America’s small business

community is 30 million strong.

On one issue —the economy— we

stand shoulder to shoulder

with one voice:

The economy can only be saved by new job creation.

New jobs come —only— from small business.

(Check history!)

It’s time to face the fact that America’s small businesses drive America’s economy. Period.

It’s time to step up to the plate, Mr. Obama, and exercise the kind of domestic leadership you were elected to provide.

Without a strong economy, there is nothing else you can provide. Your social agenda will continue to dissolve. Our nation’s image will continue to deteriorate. Your support will continue to erode. And the kind of legacy you surely pursue will become more elusive each day.

But you can turn the tide.

You need only to choose to stop being driven by fear of losing face and votes, and show the world the leadership you appear to be capable of.

Bottom line, Mr. Obama:

Stop being an under-achiever!

Your “pulling up short” behavior simply doesn’t do justice to the promises you represent. Surely you can do better than that?

Instead of:

• Blockading and berating small businesses at every turn, and catering to big businesses that are over-run with lethargic 9 to 5 attitudes and disreputable union leaders . . . corporate giants entrenched in maintaining the status quo.

• Creating artificial government “jobs” that simply add to the deficit . . . how many people does it take to fill a pothole? (A State issue? And where do the states take their lead?) 

• Making lots of PR sound-bites and photo ops to illustrate your administration’s dedication to business (and setting up token programs through the pathetic SBA and other smoke and mirror entities to try to look good to voters). . . I served the SBA Advisory Council for two, two-year terms; it’s a farce run by corporate giants. 

  . . . how about trying a bold new tact?                                           

What, for example, could happen if you actually threw Federal support behind small business development by providing genuine tax incentives for job creation?

What, for example, could happen by introducing genuine tax incentives for meaningful small business expansion, and for the creation of entrepreneurial and innovative new revenue streams?

Will you please set the stage for entrepreneurial input by taking the high road? In other words:

• Can you start to genuinely demonstrate a more receptive attitude toward small business owners?

• Can you show a little entrepreneurial spirit yourself by taking the reasonable risk of rolling up your sleeves and setting to work with non-politicized teams of America’s great entrepreneurs? (This includes looking past just those who have worked with and on your various campaigns.)

• Can you put political ambition aside long enough to recruit some active “straighten-out-the-economy” participation by small business? (This means doing far more than just dispatching small armies of researchers and interviewers and surveyors into consumer, industrial and professional marketplaces to “report back.”)   

So far, it seems to ALL of the hundreds of small business owners I informally communicate with regularly, that your administration has done everything humanly possible to alienate entrepreneurs and small business owners and operators and managers, instead of tap into their experience and knowledge, and embrace their spirit.

Small business owners and operators and managers and entrepreneurs know how to be productive.

They know how to turn on a dime.

They know how to create and manage marketplace opportunities.

They know how to do whatever it takes with a passionate sense of urgency.

They know how to make things happen.

It’s hard to know the source of numbers that have crossed your desk, but reality is that there are indeed 30 million of us who are tired of being stepped on, over, under, and around. And many of us care more about turning things around than we do about making political points.

We truly want the opportunity to work with government to turn things around, but there must be an ongoing and mutual sense of purpose and respect coming from the White House. There has not been so far. 

Just say you’re willing to try, Mr. Obama, and let’s get started! Yes, it’s that simple.    

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www.TheWriterWorks.com or 302.933.0116 or Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

I know, you’re an entrepreneur of some sort, and you haven’t any time for time management. But, guess what? If you haven’t any, who will?

• Draw a bulls-eye with two fat rings around

  it and label the center circle space:

“FAMILY & PERSONAL”

• Next, label the innermost ring space:

“WORK & BUSINESS”

• Then label the outer ring space:

“FRIENDS & OTHER ACTIVITIES”

• Copy each heading onto a separate column on a separate piece of paper. Then list the most appropriate items (names of people, places, things, activities) in each category. Allow yourself one minute per list. 

