all, the old cliche about time being money is not inaccurate. And what business doesn’t need a little more of that on the bottom line?

 

Guided by Instinct

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The other day I got to talk to Seth Godin and it was awesome (the link to that interview is below). The way I got that opportunity had everything to do with stepping out of my comfort zone, and lessons learned in the process are so relevant to how you’re running your business today.

How do you run your business? Is everything you do based on data, numbers and empirical data or are you operating on a combination of instinct and cold, hard facts? I’d like to make the case for basing your decisions on both of these things. Numbers and charts without any nod to the “gut instinct” will never tell the whole story.

And the instinct could be wrong – no doubt about that – so it makes sense to have lots of arrows in your quiver: analytical evidence AS WELL AS “a good feeling” about something.

In my experience the world is never black and white. Any time I am faced with a tough situation and am not sure how to proceed I always look at the facts but then also like to hit “pause” and ask myself what my instincts are telling me to do. It’s very interesting, because so often I’ll get the urge to call a certain person or to hold off on sending an email. I can’t tell you how many times acting on these kinds of instincts have worked well for me.

The “why” behind this can’t necessarily be explained by science, but that doesn’t mean it isn’t true. I like to use the example of something most of us have experienced: thinking of someone “out of the blue” who you haven’t spoken to for a long time, and then within minutes that person is calling you. No logical explanation, yet it happens.

Those are the same “super powers” that can by used to apply to business if you’re willing to follow your instincts. If you’re feeling the urge to call one of your old clients for no logical reason, why not go ahead and do it. You probably have nothing to lose and you never know… that person might have been wanting to reach out to you anyway.

Or if you get the crazy idea to do something outside of your comfort zone and it feels right, why not go ahead and give it a try. That’s how I got to interview Seth Godin for my podcast. I’ve long been a fan of his, and the other day when one of his blog posts resonated strongly with me I had this weird instinct to reach out to him and ask him to be on my show.

And here’s the thing: I almost talked myself out of it! I heard these things going through my head:

“My show has a small listenership. He’ll never say yes.”

“He’s way too busy to talk to me.”

“He probably doesn’t even write, much less read, his own blogs.”

And on and on. That inner voice can be very negative and challenging sometimes! In this case, however, I heard the voice and made the conscious decision to reach out to Seth anyway and was so thrilled when he said yes. Interviewing him was one of the highlights of my podcast – so far – and was a lot of fun, too. I think it’s a great example how listening to instinct over logic can serve us well, and how stepping out of the comfort zone is the best (only) way to grow.

If you’d like to hear Seth’s interview here’s the link to the podcast page. You’ll also find links to subscribe to the show from your favorite service. Please do. I’m really passionate about this show and amazing guests are lining up to come on. I think you’ll really enjoy the authors, thought leaders and sports stars that will be sharing their stories with us in the coming weeks.

Thanks for taking the time to read this story and the next time you get the sudden urge to do something crazy but potentially beneficial in your business, listen to it. Your inner voice may say, “But what if you fail?”

And your answer must be,  “Ah. But what if I am successful beyond anything I could have imagined?”

 

 

Do I Know You?

How well do you know your customers, really? Do they tell you one thing while they’re thinking something else entirely? Are they reacting to the offerings that you’re bringing to the table and neglecting to tell you what they really want? Do they even know what they want?

These are questions that many of us forget or neglect to ask when it comes to our customers. Taking the time to not just get to know those customers but to understand their problems and issues with “out of the box” thinking is what sets you apart from every other salesperson who comes calling.

Read between the lines, ask the tough questions and consider how you could tweak your approach or your offerings to make their life just a little bit easier. When you do this not only are you deepening that relationship with the client but you’re also going to be providing a service that is ultimately more valuable, leaving you in a position as a trusted and strategic partner, moving forward.

So instead of listening to only what is said the next time you meet with your client, tune into your intuition and listen to what it’s saying about what is really going on. And ask the tough questions…

WHY does that matter to you?

HOW do you want to be perceived by your customers? WHY?

WHAT is it that really “lights you up” about your business? WHICH parts are you most passionate about and most drawn to?

Once you start connecting with your customers and clients on this new authentic level that is when everything starts to change. At the end of the day you can never go wrong by committing to become more real.

Up For the Challenge

How are you – as a business owner, entrepreneur, wife, husband, daughter, friend, employee – challenging yourself today? How are you getting smarter, more successful, and better than you were yesterday?

Are you getting by with the same old same old, or are you being very deliberate about your growth and development? The good news is, there’s no need to reinvent the wheel. Here is what has worked for tens of thousands of people who have gone before you:

  1. Find a mentor. Find someone you really admire who is better than you – smarter, richer and living a life that you admire. Find a person like that who is willing to teach and guide you, then take the time to truly appreciate them and listen to what they have to say. When you find such a person make sure you realize their worth and tell them frequently how much you appreciate their time and help. A good mentor can easily make the difference between you staying stuck and getting to where you really want to be.
  2. Get some good books. Embrace reading .- or audio books or podcasts – as an opportunity to get smarter and to get an edge over your competitors and others who are in the proverbial room. Reading and learning helps to keep your creative juices flowing too, so be sure to dedicate time every day to this practice.
  3. Examine your habits and figure out which ones are not serving you well. Which habits are bad for your health, are unproductive or even harmful? Which habits do you need to shed and which other ones should you be cultivating? If you can make good habits as much of a no-brainer as brushing your teeth you’re going to start seeing tangible results, pretty much guaranteed.
  4. Rub shoulders with the upper crust. If you aspire to be more successful, richer and more influential than you are now, it’s important to start associating with people of the caliber you wish to become. Please don’t take this as permission to be a fake friend or a “social climber” but do take note of who you’re spending time with. Create and cultivate real friendships with people you actually like, but also think about doing this somewhat strategically. If you want to be an artist you’re probably going to be more successful if you start hanging out with other artists and get into the circles of buyers and gallery owners. The same goes for almost every other industry I can think of.
  5. Think good thoughts. You have to teach yourself to focus on positive, not negative, thoughts. Learn to imagine life as you would like it to be, and not focus on the problems at hand. When you do this you’ll be much quicker to shift your energy into being productive, and you’ll also turn into a kind of magnet for others who will show up and want to do business with you, or help you out in some way. All of that positive energy will make you practically irresistible!

