Feature Article: Relational Marketing

Business Owner in the Spotlight
Diane Dantema

Refueling Recommendations
Make-it-Fly® Advisory Boards
Advisory Board Openings

Make-it-Fly® MarketPlace

Next Make-it-Fly® Café

ISSN# 1552-3705

May 6, 2009
Volume 6, Issue 9

"In-Flight Refueling" is published twice a month.

Click here to read archived newsletters.

A Note From Dave & Victoria

Many of us enjoyed the Make-it-Fly Café special birthday celebration last Thursday, where sponsor Mike Cotsworth of Car Connections, Ltd. told us about some of the fabulous cars his sales people and family brought.

Mike Cotsworth of Car Connections

We also want to let you know that the next Café will be held at The Riverfront and not Mount Vernon Country Club as announced.

This spring we’ve both been really focusing on taking better care of our health with good nutrition, exercise (early morning and/or evening walks on our local trail) and sleep. So far, the results have been very positive. Dave has lost 20 pounds and feels great!

Our very best regards,

Dave and Victoria

Business Owner in the Spotlight

Diane Dantema

Started in 1991, PayChoice is a national payroll/human resources outsourcing firm offering payroll, tax compliance, human resources, retirement and workers compensation services. “The difference between PayChoice and our competitors,” Diane says, “is that PayChoice offers an incredibly personalized service model with cutting-edge technology and extremely competitive pricing,”
Diane Dantema of PayChoice

Q: What do you find most fulfilling about running your business?
DD: After being in the payroll industry for 13 years, working for the big national payroll services, I found that PayChoice offers a customer service experience that makes me proud to represent them. I love that people care, all the way to the top leaders of this company. They care about their customers and they care about their employees.

Q: What motivated you to start this business?
DD: I left my other company, frustrated with the negative culture and upset with the constant customer issues that were unresolved.  I love the model from PayChoice. What I know is the payroll business. I wanted to work for a company that was able to prove to me they were different. The first thing that was impressive was a six-month money-back guarantee. That meant to me that this company was willing to back their promises of service with their pocketbook. I was motivated to “hook my wagon” to a company that makes me look good.

Q: What book has been most helpful to you in your business?
I have read many good books. I love The Slight Edge by Jeff Olson. One of my favorite self-improvement tools for business and life is Brian Tracy’s Psychology of Achievement. This is a tape or CD series that has influenced my life for years.

Q: Who has influenced you most in your life?
My father is my incredible mentor. He is an entrepreneur and a man that knows how to live life to his fullest. At 72, he is riding his Gold Wing motorcycle on boys’ trips. He has covered all 50 states and five countries. He has started and run about twelve companies, and has helped many other entrepreneurs learn how to move on from their businesses and how to enjoy life. Part of my growing up was on a ranch in western Montana, when my dad was in his “big game outfitter” mode of life. I have a lot of amazing memories and much adventure in my life because of a really cool dad.

Q: What has proved to be your most successful marketing strategy?
DD: My greatest success has come from building relationships with power partners. I love networking and building friendships. I build the trust, and the business comes.

Q: What have been the greatest challenges you have had to overcome, or are currently facing, in your business?
My current company, PayChoice, is not as well known in the marketplace. I am having to rebuild my network and introduce a new company. I need to get the CPA community to know Diane Dantema at PayChoice. They are the biggest influence on small businesses.

Q: How did you benefit from participating in a Make-it-Fly® board?
The advisory board helped me to focus on specific goals with my business. In addition, the accountability partners helped me to achieve those goals. I also am grateful to be part of Make-it-Fly® because I am meeting so many other business people in the community that are Make-it-Flyers. It gives us a common bond and opens doors.

Q: What would you say to other business owners who are contemplating getting involved in a Make-it-Fly® board?
DD: It is so important to not feel like you are isolated in your business. With Make-it-Fly®, you will have amazing resources available to you and a new family to help support your business and your dreams.

Diane Dantema can be reached by phone at: 303-960-8580, or visit her web site at: www.paychoice.com.

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Dave Block, Co-Founder of Make-it-FlyDave’s Networking Nugget:

At networking events, have two pockets designated for business cards, one for your cards and one for the cards you receive. On these cards, make notes about the person you met, follow-up actions you promised to take and/or someone you can refer to him or her. This will help you follow up with meaningful emails or calls.

Feature Article

Victoria MunroRelational Marketing
By Victoria Munro

Relationships are always important in business, but in today’s challenging economy, building strong client relations is vital. We want more than ever to invest our dollars with those we know, trust and believe in. Plus, the rewards personally and professionally of developing excellent relationships can be enormous. Below are some inexpensive marketing ideas based on relationships.

Let Your Clients Tell Your Story
Tell real-life stories of your loyal clients' experience. When a client expresses appreciation for what you’ve done, ask for a testimonial. Be aware that they’ll probably value some help with this. Everyone is busy and, though they may fully intend to run back to the office and email you a glowing testimonial, life tends to take over. Better to suggest that you write down what they said, as closely as you can remember, and send it to the client for his or her approval.

Create a Compelling Ten-Second (or Less) Commercial
When you meet someone at a networking event or anywhere, be ready with a brief, attention-grabbing commercial or elevator pitch that causes listeners to ask questions. Make it memorable, so that those hearing can easily tell others about you.

Ask Your Raving Fans for Help
Tell those who enjoy and appreciate your services or products that you’d like more clients like them. Let them know the type of client you’re looking for. Ask them for referrals—people like themselves who would benefit from what you offer.

Keep In Touch
Send newsletters, letters and emails that give the reader something of genuine value. Express your appreciation by sending thank you notes, or calling to thank those who’ve helped you—even in small ways. Sometimes call clients or potential clients with no sales agenda, just to see how they’re doing. Maybe ask if they have any needs you could help with.

