“I’m just starting out. I have no money, and I’m wondering what are five things I can do to get my business started.”
There it is, glistening on the monitor. The most fundamental of business questions in the most usual of situations.
You can hear the pain in it, can’t you? And the inspiration and excitement. It’s like a whole epic trilogy in two sentences.
There’s bad news and there’s good news. And there are five things.
First The News
Bad news is that I hope the person didn’t mean literally “no money.” We’ve been trained over the last five years to think of everything as free, but it ain’t. Some things cost.
The good news is it costs a LOT less than it did, and you can get started quite easily.
Now The Five Things
Most new business owners skip over these five, but don’t. They are the stripped-down essential things you must do to make it.
1. Who and What
Ideally you want to know who you are trying to reach and what problem you solve for them. This is possibly the most challenging question in business, and the one most people avoid. For someone new, it can be extremely challenging.
So keep it sloppy. Keep it a little vague. But still, dig in. Try our How to Say What You Do In One Compelling Sentence video course (the first lesson is free). You can find it on this page.
2. Selling the Destination
When you’re new in business, you don’t realize that what your selling actually looks like a roadblock to your potential clients. Don’t make it a roadblock. Sell them something they actually want to buy. It makes it all much easier.
3. Ever-Widening Circles
When you are excited to get started, you tell everyone. Which includes your mom, your dad, your friends, your partner, your kids, your dog, your cats. It gives you a reason to finally return that tupperware you’ve been hoarding.
And then….crickets. Who else? You’ve got widen your reach. Oh no! Does this mean <dramatic pause> networking?
Hold up! Slow down! Networking doesn’t have to be a drag. In fact, it can be amazingly heart-centered.
4. Getting Hired
It’s one thing to have someone politely curious. It’s another thing to have someone really interested. It’s a third thing to have them actually hire and pay you.
You need to know how to hold a heart-centered, ethical, focused sales conversation. Your clients will appreciate it, and so will you. Otherwise you’ll just wonder why everyone keeps telling you “I’ll think about it” and then you never hear back.
5. The Website
You need a website. It doesn’t have to be fancy or expensive. But you need one. If people go looking for you and can’t find you online, for many people you don’t exist.
If you aren’t able to do this on your own, this is one place you’ll want to spend a little money. And by “a little money” I don’t mean $25, but I also don’t mean $4000.
You want your business to bring in enough money for you to live on, tens of thousands of dollars a year or more, right? Give it a solid home that actually works.
Three things involved.
- What to write on it. So, what in the heck does go on your home page? (And if you want more, here’s a link to Creating Heart-Centered Websites).
- Collecting email addresses. We use Aweber. Other people use other services. It costs about $20/month. Please, please, please do not collect email addresses manually. Use an autoresponder service.
Your site should make it easy to collect email addresses.
Not So Expensive or Overwhelming
If you know who you’re reaching, offering something they actually want, expanding your circle of influence, and know how to hold a sales conversation and get paid, then you are on your way. Add a modestly significant investment in a website and an autoresponder, and you’re on your way.
It may cost you a little in training and education, but really, it’s not so expensive to get your business going.
Where It Gets More Expensive
It does get more expensive, but not absurdly so. If you’ve been doing these five things, and kinda-sorta making it for awhile now, you may be worried how long you can tread water at this rate.
This requires more investment. To get from treading water to really thriving, you probably need to:
- Increase the effectiveness of what you’re already doing. Educate yourself! Take courses! Get a coach! Get a mastermind group and get honest feedback!
- Increase the number of systems you’re using. Chances are you’re doing a bunch of stuff manually, re-inventing the wheel, and making things much harder than they need to be. Invest in systems and tools, which will cost you money, usually on a monthly basis. You may even end up hiring some administrative help.
- Amp up your marketing. You may need to be reaching a whole lot more people so you can relax a bit on trying to keep a steady flow of clients and cash.
- Look better. Professional design? Professional photography? Beautiful web design? It may be time to stop the home-grown DIY look and step into representing the quality that you are bringing to clients.
People Get These Backwards
The trouble is that most people just starting their businesses skip over the first five steps and go directly into the four bullet points above. And most people who have been in business for awhile start to feel like they are indeed treading water and avoid getting the help they need from the four bullet points above.
