The best source of business

 is always existing and 

 past business.

What have you done lately about resurrecting contact with old friends and business associates? The amount of time, money and energy plowed into developing new business in new markets with customers and suppliers who’ve never heard of them is a phenomenal waste. Put the same effort and resources into those who already know you. 

Even brain-dead politicians know this. Why do they concentrate campaign efforts on those who have supported them in the past? Because to those people (voters), they’re known entities, and that alone is often enough to trigger contributions or in the case of business, sales. There’s no need to start the get-acquainted process from scratch.

“Go straight to the heart of the matter,”

(my father always told me!)

At the heart of winning more business in as catastrophic an economy as we’re living with, is the need to revisit, renew, and re-cultivate old friendships, old acquaintances, old customers and clients, old suppliers and vendors, old investors and lenders, old employees and employers, old partnerships and alliances. ALL former supporters.

These are people who you may have lost touch with (and perhaps on purpose), but with rapidly changing times often come changing more receptive attitudes. Someone who was an employee and left for a better career move may now be in a position of being a customer, or a referrer, or a supplier, or even an investor! How will you know? Ask.

Small business owners and managers typically avoid past contacts for many reasons, but none of those reasons (unless they would open some legal wounds) are good reasons for glossing over possible resources who have a favorable impression of you. Spend your time, money, and effort there instead of digging up new prospects!

When you communicate your message to someone who knows you, you can skip all the preambles; there’s no need to waste words explaining who you are and where you came from and how you do what you do. Go straight to the heart:  

• “I know it’s been awhile, but I thought you’d be especially interested in . . . because . . .”

Or . . . 

• “As soon as we put out this special (new product or service, warranty, price deal), I was reminded of how it would/might/does/could have great value/appeal/interest to/for you, and thought you may be interested in this ‘sneak preview’ of . . .”   

In the end, it’s all about consistently using the best sets of words to deliver your message, and targeting past and present business contacts which allows you to engage their interests without having to have them get past the preliminaries of who you are. That small difference puts you a giant step ahead in the sales or recruitment process. 

Oh, and a no-brainer by the way, you can also reach these people and get them to your website, store or office with personalized (free) emails or (inexpensive) postcards instead of extravagant network TV $pon$or$hip$.                                                                                                                 

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Hal@Businessworks.US  302.933.0116 

  Open minds open doors. 

 Thanks for visiting. God bless you. 

   Make today a GREAT day for someone! 