Tell Them You Have the Solution
Clarify who your ideal client is and get to know their businesses well. Understand the problems and frustration they face. Find out what they want most. In all your marketing, focus on the solution(s) you offer that meet their needs and wants. Develop a relevant message and keep it crisp and clear.

Let Current Clients Know You Care
Keep in touch. Studies show that the majority of customers leave not because of problems with services or products, but because of perceived indifference. They just don’t feel valued or appreciated. If you want to keep your clients and turn them into raving fans, you need to make sure they know you care about and appreciate them.

Build Relationships
Remember, people do business with and refer people they know, like and trust. Whenever appropriate, get to know your clients and understand what makes them tick. In addition to their business or work, learn about their backgrounds, families and hobbies. Listen to them. Find out what’s important to them—what is the passion is that drives them. Be alert to any current needs they have that you may be able to assist with.

Building relationships takes time and patience. Be sensitive to the needs of others, be consistent, always be sincere and enjoy the process!

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Victoria’s Marketing Advice

Make Your Message Meaningful
Your marketing message must grab the reader's interest right away. State a problem you know prospective buyers have and let them know how you will solve it. Keep your message simple and to the point—few people have the time or inclination to read long paragraphs on the benefits of your service or product, unless you’ve first caught their attention.

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Make-it-Fly Marketplace

Rev NetworkingRev Networking

Up to 20 professionals, each representing one profession, meet one on one at customized speed networking events, allowing you the opportunity to have a five-minute conversation with each participant to generate leads, referrals and business. Rev Networking is not a group, as you will meet new professionals every time and people that attend are serious about growing their business by networking and power partnering with other professionals.

Reservation only $48
Marilyn Manning 303-763-1865

The Riverfront

The Riverfront specializes in well crafted, richly satisfying occasions that balance aesthetics, personality and party. The site is versatile, accommodating groups from fifteen to five hundred. Features include: two dance floors with professional sound and lighting, a fireplace nook, three bars, outdoor patio, and gazebo. Our personal chef, custom menus, and full suite of inclusions rank us paramount in our industry.

Call 303.865.8500 today
and schedule your holiday event!

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The Email Works

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Cheryl is offering a free 30-minute phone consultation, plus ask about the discount for In-Flight Refueling readers.
Visit www.TheEmailWorks.com.

Wanted: People with a Passion and Heart to Help
Small Business Owners

Have you ever wished you could work with like-minded business professionals to grow your own business, while doing work that results in major positive changes in lives and businesses?

Make-it-Fly®, Your Small Business Board of Advisors, has been changing the lives of small business owners and professionals in the Denver metro area for six years through peer advisory boards. We are now looking for franchisees with heart and passion to do the same in their communities.

After testing and perfecting our advisory board system with more than 800 clients, we are expanding. If you have a sales and/or marketing background, outstanding people skills and want to invest in your own business with a team committed to your success, we’d like to talk to you.

Contact Dave Block - 720-962-8888.

READING THIS AD? THEN WHY NOT PUT YOURS HERE TOO? The In-Flight Refueling Ezine reaches more than 2,700 entrepreneurs, small-biz owners, consultants and marketers. Reserve your advertising spot today in the next In-Flight Refueling Ezine,

Paid Advertising Disclaimer: Make-it-Fly® LLC does not represent or endorse the accuracy or reliability of any of the paid advertisements above or the quality of any products, services, information, or other materials displayed, purchased, or obtained by you as a result of an offer in connection with any ad. It's common sense to do your own due diligence before purchasing any product.

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Refueling Recommendations

The Make-it-Fly® Advisory Board 101

Each Make-it-Fly® Advisory Board 101 program consists of 12 non-competing business owners who meet once a month for three consecutive months. In the spirit of giving, they offer each other solutions, ideas, resources and encouragement. Dave and Victoria facilitate each group and share powerful tools to assist business owners in reaching their goals and living more balanced lives.

If you have experienced a Make-it-Fly® program, please share the following openings with other business owners who need support. Call Dave for more information at 720-962-8888.

Programs are held from 9:00 a.m. to 12:30 p.m.

Current program openings in Denver:

  • Tuesdays - May 19, June 16, July 21, August 18 - NW Denver
  • Mondays - July 6, August 3, August 31, October 5
  • Thursdays - September 3, October 1, November 5

Click here to sign up for Advisory Boards.
Or call Dave at 720-962-8888.

Alumni Boards are groups of 12-14 small business owners who have participated in at least one Make-it-Fly® Advisory Board 101 and wish to continue the support and accountability with a group of like-minded, giving business associates. Members meet once a month for a three-hour meeting. If you completed the initial Make-it-Fly® Advisory Board 101 and are interested in more information on Alumni Boards, call Dave at 720-962-8888.

Make-it-Fly® CaféMake-it-Fly Café - High Altitude Networking, where exceptional people help each other
High altitude networking, where exceptional people help each other.

Next Café:

Date: Thursday, June 25, 2009

Time: 4:30 to 7:30 p.m.

Cost: $10 online, $15 at the door
Click here to sign up now.

Location: The Riverfront
2852 W. Bowles Ave., Littleton (One block west of Santa Fe)

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Click here to read previous issues of Make-it-Fly®'s email newsletters.

Contact Make-it-Fly® - Dave and Victoria:

email: info@make-it-fly.com
voice: 720-962-8888
web: www.Make-it-Fly.com

Reprint Permission:
Please email or call Victoria if you'd like to reprint any information contained in this newsletter. Thanks! © Copyright 2009. All rights reserved.

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Make-it-Fly® LLC
355 South Teller Street, Suite 200, Lakewood, CO 80226, USA