Put the list down and walk away. Get some water or a cookie or just stare out the window. (This is like a little ginger between sushi pieces.) Then return to your target and lists.

The amount of “blur” between your bulls-eye and your next two rings will indicate how “fast lane” your life is right now. I say “right now” because this is a here-and-now, present-moment exercise: what goes in each part of the target can change by next week, tomorrow, tonight, or within the next seven seconds!

(In fact, when life gets too hectic, it’s a quick useful device for daily assessment, for helping you sort out and stay focused on priorities.)

Whatever blur does occur (in other words, whatever the lack of definition there is that exists between the three areas) should give you a good heads up on how efficiently or inefficiently you are using your time, as well as the extent of your allegiances to each entity that is taking time and attention from your life.

Once you’ve done this little diagnostic study on yourself, and have a good overview of your current activities and involvements, you need to decide if these pieces are where you want them to be.

Are you spending too much time with your business and not enough with your family, for example?

Or, are you so caught up in someone else’s problem that you haven’t made time to solve your own?

I once found myself so sucked into a Chamber of Commerce project to boost town retail traffic, that I ended up working nights and weekends just to catch up with my own business (which was not retail, and stood to gain nothing from the initiative).

The crunch infiltrated my time commitments to my family. The small disruptions that surfaced were clearly the tip of cataclysmic explosion. I extracted myself from the C of C mission and discovered — lo and behold! — the retailers I was knocking myself out to promote didn’t care enough to pick up the ball for themselves.

This is NOT to suggest that voluntary community work is not worthwhile. It most certainly is. But I highly recommend such engagements be clearly defined, clearly justified, and clearly scheduled.

Plus –realistically —where choice is involved (vs., i.e., an emergency), no one should ever commit to helping others who is not herself coming from a position of strength to begin with. A sick teacher is an ineffective teacher. A cash-poor business cannot donate to charities. A business owner who’s preoccupied with family survival issues or debt collection issues cannot be an effective sales leader.

Draw your target again tomorrow. See if anything changes. Can you make something change? Well, of course. Behavior is, after all, a choice. Maybe if you choose to stop juggling one fewer seagull, it will fly away! 

  # # #

 Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

How loud or quiet are

your community relations?

LOUD (high profile) community relations development counts most for:

• Educational and healthcare-based facilities and organizations (e.g., schools, hospitals, libraries, rehab centers)
• Professional practices (especially doctors, dentists, therapists, lawyers, and accountants).
• Retailers of every variety, size, and description (from restaurants to auto showrooms to department stores)
• Real estate professionals and all affiliated services
• Religious-based organizations
• Consumer transportation and shipping businesses)

These entities and individuals need to make positive community involvement impressions because their business interests are community-involved in direct consumer ways. They can achieve this by designing PR programs that support those communities that support their business and professional interests.

It’s called “enlightened self-interest” and it’s a good thing.

It means “enlightened” as to the perceived needs of key communities, neighborhoods, and regions, and taking a leadership posture that will produce good deeds which will ultimately produce some return on the investments of time, money and energy.

This is not the same thing as opportunism.

There is no selfishness involved.

Enlightened self-interest simply means following the awareness that the more good a business can do for the communities it serves, the more that appreciation for those good works will surface, and the more return can be realized, which ultimately allows the business to channel and contribute even more.

It’s all about demonstrating a sense of charity and coming at it from a position of strength which, in turn, makes even more charity possible. It’s hard to give meaningfully from a position of weakness. There’s nothing at all wrong with doing that; it’s simply limiting.

QUIET (low profile) community relations development counts most for:

• Manufacturers, fabricators, and distributors
• Home improvement services
• Online businesses
• B to B services (except media)
• Personal and family services (e.g., counseling, funeral homes, home care)
• Industrial and professional transportation and shipping businesses

These types of businesses have less need for public exposure in the community relations efforts they undertake, but no less of a need to be actively involved.

Both LOUD and QUIET community relations serve important purposes for all involved.

