Most people on the Internet are looking for a combination of three things:  Communication, information, and entertainment.  It’s pretty simple to position yourself to be the source of information, especially in your area of expertise, if you will take the time to produce content that people can use to get their questions answered.

Taking the time to create quality content is a strong investment in your business, because if you create the content one time, you can have thousands of people who get exposure to it and become a potential client or referral source for you.

People also love to share content and it’s easy for them since it only takes a few button clicks to post a link to your article on their social networking profiles or to send it to their mailing list.  I watched a Youtube video featuring a cute little skit where the author was talking to his dog and the dog was talking back.  It was very entertaining, but the kicker is that the video has gotten over 44 million views in just over 2 months!  Can you believe that?

I’m not saying that your videos and content will duplicate that success, but even if they got a thousand views or a hundred views, that’s one hundred or more people who now know you exist and now know how you can help them.  If all you did was produce a quality article or video once a week and encouraged people you know to share it with their friends, you’d reach more people than you typically reach through a coupon circular or newspaper ad.

Consider making a small investment of time and effort to share a few tidbits of wisdom consistently.  It’s free to post on social media networks, so your only real investment is a little time on your end.

Are you looking for a new look?  Maybe a new haircut, a bit of color or curl?  Perhaps a relaxing manicure or facial is what you need…or better yet, a pick-me-up for your feet that seem to be spending a lot of time out of shoes this summer!  Whether you’re looking for a change to your style, a few hours of pampering, or simply a trim, Julians Hair Designers can help!

Located in the Lions Creek Center on Route 260 in Dunkirk, Maryland, Julians Hair Designers offers a myriad of hair, skin, and nail care designed to make you look and feel your best from head to toes!  Teresa Zanelotti-Whitten and Joanie Zanelotti-Cook, sisters and partners in Julians, and their staff of professionally-trained stylists provide the best in haircuts and styles for women, men, and children, as well as texturizing, coloring, waving, and reconditioning.  Skin care includes customized and specialized facial treatments, waxing, and makeup application, and for beautiful hands Julian’s offers a full range of manicure services and nail enhancements. They can also help keep your feet fresh and pretty during the summer with full pedicure services.

Julians is a family-owned business through and through and has been serving customers for 31 years.  Teresa and Joanie’s parents, Joseph and Doris Zanelotti, helped the sisters open their first two salons in Camp Springs in Prince George’s County in 1981. When they relocated to Calvert County, their parents retired and Teresa and Joanie took over the administration of the business in addition to providing hair, nail, and skin care services.  They have been serving their loyal clients (and new ones, too) ever since.

Both Teresa and Joanie were born in Washington, D.C., and grew up in Takoma Park before moving to the Upper Marlboro area. In addition to having four children each and grandchildren, too (Teresa has 6, Joanie has 1), the sisters enjoy outdoor activities, especially fishing.  They take pride in giving back to their community as much as possible – the salon has raised funds for the Avon Breast Cancer Awareness program for several years in a row now and actively participates in the Relay for Life.  They also support the Wigs for Kids program, which uses donated hair to make wigs for children who are undergoing chemotherapy treatments or have other hair-loss conditions. Teresa also served on the State Board of Cosmetology for nine years.

Teresa and Joanie invite you to visit Julians Hair Designers for a new look or a pampering service!  They are located at 2823 W. Chesapeake Beach Road in Dunkirk.  For an appointment, call 301-812-0800.  You can also visit their website for  detailed information and pricing at www.julianshair.com.

Many merchants are satisfied to simply advertise to their clients rather than investing in relationships with them.  It’s easy to take out an ad as long as you have the budget for it, but it takes a little more commitment to invest your time in getting to know your customers.  I’m pretty sure that extra commitment is why more merchants don’t calculate into their marketing budget an amount of time each month that they will invest in relationship building with customers and referral sources.

The problem with relying exclusively on advertising is that if you stop advertising customers stop coming in, since their only motivation is typically whatever deal you are currently promoting.  When people come to you because of a referral, or because of their relationship with them, they return frequently without the need for you to always have a discount offered.

