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Personal Branding: Cultivating the Right Relationships

October 4, 2017 By

Starla West is an executive presence and business leadership coach, “helping business professionals their interpersonal and leadership effectiveness.” She’s also in the third edition of Branding Yourself (pre-order your copy here), which drops on October 28. The following is the information she provided me for her case study. I wasn’t able to use all of it, so I asked if I could reprint it on my blog. This is what she wrote.

Why Do It?

If we’ve heard it once, we’ve heard it a million times: Effective networking is all about farming, not hunting. The goal is to cultivate relationships and gain trust. If we network only when we have to, we are way behind the game, as the full benefits of networking are most often realized after solid relationships are developed and maintained over time.

I have to admit I never fully understood this until I left the corporate world to pursue my entrepreneurial dreams. Prior to starting my own business, I was a consultant for various financial institutions throughout the United States. My job was twofold: 1) help my clients obtain more than their fair share of new customers (bank executives), and 2) help them keep these customers for as long as they possibly could.

Starla West says personal branding is all about cultivating valuable relationships.

My good friend, Starla West!

To effectively assist my clients, it was crucial that I quickly gained (and maintained) the trust and support of my clients’ executive teams. Needless to say, day in and day out I called upon my relationship building skills to “win over” these bank executives. Over time, these relationships eventually strengthened. At the end of my eight years as their consultant, these executives were more than just business acquaintances; they were now my friends.

How did I know that? Well, late on a Thursday evening, as I comfortably sat with my feet propped up on the sofa, I sent an email to my clients announcing I was leaving the company and starting my own business. After pressing Send, I closed my laptop, turned, and placed my feet on the floor. No joke, no exaggeration! Within 30 seconds, my phone rang. I thought, “Wow! I just sent that!”

I answered the call. It was the senior vice president and director of marketing for a large client of mine in Florida. I assumed he was calling to wish me good luck, but I couldn’t have been more wrong. He was calling to share his marketing knowledge and advertising expertise with me. He wanted to help catapult my business into full operation as quickly as possible by helping me develop a marketing plan. I couldn’t believe it! This extremely busy man who is next to impossible to catch on the phone was graciously giving me two full hours of his time and expert advice, and I didn’t even ask for it!

Over the next 24 hours, I received phone call after phone call and email after email from clients who wanted to help. This is when it really hit me: Networking is simply relationship building. If cultivated and nurtured correctly, these relationships develop into lifelong friendships that include a healthy balance of giving and receiving that and over time positively impact your professional growth and advancement.

How’s Your ‘I Got a Guy’ Network Looking

Could it use a little tender loving care?

The above lesson was further reinforced when my husband and I learned our friend, Alan, was badly injured in an automobile accident. While visiting Alan in the hospital, we learned our friend, Brad, was taking care of Alan’s personal matters since he didn’t have family living nearby.

During this conversation, Brad mentioned the other driver’s insurance company was calling non-stop. He was avoiding their calls because Alan’s insurance provider mandated, “Do not speak to that insurance company until you’ve hired an attorney.”
Let me pause my story there and ask, “Would you know the type of attorney needed to help your friend through this horrific situation?” If your answer is a personal injury attorney, you are correct.

That said, at this very moment, do you know a personal injury attorney whom you also like and trust?
If your answer is NO, welcome to the situation in which Brad found himself. He said, “I don’t know who to hire, Starla. I don’t want to call those ambulance chasers you see on TV but I also don’t want to pick one from an online search,” to which I replied, “I agree. You shouldn’t do that.”

I stepped out into the hallway and did a mental scan of my personal and professional relationships. Within seconds, I returned to Alan’s room and said to Brad, “Let me reach out to my friend, Amy. She’s a partner at one of the big law firms here in Indianapolis. This isn’t the type of case her firm would take. However, Amy is well-connected and I trust her. She will tell us which attorneys in Indianapolis to work with and which ones to stay away from.”

I immediately sent Amy a text and within 30 minutes she responded with a recommendation. I passed it along to Brad and said, “I know Amy very well. I trust her so this is who you should call.”  Without hesitation, Brad contacted the recommended attorney the following day.

Let’s take a moment and think about what happened.

  1. Brad needed help and I was able to help him because of the extensive network of relationships I’ve built and nurtured for well over 15 years.
  2. To help Brad, I reached out to my friend, Amy, whom I met at a business event two years prior. I was comfortable asking for help because over the last two years, Amy and I cultivated and nurtured our relationship to a point that we like and trust each other.
  3. But it didn’t stop there. To help me, Amy reached out to her network and confidently referred a personal injury attorney whom she liked and trust.

