Mediators Resign from the Club

If you've every uttered these words, you're a member of the club:

I must admit I hate having my picture taken.

I take a terrible photo.

I don't need a headshot

I'm a mediator not a movie star

It doesn't make a difference if my picture is there or not.

What club? The 'Photo-Haters Club', a variation on the He-Man, Woman-haters Club from the days of the Little Rascals. (yep, I'm that old). It's a very large group and I'm an occasional member. We sit around clipping ourselves out of old pictures and critiquing dated hair styles. You know, fun stuff. Of course, I'm joking but there is a serious problem with not making your picture available in your materials or website.

From a Metaphysical Standpoint

If your picture isn't present, your business is missing an essential component: YOU. Let me share a personal story that helped me begin to feel differently about seeing my smiling mug in pictures.

Over the past, I've avoided pictures like the plague- all pictures. When we moved into our house five years ago I took stock of all the pictures we'd collected. There were tons of my son, Jared, and daughter, Kaitie playing, laughing, on trips, at school. It was the story of their life.

But where was I? The pictures told an incomplete story because I was missing. My grandkids, whenever they come along, won't have any idea of what I looked like as a young woman. They won't be able to see where that early grey streak comes from; how their smiles are similar to mine; or see my pride and gratitude about having such a wonderful family. I'd erased myself from my own history.

What message do you convey to prospective clients when your picture is not part of your professional identity?

Getting the Big Picture

I'd done the same thing with my business. My materials were devoid of any pictures of me or any notion of who I am as a person. There wasn't a scrap of 'Dina-ness' to be found. Bad move because people do business with people they like and trust, not highly polished, professional brochures or websites. Mediation is a trust based business so marketing should help increase that connection of trust, not deplete it.

Thankfully, I've seen the big picture now. Seeing my picture actually means something to people. I got that message over and over, especially during my time as Corporate Ombuds for Fleet. People I never met face-to-face told me my picture was encouraging and comforting. Some folks even propped up the photo during our phone conversations.

Now, I market with my picture and damned proud of it. Members of ADRPractiebuilder.com often remark that seeing my joyful face inspired them to grab some joy of their own. That's a picture I definitely want to be in.

Getting a Great Photo

Right. You're convinced, but where do you get a great photo? No worries. Here's a few crafty tips for you:

1. It's a photo, not all of you
   
   Don't worry so much about the image of you in the photo because truly it can never capture all of who you are. It's meant to capture your essence. When that happens you'll be pleased with how you look.
   
   
   
2. The outside is a mirror of the inside
   
   Think of something pleasant. Stressing about your hair, clothes, the lights, etc will all show on your face. My daughter and I have marathon viewing sessions of 'America's Next Top Model' and the best pictures are the ones where the models are thinking about the mood or message they want to portray.
   
   
   
3. Get the right tools for the job
   
   This isn't a DIY project. Invest in professional photos. You'll absolutely get your value back in terms of quality and use. Find the best photographer for you. There are only two people in Boston who I trust to take my picture. Why? Because they are artists who are truly concerned with telling a story, selling a package of photos.
   
   You can find someone in your town who works the same way. Next time you see a headshot you really like look for the photographer's credit at the bottom of the picture. If not, simply call the subject and ask who took such an amazing picture. Believe me, the subject and photographer will be each be flattered and you'll be assured a winning photo.

Try. Fail. Learn. Grow!

Dina

Get LinkedIn to Expand Your Opportunities

Social networking sites are intriguing to me. I've been following the idea for a while now.

Mediation is a high-touch, personal business that requires mediators like you and me to build relationships to grow our business. But frankly, the traditional type of networking- glad-handing, card-shuffling and gabbing - leaves me cold (and fat from all that noshing). Im ready to try something new. Sites like Linkedin bring people together to share their interests or work across geographic boundaries. They seem to be a perfect tool for mediators who want to expand their networks or enter new fields.

Of course, I'm still learning but here's what I've gleaned so far...

Lesson #1 - One is plenty

I've decided to do LinkedIn again after I got requests from colleagues like Robert Ambrogi and members like Colm Brannigan to join their networks. I originally had an account, then forgot about it and my password. Then inadvertently started a second account. You only need one account and put the login and password somewhere safe.

Lesson #2 - Look before you leap

Scurrying to setup my account I threw up my profile without really looking at anyone else. While it's not a mistake, I notice that the profile, if done well, can be an excellent marketing tool that conveys not only expertise, background but personality, too.

