Next time someone calls you

“Four i’s,” say thank you!

Radio station WIIFM  (What’s In It For Me?) has been on the air now for over 30 years that I can remember, as the acronym for reminding marketers and advertisers and salespeople that benefits, not features, are what people buy! You want to make a sale? Tell prospects how they’ll benefit, not how great you are!

Okay,  you got that, right? So what’re the “Four-i’s” in SMALL BUSiiNESS STiiMULUS?

Here it is,  all you acronym fanatics (and don’t say I never gave you anything!):

• Intelligence –

Cause literally EVERYone outside Federal and state government circles knows that ONLY small business job creation will reverse this sick economy, and that small business owners must rise above the meaningless token incentives being waved around… and go for the gold under their own steam!

• Innovation –

Cause everybody has ideas, but very few see them through to completion!

• Impression –

Cause you never get a second first one!

• Integrity –

Cause without it, you have no business and no chance of survival in ANY kind of economy! Doing the right thing all of the time means having no exceptions.

     The bottom line is  that if you are lacking in even one 0f these four I’s, you are in big-time trouble, and need to get on the stick before 9am tomorrow morning! And, incidentally, none of these qualities, values, characteristics, whatever you want to call them, costs anything.

In fact,  all four involve conscious daily choices to pursue them. When you have Intelligence, and know your market, know your industry, know your competition, know your product and service benefits (and features) and know what you’re up against with narrow-minded government perspectives that will only provide lip-service instead of solid support, you will be in the best possible position to move your business forward.

     When you choose  innovation and innovative thinking, you are choosing to see every step of the birthing process for launching a new idea. That focus alone will carry the best ideas forward and lose the unproductive ones quickly along the way.

     When you realize  that no one will take the trouble to judge your business twice and that your first impression must be the one that flies, you will be well on the way to achieving the acceptance levels you seek. This means not settling for inferior marketing, advertising, sales, promotion, merchandising, and public relations programs and materials.

     Integrity is the backbone of business.  The recent failures of giant corporate entities have underscored the truth of this point. The day-to-day failures and successes of small businesses are 100% attributable to having and consistently demonstrating high levels of trust and integrity or not. Failures blamed on under-capitalization are failures of poor management. Failures of poor management can inevitably be traced back to failures of integrity.

Heed the Four i’s  as if they were your own two i’s because in the end, the i’s have it!

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Make today a GREAT day for someone!

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

Hal@Businessworks.US         931.854.0474

Guidance to 500+ Successful Business Startups

Creating Record-Sales for Clients Since 1981!

“Stick to your knitting!”

(and risk going down the tubes!)

All of history’s great management gurus  have traditionally advised business owners and managers to stick to their knitting, as in “do what you do best, put your head down, and charge forward!”

But these are radical times  that call for radical solutions. “Sticking to your knitting” can earn you bankruptcy. Look around you for the proof. Would you like a list of all the (big AND small) single-minded-pursuit businesses that closed in the last two years?

Except for those few businesses  that thrive on hard times… do-it-yourself stuff and debt consolidation and pawn shops and vulture lawyers… those who do best are adapting and expanding and re-inventing themselves!

You run a service business  but have more to offer than just your accounting skills. I’m not talking about your tuba-playing. Surely you have taught others something about your specialization at some point. Why not add that ability to the range of services you offer?  

VOILA!  Now you are also a consultant and trainer. Package these add-on services, price them, and include them on your business cards and letterheads. Hey, nothing ventured… 

You’re a painter or designer?  Add less-expensive, one-of-a-kind postcards and greeting cards to your lineup.

You sell furniture  and discover the new senior housing complex down the road provides a small alcove area next to every front door; nothing you carry fits there, but you (or someone you’re connected with) have (has) some carpentry skills. Measure twice; cut once. Skinny/tall/customized corner cabinets! Sell affordably and POOF! A new revenue stream and new prospective customer base.

Every problem is an opportunity.  

