Bargain vs. Value: Are You Sabotaging Your Business?

Honestly, who doesn't LOVE a bargain? 50% off tags make our eyes boggle and an arduous quest for the perfect _______ is forgotten when, at some unexpected moment, we find our treasure at a deep discount. Ah, in those moments, all seems right with the world.

The word "bargain" relates to the price of something; specifically a low price.

What about "value"? And what about a distinction between the two? Are these words significant in the application to business services we delegate to freelancers?

Bargain. Value. Hmmmm.

Lord Byron had a few thoughts on the subject of bargains:

"A bargain is in its very essence a hostile transaction. Do not all men try to
abate the price of all they buy? I contend that a bargain even between brethren is a
declaration of war."

It sounds like Lord Byron spoke from experience. Why else would he be so impassioned? "Hostile transaction. Declaration of war." Those are strong words.

When hiring pros to make their valuable contribution to the success of our businesses, rarely do we look for a bargain. We want many things, but a bargain is not one of them. We want quality, we want integrity, we want dependability and we want all that at a price that has value to us: the price is high enough so we know we're engaging the services of a skilled professional, but low enough so we can realistically work it into our business budget.

Getting a bargain may mean we compromise value and quality in the process of building our businesses. And how can that ever serve our vision and goals?

As business owners,

confine bargain hunting
to actual goods and
seek value
when hunting for services

It's a clean distinction and one that fits into big business plans for growth, efficiency, simplicity and continued forward momentum.

So, what's the most effective method to getting value when hiring freelancers?

1. Ask for referrals from your colleagues and friends.
2. Compare services offered AND pricing based on your needs.
3. Contact references.
4. Establish clear contractual parameters.
5. Start with a small project.
6. Remain actively involved with open and ongoing communication.
7. At the conclusion of the first job, conduct a brief assessment to determine if a second assignment is warranted.

For the most part, pros who are compensated fairly do work comparable to their compensation. A bargain price often means bargain deliverables resulting in lost time, effort and the need to start from "square one." After a bargain-based experience, many entrepreneurs start over with an important lesson learned and a keen eye for getting value, instead of a bargain.

Bargains will cost you in the long-run. Learn from others and shorten your learning curve in business. There are plenty of other lessons to learn on your own. This doesn't
have to be one of them.

Bargains are good. Services are valuable.

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THE Secret to Hiring a Professional Editor at a Fraction of Industry Rates

Delegating tasks to others is a key to your success in business. You cannot do everything, nor would you want to do everything. By hiring professionals to do what they do best, you focus on what you do best and grow your business at the same time.

As an established business owner, you probably already have existing marketing content: descriptive web copy, effective sales letters or 4-color brochures with matching pens to mail with your thank you notes and promotional campaigns. But there may be a few more pieces to add to your marketing puzzle including an article campaign, a press release to distribute news of your latest product launch, or an auto-responder series for your newsletter sign-ups.

Sticker-shock is common among the clients of copywriters and copyeditors. As word artisans there is a great deal of skill and time involved in creating captivating copy that both meets your expectations and delivers results. You want true professionals on your team and yet although the expense is an investment in your business, sheer economics may mean the difference between being able to hire them or not.

If you know you need the services of a competent editor, but struggle with the hows of paying for it, you are not alone. At the risk of singing the very tired "in these economic times..." song, it is important to find innovative ways to stretch every resource to its max.

This is one insight is the key to maximizing your editing dollars:

Hiring an editor
for the finishing touches
of any marketing piece
is the most cost-effective method
of securing their services

Essentially: give your editor a near-finished document.

So, what does this mean?

1. You (or someone competent and knowledgeable of your company and products or services) write the content.


2. At least two people with an intimate understanding of your business review the materials to ensure the message: 1) speaks directly to the target market, 2) is easy for anyone within that target market to understand, 3) communicates succinctly and effectively, and 4) flows naturally.


