We were lucky to catch up with Dr. Kimberly Sellars-Bates recently and have shared our conversation below.

Dr. Kimberly, looking forward to hearing all of your stories today. If you could go back in time do you wish you had started your business sooner or later

Time seems to be moving at an accelerated pace. I started my company on paper in 2007. I had never taken a business class so 95% of what I learned was “baptism by fire.” Now that I am considered a “seasoned entrepreneur” I realize that I wish I had started sooner. When I officially launched KSTB, I was working fulltime at a college. It was a stable job and I really enjoyed it. They appreciated my skills and abilities and did not micromanage me at all. This was their first time having a Prospect Researcher and I was able to make the position my own. I had 2 small children and my job gave me flexibility to attend their school activities and games. Sounds like a pretty sweet deal, doesn’t it?
After being at my job for a couple of years, word got out that I could secure 501c3 status, research, and write grants. I started taking on outside projects and it was manageable for about a month. By the second month word had spread and I was busy every night completing additional projects. In addition to my day job, husband, and children, before I knew it, I had a nighttime business that was running at full speed. Pretty soon my husband started to urge me to resign from my fulltime job and work for myself. I was terrified at the mere thought of not having a steady paycheck. By that time, I was in my 40’s and in addition to the children, we had a mortgage and car notes.
I started to have anxiety. The “what ifs” came at me each and every night. Sleep became a distant memory. What if I didn’t make money? What if we lost the house? What if the cars were repossessed? Another thing that gave me pause was I did not have a business degree. All of these things weighed heavily on me. My biggest fear was that I was too oId and had too many responsibilities to start my own business. One thing was for sure, something had to change. I was scared to go and scared to stay. I ultimately decided to resign from my job. I gave myself an internal 1-year deadline. I needed to at least make the salary that the college paid me. If I didn’t I would find a fulltime job.
Starting a business takes time, energy, and focus. Now that I look back on it, I wish I had started my company earlier. Much earlier. By the time I started, I already had a family and several community commitments. My life was incredibly busy.
My children are now grown. That first year came and went and today my business continues to operate in the black. Despite the pandemic, my company’s revenue increased and I had to increase staff. Hindsight, I can only imagine the impact my company could have made on the community if I had not been so hesitant to start earlier.
That is one of the many things I admire about today’s generation. They feel the fear and do it anyway. They don’t settle. They know what they want and they go after it. My friend’s daughter graduated from college in 2021 and has already changed jobs 3 times. With each new job she receives a signing bonus AND lets them know what days she needs off because she already has a trip booked.
I wish I had that chutzpa when I started KSTB.

Dr. Kimberly, love having you share your insights with us. Before we ask you more questions, maybe you can take a moment to introduce yourself to our readers who might have missed our earlier conversations?

KSTB Enterprises was founded in 2007 by Kimberly Sellars-Bates. The firm is a small business that produces extensive results. We are a customer centric full-service resource development consulting firm serving clients throughout the United States. We provide six (6) services to meet the needs of nonprofit development: 1) 501c3 application and submission, 2) Incorporation, 3) Grants (city, county, state and federal), 4) Non-profit organization coaching (assist getting the organization started and ensuring that they are “grant ready” 5) 501c3 and Grant Coaching, training and seminars 6) Prospect Research (locate potential funders to provide grants for your programs and organization).
We create effective fundraising management systems and strategies that help non-profit organizations achieve long-term success and sustainability.
In America there are almost 100,000 funding sources of various types, yet over 60% of non-profit organizations are under-funded! A resource development strategy is crucial to the long term success of any organization. We can provide the expertise and coaching to craft and submit grant proposals that, with persistence, will produce results.

In 2921, Kimberly Sellars-Bates was awarded an Honorary Doctorate for the many grants researched and written in the United States. She is the author of Get Grant Ready! and host of the podcast #BOSSDOM. She was a contributing author in the published article, “Community Engagement Practices at Research Centers in Minority Institutions: Priority Populations and Innovative Approaches to Advancing Health Disparities Research”.

She is working on her second book, Bossdom! It is slated for release in December 2022.