A lousy economy is an opportunity

to innovate and spin new business

directions out of your old knitting.

“A stitch in time…”     

And now’s the time to prune the

brittle dead and the overgrown.

     In this second straight year  of continuing economic setbacks for you and your business, you have no doubt suffered losses —money and people— you would certainly have preferred to avoid. And now you’re sitting out on the farthest-most limb of your company tree, saw in hand.

     Well, scramble back down  and spare that big old branch. It may not look altogether healthy, but there’s some green stuff coming out of those barren bark areas, and it’ll survive and thrive if you just —instead— get out the pruning shears for one last ruthless sweep of the brittle dead and the overgrown.   

     But, wait, you say,  you’ve done this already, just months ago! Well, if you’ll promise to shoot the message and not the messenger, I’ll take the risk of telling you that you need to consider it again. When overgrown shrubs and dead branches are lopped off, more nutrients go into growing that which remains and the discarded pieces will return to life in some other form.

     When you let go  of marginal employees, you are strengthening the organization and you are giving everybody a chance to reinvent themselves. They may not like it; they may suffer for it; they may not see it as an opportunity, but in the end they’ll be happier for finding work situations that are better suited to them.

     UNLIKE trees and shrubs,  you are dealing with human emotions and frailties, so a realistic tone of understanding, empathy, active listening, and genuine helpfulness is what you must offer as your end of the trade-off. Losing a job is equal to losing a life for many because it’s such a devastating blow to the ego and self-esteem.

     You must be tuned into  that dynamic and do everything possible to help ease the life transition your business survival needs are prompting. Yes, you must be firm in making and communicating your decisions, but you must also be willing to listen, eager to refer, agreeable to compensate, and share in the responsibility. Why? Because it comes with being a leader.

     And why now?  Because as we let go, we grow. Because the longer we hold onto weak, unproductive, marginal employees, the closer we come to the point of no return, where it’s simply too late to let go and too late to survive.

     Just keep in mind  that there is also a time for every purpose under heaven, and that one purpose of a leader is to show heart in helping the downtrodden to see the light, while showing courage in inspiring the strongest of remaining forces to move forward, onward and upward for the collective good.

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Input aways welcome: Hal@TheWriterWorks.com (”Businessworks” in    subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  

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This blog free via list-protected email: click RSS Feed above…$1.99/mo on  AMAZON Kindle. Creative? Add your own 7 words to the 318-day 7-Word Story (under RSS) We’re making it up as we go!  GET Hal Alpiar short story in Sept. release book from Nightengale Press: THE ART OF GRANDPARENTING Amazon, B&N, OR order special (signed by Hal) pre-publication $22.45 total check only (includes s&h), payable & mail to: TheWriterWorks.com, LLC @PO Box 1236, Millsboro, DE 19966. Include continental US ship-to address. 9/13 is Grandparent’s Day!

Reality Check!

      Just in case  you’re star-struck with the idea of starting your own business venture, be aware that there’s a little more to it than flipping the black and red “Yes, We’re Open” and “Sorry, We’re Closed” sign twice a day.

There’s . . . 

• money (at least twenty times more than you can even imagine needing!) 
• industry experience, training and know-how
• knowledge of the market and the competition
• customers (you’re going to need a few to start)
• suppliers (you’re going to need a few to start)
• location (which is often critical, depending on the nature of the business)
• utilities
• a formal written business plan
• investor and/or loan payback arrangements
• basic office and business supplies
• inventory of products and/or services
• credibility (industry/community associations?)
• advertising/marketing preparation
• advertising/marketing implementation
• an accountant
• a lawyer
• an advisory board
• employees
• a bank and bank account
• maybe a post office box
• maybe charge card or PayPal arrangements
• maybe a charge card
• furniture and equipment

…this could go on for pages!

     And don’t tie-up  your brain with this next thought, but you surely need to be conscious of the fact that 9 out of 11 new businesses fail in the first 3 years, and that it takes 5 years on average just to break even financially.