3. The document has been reviewed by at least two sets of eyeballs for grammatical, spelling and punctuation accuracy.


4. One final review by someone competent who hasn't seen the document before.

By the time you complete these four simple steps, your document is near-finished. Now it's time for an expert editor to step in and work their magic... at a fraction of the cost of a comprehensive editing job, which may even involve aspects of copywriting depending on the strength of the copy.

As you know, time is money. When you save your editor time (by doing the labor-intensive action steps of getting content into polished form), you save money. And yet you are still able to hire them for the best part of what they do so skillfully: to ensure your message is clear, direct and effective before it is mass-distributed.

Here are a few additional tips for maximizing the expertise of a seasoned editor:

1. Establish a budget based on a real-world assessment of your circumstances and give this figure to your editor. Ask what s/he can do for that amount. You'd be surprised at how much can be accomplished in a mere hour. Let your editor tell you what's possible based on their knowledge, not your assumption.


2. Ask about terms. You never know how flexible your editor might be unless you ask! As a consumer, there has never been a better time to negotiate all aspects of delegating work to other entrepreneurs. However, let fairness for all parties be your approach. What diminishes one, diminishes all, no matter how screaming the deal for the one.


3. Be creative! Black-and-white approaches to life are not only limiting, they're a pure bore! Make the art of delegating and negotiation fun. You'd be amazed to discover the multitude of ways to collaborate with other fabulous entrepreneurs by stepping out of the proverbial box to dance on the top of that box. It starts with the willingness to be creative and explore ALL the possibilities. If you want to work with someone, find a way to make it happen with ongoing, open dialogue until you reach an agreement that leaves everyone smiling.

As the old adage goes, where there's a will, there's a way. Will yourself to enjoy the services of true pros. Not only can it work into your budget, but it makes a colossal difference in the quality of your marketing copy, which is your representation in the world. And you want it to be the most effectual imprint possible.

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DIY (Do It Yourself) or Delegate? THAT Is The Question

It's hard to be objective when you're so close to your business. To save money, as entrepreneurs we often consider doing many things ourselves. There are smart reasons, though, to give this approach careful consideration before proceeding.

Economics are very real, but so are your efforts. To waste them wastes time that can be better spent focusing on doing what you do best to grow your business.

How do you determine whether the task in front of you is something you should do yourself or delegate to a pro?

Remember: There are no right or wrong choices when it comes to either option. There are simply decisions that must be made. With mindful consideration you'll know exactly which option is best in each situation.

1. Ask yourself these simple Do-It-Yourself questions:

• Do I possess innate talent for this task? When we perform based on our natural gifts, the results are highly productive and soul-fulfilling. It doesn't cost us much in time or effort to perform these tasks.
• Have I done it before? If you already perform the task and enjoy it, the best choice may be to DIY. If it's something that truly interests you, and you've never done it before, it may be a worthwhile task to perform to build your skill set.
• Do I have experience performing this task at/near expert level? Do you have a burning desire to learn accounting or set up a shopping cart? If you do, that's probably your business. If you don't, it may take more time becoming proficient enough to make it worth your time. Look at the long-term investment of the learning curve. If you invest the time now, will you want to continue this task when your business is in full bloom?
• Do I enjoy this task? When we love what we do, things just flow. They don't feel like work. Time passes quickly and we are done before we know it. With few exceptions, that's how the DIY approach should feel. If you dread the task in front of you, you gain nothing by doing it yourself. Delegate NOW!
• Can I complete this task without other projects falling behind? You might think you have more time than money, but what is your time worth? If you have one project that can be completed and turned into cash and it's something only you can do, that must be your priority! Doing everything yourself is impossible. If your to-do list is wildly out-of-control already, how can you feel good about doing yet another thing that can be delegated? There's enough to do.
• Can I complete this task in a reasonable amount of time? If it takes an expert two hours for a logo design and you pay her $295, and it takes you 10 hours because you have to learn a new program and create the design, have you saved anything? When you learn the program is your innate talent design composition? That 10 hours might be much better invested in development of an e-book, formulating a new product or ANYTHING that can generate many more times the cost of the logo.
• How will I feel about the time and energy invested if I do this myself? The feeling of wasting time or energy weighs heavy. How often have you completed something only to wish you could start all over and delegate it because the project became a monster? What about the results? Did they exceed your expectations? Maybe, maybe not. If you don't have full confidence in doing it yourself, delegate. The pro you hire must deliver goods that at least meet your expectations. If not, they have to do it again. This requires no further investment of time or money on your part because the liability is 100% with the expert you hired.