Lesson #3 - Be Strategic

It's fun tooling around looking up interesting people, thinking about who you'd like to contact and stuff, but also very time consuming. Decide how much time you want to devote to joining groups and participating in discussions. Marketing via a social network shouldn't become your only vehicle to reach new clients and contacts; it's part of your overall integrated strategy.

Speaking of participating, here's a post by Scott Allen, author of 'The Virtual Handshake' from his blog of the same name, talking about simple ways to boost your credibility as an expert in online communities.

If you're already on Linkedin, let me know what you think of my profile at Dina Beach Lynch. Invite me to join your network, if you like. I'll try to respond to as many as I can.

Try. Fail. Learn. Grow!

Dina

Mediation Mensch Makes the Magical List

I'm having a Helen Reddy moment here...'I am Woman!'

Toby Bloomberg is ingenious. Toby, the amazing diva who pens Diva Marketing Blog ( #2 female-written blog on the Power 150!), created her own W-List to honor the hundreds of women bloggers who may not have made the Power 150 list of bloggers compiled by Advertising Age.

I'm honored to say that Mediation Mensch made her magical list. I'm amazed....that I've written over 50 thousand words since I launched in 2005 (some of them inspirational, even) and that there are readers and colleagues around the world who I now count as friends. I'm amazed and grateful that I get to have so much fun talking about my favorite topics: mediation and marketing.

Check out the W Magical List of Women Blogger for yourself. Hear us roar!

Smiling from ear to ear!

Dina

But I NEED income NOW

That's the very first thing my coaching client said when we started talking about finding a niche for her mediation practice. She's been volunteering with the court system, doing mailings and generally networking for a year with little success. She's expended a lot of effort and is 'tired of waiting'.

Another new coaching client recently said, 'he needs to grab some low-hanging fruit to pay the bills'. If you feel like you're in a similar situation, keep reading. We're gonna talk about why mediators get stuck at the end of the rope and how to tie a knot to hold on a bit more.

Hang in there, baby!

It's a very icky feeling when you're the breadwinner and there isn't a scrap of business on your calendar. I know. I've been there early in my practice. Here are a few ideas that can help you hold on and even succeed in generating cash.

Embrace Your Fear

Fear can be a useful tool to help you to focus on a goal and be disciplined in the pursuit of it, but not if you waste your energies on 'what ifs' and 'I never should'ves.' Instead, let your desire to succeed (which, for me, is the flip side of fear of failure) to move you into action.

Imagine how good it will feel when you get that check in your hand. My favorite is to see myself depositing the check at the bank. Then, figure out what you need to do to get a check in the next 30-90 days. The goal is the check, not necessarily the number on the check, because once you intend to get one check the laws of attraction will send you more checks. Start small. Make it your intention to attract a check from your mediation work

Start with Those You Know

Most mediators are keen to attract new business. Getting new business feels exciting and affirming, like being asked to dance at a party. Honestly, who doesn't want to be chosen?
Yet, there's a whole group of people who have already chosen you that often gets overlooked when trying to fill up a calendar--your past clients and contacts. Studies show it costs more to attract new clients than to court existing clients.

The world moves so fast and everyone is so busy it's easy to forget that past clients already asked you to dance and they might be more than willing to ask you again. That is, if you remind them you're around. Go back and call, yes call, everyone you've had contact with for the past 90 days to say hi.

Make yourself curious about what's happening with them. It's not about you or the waiting bills. Clients can smell fear just like dogs and kids can--and it isn't helpful. It's about renewing that connection so you can be of service. Ask what's keeping them up at night and how you can help. You might not get something immediately, but you've put yourself top-of-mind. And, if you make these calls a regular strategy people will start to anticipate and welcome them.

Do Something Different

The definition of insanity is doing the same thing and expecting a different result, according to Einstein. He also wisely said that the level of thinking that created the problem can't be the same level that solves it. You gotta step your game up. What does that mean?

Offer something else! Instead of offering to mediate, why not put a valuable information product to your niche.

Ebooks, Teleseminars, Workshops, oh my!

During our call this morning my coaching client - let's call her Sally - realized that after years in the field of family and marital communication, she could easily write down 12 issues that families/couples face and provide tips for each one in a few hours. It will end with a reminder that she has helped many couples/families find solutions to their issues. Once she completes the ebook she'll offer it for sale at a small price point ($10-16).