Initially, it takes a little more time to build that relationship, but it’s truly an investment that pays future dividends when the majority of business comes to you from referral sources and repeat customers who enjoy their relationship with you.

As you consider your marketing budget, consider budgeting a certain amount of time each week that you will spend connecting with your customers and with potential referral sources.  Make those connections count by following our advice in previous articles about acting with a “servant’s heart” in your dealings with people, and you will see people respond to the opportunity to get to know you better and enjoy shopping with you as much as knowing you.

Finding a job in today’s market can be challenging, competitive, and often frustrating.  If you’re just starting out in your career, looking for a change, or preparing for a more promising future, you will want to contact our merchant of the month!

In August of 2004, Beth Colley founded Chesapeake Résumé Writing Service, a full-scale career management and résumé writing firm.Shewrites strategic marketing documents related to job search such as résumés, LinkedIn profiles, professional bios, cover letters, and federal job search documents and assists clients in career exploration, job search, and interview preparation..

Prior to starting Chesapeake Résumé Writing Service, Beth worked in Christian Education and music ministry in the church. In January 2000, after a brief time attending seminary in Washington, D.C., Beth sought a career change and accepted a job as a Resource Specialist at Anne Arundel Workforce Development Center.  There, she performed a variety of tasks with a primary focus on customer interaction and assisting job seekers with various job search needs.  Most of the time, all  it involved was listening and having empathy In 2001, she was promoted to the position of Career Consultant where she managed a case load of individual job seekers, assessing clients’ needs and determining what kinds of services or training they needed in order to get employed. “This was a natural transition from full-time ministry,” Beth said, “it’s still about meeting people where they are and helping them get to a better place personally, professionally, physically, emotionally, and spiritually.” As a Career Consultant, Beth discovered a knack for career management and quickly honed her career coaching, résumé writing, and case management skills while working one-on-one with a diverse client base.  In October of 2003, Beth acquired her first professional certification, Certified Professional Résumé Writer, and within a year she started Chesapeake Résumé Writing Service from her home with a newborn infant daughter and two-year-old son in tow.

Since opening her business, Beth has earned additional credentials as a Certified Expert Résumé Writer, Certified Federal Job Search Coach, and Certified Career Management Coach.   For Beth, the best part about the job is working with a diverse group of professionals from all over the United States.  “I love knowing that what I do truly empowers people and changes lives,” Beth says.  “Careers and work are a huge part of the American lifestyle and culture. I love knowing that I can truly affect change in people’s lives and get them enthusiastic about their careers again.

Born and raised in Jackson, Mississippi, Beth lives in Crownsville with her husband and two children.  She was a music major and played varsity soccer in college and enjoys  performing with a  group called Singers Madrigale  and singing in her church choir at Annapolis Evangelical Presbyterian Church. You may see her singing at the Maryland Renaissance Festival or coaching youth soccer somewhere in the county on weekends throughout the fall.

Visit Beth’s web site at www.chesres.com.

It’s officially summer in Maryland!  Even though schools are still in session for a few more weeks, many Marylanders are preparing for a season of fun in the sun and on the water.  If you’re a boater, our merchant of the month can help make your summer a great one!

Abell Custom Marine is a full-service marina in Edgewater, Maryland.  Located at the Gingerville Yachting Center on Gingerville Creek (right behind Chesapeake Spas and near Yellowfin Restaurant on Solomons Island Road), Abell Custom Marine provides facilities for mooring, storing, and maintaining your boat.

Born in Washington, DC, owner Jeff Abell moved to Edgewater at the age of 7 and has been on the water ever since, working on boats since he was old enough to hold a paint brush!  He was a waterman throughout his high school years, crabbing and oystering and maintaining his own work boats.  He worked for Hatteras Yachts and became skilled at fiberglass, gelcoat, and paint repairs, then landed a position as a service manager for another boat dealer before moving up to co-manage Liberty Marina in Edgewater.  After several years at Liberty, Jeff decided to try his hand at operating his own marine repair business on a part-time basis in 1983. That business became a full-time venture in 1995, and Jeff moved it to Oak Grove Marina, where he provided services for 19 years before relocating to Gingerville Yachting Center in January of 2011.  Married with three grown sons, Jeff enjoys boating, and hot-rod and classic cars in his spare time.