2. Ask yourself these simple Delegation-related questions:

• What is my budget for this project? Be specific and realistic. How much are you investing and what is the ROI (Return On Investment)?
• What do I get in addition to what I'm paying for? When you hire a pro, you're getting so much more than what you hired them for. You are buying time. As an example: 2 hours to learn more about search engine optimization, R&D on a new product, launch a new Blog, time to schedule a much-needed coaching session, hire a marketing business consultant, develop a plan for 2009, etc. By delegating, you give yourself a structured time slot that would have been spent performing the task, but instead you can use for something else that must be done... maybe something only you can do.
• If I delegate this, how will I use the time instead? Map it out and be specific. Set a goal for yourself. That way it feels like two things are being accomplished at the same time, which they are!
• Does this use of time make more sense than doing this myself? If you quietly ask yourself this question and listen, the answer will surface. It's your internal guidance system helping you make wise decisions based on much more than the logical considerations in front of you.

Based on the answers to these questions, you now have a clear sense of whether you should DIY or delegate.

Another Option

Instead of the common polar approach which is: "This or that; black or white, full or empty," think of ways you can maximize the services of a pro with each of you doing a portion. This gives you the benefits of both experiences; DIY and delegating.

As an example, one of my clients writes all her copy. She emails it to me for a complete edit. This saves her considerable money because she's completed the bulk of the work. On the average, this saves clients 3/5 of the cost of a full copywriting job because it doesn't involve the extensive background research required for me to deliver rich content. She saves money, but benefits from a second set of expert eyes on her marketing materials.

Now, that's a win-win situation!

Do First Impressions Really Matter?

I take great pride in making a memorable, positive first impression. And after the first impression, my passion and commitment for over-delivery borders on compulsive.

Throughout the course of business, I seek the services of other professionals because I need to outsource as many tasks as possible. And I love to support entrepreneurs with my money.

However, I’m very particular. My standards are extraordinarily high of both myself and those who support me. When I require the services of a new team member, I do extensive research, conduct interviews and hire only the best of the best.

I met a fellow copywriter at a recent workshop. She and I enjoyed several conversations throughout the event and I made a mental note to keep in touch. Although I usually make changes to my Web site, this week I DESPERATELY needed the services of a pro. I called her and left a voicemail asking if there was any way what I needed could get done by day’s end. This is what happened:

1. 3 PM – Left a message

2. 4 PM – Received a call from a senior staff member who listened attentively to my request and reassured me, “No problem. We do this all the time.” With a few less-than-1-minute phone calls back-and-forth, he had everything he needed to do the job.

3. 6 PM – Received telephone and email confirmations. Project completed.

Yeah. Leaves you contemplative, huh? It did me. Why doesn’t every business operate this way? It isn’t hard. It isn’t complicated. Yet, so few businesses stand out by offering excellent service.

Recently, a friend recently told me about an experience he had at a retail store. He said, “Charlon, I wanted desperately to give them my money, but they made it too hard. The staff was anything but professional and I couldn’t support them with my dollars.”

Consumers have money... it may as well be in your pocket. But they have to trust you first and that means you must make an impactful positive first impression.

The initial contact with your company is usually an interaction introducing your products/services or delivering your products/services. Either way, it’s your responsibility to orchestrate a first impression that gives prospects confidence in your ability to make their lives easier. Solve their problems and YOU become their one and only resource. Nice positioning!