Dr. Sellars-Bates works tirelessly in her community and is a dedicated and active member in several community and civic organizations including: Alpha Kappa Alpha Sorority, Inc.; (TEO Chapter); Order of the Eastern Star (Peace Chapter #146); and 100 Black Women. She is the recipient of several community awards and is listed on the 19th edition of Who’s Who in Black Atlanta.

Dr. Sellars-Bates is married to her college sweetheart, TaDarol Bates. They have 2 adult children Taylor Cimone and TaDarol Christopher II (DJ Crizis).

How did you build your audience on social media?

There’s no debating: when it comes to marketing your business, social media is an essential tool in your arsenal for success. We know that social media is one of the fastest ways to establish your digital voice and build rapport. We also know that the platforms you use are just as important as the types and variety of content you post. In this fast-paced digital world, engagement is king and attention spans are short. But while we understand the power of social media and may have cracked the code to gain likes and followers, there’s one component that will always remain variable: the conversion of social media engagement to leads, clients, and contracts. Given the amount of time, effort, and resources that are invested into developing a social media presence, businesses want to see measurable results. When efforts don’t directly lead to an influx of clients or an increase in sales, marketers, entrepreneurs, and aspiring influencers alike are left to bridge the gap between what appear to be successful social media campaigns and a lack of response. Does a strong social media presence automatically equal sales? The answer can be as confusing as Instagram’s ever-changing algorithm.

While your social media platforms serve as a means of connection to current and potential clients, they in no way promise leads. In fact, if you believe that developing a large following or posting around the clock alone guarantees successful social media marketing, I’d caution you otherwise. Gone are the days when hashtags led to views; algorithms and engagement dictate who sees your content and when. Social media platforms understand the value of the exposure they provide and are increasingly finding ways to monetize your audience through a paid promo. Even with the solid exposure that paid social media advertising affords, call-to-actions only bring the horse to water. How do you make them drink?

There’s no one size fits all approach or magic trick to successful social media marketing, but there are things you can do to maximize your effectiveness. Since platforms are taking more control of the flow of content and exposure, it’s important that you make your interactions count. Think of these platforms as a way to get your foot in the door and introduce your brand, business, or mission to the masses. By using a combination of thoughtfully curated content, engaging in authentic exchanges with your audience, and exercising patience, you can create a community and position your business for growth.

Social media followers do not automatically equate to clients or sales; there’s no way around it. However, when used effectively, what social media offers prove to be far more valuable. While your follower count may not directly lead to sales, social media affords you the ability to grow your business, build relationships, and create connections with others no matter the location. Your platform serves as the foundation to building a community that sees you as an indispensable resource and offers unlimited opportunities for growth.

We often hear about learning lessons – but just as important is unlearning lessons. Have you ever had to unlearn a lesson?