Abell Custom Marine sports 50 in-water slips and 60 boatel slips.  They have a travel lift, boat lift, and boatel and forklift system to get your boat where it needs to be for you to do what you want to do with it!  Their inside shop facility can house up to 50 boats for year-round repairs and maintenance, and the largest boat they can store indoors is 50 feet.  Their outside travel lift can haul out boats up to 80 feet in length, and the boatel can hold boats up to 32 feet in size.  Maintenance includes engine systems, outdrive repairs, electrical and plumbing system repairs, fiberglass, gelcoat, and paint repairs, and insurance work.  Jeff and his crew also perform winterizing tasks, shrink-wrapping, and exterior detailing to get your boat ready for the season.

Abell Custom Marine is always looking for new customers!  At 2802 Solomons Island Road, it’s in a great location by land and water.  Hours are 8 AM to 5 PM Monday through Friday and 8 AM to 12 Noon on Saturday.  Extended hours are available by appointment.  For more information, visit their web site at www.abellcustommarine.com or give them a call at 410-266-6849.

Take care of your body – it’s the only one you’ve got!  Our two merchants of the month have that thought in mind every day…they provide services that keep your body working at its peak and show you how to keep it that way!

Most people are familiar with chiropractic care and how it helps you recover from neck pain, back pain, accidents, and headaches – but did you know that chiropractic care is actually a tune-up for your body?  At Metro Area Chiropractic and Rehab in Bowie, MD, Dr. Nathan Kennedy specializes in keeping your body working at its peak.  In practice since 2004 and on his own with Metro since 2007, Dr. Kennedy can treat your whole family with regular chiropractic care that will help restore your body to optimum health by restoring your nervous system to its peak performance.

Dr. Kennedy is a native of  Chesapeake, Virginia,  and a graduate of both Norfolk State University and the Logan College of Chiropractic in St. Louis, MO.  He and his wife, who hails from Baltimore, chose Upper Marlboro as their home due to its proximity to both families.  Originally interested in studying sports medicine, Dr. Kennedy’s interest in biomechanics and how the body works led him into the chiropractic field, where he learned about the “whole-body” health benefits of chiropractic care. Dr. Kennedy says that the the goal of chiropractic is not so much about relieving pain as it is about restoring the body to the proper positions that allow the nervous system to function at its peak, thus supporting the immune system. During an examination, he checks the joints in the body; if they are out of position, he adjusts them to restore proper function and optimum nervous system performance.  Dr. Kennedy also specializes in chiropractic care for expectant mothers.  During pregnancy, a woman’s body changes constantly, and complications can arise when women don’t adapt well to those changes.  Through chiropractic, Dr. Kennedy can ease the effects of these changes and help make pregnancy and delivery as smooth as possible – even to the point of relieving tension in pelvic ligaments that can allow a baby to turn into the proper birthing position.

Dr. Kennedy is a licensed Chiropractor with physical therapy privileges, and he is the only advanced proficiency activator practitioner in Prince George’s County (an activator is an instrument that adjusts without the audible “pops”).  He also provides patients with instruction for rehabilitation exercises that they can do at home to help maximize the benefits of in-office care.  If you’re in need of a tune-up, contact Dr. Kennedy at 301-575-6549.  Metro is located at 2905 Mitchellville Road, Suite 110, Bowie, MD.

If you’re on Maryland’s Eastern Shore and are in need of physical therapy, look no further than Chesapeake Physical Therapy, where Greg and Katy Weddell offer fast pain relief through treatments that unlock the body’s healing power.  A husband-and-wife team, Greg administers the business while Katy, a graduate of the University of Maryland School of Medicine, delivers relief to patients through physical therapy.  Their practice is located at 210 South Cross Street in Chestertown.