Impressions 101

1. Be friendly
2. Be sincere
3. Be authentic
4. Take the time to really listen
5. Be in service mode, not selling mode
6. Offer solutions and suggestions
7. Offer additional resources from your inner circle of contacts/suppliers

Once you’ve created a trust, how do you KEEP clients?

1. Deliver on time, or earlier than stated. This is embarrassing to even address, but you’d be surprised at how often it is underrated and overlooked.

2. If things change based on the original agreement, call immediately to discuss. Put yourself in the shoes of your client. Most times you don’t mind a delay if it’s brought to your attention in a timely fashion. What you do mind is several calls or emails to follow-up once the deadline has come and gone and you haven’t heard a peep. So frustrating. Do everything in your power to keep your client from assuming you are yet another unreliable business.

3. Educate your staff on expectations. Not everyone understands the premise of operating from integrity. Also, they may not know how because no one ever taught them. Teach them well so they are extensions of your passion, commitment and mission to excellence.

4. Over deliver. Nothing comes as more of a surprise as a free gift enclosed, a handwritten thank you note, an early delivery, a free article or comped rush charges. Make it your goal to exceed the expectations of your customers. Always give them more, not less. It's no big deal to give as much as is expected. It is a grand act to operate your business by consistently giving people more.

5. Return calls and emails as quickly as possible. So often we must manage our outsourced tasks, which just becomes another job. I don’t know about you, but I don’t need more to do.


As clients and customers ourselves, we can be easily reassured that our job/order is in the queue and is scheduled for on-time delivery. Many times we just want reassurance. Give your clients the same. Don’t make THEM work to deliver what YOU promised. Respond!

It’s so easy to stand out from the masses. Deliver on time, every time and keep your promises. Do it with a sincere heart-smile and gratitude. This cultivates devoted customers for life.

This article was inspired by Sharon and Adam Sayler at Impression Engineers. Thank you for making a first impression on me never to be forgotten. You are a true inspiration to the entrepreneurial spirit operating from the highest level of professionalism and integrity.

When I find the best, I stay with it. From this point, it’s exclusively Impression Engineers for me.

600% ROI (Return On Investment)? Invest 30 Minutes, Dividend Pays 2.5 Hours

Time. It’s a precious commodity. No one knows this better than entrepreneurs. We cram 15 hour days into 8. We are masters at finding ways to make things work with existing resources. I learned a long time ago that you either have more of one than another; time or money.

Remember when you were young? Most likely you had more time than money. That meant you hung out at home in the basement with your friends. You were creative about having fun because you didn’t have money.

As a 42-year-old, things are different.

Now I have more money than time. At some indiscernible point, there was a crossover. I don’t know where, when or how, but here I am; proof that something changed.

I don’t want to spend my time washing the car, changing the oil, or cleaning the toilet. Or bookkeeping, designing ads, or trying to get the best price on a new printer. My time is worth more to me now. I delegate these tasks to pros so I am free to do what I love; provide wordsmithing and editing solutions to entrepreneurs.

Somewhere along life’s journey I discovered investments and learned about assessing the ROI (Return On Investment). The higher the ROI, the better. 600% ROI is outrageous!

Let’s put the ROI in terms of time.

If you invest 30 minutes and get 180 minutes in return, you just experienced a 600% ROI. 180 minutes = 3 hours. If you subtract your initial investment of 30 minutes, that’s 2.5 hours of time you didn’t have before. Where did it come from? It came from a land of DELEGATING.

What would you do with 2.5 hours? Finish, or review and actually implement your marketing plan for 2007? Catch up on contracts for your sales force? Find a bookkeeper so you can focus on growth? Hire a business coach who helps you develop a plan to increase sales by 100% in 6 months?

Feel the freedom of delegating tasks to professionals who knows how to transform words into profits. How full do you want your pockets?

Imagine... a return of 600% every time you invest a mere 30 minutes (the time it takes to discuss and delegate your project). 2.5 hours to focus on growing your business; exactly where your attention needs to be.

To your unlimited potential and success~