Let’s recap…

  • Brad used his network to help Alan.
  • Starla used her network to help Brad.
  • Amy used her network to help Starla.
  • And Amy helped another attorney by referring his services!

THAT is how an ‘I got a guy’ network works!

Networking is about building relationships with people whom you can share your knowledge, expertise, and talents and add value to their lives, and when done correctly, you’ll enhance your visibility and anchor your brand in the minds of others and eventually become a part of their ‘I got a guy’ networks.

As you continuously add to and nurture your ‘I got a guy’ network, it will always be full of individuals you like and trust and can comfortably refer and reach out to whenever you need assistance

Filed Under: Books, Branding Yourself, Personal Branding Tagged With: ,

A 25 Page Booklet is not a Book

May 10, 2017 By

Maybe I’m being elitist, but I’m getting annoyed at what people call “books” these days.

I can’t tell you how many times I’ve heard a so-called expert advise a room full of people to “slap together a short book to demonstrate your expertise on a topic.”

“It doesn’t actually need to be that long — 30, 40 pages tops. I churned mine out in a weekend,” one expert said a few years ago. He was giving a talk about how writing a book can get you speaking gigs and TV appearances.

As a real book author, this bothers me. It bothers me because it cheapens what I do. It turns the several hundred hours I’ve spent on my four co-authored books into a weekend errand you tackle between washing the car and getting a haircut.

I’ve lost count of the number of times I stayed up well past 3:00 am, writing until I fell asleep at my keyboard only to wake up and still be typing.
One does not simply "slap a book together"
But here’s this guy telling me you can just barf out a random assortment of words on any topic in a few hours, upload it to CreateSpace, and bada-boom bada-bing, you’ve got a book!

But my rant is not against self-published books. In fact, one of my books, The Owned Media Doctrine, is a self-published/traditionally-published hybrid of sorts. The others were published by Wiley and Que Biz-Tech (a Pearson imprint). And they’re all 250 pages and longer. So you’ll understand why I get annoyed when someone equates a 30 page weekend project with an actual book.

These stacks of paper aren’t books, they’re booklets. The -let comes from French and means diminutive or small. It’s literally a “little book.”

“If you run short of material, just bump the font size up to 13, set the line spacing to 1.5 lines, and bump the margins in a quarter of an inch,” said the guy. “I turned a 20 page book into a 35 page book that way,” he boasted. (I actually groaned out loud at that, and people looked at me funny.)

And punctuation and grammar? Don’t even get me started on punctuation and grammar! I’ve only ever heard one booklet advocate suggest getting someone to proofread the manuscript. The others recommend giving it one more read through on Sunday “with fresh eyes.” My books went through four read throughs before they were ever printed, and we’re still finding issues.

The whole reason for writing a book is to demonstrate your expertise on a topic. It implies that you have a depth and a breadth of knowledge that the average industry member does not. That you study and research more than the rest of the people in your field. (Whether you do or not is a different matter entirely.)

This is important if you ever want to get speaking gigs, especially paid ones. The idea is that you just wave your book in front of the conference organizer, and they’ll believe your expertise, and boom, you’re hired.

The problem is that 1) the minimum acceptable standard of what we call a “book” is slipping, and 2) our guy’s advice implies conference organizers are easily distracted by jangling car keys in front of them.

Booklets Play an Important Role

Look, these booklets might be fine for sharing with potential clients. You could even sell them for $.99 or $1.99. I know one guy who has made a decent living by writing ebooks and booklets about specific elite athletic techniques and selling them for $10 or $15.

He even goes so far as to break them out, chapter by chapter, and sells those for $.99 apiece. If you can do that, more power to you. This guy has a specialized piece of knowledge that, frankly, doesn’t need an entire 280 page book. It can be explained in a few thousand words with some pictures and diagrams. It doesn’t need to be any more than that.

There are booklets out there for launching a business, passing specific industry certifications, repairing appliances, cast iron cooking, and changing the oil in your car. There are short 15,000 word novellas and poetry booklets that take up 25 pages.

In the fiction world, these booklets are called chapbooks. Historically, those meant small pamphlets containing ballads or tracts, and they were sold by peddlers called “chapmen.” To modern creative writers, chapbooks are small paperback booklets usually containing poems or short stories.

And the chapbook authors are appropriately humble about their work. They recognize that this is a tiny work and not on the same level as a regular book. But they’ve also spent hours and hours on it, after spending years honing their craft to even start writing the book. It’s not something they “slapped together” one weekend either.