The same ebook could become the basis for both a teleseminar, which could reach people outside her geographic region; and a workshop she could present locally to different groups. She might charge a small registration fee, say $15. The goal of both programs is to increase her visibility, showcase her knowledge and make direct contact with folks who either can hire her or refer clients to her. Not to mention, sell the ebook after the talk. The real cash-generating value is to capture attendee contact information and permission to stay in touch with them.

Let's look at the numbers

I'll admit right off the bat the numbers aren't large. Yet, if you're accustomed to making $25 per mediation as some court-based mediators do, or nothing at all, then even $100 looks pretty good.

So if Sally sells a very conservative 4 ebooks a week from her website - that's $172 a month and $2064 for the year. If she gives two workshops or teleseminars a month that attract, again conseratively, 8 people, 3 of which buy the ebook she makes $150 per 60 minute session, which is $300 a month and $3600 a year. And, that doesn't anticipate the one or two people who will want to work with Sally as a result of seeing her in action.

Just imagine what will happen when Sally adds two more ebooks and starts advertising her ebooks as a series for a bundled price of $25 on the web! Or how her business will grow when Sally joint-ventures with an organization to offer her teleseminar to its members. As the Wayans brothers (Keenan and Damon) used to say, 'Mo' money, mo' money, mo' money!

But that's not mediating

True, it's not sitting at the table. But it is income. The most successful mediators I know, including those mentioned in Jeff Krivis' book, How to Make Money as a Mediator, understand that it takes a multi-pronged approach to marketing to be profitable in a mediation business. How can we authentically ask our clients to try new things and be flexible if we ourselves aren't?

Try. Fail. Learn. Grow!

Dina

PS I'm considering adding a teleseminar on creating an info product to the Fall Learning Series.
Let me know if you think that's a good idea by emailing me

Fail to Plan, Plan to Fail

What do I do now? That's the top question that the folks in my membership and my coaching clients ask me.

Got a Map?

Mediators want, no crave, a roadmap to success in marketing and creating a profitable practice. And, that's totally understandable. I'm happy to share the effective techniques and practices that I've learned over the years; and, heck, I'll even share the ones I'm exploring now. But as we all have experienced, sometimes the parts don't quite work. That goes for assembling toys and businesses. You need an integrated plan.

The Scary Two Words: Marketing Plan

I'll admit that even I don't like to hear those words together. For me, they conjure up images of mind-numbing reports/graphs; endless talking and dollars going down the drain. There are so many marketing professionals available that it's easy to feel overwhelmed or unknowledgeable to the point of paralysis. I've felt that way, too.

However, this year I've revised my approach to creating a marketing plan. I call it the 'Power of Three.'

The Power of Three

The Power of Three is a simple way for me to attack marketing the business in a clear, doable fashion. Here's how I use it.

I separate the year into three month segments, otherwise known as quarters by corporate types. Three months is the perfect amount of time to implement a plan or determine if something is working. I feel less stress than planning for an entire year because I can change course or tactics at the end of the period. And, it allows me to collect 'quick wins' to bolster my confidence and build motivation.

For each quarter, I select three goals or desired results. This part takes enormous discipline, I tell you. So many ideas to choose from, so little time to implement. My rule of thumb is to pick ideas that impact my revenue streams in three different ways: immediately, in the short term and long term. That way I'm creating value now and in the future.

Most mediators make the mistake of putting their marketing eggs in the long term basket only, doing activities that will 'pay off someday'. Ask yourself, what can I do to bring in revenue this week, or this quarter?

To make things even simpler I focus my efforts on the 3 Keys (if you haven't listened to the Three Keys to Make Money as a Mediator teleseminar you can do that on the homepage of ADRPracticebuilder.com):

Thinking Like an Entrepreneur - Building Operations

Developing a Niche

Becoming Known

Typically, I try to have one goal from each key per quarter. For example, one quarter might look like this:

1. Organize accounting systems and put payroll online (long term goal that allows me stay on top of what I can invest in marketing and save money at tax time).

2. Create 3 products that spring out of client requests (short term goal that provides cash during the quarter and builds my product catalog which makes the membership more valuable).

3. Respond to relevant blog posts and submit articles to submission banks like ezinearticles.com (immediate goal that can be accomplished in a day and brings visitors to my site).