     Be aware that  most businesses fail because of poor management. Period. It’s common to hear that a new business didn’t make it because it was under-capitalized, but if you think about that for 2.5 seconds and can be honest about it, under-capitalization is:  poor management!

     You can be  a free-wheeling entrepreneurial spirit all you want, but reality dictates that you have to do some planning and have a ton more money than you think you need just to get up and running. This is a “haste-makes-waste” point in time where shortcuts don’t work.

     Of course there are always  Steve Jobs and Bill Gates success stories about starting in a garage and working “on a shoestring,” and I wish for you to be that kind of successful, but reality is that these two superstars are each one in trillions.   

     If all the above  thoughts have fueled your fire instead of discouraged you into retreating to the life of a bottom of the barrel employee, you might actually have what it takes to make it work. Go for it! (Oh, and if you need to call me for help, do it please before running out of money! Thank you.)

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Input aways welcome: Hal@TheWriterWorks.com (”Businessworks” in    subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  

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This blog free via list-protected email: click RSS Feed above…$1.99/mo on  AMAZON Kindle. Creative? Add your own 7 words to the 314-day 7-Word Story (under RSS) We’re making it up as we go!  GET Hal Alpiar short story in Sept. release book from Nightengale Press: THE ART OF GRANDPARENTING Amazon, B&N, OR order special (signed by Hal) pre-publication $22.45 total check only (includes s&h), payable & mail to: TheWriterWorks.com, LLC @PO Box 1236, Millsboro, DE 19966. Include continental US ship-to address. 9/13 is Grandparent’s Day!

So you had bad toilet training

as a child. So what?

     Imagine what this world would be like  without hidden agendas. Okay, maybe you can’t change the world. Imagine what your business would be like without hidden agendas? Your life?

“Man is not totally at the mercy of either his heredity or his environment, He can modify both.” It starts with increasing “a person’s awareness of the real power he has to direct his own life, to make decisions, to develop his own ethical system, to enhance the lives of others, and to understand that he was born to win.” 

Excerpts from the Preface of BORN TO WIN by Muriel James and Dorothy Jongeward

     Here’s the deal:  Psychological “game-playing” (often unconsciously provoked) has been defined by psychology icons Dr. Eric Berne and Dr. Frederick Perls as a series of transactions or communication exchanges (often repetitive) with a hidden motive or agenda.

     These “game” exchanges,  which may seem innocent and perfectly rational on the surface, can have extremely destructive mental and emotional consequences. “They prevent honest, intimate and open relationships” at home and on the job, say author/therapists James and Jongeward.

     They go on  to point out that we “wear many masks and have many forms of armor” that keep our true selves confined and unknown, even to ourselves. The possibility of encountering our own reality–learning about ourselves– can be “frightening and frustrating.”

     Many of us,  say James and Jongeward, “expect to discover the worst” when we set out on a path of self-exploration, “and a hidden fear lies in the fact that we may also discover the best.”

     To discover the worst  means we must “face the decision of whether or not to continue in the same patterns” of behavior, they say, and “To learn the best is to face the decision of whether or not to live up to it.”

     Because either discovery  may involve change, it is anxiety-provoking, which can be good or bad, depending on how we use the information and exercise the change.

     It all comes down to  making a conscious choice to learn more about what makes you tick so you can minimize game-playing, recognize it in others and not play, be better able to generally run a healthier more productive business… and experience a healthier and happier personal life in the process.

     What have you got to lose?  Finding out you had bad toilet training when you were three years-old? So what? Choose to make the reality of your present moment your focus, and watch the joy that comes to the surface, and stays! 