They can be achieved by ongoing and consistent efforts of groups, teams and individuals engaged in activities that benefit the welfare of others through guidance and participation in events, programs, sponsorships, news releases, and public stances on community-benefit positions.

There is never any shortage of needs your business can provide. Set budgets and terms for participating with matching dollar donations . . . and/or contributions of cash awards, products, services, time, facilities, contacts, equipment, and leadership.

# # #

931.854.0474 or Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

The Answer IS . . .

ASK QUESTIONS!

Whether you’re looking for better grades, improved cash flow, an investor, a loan, new customers, repeat customers, a new employee (or  job), new revenue streams, the exact right set of words for a branding themeline, or some trace of your ex-mother-in-law who changed her name and left town with the contents of your wall safe . . . your odds of success increase dramatically when you:

ASK QUESTIONS! 

You might think that’s pretty basic advice, but my experience is that it least happens when you most expect it –especially with headstrong entrepreneurs.

It isn’t that business owners strut around with a know-it-all cockiness; it’s that they don’t want to waste time and it can often seem more productive to step out of a meeting, seminar, webinar, conference call, txtmsg exchange, or cocktail party, than to suck it up and stay there and have to ask questions (when time is perceived to be better spent, instead, taking action).

Does that ring a bell or am I just imaging things?

Entrepreneurs (and most men, it seems) have to be on the verge of total mental meltdown before they’ll ever stop to ask anyone for driving directions. It used to be the threat of embarrassment for being so dumb as to have gotten lost. Now. it’s more like cringing at the thought of getting a reply like: “Hey, man, you mean you ain’t got no GPS or MapQuest thing?”

Here’s the bottom line:

If you don’t ask for what you want,

or what you want to know, 

you don’t get it!

(Always? No, sometimes we get things by accident.) 

Oh, and asking questions is completely useless if you forget the answers. Write them down. Stop with all the excuses about how much time it wastes to write things out by hand on paper (assuming you actually still own a pen and can find some paper, and remember how to write ;<)).

When you write things down, you get them out of your head, create more think space, and deal better with the inevitable interruptions that occur within seconds of getting your question answered. Note taking is not only smart insurance that you’ll walk away with an undistorted idea of what you heard, it also communicates that you value and respect the source of the responses you get.

The answers to questions

are at the root of all progress.

If you’ve been focused on secondary research sources (like books, reports, and the Internet) as your primary decision making tools, you may want to get yourself out into the real world and ask real people real questions once in awhile. There’s nothing can compare with asking real customers what they really think, really listening to their answers, and really writing down what they say.

Formal focus groups? Perhaps. But just plain old informal questions (without rebuttals, defensive reasons, excuses, or “yes, but’s”) will serve the purpose just fine. You will walk away feeling gratified, maybe astonished, and definitely enlightened. So???  (That was a question.)

# # #

931.854.0474    Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”  [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

Life is complicated enough.

Business owners whose messages add temporary 

 confusion lose permanent customers.

• From misplaced marketing messages to lousy operational instructions
• From squirmy small-type warranties to smoke-and-mirror contracts
• From jargon-filled business plans to sales spiels focused on I/Me/My/We
• And with totally non-communicative website content

. . . America’s businesses are strangling themselves with bad word choices that are costing more business every day than they are intended to create.

Contrary to popular opinion, one

word is worth a thousand pictures!

Pictures set up customers, but WORDS are what sell them!

The words you choose to use to sell and promote your business’s interests –to give your business consistency, backbone, and a customer-centric sense of enlightened self-interest– can produce revenues, new revenue streams, profits, and a positive reputation.

But the wrong (e.g., too complicated) words used in the wrong places at the wrong times, will demolish all you’ve worked to build, in one fell swoop!

Are you selling products or services that are —for example— manufactured or fabricated in China? Are user instructions written by the manufacturer or fabricator?

Odds are pretty good that they might as well be in Chinese!