A colleague was with me last week, and, in the middle of our conversation, my cellphone rang. It was from someone who had gotten my number from someone else. She asked if I had ten minutes to let her “pick my brain.” My response? “No, I do not, but you can schedule a consultation.” My colleague was shocked. She couldn’t believe my response. Not coming from me. You see, I was born with what can be considered both a strength and a weakness. I am very nice, almost to a fault. Because of this trait, more often than not, I have put other people’s priorities ahead of my own.
I founded KSTB in 2007 to research, write, and submit grants in order for my clients to achieve their missions and provide programs and support. That can’t be accomplished if I allow other people to be in charge of my time.
Managing time is important in all aspects of life but perhaps even more so when you have your own business. In order to ensure the success and sustainability of my company, I had to make an intentional change. I took charge. My time is valuable and could nor should be wasted.
Whenever I find myself wavering, I take a moment to read a 54-word poem by Dr. Benjamin E. Mays, “I Have Only Just A Minute”. It is in a sheet protector in my office, and I refer to it more often than not. Dr. Mays was a pioneering civil rights leader and the president of Morehouse College during the time Dr. Martin Luther King Jr. was there. Dr. Mays is cited as one of his great influences who gave the eulogy at Dr. King’s funeral.
When you are in business for yourself, time is money. If we do not work, we do not get paid. If you do not put a value on your time, no one else will.
Let me be clear; I love what I do. I also love to talk about what I do, how I started, etc. If you are a consultant or business owner that operates in the black, you will receive steady calls, emails, and text messages from people asking to “pick your brain.” The requests may be flattering, but eventually, they become a nuisance if you are not getting paid.
You may be like me; I have always had problems saying no. I always felt like I was being rude or that the person would think I was rejecting them. In the past, I have allowed people to call or go to lunch with me and take up hours of my time quizzing me on the specific steps I took to get started, how I get clients, how much I charge, etc. In addition to answering their questions, I always felt compelled to pay for lunch because after all, they wanted to meet me, and it just seemed like the right thing to do.
Finally, something happened that caused me to make a deliberate and immediate change.
A couple of years ago a man interested in becoming a consultant asked me to lunch. He wanted to “pick my brain.” Two weeks later, he attended my sold-out seminar. He raised his hand as if he had a question. I allowed him to talk, and would you believe he started talking about his grant writing services and passed out his business cards? The NERVE! One of my employees stepped in (Thank God!), but not before the man proudly said that he admired me but wanted to be BIGGER than KSTB. He even continued to pass out his cards once he went outside to the parking lot.
Although his antics that day greatly disappointed me, I learned a valuable lesson. I realized the extent of what some people will do to get ahead in business. I gained an insight and strength that day that I continue to carry with me.
Now when people contact me, I no longer allow them to pick my brain. If you want to discuss services, I charge a fair but firm consultation fee. You see, by setting boundaries and consultation rates, you set the expectation that your time is to be respected. Sometimes a typical response is, “Oh no! I can’t afford to pay just to talk to you. I only want to find out how you got to where you are.” In that instance, I steer them to my website, blogs or invite them to follow me on social media. My blog posts are free.
Occasionally, I will host an “Evening with Kim” where, in a group setting, we can chat for one hour. There’s usually no fee, except the cost of your own food. You can visit my website or follow me on Twitter, Instagram, and Facebook to see when the next one is.
I WANT TO BE YOUR PARTNER
In business, be very careful about allowing people to partner with you. It does not matter who refers them. I have gotten calls from people begging me to let their cousin, friend, spouse, etc. partner with me to host a seminar. “They know everybody and will do a great job! Trust me!”
The reality is, we all need help sometimes, especially when just starting out. I have an innate desire to help others and have allowed people to partner with me only to find out that they have no experience or connections. I ended up doing all the work including finding the venue, marketing, and providing materials. Of course, the “partner” was willing to collect the fee for registrations at the door and pass out packets. They ended up looking like they played a key role in the seminar and even got a percentage of what was earned.
When partnering with others do your due diligence. Make sure the “partner” has adequate skills to complete the project. Find out who their connections are. Get references and samples of their work. Don’t ask yes or no questions. Make sure questions are open-ended and pertain to your area of expertise. If not, you may end up scrambling to ensure that a quality project is submitted. In my case, I ended up paying my staff overtime to get a grant submitted on time.
For those of you starting out, you may not have a full-time staff yet. There are several options for you to explore. Look at past colleagues to work with you if you need assistance. Contact colleges and universities to search for interns. A couple of my full-time employees started out as interns.
Please understand that there is absolutely nothing wrong with mentoring. I speak often to groups, host free webinars, etc. I hire youth and adult interns for specific projects. I pay them a stipend and they get both on-the-job training and full access to me. However, time is a valuable resource, and I don’t want, nor can I afford, to waste it on someone who isn’t serious or who is just looking for shortcuts. Maybe next time I’ll tell you about a person who interviewed to be my assistant because she wanted to use my connections to be on a reality show.
Remember, if people want to pick your brain, ask them to choose a time and method of payment. 😉

Contact Info:

• Website: www.kstbenterprises.com
• Instagram: https://instagram.com/kstbenterprises
• Facebook: @kstbenterprises
• Linkedin: https://www.linkedin.com/in/kstbllc
• Twitter: @KSTB
• Youtube: https://youtube.com/channel/UCpcjPDqxvnOivux1cuUZlmw

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