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Input aways welcome: Hal@TheWriterWorks.com (”Businessworks” in    subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  

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This blog free via list-protected email: Posts RSS Feed (center col.)…$1.99/ month on AMAZON Kindle. Creative? Add your own 7 words to the 313-day 7-Word Story (under RSS) We’re making it up as we go!  GET Hal Alpiar short story in Sept. release book from Nightengale Press: THE ART OF GRANDPARENTING Amazon, B&N, OR order special (signed by Hal) pre-publication $22.45 total check only (includes s&h), payable & mail to: TheWriterWorks.com, LLC @PO Box 1236, Millsboro, DE 19966. Include continental US ship-to address. 9/13 is Grandparent’s Day!

The Importance

of Being Earnest

                                                                                     — Oscar Wilde

     First of all, promotional emails that are well-done are well done because they are an earnest attempt to sell or promote a quality product or service in a highly personalized (and/or recipient opt-in) way. When emails meet these criteria, it’s hard to dismiss them as junk. 

     Does that make it okay to send them out? It depends on the circumstances, but odds are if your message is sincere, backed with integrity, not insulting, and actually has something informing, educational, reassuring, or entertaining to say, it’s perfectly okay in my book.

     But how do you get an email to accomplish all that? It’s not easy. The subject line has to be fitting, provocative, persuasive, spelled correctly, punctuated correctly, creative, have and suggest a purpose, demonstrate the ability to relate, and literally shout of legitimacy.

     And that’s just to get it opened. When’s the last time you opened mail addressed to “Occupant”? Or something that says “Stop Berning Calorees” or “Hey, should something I no four sure be puzzling to you?” You have better examples sitting in your own inbox right now.

     The email message must be simple, straightforward, no BS, get right to the point, read fast, use bullet-points and summaries, use consistent colors, use consistent font styles, use consistent font sizes, use consistent font treatments, use consistent font and line spacing.

     The bottom line is that promotional emails are generally not effective if they’re written as letters, or memos, or print ads, or broadcast scripts, or txtmsgs. They are a combination of the impact and brevity used with billboards, bumper stickers and direct mail pieces.

     They must communicate instantly.

     Headlines and lead-ins are critical and need to attract attention, create interest, stimulate desire, bring about action, and prompt/promote/deliver satisfaction.

     You must ask for the sale and provide as many ways as possible for the respondent to respond/order and as many locations for that as possible without being too obnoxious about it.

     Sign off with a real name and contact information. Include a guarantee. Where you use endorsements or testimonials, provide contact details and don’t gloss over names/titles/affiliations/credentials. Promotional emails can work for you if you’re willing to work to make them work.

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 Hal@TheWriterWorks.com  or comment below.

Thanks for visiting. Go for your goals! God bless you!

Make today a GREAT day for someone! 

NO business is worth

your family!

     With the odds for success practically in the minus zone, it’s a wonder that family businesses–including, of course, formal partnerships–ever survive at all, never mind continue to be born on a daily basis.

     I mean I’ve always thought human beings were gluttons for punishment, especially in business and especially in family life. And here we have a non-stop wave of people actually putting the two lunatic fringes together, and calling them “family businesses.” 

     Maybe instead of LLC (for Limited Liability Corporation), these undertakings (pardon the expression) should be designated LMD (for Limited Maniacal Dysfunctionality).

     What kind of a nut case do you have to be to go into business with your brother-in-law? You never liked each other to start with. He’s a lazy good-for-nothing snail brain who prefers sitting in the back room watching TV and drinking beer to waiting on customers and stocking shelves.

     Oh, you’re a law firm? Sorry. Actually, that makes it all a whole lot worse; arguing over a TV and can of beer is nothing compared to suits and counter suits… and bad suits. Husband and wife team? HA! For how long?

     It takes a VERY special relationship for a couple, or any family members, to make things work in a business setting. There are natural authority and responsibility levels attached to family membership that almost necessarily spill over into the business.

     Family business partners need to work harder at not taking business too far into home life. It’s a good idea for couples to paint a red line across the bedroom doorway (one couple I know uses yellow “CAUTION” tape) to serve as a conscious reminder to separate business from personal life.