Business and personal

courage come in as many

different packages as there

are people on Earth

 To decide to live (personal or business) instead of to die takes courage. Being brave enough to step up conscious effort far surpasses the alternative of choosing to give up, give in, quit. Choosing death (personal or business) takes no inner strength, no conviction, no belief, no sense of self-worth, no guts. Yet both choices have their advocates, don’t they?

~~~~~~~~

I know many who have chosen life over death in spite of suffering:  and they are my heroes —  all of them!

I have unfortunately also known some who have simply chosen to die rather than fight to live and face the reality of their fantasies. We are rarely aware of these poor souls living among us in our work settings, neighborhoods, and families… until they bring us great sadness! 

How –after all— do we assess someone’s gumption? Isn’t gumption a (if not the) key attribute of courage?

Maybe we’re not consciousness-raised enough to tune in to others’ plights, or perhaps it’s just too overwhelming to think about? One need not be a shrink in order to sift through some obvious clues. Great amounts of ongoing, chronic, pain can often be a quit-life sign. Overall failure to adjust attitude or to respond instead of react are others.

Don’t go running around now trying to psychoanalyze your employees and family. Thoughts presented here are simply meant to trigger some awarenesses and prompt some introspection.

Perhaps the biggest and most dramatic difference between those who choose life over death has to do with whether people live most of their lives in the mentally and emotionally unhealthy “then and there” past, or the “if and when” future, vs. the far healthier and happier conscious stability of “here and now” present moment reality. 

Mental and emotional good health –even with physical suffering– means paying attention to and appreciating every present “what’s happening” moment as much of the time as possible. It means authenticity. It means seeing and hearing and responding to what’s right in front of one’s face. It’s Gestalt.

Do past and present ever come into play? Of course. We’re human.

Gestalt thinking and practice recognizes that past and future indulgences have value when they’re managed from the present. Past memories, for instance, can have a great soothing effect and enormous learning value. Future thinking is essential to survival because we must all plan and schedule.

The trick is to constantly work at keeping focused on the here and now. Generally, the more someone has one foot grounded in the existing real time world, the healthier she or he is apt to be, and the better prepared he or she will be to live (and continually choose to live) a rewarding and meaningful, make-a-difference life. 

How to get to the point of maximizing life requires some major letting go of behaviors that may be comfortable in favor of taking new pathways. And that bit of transition and personal growth takes courage.

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Hal@Businessworks.US  

  Open minds open doors. 

 Thanks for visiting.

   Make today a GREAT day for someone! 

TY, Thank You, THX,

Thanks, Appreciation,

Appreciate, Appreciated,

Appreciative, Grateful,

Gratefulness, Gratified,

Gratification,  tks, Please,

Pls, YW, You’re Welcome!

Have you paid off  your TY IOUs lately? Do you have a list of them? Are they in some order? Which ones are the oldest? To whom do you owe more than one TY? What are they for? What were the circumstances? How long ago exactly was the favor or courtesy or thoughtfulness extended? Might it now be time to clean some of these up?

If you don’t have one, let’s start with a business list, then move on to personal, or vice versa if you prefer. I like to keep a thank you list next to my desk phone, divided into two columns: “Calls” and “Emails.” I add to them during the day between meetings, other emails, and other calls, and cross out the ones I’ve handled as each day passes.

Why? Who Cares? EVERYone cares. Which also answers the question “Why?” Simply put, there can be no better investment of your time and energy for boosting your business and personal reputations. And sales pros will tell you that personal and business reputations built on these courtesies translate directly to sales.

Oh, and let’s not forget that long-lost art of a personal handwritten thank you note stuck in the mail or office inbox. There is NOTHING compares with receiving one of those. And the busier you are, the more impact a note from you has. In other words: The more personal you can make your expression of thanks, the greater the impact!

It’s hard to beat a message that has a little hug hanging on its coattails!

Probably needless to add, but it’s well worth remembering: It’s also FREE, which makes it a no-brainer practice for business owners and operators, and especially for professional practice principals, who are seldom regarded as grateful for their patients and clients! 

Social media subscribers probably use the expressions in this post’s headline more than any other segment of society except Salvation Army Santas. It’s become standard fare Internet ettiquette. It’s the sub-culture of long-distance communications dipped in politeness and exchanged for the world to see, but seldom felt from the heart.

Twitterers send Tweets. If you like the Tweet, you respond mostly with a RE-Tweet (or RT) as a polite form of endorsement. Someone whose Tweet gets an RT, inevitably returns a TY (Thank You) note Tweet to that endorser. That endorser may send (Tweet) yet another note, like YW (You’re Welcome).