How simple is that? And, it gets better. I can decide to spend a whole month on each goal individually or tackle a bit of each one for three months. Whatever works best.

But Do You Have to Write it Down

Yes, studies show that writing down goals helps you achieve them. Doesn't have to be fancy or too detailed, but it does have to be written where you can see it and be reminded. If you're the visual sort, try using Vision Board to give you a colorful reminder when you turn on your computer. Last night I wrote out the list of products that were floating in my head for next quarter. Just seeing them on paper cemented my resolve and encouraged me to prioritize them.

Journey of a Thousand Miles

You know the saying; it all begins with just one step. You can be doubtful, tired, scared, but don't get stuck. Take the next step because after that comes another and another and before you know it, you'll be there. (There, meaning whatever you deem as success).

Let me know if this resonates for you.

Try. Fail. Learn. Grow!
Dina

Tagged: 5 Web Resources I Use

This meme is fun; it's a bit like swapping recipes.

I'm delighted that Linda Dessau of Genuine Coaching tapped me on her list
to talk about my five favorite web resources. Linda, who really is a
reluctant writer's best friend, will be my guest on Thursday, August 16
to talk about how to write an email newsletter.

Anyway, I gave this some real thought, so here goes:

1. Instanttelseminars.com- a godsend program that completely changed the way I present TeleSeminars. I can now automate the entire reminder system and offer unlimited replays of calls. My coaching clients LOVE being able to grab every bit of a session.

2. Duct Tape Marketing Blog- penned by John Janstch who always delivers thoughtful, resource heavy posts I don't like to miss.

3. Yahoo RSS Aggregator- It would be impossible for me to read all the great blogs that I do without having them right at my fingertips each morning. This is probably the easiest one to use.

4. Image Chef- Who can say no to cute and personalized?! Image chef allows you to alter a standard picture from their gallery with your own words. Imagine 'Be Richly Rewarded' sprawled across a sandy beach...cool, huh.

5. . EBay- I'm embarking on a kitchen and bath renovation next week so I couldn't resist adding this one. What a resource! I've saved hundreds, possibly thousands of dollars by scouring eBay and craigslist for materials.

Bonus: Html Playground- I write code and this cheat sheet saves me time and a ton of aggravation.

Tessa Stowe of SalesConversations.com
Lisa Wells of Coast2Coastbusiness.com
John Jantsch of Duct Tape Marketing
Tim Kerber of MembershipSiteOwner.com
Cindy Greenwood of MSOCI Dream Team

You've all been tagged and here are the rules according to Lara:

1. MUST be clean. No R rated sites.
2. Only FIVE links.
3. MUST tell 5 people.
4. A link back to the person who tagged you
5. Lara’s Place is the meme originator

You've all been tagged and I can't wait to hear your responses.

Take this Idea Please!- Helping Lawyers

OK, here's a quickie idea that may turn into something more in the near future.

Jim Hassett of Law Firm Business Development notes in a recent post that more law firms are beginning to conduct client surveys as part of business development. Good idea, huh?

Here's where a mediator or Ombuds can get into the picture. Lawyers might not be the best people to conduct the interviews. You can see the potential for conflict, right. So, why not offer client interviewing services to law firms in your area?

Mediators have the right skills and can play the role of objective observer.

If you try this, let me know!

Try. Fail. Learn. Grow.

Dina

Claim Your Expertise & More!

Yeow! Monday's call with Linda Dessau was action-packed, and you know how much I like to get my folks moving.

Truly, the call was so well organized and presented, it was no surprise that attendees reported that they were going to start writing right away. Linda gave us all a vocabulary lesson(know what an article submission is, or a resource box?). She also gave us ample cures for the 'impostor syndrome' we all feel from time to time. (Hint 1)Write from your experiences, what's true for you. (Hint 2) We are all learners - we all know more than some and less than others. There are more gems in the audio available on ADRPracticebuilder.com...)

I love it when we have an impromptu coaching opportunity on the calls. Barbara, one registrant, worked with Linda to create her very own 'top 10' article during the call. Here's what Linda recommends you do as a writing exercise to create your top 10:

1. Sit down for 3 minutes (can't say you don't have time!)
   
   
2. Pick a compelling title (i.e. 5 Myths about...; 5 Common Questions about...; 5 Steps to..., etc)
   
   
3. Write down the first 10-15 things that come to mind (no censuring yourself)
   
   
4. Refine down to 5 points
   
   
5. Write 3-5 sentences for each point
   
   
6. Voila, Done!

While there's no hard and fast rule about how long your writing will take, try to do it in about 30-45 minutes. Then put it down to rest (you and the article). And revise again.

If you'd like some help with ideas, you can visit the 'Top 10 list Generator' on Linda's website. Think of it as a creative 'jumpstart'.

If you'd like your article to really shine (and who doesn't want to publish their best work?), Linda will give a good polish during a Power Edit for just $37.50. You'll have a professional article and learn from Linda how to do it yourself next time.

Sign up for the whole series which is a real bargain - live sessions, handouts and audio included.

Try. Fail. Learn. Grow!

Dina

Website Do's and the Winner is...

Everyone who attended our last teleseminar, Website Do's and Don'ts with Lisa Wells came away with a new bit of information, including me. Turns out I didn't have a privacy statement near enough to my webform, which is a don't according to Lisa.

Here are a few of the other tidbits Lisa shared:

1. Put your contact information on every page to increase credibility. (I'd also say add a way for readers to 'sample' you via a free giveaway, too)
   
   
2. Sprinkle your selected keywords throughout your copy to increase Google ranking. (Do this in a natural way otherwise you'll be seen as 'stuffing' and your ranking will tank)
   
   
3. Be sure your site has easy navigation and is accessible. (That means using the alt tags for pictures so that someone using a web page reader can still find your site useful)

Some of the very best conversation was around whether to include your prices on your site or not and how to work with a web designer. The audio is available on ADRPracticebuilder.com if you want to listen in.

And, the winner is...

I'm delighted to announce that Colm Brannigan of Ontario, Canada was the winner of the Website Makeover Contest. Just in time, too. Colm is knee deep in creating his website, which we'll share with all of you after he's had his free consultation with Lisa and I.

Many thanks to all the other contestants who participated. I couldn't resist offering a bit of feedback to one or two, anyway, which probably was a big surprise.

Staying on the website theme, I'm planning a session with a tech expert for the fall tentatively titled, 'Tech Questions Answered for Mediators. I often have a question about how to do something like how to zip files or how to add an RSS feed. Luckily, I have a great tech resource and you should find one, too. Meanwhile, feel free to send me your burning tech questions to include in the call.

Try. Fail. Learn. Grow!

Dina

Tagged! 5 Web Resources I Use

This meme is fun; it's a bit like swapping receipes. I'm delighted that
Linda Dessau of Genuine Coaching tapped me on her list to talk about my five favorite web resources. Linda, who really is a reluctant writer's best friend, will be my guest on Monday, August 3rd to talk about how to write great articles quickly and get them published.

Anyway, I gave this some real thought, so here goes:

1. Instanttelseminars.com- a godsend program that completely changed the way I present teleseminars. I can now automate the entire reminder system and offer unlimited replays of calls. My coaching clients LOVE being able to grab every bit of a session.
   
   
2. Duct Tape Marketing Blog- penned by John Janstch who always delivers thoughtful, resource heavy posts I don't like to miss. You'll love the tech resources he shares.
   
   
3. Yahoo RSS Aggregator- It would be impossible for me to read all the great blogs that I do without having them right at my fingertips each morning. This is probably the easiest one to use.
   
   
4. Image Chef- Who can say no to cute and personalized?! Image chef allows you to alter a standard picture from their gallery with your own words. ..cool, huh.
   
   
5. Ebay- I'm embarking on a kitchen and bath renovation next week so I couldn't resist adding this one. What a resource! I've saved hundreds, possibly thousands of dollars by scouring ebay and craigslist for materials.

Bonus: Html Playground- I write code and this cheat sheet saves me time and a ton of aggravation.

Tessa Stowe of SalesConversations.com
Lisa Wells of Coast2Coastbusiness.com
John Jantsch of Duct Tape Marketing
Tim Kerber of MembershipSiteOwner.com
Cindy Greenwood of MSOCI Dream Team

You've all been tagged and here are the rules according to Lara:

1. MUST be clean. No R rated sites.
2. Only FIVE links.
3. MUST tell 5 people.
4. A link back to the person who tagged you
5. Lara’s Place is the meme originator

You've all been tagged and I can't wait to hear your responses.

Try. Fail. Learn. Grow!

Dina