     Talking through business-related issues before heading home should be a goal if you want your personal relationship to stay healthy. When something needs to come home for discussion, do it in a home office, or porch or basement or backyard, but keep it away from the kitchen, the bedroom, the family room, and the dinner table.

     It takes two to tango goes the old expression; it takes two to drag business into personal home space. CHOOSE to detach yourself from potential confrontations. Home office? Keep it there when you leave the workspace. You need to work at this together. It doesn’t happen by itself.

     Father & Son, Mother & Daughter, Husband & Wife, Brothers & Sisters, In-Laws, Cousins, Aunts & Uncles: Talk to each other about it. More importantly, LISTEN to each other about it. RESPECT each other’s privacy and need for quiet time.

     When you push the limits, you push the relationships, and if one collapses, it all collapses. If you’re going to do this insane family business thing, do it in a spirit of cooperation and trust and mutual respect. Maybe then, you have a chance of making it work!     

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Hal@Businessworks.US  or comment below.

Thanks for visiting. 

Go for your goals, good night and God bless you!

 Did you let somebody

down this week?

Did someone have expectations that you would do justice to her or him, or to the task at hand…that you would turn in a stellar performance? And you bombed out?

By any chance, was that “someone” who anticipated greatness from you…was that you?

Regardless of whether you did yourself in, or let someone else down, the point is that you flubbed it, right? Badly? So badly that you hate reading this right now because just thinking about it gives you the guilties?

Step back. Get out of your own way for a minute. Take a deep breath and clear your brain. Now look at this again. We’re taught to aim high. Nothing wrong with that.

But if you screwed yourself, figuratively speaking of course, maybe it’s because you weren’t leaving room to be flexible about achieving an outcome?

Maybe you lost sightof the reality that you choose your behavior, that you choose your pursuits–even that you choose to feel guilty. Hmmm, that’s worth choosing to think about.

You didn’t fail anyone else because others don’t have the right to judge you based on expectations. Yeah, well, sounds good, I know, but it’s done every day, probably every minute of every hour. Reality says that more likely than not, it just seems that way.

So, how can you pull the rug out from under faulty assumptions? First don’t make any yourself! You already know about “assume” making an “ass” out of “u” and “me.” Recognize that expectations (which are usually based on assumptions) breed disappointment.

Unless you work at not having expectations and at not making assumptions, you will do both. Then comes failure to rise to the occasion. Then comes disappointment and then along comes guilt. You remember guilt?

      THE FIX:

• Keep conscious control of your unconscious mind by focusing on the present here-and-now moment each passing moment as much as you possibly can.
• Don’t waste energy dwelling on past fantasies that cannot be changed and don’t wast energy worrying about future fantasies that haven’t yet come, and may never.
• Do lots of deep breathing to relax muscles and make your mind more alert.
• Withhold judgements as much as possible. (And remember everyone you meet is fighting some kind of battle!)
• Remember that assumptions, expectations and guilt feelings are all CHOICES, and that it’s just as easy to choose a positive attitude as it is to choose a negative one.

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 Hal@TheWriterWorks.com or 931.854.0474  Thanks for visiting. 

Go for your goals, good night and God bless you!

It’s the Lightening Up

of Corporate America!

     You’re a management trainer and corporate economic climates have taken the wind out of your sails. You’re looking around for community college adult education courses to run. You’re doing drips and drabs of HR consulting with some old friends. Times are tighter than your shoelaces. 

     Stop beating yourself up; stop doing all the things you’ve always advised and taught others to not do. Take some of those deep breaths you advocate. The message is this: L-I-G-H-T-E-N    U-P ! Lighten up the programs you’re proposing. Companies do not want any in-depth, heavy-duty, psycho-analytic training programs for their managers right now!

     They want L-I-G-H-T agendas combined with good relaxing fun and team-building. Corporate America may be stupid about growing business and productivity ratios and revenue streams and job creation, but they know when it’s time to lighten up the stress that their loyal managers have been shouldering. 