You Should Still Be Proud

Don’t get me wrong. What you’ve done is impressive, and you should be proud. You’ve strung together 4,000 – 5,000 words about an area you’re an expert in. I’ll bet 95% of the US population can’t say that. You have done something that only a few million people throughout history have ever done. And I’ll even say this qualifies you as a “writer.”

But that’s the first step. You’ve got a lot more knowledge rattling around in that great big brain of yours — at least another 55,000 words on that subject. You know about the history of your industry, the important issues of the day, the major themes, the political ramifications, and the tax implications.

You know the inside baseball, the little rules, the big problems, and what it all means for the beginner and expert in your industry. You could talk for hours and hours about the things you know and the things you’ve seen, and if we wrote it all down, we’d have 200 pages on the subject.

And that’s a book.

Your book should be thick. It should have heft. It should thunk when you drop it on your desk. It shouldn’t fit in your pocket. It’s the thing you’ll spend a few hundred hours on, wavering between pulling out your hair and setting your hair on fire. And when you’re done, it will be one of the proudest moments of your life, when you see that something you created occupies a physical space in the world, and will be around long after you’re gone.

If you want a real weekend project, write an outline of the book you’d like to read on your particular topic. Break it up into chapters (at least 12, no more than 16), sections, and sub-sections. And then write one sub-section for at least 1,000 words.

Then fill out the rest, one section and one day at a time. If you can write one section a day, at least 1,000 words per section, you should finish it in less than six months.

Then you’ll have a real book — something you can boast about and be proud of.

And I want a signed copy.

Filed Under: Books, Writing Tagged With: ,

Good Writers Read Good Books

February 14, 2017 By

Whenever I attend a networking event, I like to ask questions usually not asked at one of these things.

What’s your favorite sports team? Who was your idol growing up? What’s the last book you read?

I can always spot the sales alpha dogs in any networking crowd. When I ask about the last book they read, or their favorite book, it’s always the same thing.

“How to Win Friends and Influence People by Dale Carnegie,” someone will say.

“Zig Ziglar’s Born To Win,'” says another.

“The Art of War,” says a guy with slicked-back hair and a power tie.

“How to Crush Your Enemies, See Them Driven Before You, and Hear the Lamentations of the Women,” says an unusually-muscled guy with a funny accent.

And I can spot the content marketers too.

“Ann Handley’s Everybody Writes!” someone will say.

“The Rebel’s Guide to Email Marketing,” says another.

“I don’t read books, I only read Copyblogger,” says a third.

My bookshelf at home. I've whittled my books down to favorite authors and books by friends.

My home bookshelf. I’ve had to limit my books to favorite authors and books by friends.

But the writers — the good writers — will tell me about the books they love. The books they read over and over again, not because it will help them get ahead in life, but because it stirs something within them.

Those are the writers who are more concerned with their craft than with their content. Those are the writers who will produce some of the most interesting work, regardless of their employer. (What’s sad is their employer has no idea how lucky they are to have this wordsmith in their corner, and will wonder why the sales funnel got a little emptier after they left.)

Content marketers, as writers you should understand and build your craft as much as, if not more than, you understand your product, or understanding big data, SEO, the right number of items in a listicle, or A/B testing.

Good writers are good content marketers, but the reverse is not true. It doesn’t matter if you’re the leading expert in your particular industry, if you can’t make people want to learn more about it, you’ve failed.

If you can’t make people care about your product, they won’t buy it. If you can’t stir basic human emotions, they won’t care. And if you can’t move people to read your next blog article, or even your next paragraph, it doesn’t matter how much you know.

You will have failed as a marketer and as a writer.

The best thing you can do is focus on improving your writing skills.

That all starts with reading.

Stop Reading Business Books

Content marketers — at least the writers — need to stop reading business books and content marketing blogs. They’re no good for you. At best, you don’t learn anything new. At worst, they teach you bad habits.

As British mystery writer P. D. James said, “Read widely and with discrimination. Bad writing is contagious.”

Read for pleasure instead. Read outside the nonfiction business genre. Read books from your favorite writers. Read mysteries, science fiction, fantasy, or literary fiction. Read history, biographies, creative nonfiction, or collections of old newspaper columns.

But. Don’t. Read. Business books.

This is input. This is how you become a better writer. You read the writers who are better than you, and you skip the writers who aren’t.

That means business books. As a business book author and reader, I can tell you there are plenty of business books that will never be accused of being “well written.” They’ll teach you plenty about the subject, but they won’t teach you about the craft of writing. Sure, you need to study the science of content marketing, but that should be a small portion of your total reading, not the majority of it.