The Weddells are natives of the Eastern Shore.  Prior to starting their practice, they traveled the United States for two years while Katy worked in a variety of hospitals and outpatient, sports medicine, and geriatric facilities, gaining experience with a wide variety of therapies.  They returned to Maryland, started their family, and Katy spent several years working as a therapist in a local retirement home before striking out on her own in September of 2007.  Greg joined her as the practice administrator, and they have been providing pain relief and wellness therapy to patients ever since, with most of their clients coming to them through word-of-mouth referrals.

Chesapeake PT offers treatment for neck and muscle pain, shoulder pain, pain from fractures, arthritis, and fibromyalgia.  Katy also provides therapy for joint replacement patients, other post-surgical therapies, orthotics for the feet, and strength and body conditioning for the geriatric population.  She also instructs patients on specific exercises to continue therapy at home, so that when their sessions with her are complete, they can continue to strengthen and heal.  Chesapeake PT is sensitive to the rising cost of medical care, and with that in mind, they offer programs for people with high-deductible insurance, high co-pays, or no insurance at all.  Therapy packages are priced at $499 for eight 30-minute sessions over a period of 60 days, and $799 for 16 sessions over a period of 60-90 days.  They also offer payment plans to make treatment as affordable as possible.  They accept most insurance plans and receive referrals from primary care physicians and orthopedic surgeons.  Appointments can be made by calling 410-778-3900.

Katy and Greg are active in their community, too.  Katy spreads the word about wellness at health fairs and at nearby Washington College.  Their son and daughter keep them busy in their spare time with their pursuit of sports, and Greg coaches his son’s baseball team as well as soccer.

Business professionals are in business to make a profit.  Profits come from selling the products and services we offer.  But, there’s another sale that takes place every time we sell our products and services.  That sale, perhaps the most important of the two, is the sale of ourselves to the customer. Customers have many choices when it comes to where they shop.  So, selling them on the value of a relationship with you is an important component to earning their business.

One of the ways to sell customers on the value of a relationship with them is to find ways to be of service to them that don’t involve buying anything from you.  If you can adopt a “servant’s heart” mentality in your dealings with people you will find them drawn to you, because they will see the value of having you be an important part of their people network.

Ways you can fulfill the role of servant include remembering to acknowledge people in the things that are important to them.  If you don’t know what’s important to them ask!  People love to talk about what’s going on in their lives, their triumphs, even their pains.  Take a little time to give them an audience on those issues.  Ever wonder why bartenders are so popular with their customers?  They are a captive audience for anyone who wishes to bear their souls to them.

If you have a customer who has children, be sure to ask about them, and what they are involved in.  If you have customers who own businesses, consciously look for opportunities to use their services or refer others to them.  Find out the favorite charities of your referral sources and customers and find something you can do to help that cause, even if it doesn’t involve a donation from you.

In essence, acting with a “servant’s heart” is simply an extension of the principle of feeding the craving other people have to be appreciated.  It works best when it’s done with the sincere desire to benefit others, so do it for the right reasons.

Warm weather brings people outdoors for things like yard work, sports, and outdoor hobbies.  If you like to fish or hunt, you’ll want to stop in on one (or both) of our merchants of the month!

If you’re in Southern Maryland, the place to get your fishing and hunting supplies is Ron’s Bay Pro Shop, which has been serving outdoor sports enthusiasts in the area for over 25 years.  Owner Ron Manuel welcomes his regular customers and makes his new customers feel right at home as they find what they need to complete their outdoor experience.  Bay Pro Shop is located at the intersection of Routes 4 and 260 and carries a full line of fresh water and salt water fishing equipment, bait and tackle, rod and reels, archery equipment, black powder equipment, hunting clothing and footwear, paintball equipment, waterfowl calls, firearms, ammunition, and hunting and fishing accessories.  You can also obtain your Maryland hunting and fishing license at Bay Pro Shop.