     And it’s time now.

     I had my own management training company for many years. I ran over 2,000 workshops and training programs, and had over 20,000 participants in 50 different cities and half a dozen different countries.

     It was everything from Maslow’s Hierarchy to Quality Circles, One-Minute Manager, TA, Theory X, TheoryY, Theory Z, Empowerment, Assertiveness Training, Anger Management, and my own inventions: Corporate Entrepreneurship, Doctorpreneurs and Teacherpreneurs.  

     Then is not now. Then corporate executives charged trainers with the responsibility to teach them how to be better, more effective, more efficient, more productive executives and how to be better humans. This took some doing, and tons of analytical diagnostics and psychotherapy.

     Today, the word is L I G H T. As in S I M P L E and having F U N while gaining firsthand leadership and teamwork experiences with fellow employees. A best buddy of mine, Kevin Bousquet, who runs Interlaken Inn Executive Resort & Conference Center www.InterlakenInn.com in Northwest Connecticut, agrees.

     You may have seen my plugs here for Interlaken. It truly is THE premier business escape (2 hours/NYC and 3 hours/BOS) with the finest location, facility, amenities, meals, service AND budget-conscious prices that any management trainer or meeting planner will find. (If you call, tell Kristy I sent you and get a special gift!)

     Kevin tells me that the programs that are having the most success are those with the least stress and the most fun. Not all fun and games, but fun and learning. Interlaken’s Executive Ropes Course, lakefront boating and golf options and gourmet challenge programs are the busiest and most talked-about. Dump the heavy stuff!

Think of it as the Lightening Up of Corporate America!  

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Input always welcome: Hal@BusinessWorks.US

(”Businessworks” in subject line) or comment below.

Thanks for visiting. Go for your goals and God bless you! 

“Break out the branding

irons, Grandpa. The

rustlers are on the way!”

We brand cattle to keep them together. We brand businesses to set them apart. Cattle brands keep ranchers honest. Business brands (real ones) keep businesses honest.

     Surprised by that last statement? Don’t be. 

     Business brands are not just logos and slogans and motto’s and razz-matazz messages, mission statements, vision statements, jingles and names. Business brands are the intangibles that stand behind those “say-it-in-a-nutshell” communications. 

     The heart of a business brand is the integrity of the business and the management and employees and products and services that support and reinforce the images conjured up by the logos, and slogans, and mottos, and jingles, and names.

     A business brand is the honorability of the actual product or service and employee performance. It’s knowing in your heart of hearts that you as a customer can trust and have confidence in who you’re dealing with and the dollar-value you’re getting.

“The value of any brand rises or falls with each demonstration of the company’s integrity. The balance is fragile. Every slip can be costly…A service can be faster, cheaper, better, and still fail if it does not win the confidence of people that it will keep its promises and tell the truth.”

–Henry Beckwith, from SELLING THE INVISIBLE (Warner Books)

     This thinking applies to individual businesses, entire professions and industries, towns/counties/states/regions and countries. Not many years ago under dictatorship with 17 year-olds roaming the streets with machine guns, the Dominican Republic was not a travel destination with integrity.

     Revolution, democracy, appreciation of tourism dependency, and strong branding programs focused on the integrity of the land and the people have reversed the country’s demise. Today, the Dominican Republic is a great place to vacation.

     You’ve perhaps heard that one disgruntled customer tells ten other people about her or his upsets and that each of them tell ten more…yielding suddenly 100 people bad-mouthing the business.

     Put another way, if you’re open for business Monday through Friday and you have just one unhappy customer a day, you’re looking at 26,000 P.O.’d people a year saying negative things about your business. And it will take more than putting your finger in the dike to stop the flood. 

The branding that shows on the outside must be backed with integrity inside.

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Hal@TheWriterWorks.com  or comment below.

Thanks for visiting. Go for your goals! God bless you!