So you study the best creative writers who are considered masters of the craft, and practice some of the techniques you see them doing.

This is why professional football players watch game film, not only of their opponents, but of players who came before them.

This is why actors watch old movies by the stars and directors from 50, 60, 70 years ago.

It’s why musicians not only listen to their idols, but their idols’ idols, and even their idols’ idols’ idols.

And this is why good writers constantly read the masters of the craft. This is why several writers have must read books and authors they recommend to everyone.

My friend, Cathy Day, a creative writing professor at Ball State University, and author of The Circus In Winter told me once,

Reading a lot teaches you what good sentences sound like, feel like, look like. If you don’t know what good sentences are, you will not be successful as a writer of words.

Stephen King, who is not a friend of mine, said something similar: “If you want to be a writer, you must do two things above all others: read a lot and write a lot.”

What’s In Your Bookshelf?

There are only so many effective headlines you can write, so reading the 87th article on “Five Effective Headlines You Need To Use RIGHT NOW” is a waste of time.

There are only so many ways of creating buyer personas that yet another “How to Build Your Buyer Personas” isn’t going to make a difference.

Erik Deckers and Jay Baer at Blog Indiana 2012

Jay Baer and me. This dude’s a rockstar no matter what.

And when you really get down to it, Jay Baer is channeling Harvey Mackay who’s channeling Zig Ziglar who’s channeling Dale Carnegie. There’s nothing new under the sun when it comes to business books and content marketing blogs. (Although I love Jay Baer’s bravery when it comes to wearing those sport coats! And he’s one of the few good business writers I admire.)

But there’s a whole world of books out there that have nothing to do with business, nothing to do with marketing, and will make you a better writer than any business book ever will.

Read Ernest Hemingway’s short stories to learn how to write with punch, using a simple vocabulary.

Read Roger Angell’s Once More Around the Ballpark to learn how to make people passionate about the thing you love.

Read Agatha Christie And Then There Were None to learn how to hook people at the start of a story, and keep them until the very end.

Identify three of your favorite authors, or at least authors you’ve heard good things about, and read one of their books. Identify passages, sentences, and techniques that move you and make you go “I wish I could do that.” Write them down in a notebook, and then practice doing them in your everyday writing — emails, blog articles, notes to friends, special reports, everything.

Once you finished those three books, read three more books. And then three more. And then three more.

When you run out of an author’s work, find a new author. When you run out of authors, ask a bookstore employee or librarian for recommendations. Or join Goodreads and ask your friends about the books they love.

Content marketing is facing an avalanche of mediocre content in the coming years, and the only way you’re going to stand out is if you can be better than the avalanche. That means being better at your craft, not producing more and more mediocre content.

It means reading more stuff by great writers and less by average writers. It means realizing you’re better off reading another mystery novel than yet another article that promises “Five Content Marketing Secrets.”

It means focusing on your craft and becoming a master of language and stories. And it all starts by reading the work of the artists who came before you.

Filed Under: Books, Content Marketing, Marketing, Writing, Writing Skills Tagged With: , ,

Why I Left Social Media Marketing

July 26, 2016 By

I used to be somebody. I was kind of a big deal. Well, almost a big deal. I would sometimes go to social media conferences and hear my name whispered as I walked by.

“Hey, that’s Erik Deckers.”

And unlike high school, it was never followed by “LET’S KICK HIS ASS!”

I did book signings. I spoke around the country. I even got paid for it. It was pretty cool.

I was one of the early digital and social media marketing pioneers. I started blogging in 1997. I started doing digital marketing in 1998. I joined Twitter in 2007. And I wrote some of the first books on personal branding and social media marketing.

I’ve been blessed that a lot of people have used my books to make big changes to their companies and to their lives. I’ve heard from people who followed just a few of the steps in Branding Yourself and landed an internship or even a new job. A woman who has since become a very good friend first got in touch with Kyle Lacy and me to say she had followed our LinkedIn chapter and gotten three job interviews in three weeks.

I’ve heard from others who used No Bullshit Social Media to convince their bosses to let them start doing social media marketing for their company, and now they’re heading up the company’s entire social media efforts.

But social media got crowded. It got filled up with newbies, fakes, and charlatans who thought they were social media marketers because they used Facebook, or bought thousands of Twitter followers.

The industry was overrun by rampaging hordes of ex-bartenders and college interns who didn’t have years of marketing experience. And I spent so much time trying to convince people of the importance of it that my client work was slipping.