Bay Pro Shop also provides a wide range of services to get you started and keep your equipment in tip-top shape for your outdoor hobbies.  If you’re a fisherman, they can install line on the reel of your choice, assemble a rod and reel combination that’s right for you needs, and also perform repairs.  They can install scopes on firearms, and they’re able to refill paintball air tanks and perform marker repair.  If you prefer archery, Bay Pro Shop can set up and adjust your bow so that it’s right for you.  The shop is open every day of the week at 7:00 AM (except Saturdays when they open at 6:30 AM), and closing times vary depending on the day (complete hours can be found on their website at www.bayproshop.com). Give them a call at 301-855-0351 or stop by the shop at 2819 Chesapeake Beach Road in Dunkirk.

Blue Fins Bait & Tackle is located at 700 Wise Avenue in the Dundalk area of Baltimore and carries everything you need for fishing and hunting.  David Mroz, a seasoned business owner, has been at the helm of Blue Fins since July 2009 and takes pride in providing sportsmen and women with the right tools, equipment, and supplies for the task at hand.  Blue Fins carries live bait, fresh chum, cut bait, lures, tackle, hunting supplies, deer corn, buck lure, ammunition, crossbows, and more.  Recently, they became a Registered Firearms Dealer and can now buy and sell guns. If they don’t have what you need in stock, they will do their best to get it for you so that you can enjoy your hobby to the fullest!

In addition to selling what you need, Blue Fins also offers seminars and monthly specials to get you in the mood for the fishing, crabbing, and hunting seasons. Blue Fins also sponsors an annual rockfish fishing tournament – this year it will be held on Saturday, June 11, from 6 AM to 4 PM.  Check-in will be at The Seasoned Mariner on Wise Avenue, and a pre-tournament Captain’s meeting will be held on Thursday, June 9, at 7:00 PM (for more information, visit their website at  www.bluefinsbait.com). If you’re a frequent shopper, you can take advantage of the Blue Fins Advantage Card, which will save you money throughout the year and qualify you for additional savings on unadvertised specials (the Advantage Card is currently on sale for $20).   They offer reel cleaning and reel and rod repair services, too!  Blue Fins is open 7 days a week (most days at 6 or 6:30 AM).  Check out their website  for specific hours or give them a call at 410-477-9244.

Are you one of those business owners who joins business organizations and attends networking events regularly, but fails to follow up with the people you meet?  We all do it, so the key to turning this trend in your favor is to admit that you do it and start doing something different.

There is no question that in business the “fortune is in the follow up”.  It is rare that you get new business simply by attending networking events and handing out business cards.  Successful networkers know that events are just a way to identify people who are a good fit for them to follow up with and explore where their may be opportunities to work together.  Don’t fool yourself by thinking that because you left with the largest stack of other people’s business cards that you are positioned for success.  What you do next with those business cards will determine whether the exercise was worthwhile in the first place.

I recommend that you make a commitment even before you go to the next event to make it your mission to come out of the event with appointments to follow up and not just passive promises to “get in touch” after the event.  When you book an appointment with someone it carries a greater impact.  It tells people that you are serious about your business and theirs, and it immediately distinguishes you from others who are simply going through the motions and delaying their success.

Remember, as a networker you are not a collector of business cards, but a builder of relationships that lead to business.  Follow up and follow through is what makes that happen.

Have you ever thought about the good feeling you get when people take a sincere interest in you?  We all have a craving to be appreciated and when it’s fed we feel a kindred bond with the people who are doing it.

As we become pre-occupied with the daily goings on in our businesses we often neglect something as simple as feeding our customers’ cravings to be appreciated.  That is truly a shame since it really doesn’t take much effort.  In fact, so few people do it that virtually anything you do is likely to get positive attention.

Something as simple as asking a long time customer for feedback on your service or even a recommendation on something you’re thinking about doing is enough for them to have a sense of importance to you that they will honor by finding ways to send you business.

Try pulling one of your customers aside each day and sincerely ask them how they enjoyed their last buying experience with you.  Ask them what they like about doing business with you and then sincerely thank them for being your customer.

If you took the time to do this just once a day the impact would be multiplied as those customers tell their friends about you, because they feel part of your inner circle.  Try this relationship building process and let me know how it works for you. I’m very interested in your feedback.