Don’t do that. Don’t over-invest in your business when you start. And don’t under-invest in your business when it’s time to stabilize it and get it going.
There you go. A complete business development plan.
Anything I miss? Disagree?
32 Responses
That’s so true. I wrote about how to create a new website using WordPress in seven simple steps, complete with various video tutorials, just the other day. (See link below)
Mark, how about giving the truffles away? That’s something I’ve done, when I feel conflicted (well, maybe giving _most_ of them away….)
I really REALLY like your link to your prior postings–something about that feels so holistic to me.
Thanks, Doug! I ate the truffles AND gave some away… to my wife. 🙂 If the gift had been any larger than five truffles, I probably would’ve. 🙂
Five truffles? FIVE TRUFFLES? We’re getting into this mishegas over a mere five truffles? I’m sure that a many of Mark’s stalwart and wonderful qualities would not be seriously tempted to sin by less than, say, 10 or even 20 truffles!
More seriously, this does point up how our assumptions affect our decisions–had I known it was only five truffles, I would have had a different focus in my initial comments
I know it seems a little silly- but these truffles are premium- a gift box of five cost $25. For me, I just wanted to share the internal dialogue that came up.
For those who aren’t quite sure what all this stuff is about truffles, it’s from Notes from the Heart, which you get if you’re subscribed to our email. Just fill out that form to the right, and from now on you’ll be in on the inside story. 🙂
Mark, there is nothing unethical about accepting a gift. If you had offered to write about her in exchange for chocolates, that would have been unethical. Her honest joy that came from appreciation for the mention was followed by a sincere gift from her heart. To not accept the gift would be callous. Accepting the gift engenders a free-flow of energy that seems quite loving and honest to me.
Mark, the way you’ve broken this down is great. So many people think they have to dive in at the deep end and have all the infrastructure perfect before they can really step out there with their business. (Ahem. Looking at a picture of myself a few years ago, perhaps??)
I just want to add one thing to the four more-expensive-things-for-later. It’s not just DESIGN – it’s DESIGN and MESSAGE. The two are equal partners in creating an effective connection between the business owner and the people the business serves. And although your support materials are fantastic for people who want/need to develop their own website content, I find that most people really struggle to do this on their own. Hey, I do it for a living – and I still bump into blind spots and have to take about two or three times longer to develop my own message! It’s just HARD to see your own business from the client’s perspective, and yet seeing it that way is essential to having a really strong, compelling, intriguing message.
As for the truffles, I’m 100% in agreement with Erin’s comment. Nothing unethical about it whatever. To me, it’s a beautiful expression of the flow of mutual appreciation and gratitude.
Enjoy!
Hey Grace- I think you’re right about message. That’s kinda what I was getting at with the Who and What, but you are totally right that message needs a further evolution once you are rolling along.
Jeez Mark, on the truffles thing isn’t there a quote somewhere about accepting graciously honours the giver?. The truffles were given in love and thankfulness, by accepting you are honouring that – and anyway who says you you aren’t worth the gift? Oh that may be you??? Why the beat up? Honour yourself too – you did something from your heart with the right intention for someone, spread the love!
I think depending on the nature of the business, accepting treats and gifts is a personal choice for policy.
Depending on your clients – government, nonprofit, etc. – there may be rules of there’s that forbid their vendors/consultants to accept gifts.
On the other hand if the gift is donated back to the whole company and shared equananomously it can not be misconstrued as a bribe or anything tawdry.
also there may be rules re: spell checking before posting. but once you get started oh, it’s soooooooooooo very hard to stop … : <3 🙂
What was the name of that song?
I think Mark is honoring a genuine dilemma, here. He knows that he is not (yet) a fully attained human being, and he is raising the concern, “If I accept and eat the truffles now, will it affect how I write similar things in the future, because I know that my Lower Self can be very tricky and sly?”
I agree that Mark should graciously accept the gift given in love; the question I see is what does he do after that? If he eats the truffles, will he in the future be (unconsciously) influenced to write blog posting to gain other gifts? I think it’s the same reason that Mark discloses when a link he posts gets some compensation for him.