So I stopped doing social media marketing, and focused on content marketing. It was a hard decision, but I could see social media was about to be completely ruined by marketers, who were taking it over like the killer ant scene in Indiana Jones and the Kingdom of the Crystal Skull.

[Seriously. Launch any new social media tool, and the marketers swarm all over it like that Russian dude at the end. Don’t believe me? Google “Snapchat for marketers.”]

At the time, content marketing was still fairly new, because most of the practitioners were still professional writers, videographers, photographers, and podcasters. We hadn’t yet been taken over by scribblers who thought “literally” meant the opposite of literally.

I miss the good old days.
Google Results of Snapchat for Marketers
I worked to hone my skills as a writer. My partner, Paul, handled the social media marketing for our clients, and I read, studied, trained, and practiced to produce the best work we were capable of.

During this time, I co-authored a new book on content marketing, ghostwrote a book with the CEO of a Fortune 500 company, and even started ghostwriting the autobiography of a former U.S. Congressman.

For the last three years, I’ve kept my head down, and focused on my craft. I’ve studied several favorite authors. I’m revisiting my speechwriting roots, and learning how slam poetry can influence my work. I even spent three months as the Writer-In-Residence at the Jack Kerouac House here in Orlando, beating out nearly 300 people from around the world for the coveted spot.

It’s paying off. I’ve written several short stories, made it halfway through my novel, participated in several literary readings around Central Florida, spoken at a number of writing conferences, and contributed to different literary publications and events.

My efforts have also helped my clients. The content marketing work we do is bringing them more traffic and leads, and we do it by offering some of the best business writing available. We’re writing stuff people like to read, and getting people to share it online. Rather than churn out as much mediocre content as we can, we focus on high-quality writing.

I won’t lie though. I’ve missed being in front of an audience. I’ve missed meeting new people in new cities. So I’ve decided to shake the dust off my shoulders, rub the sand from my eyes, and re-enter the world of personal branding and public promotion.

Starting in August, I’ll write more frequently on this blog again, and booking more conference speaking slots, especially around my new home state, Florida. I hope to see you around.

Filed Under: Blogging, Books, Branding Yourself, Content Marketing, Ghost Writing, Marketing, No Bullshit Social Media, Owned Media Doctrine, Personal Branding, Social Media Marketing, Speaking, Writing, Writing Skills Tagged With: , ,

Networking 101: How to Make a Solid Email Introduction

March 10, 2016 By

The key to good networking is not only meeting new people, but to serve as a referral source for others. But it doesn’t work to just tell someone, “you should call Bob. Tell him I sent you.” That’s a cheap cop-out, and those calls are bound to fail.

Branding Yourself cover image

Just a little tip from our book. I find myself still using this, even six years later.

For one thing, Bob is immediately going to be suspicious of anyone who calls him and starts name dropping. So he’s wary as you explain what you’re looking for.

Plus, he’s not emotionally invested. Sure, I told you to call Bob, but Bob doesn’t know why. And Bob isn’t going to trust you enough to say,”Oh, well if Erik sent you, you must be wonderful!” Bob needs me to tell him that you’re wonderful.

This is where the email introduction comes in. And if you’re a good networker, this is how you’ll introduce people. It’s quick, it’s effective, and it’s certainly a lot cheaper than inviting them both to lunch.

A good email introduction to people involves three things:

  1. An explanation of how you know each person.
  2. An explanation of how and why they can help each other.
  3. Some enthusiasm. You shouldn’t just connect people for the sake of making a connection. Connect them because you think they can actually do some good for each other.

Here’s how that email introduction should look.

Bob, meet Rachel Wentzel. Rachel is a direct mail marketer, and has helped a lot of companies with their own direct mail campaign. I’ve known her for several years, after she helped me with my own business.

Rachel, meet Bob Heintzel. Bob owns a marketing agency that specializes in digital strategies for B2B companies. I’ve worked with Bob for five years and watched him create some effective strategies that helped his clients excel.

Bob and I were talking over coffee today, and he mentioned that he had a client who wanted to launch a catalog campaign, and I immediately thought of Rachel.

I think that together, the two of you can help each other out, and make great things happen for each other and for Bob’s client. I’ll leave it to you to go forward from here. Good luck!

Let’s break it down

In this example, I’ve given a background of each person, and what I think the other person needs to know. I’ve also explained how I know them, so as to add some credibility to my recommendation.

I also explained the inspiration for making the introduction — Bob has a client who needs a catalog campaign. I do this because I can’t wait for them to figure it out themselves. Bob may find a direct mail provider before he ever sits down with Rachel, but I don’t want that. So I make it obvious.