“Getting lost in the translation” is not an empty phrase. It’s truth is found in those 27-language fold-outs for practically every tool, electronic device, and self-assembly item.

And THAT translates to lost return-visit sales, both online and in-person.

If your business depends on customers coming back to buy more, you cannot afford to lose them to competitors AFTER they struggle with a poorly-explained purchase that you are not likely to ever hear about (until AFTER your accountant tells you about last quarter’s diminishing cash flow).

Unless you’re committed to losing repeat-sale business, STOP buying goods and services from other countries to sell or resell in America that come packaged with unintelligible, non-communicative directions. Demand that instructions be clear or refuse purchase. Customers will not separate sources. Disgruntled, frustrated buyers will blame you for being stupid and insensitive, not China!

You know the “Keep it simple” formula. It works. As the slogans go: “Do It!” and “It’s In You!” and “I’m Lovin’ It!” . . . There’s definitely something to be said for “It” . . . got it?

Does an eight-year-old (or eighty-year-old) have trouble tracking down information on your website? Is the sales message obscured with meaningless verbiage? Does your branding message or theme beat your business chest, or focus on the customer? Is what you are trying to communicate too lost in the clutter of features to ever get around to selling benefits?

Are you communicating too much, too little, or just the right amount of information? Do your news releases start to sound like a back-seat driver? Do they get published? Are you making the most of them with direct mail and email followup? Does your social media program emphasize Twitter, LinkedIn, PRWeb and BizBrag? Why not?

Facebook may be great for socializing, but doesn’t cut it for business simplicity: You direct people to Facebook so you can then direct them from Facebook to your website? Send visitors direct to your website!. Life is complicated enough.

# # #

931.854.0474 or Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

Can I forget everything

I know up until now

. . . right now?

This is the question we must ask ourselves, and answer, if we are to thrive in leadership roles with our businesses and the communities we serve and that support us.

It is not a suggestion to wipe out memory banks or get a lobotomy, or set off toward early senility. It means: Can you let go of what you know long enough to shed some new light on the issue or person or group involved?

Can you let go of all the preconceived notions you have about someone or some group (or idea), give the benefit of doubt, put aside your beliefs, suspend your biases and prejudices, be truly non-judgemental, and see and hear the next three individuals or groups you encounter (or the next three times you examine the idea on the table) as if it were the very first time you ever met?

                                                           

Can you forget, in other words, everything you know about her/him/they/it from past experience?

Why? Because you’ll see that person or group or concept in a revealing new light and he/she/they will see you with a fresh outlook too! That happening alone will prompt new levels of receptivity and innovative thinking. 

When you can put the mental and emotional baggage of the past aside, and look at some one or some group with new eyes, you are in effect removing barricades to productivity. By initiating this way of thinking, you help others (and yourself) to rise to the occasion of dealing most effectively with the task at hand.

Every decision to pursue an intense focus on the present moment is typically met with resistance from those parts of your brain that seek to drive past and future issues to the foreground. Trying to disregard past associations, relationships, experiences, or what you know or think you know about the individual(s) you are meeting or conferencing or communicating with can be exhausting.

If you choose for it to be exhausting.

When you decide, for example, that it can really be simple and invigorating and worth it to turn around an historically difficult partner, customer, client, investor, key employee, or whomever, your odds are substantially increased when you can wipe the slate clean.

By responding only to what is communicated –and not to prior conclusions, reputations, beliefs and behaviors you have attached to the source– you establish a new ground for new possibilities to surface. Great leaders do this routinely. You can too. It may take a few tries, but three times on the runway will serve you well as preparation for takeoff. Have a nice flight!

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www.TheWriterWorks.com or 302.933.0116 or Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

Why is it so hard to just

  shut up and do what’s right? 

An awful lot of nonsense gets carried over into the business world from society and the media. But I guess that’s to be expected. After all, business is simply a mirror reflection of society’s needs and wants. And the media makes a living by attracting attention with lies and sensationalism that “play off of” society’s needs and wants.