I was about to say that this is getting pretty far afield, but I’m not so sure. If every act of business can be an act of love, is it love to eat the truffles? Maybe. Is it love to eat the truffles, knowing that it may influence you in the future in a way you don’t like? Maybe not.
Doug is right. I’m not beating myself up- just noticing an internal conversation about ethics. And I did graciously accept the truffles, as I wrote about in the email, and have eaten about half of them. 🙂 And, in the future, I’d probably accept more truffles. Five truffles does not tempt me to break my ethics.
However, there is a slippery road here, and I just wanted to notice it in a helpful way for myself and everyone else.
“Don
Thanks, David. Glad it landed so strongly. It’s been landing strongly with me. Because it’s time for me to not under-invest soon. 🙂
wow thanks really for the motivating article I enjoyed reading. I have been always afraid to start my business and trying to find excuses.
“Get Rich or Die Trying”
#5 is the most important. Your web presence is crucial to showing your professionalism. The look, color, layout, and most important the content all play a key role into doing business online. Thanks for the information!
Hi Jeff- I think it is important, but I would argue that it’s the most important. Alone, it won’t be very effective without the other four.
Hi mark,
I liked the 5 rules….the way you have put together the content is mind blowing.
Hope the “Famous 5” golden rules will help me succeed in my new online venture.
Thanks,
Sim
Flight Sim
Hello Mark,
Very helpful article you share with us. One of the biggest keys I read in your post, is to know who you
This is the first time in 1month that I read blog on going into online business that was laid out so very well. You made it so clear and the thing is, you never seems to make it feel you are a business guru giving details with so much online language that we new earthling in this kind of world understand. Most often some gurus just blurt out whatever seems they feel like talking without taking into consideration that they are talking to newbies in this system, some may even used abbreviated words which we really don’t understand. Sir, thanks very much for this great ideas you just gave. I am planning to have my own site but everything seems vague to me who my target readers maybe and the purpose of making it.But after reading your post, everything is already clear.
A website is an important part. Yes, it’s inexpensive but requires hard work,dedication and consistency. It’s not easy to be self-employed with all the cost and etc, getting hired would be ideal. Goodluck to your goals!
Hi Mark – Great post – I’ve found you via a testimonial on the psychotactics site (Sean always attracts a great crowd), and I’ve enjoyed mooching round your site!
I find a lot of the folks I work with struggle with taking their message off their processes – which they’re often too attached to because of how much effort it took them to get qualified – and changing it to focus on the results and outcomes their clients get instead, which afterall is what their clients are most interested in!
Thanks
Tanya
Glad you liked it, Tanya, and welcome. Yeah, Sean is a great guy- I really enjoyed working with him.
When you mentioned #3 and the Ever Widening Circles I had to laugh since I saw myself! And yes, I have experienced the lonely chirping of crickets!
Hi Daphna- glad it provoked a chuckle. 🙂
Hi Mark, I really enjoyed this article (I’m going to refer people here as a good intro to Heart of Business).
And it’s spot-on your observation about people over-investing in the 4 expensive things during start-up phase (and then under-investing when things are steadier).
Looking back, I realise I more or less followed your guidelines for the first 5 inexpensive things — I launched and managed my business on a shoestring budget. And now it’s time for me to delve into the world of investing in more expensive things! I’m excited and a little nervous.
I agree that Mark should graciously accept the gift given in love; the question I see is what does he do after that? If he eats the truffles, will he in the future be (unconsciously) influenced to write blog posting to gain other gifts? I think it
Thanks for sharing a great post which comprise a concrete structural plan to nail business successfully really helpful for beginners as well as for the professionals
Great tips are shared here. I feel amazed the way you write it genuinely and Carefully
Really helpful tips
great article!. i was searchin some info for my homework about bussiness plans. i found by the help of you. thanks a lot!
I do not know…some people still make it too complicated. Your ideas are very simple, I like that. The more simple any marketing is, the more success it will produce.
Personally I only focus on these three things:
1 – Find a Pond Full of Hungry Fish
2 – Find Out What Food They Like
3 – Hook’em on A Delicious Worm…
You see, simple and to the point.
Brett