Then, I step back and let them take the reins; they don’t need me for this. They can figure out a time to meet for coffee or lunch, have a nice conversation, learn more about each other, and then hopefully Bob will ask for assistance with his new client. If not, hopefully Rachel will remember to.

Finally, when it comes to an introduction like this, Rachel should take the initiative and reach out to Bob first. Why? Because she needs something Bob has, a paying client. Bob may not be in as much of a rush, so Rachel needs to take the first step, rather than waiting for Bob to clear his calendar.

Successful networkers aren’t known by the number of people in their Contacts list. Successful networkers are known by the number of referrals they make. Don’t just collect people in your email list or LinkedIn network. Do some actual good in the world and make email introductions between people you know. Explain how you know them, why they should know each other, and be enthusiastic about it.

Filed Under: Books, Branding Yourself, Networking, Personal Branding Tagged With: ,

Four Personal Branding Secrets from Joy of Painting’s Bob Ross

March 2, 2015 By

One of my pleasures — I wouldn’t even call it a “guilty” one — is recording The Joy of Painting with Bob Ross on my DVR, and then taking a nap while I watch. Bob’s voice is so smooth, so relaxing, I’m often asleep before he finishes showing all the colors across the screen.

If I could make three or four of them autoplay in a row, I’d slip into a coma.

Bob RossI’ve been watching the show for over 25 years (it started in 1983 and ran until 1994), because not only is he fun to watch, but because Bob teaches us important lessons, even if we never paint a single canvas. (Also, he filmed his shows at my alma mater, Ball State University, so I feel a sense of obligated pride.)

Lately, I’ve been watching and relistening, because a lot of what he says applies to personal branding and networking. Here are four lessons we can all learn from Bob Ross, he of the happy trees.

(Why four? Because if I had an odd number, one would be left out.)

1. Everyone Needs a Friend

Bob never paints just one of anything — one mountain, one cloud, one tree. He paints a happy little tree, and then he declares, “I think he needs a friend. We’ll put him right here.”

Everyone has a friend in Bob Ross’ world, and so it goes in our own. If you’re going to become an entrepreneur or grow your personal brand, you’ll need friends. We all need a network of support.

Whether it’s family and friends, community groups, colleagues at the coffee shop, or your online social networks, you need people to help you out. People who can shield you from the wind and give you someone to talk to when you think you’re out there all on your own.

Make connections with mentors, mastermind groups, networking groups, and professional associations. Find your tree friends and your support will be stronger just by having them around.

2. There Are No Mistakes, Just Happy Accidents

Bob never wanted people to worry about their quality of work when they were learning. The great thing about his method, he said, was that if you make a mistake, you just scrape it off and try again.

Even so, the mistake was still a learning experience. You learned from it, so you could do it better the next time.

As you grow your business or personal brand, you’ll make plenty of mistakes and bad decisions. You’ll start down the wrong path, spending hours or days on a project or problem, or in a business relationship, only to find you made the wrong choice.

So you go back and start all over. You scrape off what you did, and do it better the second time.

In the end, you fixed the problem, it looks good, and now you know more than you did before.

3. In Your World, You Do What You Want

Bob Ross - In Our WorldBob never worried that much about colors. Purple skies, green oceans, or on a recent show, everything — clouds, grass, even the water — was a different shade of brown.

One of the things I appreciate about owning my own business is that I get to do things the way I want. I hire who I want, I work when and where I want, and I take on the clients I want. The only thing I need to worry about are the results, not the process.

I’ve had employers, like my stint in the state government, where the process was more important than the results. As long as I was there from 7:30 to 4:00, it almost didn’t matter what I got done.

Sure, I had tasks that needed doing, but we weren’t beholden to shareholders, clients, or anyone who gave us money. As long as we all trudged on the same treadmill, the bosses were happy. That was a paint-by-numbers job if I’ve ever had one, and there was no room for experimentation or change.

Now that it’s my own world, the only people I need to keep happy are clients. And as long as I deliver what and when I promised, they’re happy. They don’t care if I work between 8 and 5, or if I’m working at 2 a.m. at home, or 2 p.m. in a coffee shop.

4. It’s That Easy

Every time I watch The Joy of Painting, I think I could actually paint like Bob. He describes different techniques, and occasionally murmurs, “It’s that easy. Just two hairs and some air. It’s that easy.”

When I see the outstanding work my friends are doing, I know I’ll never be a painter. But when Bob does it, I believe I can do it too.