Lies and sensationalism attract attention and create interest. That, in turn, sells newspapers and magazines and draws TV and radio audiences. Media lies and sensationalism boost Internet website visits.

The higher the numbers get, the bigger the demand created for businesses (especially big businesses with multi-million-dollar advertising and marketing budgets) to purchase message time and space. The more message time and space purchased, the more media is incited to lie and sensationalize. A vicious circle.

Bottom line?

There’s a lot of noise out there!

What I find particularly disconcerting is what appears to me to be a growing pervasiveness of leadership reliance on chatter instead of on listening.

The American public has (hopefully) had a two-year-long lesson in the societal strangulation that occurs when you make a great orator –with less than minor league leadership skills and experience– into a national leader who clearly does not know how to listen.

Not listening is by itself an unforgivable offense for any leader. Openly espousing a socialist (Marxist, some even say) agenda that literally flies in the face of America’s Constitution adds fuel to the leadership fire.

One compounds the other by pulling the rug out from under small business’s ability to reverse direction of our ever-plunging economy. It is small business, and only  small business, that can create new jobs. Small business doesn’t fit a socialist agenda. Connect the dots. 

~~~~~~~~~~~~~~~~~~~~

And so, we are now also seeing a long trail of energetic young entrepreneurs moving into business leadership posts. But they have nothing much to guide them except the seats of their pants and the role model they naively swept into the White House.

The ugly thought alone of a nation of outspoken, brash young business “leaders” preoccupied with presenting instead of listening is frightening to say the least. Pep rally speeches can get people excited, but they don’t get the job done. 

And as disheartening as it is for me to even use this blog as a place to address concerns like this, I can’t help but think that America has brought herself to her knees . . . and that now is the time for every leader of every business entity to 1) get up, 2) stand tall, and 3) listen carefully to what others are saying:

customers, partners, employees, investors, referrers, lenders, suppliers, vendors, service providers, advisors, geographic and industrial and professional communities served.

We cannot just “hear” them.

We must actively “listen” to them.

We might even learn something

about not only doing what

works…but about doing

w h a t ‘ s    r i g h t !   

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www.TheWriterWorks.com or 302.933.0116 or Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

Do You Hate

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www.TheWriterWorks.com or 302.933.0116 or Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!

You flaunt it or you bury it.

  It’s a primary differential in determining business success.

Consider for a moment that government and corporate employees have little if any of it. Mothers, entrepreneurs, great athletes, great sales-people, and most detectives –on the other hand– are loaded with it!

Instinct, says Webster, is a natural or inherent aptitude, impulse or capacity . . . a tendency to make a complex and specific response to environmental stimuli without involving reason.

If you own or run a business, you’ve got it!

“Good heavens, man!” most town, county, state, and federal employees, and most low-tech, no-tech, and medium-tech corporate suits would exclaim, when challenged to get to the point without analyzing stuff to death.

You’ve either got it, or you’d better get it!

We are rapidly becoming a global business community that’s triggered and managed by instinct. This proclamation is –particularly for those in white shirts and ties or pantsuits and heels (or perhaps both on alternate days?)– probably a source of indigestion, even irritable bowel syndrome because it threatens their programmed response to every situation, to study it endlessly.

The great oil spill wrought such havoc with both the federal government and the corporate giants involved that they all chose to gasp and cover their faces with their hands, while peeking between fingers, only to settle (after WEEKS passed) to send people to the scene and “to STUDY it!” What was that comment from a couple of paragraphs back? “Good heavens, man!”

Whatever happened to taking action? Oh, right, that’s an entrepreneurial instinct, and entrepreneurs are, after all, a reckless bunch charging from one risk to another. Well, those who are entrepreneurs know this couldn’t be farther from the truth. We also know that today’s economic crisis would never have happened if entrepreneurial instincts had been unleashed to address the issues at hand.