The Essence of Business? It’s the People.

Small business people  understand that cash flow, policies, and the company’s focus are all directly tied to actual people. Larger companies, however, seem to often forget this fact.

“I’m just a paper pusher.”

“I have to keep my team efficient and make our numbers.”

“Our bottom line is better this year so management is happy.”

In thinking about business, work and careers it’s easy to narrowly focus on your role, responsibilities and metrics for success. This tendency may be amplified if you work for a government agency or large company.

And yes, those metrics are important, but what if you start thinking about your job in broader terms – in terms of the lives of people that you (yes, you) are directly affecting?

Business is ultimately about people. Not just the people at the top. Not only the owners, CEO’s, presidents and the folks with the corner offices. Not just the people who work at a particular company. It’s about all of those people, of course, but in reality is about much more than that.

This “ripple effect” is far-reaching and it’s both real and important.

The often forgotten mass of those affected by the actions of the employees of “Comany A” are people who work for and with companies that do business with the main company. Too often I’ve seen representatives of large organizations adopting a lackadaisical attitude when it comes to processing invoices or approving purchase orders. Taking weeks or months to get that paperwork through might not seem like a big deal to the state employee or to the corporate VP. After all, their paychecks are probably not directly affected by this. But the fact is, to the little guy – the one feeling the ripple down effect – those actions might make the difference between being able to afford groceries or not.

The consequences of our actions are not always immediately apparent to us but that doesn’t mean they aren’t real, both in life and in business. Even seemingly mundane tasks can make a big difference in someone else’s life. Yes, all of the business metrics are important and we have to fill out reports and other paperwork, but ultimately it’s the people who matter. Real people with real lives. It matters that invoices are processed quickly. It matters that lab results are reported correctly.

It matters that someone does their job right the first time, not just to please your boss but because somewhere down the line you’re touching someone else’s life. And what could be more important than that?

How Does Your Money Flow?

Money, in and of itself, has no value. In order to mean anything it has to circulate. It must flow.

I had an interesting conversation the other day that I want to share with you. I was talking with a woman who is a professional writer and she was telling me about her early career where she was a single mom struggling with money. She described how she was forced to buy the most basic necessities, and how, as a side effect of that, her kids learned the value of money and of working hard.

But what was really interesting about the conversation was when she told me that during that challenging time in her life she was always volunteering to bring food in for food drives or for church functions, how she’d bake brownies for school or donate to local charities. All of that from someone who had nothing, yet somehow they always had enough.

In fact, she told me that the only time she literally couldn’t make ends meet was after she started questioning her generosity and when she had made a decision to stop giving so much.

It’s ironic, but I’ve experienced the exact same thing, as have countless other people, I am sure. I know that for myself, every time I give (even when I feel like I can’t afford to be doing so), I always end up receiving more wealth in some form or another. I might pick up a new client who I wasn’t expecting to approach me, or I might get a forgotten about tax credit in the mail. However the money come back it happens, in one way or another, without fail, and I really do find it very interesting.

In order for money to come to you it also has to flow out. In order to experience being abundant or wealthy you also have to give, spend and act generously. Of course, you don’t always have to do this with money – time, expertise and even sharing a kind word are certainly other ways to give – and they leave you feeling good.

When you hold too tightly to money (or anything else for that matter), you never get to truly experience its goodness or full potential. And guess what? The same principles apply to business, too. On a very base level the whole purpose behind any business is to serve, to help support the employees and others who benefit in some way from the existence of the business. It is not only about (or should not be, anyway) getting the highest number in the bank account.

In my opinion it is bigger than that. And of course money and profits are hugely important, but they’re not as important as the lives that are impacted by the business and by the positivity that it has the power to spread. At the end of the day we are all in this thing called life together, at least at some level.

So, let the money flow for good causes, for helping your employees, vendors and others achieve financial freedom. Become prosperous so you can fully enjoy life, but share in that prosperity too because that is where the real value, joy and meaning ultimately comes from.

 

The Only Thing You Need to Know

The single most important ingredient for growing any business is the creation of customers who are so happy that they tell your friends about you. That’s it, plain and simple. But how many companies lose sight of this critical element and focus instead on any number of other things: cutting corners, increasing profits, beating the competition…

But what it really comes down to is this one thing. If you can find a way to make sure your customer feels special, feels heard and feels well-served then tell me, how easy is it going to be for your competitor to steal that customer away? Probably not very easy at all, because people will pay a little more and will even go out of their way for a company and a brand that they feel “gets” them and treats them well.

This type of thinking has led people to be able to successfully create restaurants and other businesses that are miles from the nearest town, yet people will go out of their way to go there because of the way it makes them feel once they arrive. It’s also one of the key reasons that some companies succeed while those right next door to them do not.

While building customer loyalty is a long game, more marathon than sprint, it’s also well worth the investment. Customers who are valued and who feel connected are much less likely to chase the next shiny object that comes by, and that’s true even in a world of ever-shortening attention spans.

So, what can you do today to say thank you to your customers, to let them know you care? Give it a try and see what happens. You might be very pleasantly surprised.