Not only is his confidence in me contagious (he’s like Mr. Rogers for grown-ups), he shows that his method isn’t as hard as some of the more traditional methods.

He also explains that there are plenty of classes, resources, and even certified instructors who are there to help you out.

So it goes with entrepreneurship. While it can be difficult at times, it’s not like you’re recreating a multinational corporation from scratch in six months. Start small, start with what you know, and make sure you learn along the way. There are plenty of classes, resources, fellow entrepreneurs, and even certified instructors who are there to help you out.

Bob Ross may not be one of the best painters of our day, but I think there’s a reason his show is on 21 years after he died. His lessons and his techniques are applicable, not only to create your own art, but creating your own business and your own personal brand. Start watching him on your local PBS station or on YouTube, and see what gems you can pick up from Bob and his happy little trees.

Filed Under: Books, Branding Yourself, Personal Branding Tagged With: ,

Five Ways for Creative Writers to Make Money (And Two That Don’t Work)

August 6, 2014 By

I had a great discussion with a new friend, @SarahSuksiri, about creative writing, poetry — I learned a lot about poetry and poets from her — and how writers try to make money while pretending they don’t associate themselves with filthy lucre.

This attitude is especially prevalent with poets, who think they should only do poetry for their art. If this is your attitude, repeat after me:

Hello, welcome to Starbucks

For those writers who want to earn a living from your creative writing degree or MFA, here are five ways to actually make some money from writing that does not involve freelancing. Or you can at least show your parents that your 4 – 7 years of higher education were not a complete exercise in navel gazing.

1. Sell ebooks

Jim Kukral is the master of promoting self-published books. He’s made his name helping new authors and. . . let’s say, “niche” authors find an audience and sell their books. Even the unusual ones. (Books, not authors. Well, authors too.)

The numbers in self-publishing make sense. Without going too much into the entire “traditional publishing versus self-publishing debate,” let me tell you what Kukral and others say about the economics: If you sell a traditionally-published book for $20, you’ll make $1 – $1.40 per book in royalties, after you pay back your advance. If you sell a self-published e-book for $2.99, you’ll make $2. Sell it for $9.99, and you’ll make $7.

Now, you may sell more books in bookstores with a traditional publisher (plus it’s awesome to have your book on a bookstore shelf), but you have to sell 5 – 7 trad-pub books to make $7, versus selling one $10 ebook. Sell 1,000 books, and you get either $1,400 or $7,000. If all you sold is 1,000 books, you won’t get that $1,400 from your publisher; that’s all payback for your advance. But that $7,000 is yours off the bat. (Warning: this takes a lot of social media marketing and promotion.)

2. Become a speaker

Erik Deckers speaking in public

Doing this taught me to be a better writer.

Professional speakers command a fee. If you’re a nonfiction B2B writer like me, you have a system or knowledge that you can parlay into a one to six hour teaching session, and people will pay for that (see #5 below). If you write about important social issues, whether fiction or nonfiction, you may be able to get a gig as a keynote speaker. Keynotes make anywhere from $500 to $3,000, and even more. (Of course, you need to almost be a professional keynote speaker and that takes a few years. You’ll know when you’re ready for that.)

Build up your stage legs by giving readings, teaching small classes, and doing small talks around town for free. Join Toastmasters if you’re not comfortable with speaking. Promote yourself with a blog and become active on social media.

3. Give readings or host organized events

Slam poets earn money through their readings (Slammings? Happenings?), because they treat their work like a musician or a theatre troupe. They sell tickets or have a cover charge, and they sell books in the back of the room. Depending on the size of your audience and your rates, you could make a couple hundred dollars in a single night. Not enough to pay the rent, but you’re certainly earning more in one night than working three shifts at High-Priced Boots And Pants in the mall.

Promote the bejeezus out of these events, and get a big crowd. If you don’t like marketing, you’d better learn to real quick. You want a big crowd that’s interested in what you have to say. Even if you want to be a purist who never accepts money for their work (do your events for free then), you still want a big crowd of people who clap for you (or snap. Do they still snap at poetry slams?), and run up to you afterward, gushing and stumbling over their words. Promote these events with social media and old school marketing techniques to draw that crowd.

4. Combine your work with another passion and travel

Writer Chris Guillebeau, who wrote The Art of Nonconformity, has the kind of job that lets him work anywhere. So he does it while he travels to different parts of the globe in an attempt to visit every single country around the world.

As a writer, you have the flexibility to work anywhere you want, and on any kind of project you want. In some cases, you can even work in strange new locales, like the African Bush, the Canadian wilderness, or Iowa. If you can leverage your writing skills into a real money-earner, like a freelance copywriter, go where the work is, or just work from your favorite coffee shop. If you can get a nonprofit to hire you for six months, rent a short-term apartment in that city, and go to work.

5. Teach classes and seminars

Writing coach Jeff Goins is making his name not only as a writer, but as a writing coach. He’s built his reputation and living by offering several online webinars and ongoing classes per year, as well as selling educational materials to budding writers. One of his multi-week classes can cost a few hundred dollars per student. Similarly, I’ve begun teaching classes for the Indiana Writers Center, and I was happily surprised when I was handed a check at the end of the first class. I had forgotten all about it.

So what if you charged $200 for a 4 week online class and got 15 students to sign up? That’s $3,000 a month. It’s not downtown-penthouse money, but for a young writer who has a roommate or spouse-with-a-job, it’s a significant contribution to the household income. And what if you could repeat that model every month, or even run it twice a month on different days, but only did it a few times a year?

Further, if you have an MFA, you’re qualified to teach writing and English at a local college or university. (Actually, if you have a master’s degree in anything, you’re qualified to teach undergraduates in that field.) It’s not great pay — I get anywhere from $700 – $1,000 a month for a single public speaking class. And you certainly don’t want to build a career on being an adjunct. But if you’re looking for beer money, or a little something to boost your income, this is a great way to use your degree and your passion.

And now for the two don’ts: I’ve seen other people try this, and it’s rough. A lot of people have started down one of these two paths only to realize the numbers don’t work, and they’re out all that time and expense.

1. Start a website or journal that relies on banner advertising

Ad sales are a hard, scary way to make money. Even big city newspapers aren’t making a ton of money from them. Advertisers only want to pay per thousand displayed ads (some even only want to pay per click). These advertisers will only pay between $10 – $20 per thousand visitors, which works out to $.01 – $.02 per view).

So if you want to earn $50 for a single article, you have to generate between 2,500 – 5,000 visitors to that one page page. But if the advertiser is paying by the click, you may get $.20 per click, but if you want $50, you need 250 clicks. And if the click-through rate on an ad is 1% (which is actually kind of high), you need 25,000 visitors to see that ad. If you could bring in 25,000 visitors a month to your website, you need to sell ebooks, not display ads.

2. Traditional publishing

(Otherwise known as “my editor is going to hate me now!”)

While everyone wants to have that big blockbuster that makes them more money than J.K. Rowling and John Grisham combined, seriously, what are the odds of that happening? I’ve written three books and ghostwritten half of another. If I tried to live on the royalties of those books, I’d have a very fancy cardboard box under a bridge.

No Bullshit Social Media in New Release Shelf

When I saw this photo, it was one of the proudest days of my life. My mom, not so much.

Even if you’re lucky enough to get a publishing deal, you need to sell hundreds of thousands of books in order to get rich; several tens of thousand per year to earn a salary. Let’s say you get $1.20 in royalties for every published book you sell. If you want to earn $48,000 a year in royalties, you need to sell 40,000 books every single year.

Don’t get me wrong. Traditional publishing is great. I owe Que Biz-Tech and Pearson Publishing a lot. So much of what I’ve been able to do has happened because they took a chance on me. I love knowing that my books have been printed, occupy a physical space in the world, and I got a thrill knowing that No Bullshit Social Media was seen by hundreds, if not thousands, of impressionable children walking into a Barnes & Noble. I encourage many writers to try to get their books published by a real publishing house before they take up the self-publishing baton.

But — and this is the point I want to stress — traditional publishing is not how you’re going to make a long-term living. The numbers just aren’t there anymore. Not at $1.40 royalties per book. You’re going to push, promote, and shout about your book to as many people as you can, whether you self-publish, or you go the traditional route. Either method involves the same amount of work. The only difference is there’s a bigger payoff in the self-pub route than in trad-pub. (On the other hand, you’ll never see a self-published book in a Barnes & Noble.)

Having said that, having a traditionally published book is an excellent way to build your reputation, which makes numbers 2 – 5 that much easier to accomplish.

Now that I’ve crapped on your dreams or given you a great idea, what are some other ideas you have for writers who want to make money? If you’re making money from your writing, what are you doing that earns a steady (or at least significant) income? Leave a note in the comments.

Filed Under: Books, Marketing, No Bullshit Social Media, Personal Branding, Social Media, Social Media Marketing, Speaking, Writing, Writing Skills Tagged With: , , , ,
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