Anyway, the oil spill and economic catastrophy are only symptomatic examples. The point is that you got into business and kept it going through thick and thin because you made decisions based on instinct instead of analytical studies. Well, guess what? The way out of the darkness is to resurrect that quality you’ve hidden away in fear. Take it back out and run with it. Make things happen!

What’s the worst case scenario? How reasonable is the risk? What will it take to jump start your ideas? Your people? Your customers? Your suppliers? Your investors and lenders? Your referrers? 

Why are you wasting time over-thinking when you can be taking step-at-a-time, trial-and-error action the same way you used to a few years back?

It doesn’t have to cost money you

don’t have to test and try ideas.

Cash is short? So what? It’s always short. Do you want to be still sitting there wallowing in worry a year from now just because you don’t have barrels of cash to work with? Seize the day? Seize the moment!

You have your mind. You have your experience. You have your skills and knowledge. And hopefully, you’re smart enough to step up to the plate and pray for a fastball right down the middle. (Praying will help you avoid the curves and spitballs!).

You have your instinct. Use it more. 

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www.TheWriterWorks.com or 302.933.0116 or Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone! 

A knock unanswered is a nudge

in the direction of more

productive selling, not an

invitation to pound on the door.

Every one in every business or profession is engaged in sales. Some don’t want to be. Some don’t accept that they are. Some push so hard running in place that they wear out their treads and lose traction.

Some give up on the starting line.

For the benefit of those from the “knock ’em dead” school of pushy salesmanship (who are probably out there selling cars instead of reading this anyway), put all “the failing economy” excuses aside, and consider these ugly face-the-facts truisms as you examine reasons for not making sales quota:

Assertiveness is not aggressiveness.

Speaking up for yourself is not the same

as punching someone in the nose

. . . and the flip side:

No one ever bought anything

from a slab of fish fillet.

How happy this news must make all you handshake aficionados who are smart enough to know deliver a handshake that comes down the middle, avoiding both the MMA bone-crusher grip and the floppy wet, soaped-up washcloth slither slide.

Effective, successful sales professionals mimic and resemble in attitude what they present of themselves in that first three customer-size-up seconds of presenting a genuine smile, trustworthy eye contact, and a handshake that speaks of authenticity.

So why do most home and business service providers not get it? Most one-man-band performers see themselves as service provider performers, not sales professionals . . . not sales anything.

They are SEO consultants, or upholsterers, or plumbers or electricians, or painters, or carpenters, or designers, or bookkeepers, or carpet cleaners, or hairdressers, or artists, or window-washers, or specialty retailers, or delivery service people, or car service specialists, or appliance repair specialists, or photographers, or building maintenance people, or writers or editors, or . . . you name it.

They are not, and do not want to be salespeople.

They are not and do not want to be politicians.

They are not and do not want to be agents.

They DO want to be businesspeople and get paid fairly for their services, but most are not willing to be open-minded enough to accept that today’s market for home and business services is filled with less capable, more personable provider options.

And being successful means being able to compete . . . not by being “Mr. or Ms. Personality” but by being more focused on how they come across to others, on how carefully they listen.

It really doesn’t take much to ask questions, listen carefully to the answers without interrupting, take notes, nod, smile, offer reassurance, and hand over a supportive piece of paper or simple folder that outlines the basics:

• credentials

• insurance and bonding contacts

• customer references

• contact information

• payment terms

• satisfaction guarantee

• ah, yes, and a website address (simple outperforms nothing every time!)

There’s no need to stand in place and recite these.

Face-to-face time must be used productively, listening 80%, talking 20%!

When a best-effort presentation or introduction has been made, and there’s no expression of interest, or there’s an expression of interest but the prospect literally “disappears,” stop beating your fist (head?) against the guy’s door.

A dead-in-the-water sales pitch will not revive itself because you don’t want to give up. It will instead eat your time up sideways, and haunt you. Knock on another door.

Accept that what you had to offer just didn’t work for that person at that time and/or that she/he simply overlooked being courteous enough to not lead you on . . . and get on with life!

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Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone!