I just finished reading a wonderful article on The Huffington Post by Morra Aarons-Mele, called “The Women We Know.” It’s a good read, so make sure to visit the site. Morra convenes an online group for the American Cancer Society, so she uses her experiences in, and mini stories from, that realm to illustrate her point: that there’s a new women’s movement about, one grounded in personal support and social change and that’s largely happening online in micro communities and large gatherings.

The article sparked a number of thoughts (a sign of a good post!), but the first one that came to me is “I know. I experience the power of women almost daily through my involvement in Women in Consulting (WIC).”

Now, I know some of you’ll think, “Of course she’d write that. She sits on the board. She’s the president-elect. She’s supposed to say how wonderful WIC is.” You’re right. It is part of my job to promote WIC. But — and this is a big but — WIC is an all-volunteer organization, save for our administrative support and a small stipend for PR. I don’t get paid for the work I do for WIC. It’s all pro bono — same for all of WIC’s board of directors, program chairs, and coordinators. If I didn’t believe everything I wrote or said about WIC, I wouldn’t be here. If I didn’t receive all the benefits that I tout, I wouldn’t donate so much of my time to help keep WIC going. So, yes, I drink the Kool-Aid, but only because I know first had that it’s mighty tasty.

It’s Not About Perfection. It’s About Connection.

Is WIC perfect? Heck no. Is it for everyone? Nope. No organization is — that’s what keeps life interesting. “Variety is the spice of life” didn’t become a cliché for nothing. What WIC is though is a community…a place to connect, to learn, to get support, to be motivated.

Now you may say, “Morra’s post was about movements. WIC isn’t a movement.” And you’re right. WIC isn’t a movement or even necessarily about social change (although the organization and many or our members do get involved). However, Morra’s post is about community and women and their power to bring about change. And WIC is all about that.

WIC is first and foremost an online community. It started as a small group of women meeting in person to support each other. And we still have regular monthly meetings (six total to accommodate the Bay Area geography), as well as special events and workshops. But WIC’s true value comes from the knowledge bank that is the WIC online Community, the partnerships we make with other organizations and businesses, and the relationships that one can build simply by getting involved. 

Make a note of that last point, as it’s one of WIC’s best kept benefit secrets and also the reason that movements grow. It’s only natural that the WIC people that I’m closest to are the ones that I’ve worked with in my various roles. I started small (helping with a silent auction, managing one of WIC’s newsletters) and slowly moved into larger roles. I’ve been on the board for almost four years now, serving in two different capacities.

The people that I turn to first for business advice are the people with whom I’ve collaborated with at WIC. The people I refer first are the people I work with, as I’m familiar with their work ethic and deliverables. And, as I’ve mentioned in the past, at least 75% of my business can be directly tied to having volunteered at WIC. And it’s not like I see all of my coworkers all the time. Heck, one of them I didn’t meet face-to-face until we’d worked together for two years! Our communications were all through the Internet or the phone for quite a while. Not only do we refer each other for projects, but we’ve developed a friendship that will last beyond our work on WIC.

It’s Not About Competition. It’s About Collaboration.

The current women’s movement works because the women work together for a common cause. It’s simultaneously about each woman and all women. Everyone is important, but no one is more important than anyone else.  This philosophy is the life blood of WIC and taps into the true power of women. Sure there are exceptions, but overall women tend to be about collaborating with others not working against them.

I and so many other WIC members that I know are more than happy to help a fellow consultant brainstorm ideas on how to improve and promote their business. Our archives are full of members and affiliates openly sharing consulting best practices. And I know that I recommend other writers for projects and other writers recommend me. It feels good to help. And I firmly believe what goes around comes around — and I’d rather see the good karma coming and going vs. bad.   

It’s Not About Going Alone. It’s About Going Together.

In her post, Morra wrote, “This week, in the midst of frenzied online organizing to promote gender equality in health care, I had a family crisis. And when I had to bow out of the action, Jodi Jacobson wrote, ‘Don’t apologize for anything…that’s what a movement is for….”

Consulting can be a solitary business. Social media communities make it less so. But even before the advent of Facebook, Twitter, LinkedIn…I didn’t feel alone, because I was part of WIC — a pre-social-media community. The people I’ve come to know at WIC are my colleagues. And that group continues to grow as I continue to meet more people from the WIC Community. I’m continually amazed at the organization’s ability to attract sharp, savvy individuals who are so open and willing to share.

I don’t promote WIC and tout its benefits because I’m going to be president. Rather, I accepted the president role because I believe so strongly in WIC and want to help ensure its continued success.

Having to pick up the phone to follow-up with a client or potential client with the hopes of generating new business is a challenge that I’ve yet to master. What if I’m bothering them? What if they think I’m too pushy? Even worse, what if they think of me as a salesperson, and I lose their trust?

Kathleen Ronald, who presented “The fortune is in the follow-up” at a recent Women in Consulting (WIC) meeting, assured me that no one would ever mistake me for a salesperson. She said I came across trustworthy and sincere. She also said, in effect, that my problems were all in my head. The audience clapped in agreement. I took a deep breath.

In an attempt to relieve myself of negative thoughts when it came to making follow-up calls, I wanted to know what bothered people when others followed-up with them (so that I could avoid making those mistakes). I also wanted to know what others did that was effective for them. So, I posed two questions to the WIC Community:

1. What are your pet peeves when people follow up with you?
2. What tips can you share to help us be better follow-uppers?

With responses from over twenty women, here are the key pet peeves:

1. People who are really pushy
2. People who follow up too often
3. Follow-uppers who lack email etiquette
4. Follow-uppers who lack phone etiquette
5. People who “follow-up” when they don’t know me
6. People who don’t keep their commitments

So that we can learn from each other, I’ve included quotes from the respondents, as well as tips that will help us be better at following up. Perhaps if we were better at it, we’d also do it more often. (But, be sure to first review the tips for Pet Peeve #2.)

Pet Peeve #1: People who are really pushy. Unfortunately, some people don’t realize that they’re being pushy. How do we know when we’re guilty? Here are some clues:

• “They tend to ask if I’ve made a decision and not ask first if there’s any additional info that I need. Some vendors seem to be “intense” about follow-up (frequency, tone of voice), which makes me want to dodge their calls.”
• “It’s annoying when people follow up with an immediate hard sell unless I’ve specifically asked for it.”
• “Some people are relentless even when I say, “thanks, but not interested.””
• “Being too blunt. “Help me do X because I’ve met you.””

Tips:

• “Listen to what the potential customer wants rather than drone on about how great you are. Smile when you’re talking — it makes a difference. Don’t get offended if somebody says no or is too busy to deal with you.”
• “Ask the client/potential client when it would be a good time to follow up, versus giving them a timeframe they need to respond to. Don’t be pushy or intense. Call and ask if there’s any more information that you can provide, or proactively send or call with new information that you think the client might find useful.”
• “I prefer ’soft’ follow-ups — rather than a direct follow-up, instead sending an article of interest or something else helpful like that.”
• “Try to come up with something useful/interesting to share when following up, so you have two reasons to call — somehow makes it easier to then ask, ‘Oh, you mentioned the project, where is the approval?’ I remind myself that people are busy and it [the project] might actually be helping them.”

Pet Peeve #2: People who follow up too often. What’s too often? My guess is that when we call more often to “get” rather than to “give,” we’ll be perceived as following up too often. Here’s what others said:

• “When people follow up without a purpose or without bringing something of value to me.”
• “People who repeatedly follow up after being turned down. I’m ok with a single call to ask how the new vendor is doing, whether there’s any opportunity to reopen the decision, or someone who calls with an interesting new tidbit of information, but someone who just keeps calling to “check status” when I already told them that we selected someone else is just not tracking their correspondence well.”

Tips:

• “I sometimes follow up with a “just wanted to make sure you got my message, and see if I can answer any questions for you” — especially these days with the AT&T/iPhone issues, and the fact that sometimes emails get lost. I usually find people appreciate it.”
• “Consider the little things one can do to make someone remember you. I’m always very impressed when someone I met follows up in a few days with items they’d offered to send during our casual conversation — especially when it has nothing to do with their line of business and is just an interesting or helpful item to me, e.g., “Oh I saw an article on that topic recently, I’ll send it to you.” It’s the little things that build trust that make all the difference and literally little, nothing major nor too often.”
• “I love it when someone: sends me an article that they think I might be interested in; calls or emails to schedule more time together to explore how to work together; has looked at my web site and comments on it; asks me for more info about my services.”
• “Provide forthright, honest feedback. Respond to the person doing follow-up at the time committed to, so they don’t pester you.”
• “Establish a purpose for the follow-up meeting and be prepared when you follow up.”

Pet Peeve #3: Follow-uppers who lack email etiquette. While email is a convenient and timesaving tool, we can turn people off when we don’t apply good business etiquette. Here are some turn-offs:

• “My biggest pet peeve: follow-up does NOT mean put me on the distribution list for yet another email newsletter.”
• “When they automatically add me to one of their email lists.”
• “People who use automated follow up emails — especially if they then fail to “turn it off” once I’ve already responded with an update!”
• “A turn-off follow-up is an obvious impersonal, boilerplate message. Another is a direct pitch to sell services.”

Tips:

• “Always, always acknowledge an email or voicemail even if you can’t act on a request right away. Move an email to your outlook calendar with a reminder to follow up and/or respond.”
• Enable people to opt in before distributing email newsletters or marketing materials.

Pet Peeve #4: Follow-uppers who lack phone etiquette. I’d like to think that if you recognized yourself as the culprit in the quotes below, you’d quickly find a way to make a few adjustments — because you could be driving your clients/potential clients crazy. I hope they’re not talking about you:

• “When they’re calling me, but I’m busy and ask to talk another time, but they keep pressing.”
• “People calling early in the morning or multiple times within a couple of days and not leaving messages — sometimes it takes me a few days to get back to someone, and it can feel like they’re pestering me.”
• “Telemarketing sounds in the background after an initial delay of 2 to 5 seconds.”
• “Cell phone use in inappropriate places, e.g., while driving; in restaurants; while at another meeting; while in audience situations.”

Tips:

• If you call and leave a message, but they don’t return your call, it may be that “he’s just not that into you.” Or, he could be really busy. Perhaps you can use email to schedule a mutually convenient time to talk.

Pet Peeve #5: People who “follow-up” when they don’t know me. My definition of “follow-up” is reconnecting with people that I’ve already met whether in person, by phone, or through email. If we’ve not met before, you may have written “follow-up” on your calendar, but your name isn’t in my book. Here’s what other people said were their pet peeves:

• “Supper chummy stranger that wants to be your instant friend.”
• “When someone has no idea who I am or what I do; it’s obvious that they just have my card from a networking event.”

Tips:

• “If we didn’t make a meaningful connection at an event, don’t try to force it in a follow-up. I like Kathleen’s advice: wish them well and move on.”
• “A meaningful follow-up references something we discussed and/or offers further information that I can use.”

Pet Peeve #6: People who don’t keep their commitments. When you agree to do something for someone, you create expectations. When you follow through, you meet expectations and good things may follow. When you don’t follow through, you create disappointment and a negative impression that you’ll need to work extra hard to fix, that is, if you value the relationship. Here’s what others said:

• “Follow up with no follow through. They might follow up, make an appointment, then cancel and never follow through with another follow up meeting.”
• “People who offer to do something for you and then don’t do it. It’s better to not make an offer than to make one and not follow through.”

Tips:

• “Only promise what you can deliver.”
• “Be very clear about response time, when you can deliver, etc.”

Now, go ahead and make that phone call or send that email with confidence! Just don’t call too early or be too pushy. If they don’t have time to talk to you, just add them to your email newsletter list — not!

Anyone who knows me is probably wondering how I could be writing a post on work-life balance. This year has been full of days that start at 6 or 6:30 and don’t end until midnight or later and working weekends. In fact, I’ve found little time for one of my favorite stress relievers: exercise. NOTE: this post isn’t about the benefits of exercise.

I love the endorphin rush I get from a good walk in our hilly neighborhood while listening to some of my favorite music — another top stress reliever. However, after getting to bed at midnight or later, the last thing I want to do is drag my you-know-what out of bed to exercise. Heck, even when I was a fitness fanatic that wasn’t my favorite hour to break a sweat. The result, I find myself feeling less than stellar for my lack of movement and determined to do something about it. Little did I know all that I’d get out of it.

Lesson # 1: Put a stake in the ground.  My situation wasn’t going to change anytime soon, so I decided to find a new time and claim it as my own. At least four times a week, 5pm is my time. Period. I owe it to myself and my business. I think clearer, and I’m more pleasant–both business-building benefits. And I owe it to my family–I’ll be way more enjoyable to be around.

Lesson # 2: Be open to new possibilities. A key component to my walks’ ability to improve my mood and outlook is the opportunity to lose myself in music and my thoughts, totally on my own away from all responsibilities. However, the second time I was getting ready to go, my eight-year-old daughter asked me to go. This meant no music, no opportunity to mentally escape, no time just for me — three components that make these walks such a stress relief. Yet, this was a chance for free, uninterrupted time with Ashley, to show through my actions that I love being with her, and to encourage her to seek out physical activity.

So instead of resenting the loss of my one hour of “me” time, I chose to welcome this wonderful opportunity to share my walk with my daughter.   

Lesson # 3: Small changes can make a big difference. When we set off on our walk that first day, Ashley put her little hand in mine and started to chat away about her day. We talked about all sorts of topics, from school to vacations to why people litter to friends to the cows and other animals that surround our neighborhood and more. We laughed. And we just plain enjoyed each other’s company, sometimes daydreaming and not saying anything.

The decision to go on my walk with Ashley — and how I chose to view it —  has had a huge impact on how I feel, more than just a walk by myself would do. I still get the endorphin rush and the calming effect that I get from music, but it’s different. Different in a good way — and being open to new ways has a lot to do with that.

Do I miss my solitary walks? Sure, but I can do those when she’s otherwise occupied. Meanwhile, I’ll continue to welcome what the universe has to offer instead of fighting it — or at least try. I’m certain that’s another great stress reliever.

Lesson # 4: Feed two birds with one seed. (I never liked “kill two birds”; I like birds.) I’m a great multitasker. But I don’t typically advocate being a multitasker when it comes to relieving one’s stress. Kind of defeats the purpose, if you ask me. Yet, sometimes feeding two birds with one seed is more rewarding than tending each bird separately. Walking with Ashley gets me moving and outside with nature (another stress reliever that I recommend), and it increases the time I spend with my daughter, time that isn’t spent doing homework or cleaning or running errands. I would call that the best type of multitasking there is.  

There are other lessons of course, but you get the idea. One little walk (or whatever helps you deal with stress and brings you joy), combined with a better attitude and a go-with-the-flow approach, can “keep the doctor away,” give you the feeling that there is some balance in your life, and teach you a lesson or two along the way that you can use elsewhere in your life.

Brand design can extend into all realms of a business’s designs – even into the design of feedback or subscription forms on your website. Here’s an example of how you can customize a form to match your brand design.

This is the original output of a form-creation program:

It’s decent, certainly – but we can do better.

When you’re designing your form, keep your brand’s color palette, font style and other brand standards in mind. Here’s a designed version of the same form, followed by a discussion of the changes that were made.

1. Adding a headline can help to make the purpose of your form clear. Headlines also make the form design more eye-catching. Design the headline to match either the other headlines or sub-heads on your page, in terms of font face, alignment, color choice and size.

2. Include instructions on how to use the form, and set expectations about what will happen once the form is filled out. This helps to visually anchor the form and to also make the person filling it out feel more comfortable about doing so. Again, the font face, alignment, color choice and size of these instructions should be matched to your other materials – in this case, your body copy.

3. Style the form field labels. Change the font face, size and color palette on the form field labels (Name, Email, Company, etc.) to match your body copy.

4. Align the form field labels (usually left, unless your brand guidelines specify another choice). You may be able to do this by just styling the text, but you may have to change the table styling if your form was delivered in an HTML table.

5. Design or style the “Submit” button. Your choices here include:

1. Keeping the default style (shown here)
2. Changing the text that appears on the button. This can be done in the HTML code by changing the ‘value=”Submit”‘ text to read ‘value=”Your Text Here”‘.
3. Swapping out the default button style for a graphical button. The code for this is: <inputype=”image” src=”images/submit.jpg” value=”Submit” alt=”Submit”> where ’submit.jpg’ is your image file. If you choose this route, design the button to match your color palette and brand, but make sure that it is still easily identifiable as a submit button. You may do this through the words on the button, or by using an arrow graphic if space is limited.

6. Consider placing a border around your form. This can help to distinguish it from other elements on the page, and help it stand out from the rest of your content. Your border can be solid, dashed or dotted. Choose the option that aligns with your brand.

7. Add a background color. This is another way that you can make your form stand out and call attention to itself. Choose a background color that your headline and body copy colors contrast with, to ensure that they will be legible. And, make sure the background color coordinates with and compliments the rest of your brand. You may also choose to place a subtle pattern in the background if your brand calls for that.

Tags: Running a Consulting Business, web 2.0 marketing strategy