It’s said that these kinds of exchanges are all cover-ups for the acknowledged impersonalness of social media communications, that they somehow compensate for handshakes and eye contact and voice tone and inflections. Well, they don’t really. Not much could. But they do set social media cordiality apart from other media forms. 

Anyway, Thank you for visiting. I am truly grateful for the minutes you spent here, and if any of what I said is helpful to you in any way, well . . . YW.

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Hal@Businessworks.US  302.933.0116 

  Open minds open doors. 

 Thanks for visiting and God bless you. 

   Make today a GREAT day for someone! 

Who knew?

You can end up going 

under when you’re

too over-the-top!

The boy who cried wolf… the lady doth protest too much… the sky is falling. Doomsday attitudes breed doom. We become what we think about!  

The more we think it, the more we bring it on. We become what we think about. We all know the type: the doom and gloomer — no matter what we say or do, it’s “poor me!” and “the business can never survive.”

Well, guess what? If that’s what we believe, we can bet our butts that that’s what we’ll get. We become what we think about. Why do we make it so hard on ourselves to unravel the tangled web of negativity that’s wrapped around our brains? We know better, don’t we? I mean this ain’t rocket science. It’s attitude. It’s a choice. We choose it!

So why do we choose negative thoughts and pessimism when we can just as easily choose positive thoughts and optimism? But it’s not “easy” we say. Well, then that too is a choice. We can choose to make it easy. Sounds good, but a whole lot of the problem is that the tangled web is full of then and there and if and when instead of here and now. 

Choosing to focus our minds on the here and now present moment as much as possible throughout the day (and night) is the healthiest place to be — physically (to prevent accidents, mentally (to prevent errors), and emotionally (to be able to respond instead of react!). It’s not possible 100% of the time, but it certainly can be more than it is!

We’ve all seen examples in every walk of life of unlikely people performing majestic feats only because they believed they could. We become what we think about. Believing in our selves, in things, relationships, sales, profits, innovation, productivity, and performance delivers the goods where hard work alone cannot.

I am now writing my second commissioned memoir. Both books are about a believer who has surpassed all odds –including threats at gunpoint– and succeeded by every life’s measure:

Both men believed so hard in what they were doing (and curiously couldn’t have been farther apart in their pursuits — home fabrics and public service for one, driving faith-based reform into the rough and tumble trucking industry for the other) that, without even trying, they put themselves in the right places at the right times and became winners!

Either of these men could have easily quit at any time, and lived a comfortable life, but both believed there was more to it than that. Both believed in service to others. Both had a here and now focus. Both choose prayer and faith as primary tools to nurture and support their belief systems.

Neither ever ventured “over the top”in their words and deeds, or in the ways they treated and respected others — employees, customers, suppliers, advisors, referrers–  and most importantly, their families. They were models of humility, trustworthiness, self-confidence and, though neither would admit it: inspired leadership.

In both cases, the fact that their competitors put their businesses under by talking too much and performing too little proves the point that over the top attitudes can drive business under. 

More on success? No compensation involved, but I heartily recommend Malcolm Gladwell’s book, OUTLIERS. Short. Fascinating. Challenging.

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Hal@Businessworks.US  302.933.0116 

  Open minds open doors. 

 Thanks for visiting and God bless you. 

   Make today a GREAT day for someone! 

Planned and run correctly,

meetings are invaluable.

All the rest suck eggs!

Dear Boss, Please stop dragging people into meetings in order to give yourself an audience. They hate it, and you’re wasting their time as well as yours! Not to mention that time is money. Unplanned-for, slipshod-run meetings produce the exact opposite of what you need. They discourage and de-motivate. They frustrate and result in costly dumb errors that lose customers and antagonize suppliers.

All meetings? Of course not.Just the ones with no time schedule, no agenda that’s been circulated in advance and posted in the room, inadequate meeting space and supplies, no facilitative leadership, and no follow-up. That’s all. Just those. Aaaah, but wouldn’t you know it? That’s probably the majority of meetings worldwide. Now. Tomorrow.

Well, so that makes it okay because most other businesses and organizations are winging it, right? Not on your life. Not in this ever-deepening quagmire of an economy. Not in this day and age. There is no time to waste. This ain’t the good ole days! You can’t sit around with your feet up and a pot of coffee and brainstorm jokes for a couple of hours.

Meetings must be well-planned, executed, and filled with high energy. Good meetings ignite positive, problem-solving mindsets. Long-distance online meetings from Skype to Go-To-Meeting-type options can be effective tools. So can good old-fashioned teleconferences. Texting? No. Facebook chats? No. Tweets? No. Instant Messages? No.

First, hand pick participants according to what each can contribute, who has a need to know the subject matter, and whom you want to know more. Forget about titles, rank, age, or how busy people are. For long, status report or job/task review type meetings, stagger participants to come and go according to topic relevancy.

If you anticipate a meeting turning into a political firestorm, check this bit of enlightenment.

Everyone doesn’t need to be part of every discussion. When you think it through ahead of time, it’s more work and takes longer to plan, but the results will be dramatically improved, and more productive (both time and dollar-value-wise) for participants. Better-planned and led meetings can positively impact your bottom line as well. 

The single most important meeting tool and most often overlooked is the agenda. It needs to be carefully planned. It can’t be too overwhelming (more short meetings beat fewer long ones). Chunk it up! Some even attach time in minutes to each topic. Circulate it ahead of time and ask for input. Reproduce it poster-style in the meeting room.

Follow it. Do not allow anyone to not follow it. Politely thank people for off-topic comments and ask them to save them for the next meeting or include them on a separate agenda. You cannot stick to a time schedule if people sidetrack the agenda items. Be a clock watcher until it becomes second nature. Always honor start and stop times.

Hidden Agendas? Try this information on for size!

For a period of time when I had some major talker-types involved in weekly meetings, I had all the chairs removed or covered with boxes. It didn’t take long to get everyone focused on moving the agenda along quickly when they had to stand. Whatever you do, give meetings more attention. The ROI can be pleasantly surprising.   

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Hal@Businessworks.US  302.933.0116 

  Open minds open doors. 

 Thanks for visiting and God bless you. 

   Make today a GREAT day for someone! 

CHANGE is hardly ever a  

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Hal@Businessworks.US  931.854.0474

  Open minds open doors. 

 Thanks for visiting and God bless you.

   Make today a GREAT day for someone! 

When’s your statute 

 of limitations run out 

for non-financial debts?

Have you exceeded your limits? What are they? Have you exceeded your expectations? How much do you owe to whom? (Gratefulness, not money!) What’s preventing you from being grateful? Laziness? Ambivalence? Dumbness? Heart of stone?

Have you chosen for the passage of time to max out your ability to say, “thank you”? There are some immediate gratification lessons to be learned on Twitter. Just watch how fast people thank one another! 

Now, this next statement will send accountants and tax attorneys over the edge of the cliff (a good beginning you say?) because “appreciation”and “interest” have such different meanings:

Appreciation has no compound interest attached . . . except by the receiver.

It (“appreciation”) is just a way of expressing gratitude.

I recently received an email from a former student of some 30+ years ago, who said she had tracked me down on Google, and had thought often during her career what an important influence I had been as her professor.

She told me she had been highly successfully specializing in the subjects she had originally studied with me. She knew, she said, a great many years had passed, but she just wanted to say “thank you!” and let me know how valuable my teaching had been.

Do you know what a million dollars feels like? For me, that was it! But only, mind you, because I’m still alive. Imagine if the email never…

Maybe the idea of a response time ceiling on non-financial debt is not in any one’s best interest. Maybe it’s a good idea to read that last sentence again?

When we put off saying thank you, we lose credibility or we put ourselves in the category of being unworthy, or we’re simply forgotten about. Is that a place we want to be? Is that a place we want our businesses to be?

Does it –in the long run– cost us positive growth opportunities to be considered unworthy or not credible or unappreciative? By internalizing accumulated expressions of gratitude, instead of being timely, could it cost us some stress? Health? Hmmm. Thank you for your visit! 

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Hal@Businessworks.US  302.933.0116 

  Open minds open doors. 

 Thanks for visiting and God bless you. 

   Make today a GREAT day for someone! 

Do I understand you

  correctly to mean…? 

 Can you give me

an example?

When you’re not 100% sure that you fully understand the meaning and intent of someone’s words, ask paraphrasing-type questions

. . . and ask for examples.

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

Asking these two questions is evidence of quality leadership. Because true leaders listen. Paraphrasing and asking for examples are key indicators of effective listening. The responses clarify. The responses help ensure accurate two-way communications, and they help prevent errors and misunderstandings.

Simply by posing these two questions (plus this one), leaders can help agitated people (e.g., upset employees, irate customers, impatient investors) to jet down. The asking alone serves to build trust, loyalty, teamwork, and promote open innovative exchanges. It also, by the way (but not unimportantly), reassures, flatters, and compliments.   

Used correctly, paraphrasing is equally effective in personal life as well as business. Business partners, employer/employee and parent/child relations, teacher/student, married and unmarried couples and family relationships can all benefit by using paraphrasing.

It is, in effect, a clarification checkpoint practice that works. 

What does “used correctly” mean? Process. Dynamics. The process and dynamics of asking the questions — the how, when, where, and circumstances; the nature of the people involved; the nature of the actions to be taken or tasks to be done– all have a bearing on the value of the outcome. How you ask. Your tone of voice. Your posture.

Yes, some could see this kind of attention to communication detail as a lot of unnecessary work. Those people are choosing to feel threatened by the intrusion of having to expend extra energy and time (yes, it will take more time that “normal” for a meeting or phone call or e-exchange) to get stuff right the first time instead of on a re-visit.

If you’re not presently building these kinds of questions into your daily practice of leadership –business, home, professional practice, community organization, classroom makes no difference– put it to the test. You will find, inside of just three weeks, major improvement at many levels, including increased receptivity.

You can greatly enhance the prospects for yourself to succeed with this challenge by adding note taking to your listening time. If you think it makes people feel good to be asked if you’ve understood something correctly, or to provide an example, wait ’til you see their faces when you start jotting down what they say.

Back to the agitated communicators, when you can also ask someone: “Would you mind please slowing down (or repeating what you just said) so I can make some reminder notes for myself to be sure I don’t miss any of the important things you say, I will appreciate it. Now if I understand you correctly to mean…?” You defuse the upset.

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Hal@Businessworks.US  

  Open minds open doors. 

 Thanks for visiting and God bless you.

   Make today a GREAT day for someone! 

The mouth says “Yes!”

 but the body says “No!”

What’s wrong with this picture?

You stand there, head down and tilted to the right, parentally staring over the tops of your glasses.

Your arms are folded defensively across your chest.

Your aggressive right-side shoulder is turned away and leans on the doorway or wall.

Your aggressive right-side foot is being held back by your receptive left-side foot which has it blocked or covered.

And you are telling your contentious investor or your irate customer that she is right, that you agree completely.

A mixed message? 

_________________________

Great sales professionals know that when your job involves some form of persuasion (name just one that doesn’t!), you can’t learn too much about body language.

Why?

Because without some great theatrical dynamics in your DNA, or having taken some pantomimist course of study, people’s bodies speak truer than their mouths.

(Precisely why txtmsgs fail in every attempt to exercise persuasion.)

Without being able to see firsthand how the person or group you’re communicating with responds to greatly handicaps the persuader’s ability to gain acceptance. Remember that every successful decision to buy, or buy in, is one that’s emotionally-triggered–not logically reasoned.

Telephones are a step up from texting because careful listening allows us to “see” responses like a smile, a frown, anxiety, preoccupation, anger, but it’s true that there is nothin’ like the real thing, baby! Skype? Pretty close to in-person, though you’re not likely to ever know if the tie and jacket are just upper hosts to underwear and bare feet!

Studying up on observation skills is always a good thing, but don’t expect it to suddenly turn your tide. Careful listening and effective eye-contact (note the word “effective” means to eliminate staring, glaring, leering, and flirting) are equally important assessment tools. They give you the unspoken chance to make adjustments.

Great athletes will tell you that the ability to make adjustments –batter to pitcher, quarterback to hard-charging defenders, boxer to boxer, skier to slope conditions, golfer to wind, marathoner to temperature, etc.– is the difference-maker and deal-breaker when it comes to actual performance.                                                                                  

Still trying to think of a job that doesn’t involve some form of persuasion? There are none. And that should tell you something all by itself. The better you can be at quietly and unobtrusively “reading” and processing another’s body language (kinetics, if you prefer formality), the more effective you’ll be at growing your business.

When you note someone folding arms, crossing legs, sitting back, jiggling a foot, or steepling their fingertips, you must decide how to mentally/physically/emotionally step back from whatever you’re representing, long enough to prompt a change to more receptive posture before moving forward.

Thinking is one thing. Awareness is another. 

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Hal@Businessworks.US  302.933.0911 

  Open minds open doors. 

 Thanks for visiting and God bless you.

   Make today a GREAT day for someone! 

Many traditional marketers haven’t a clue . . .

Real entrepreneurs

respond in an instant and 

develop ideas thoroughly

from beginning to end.

Today’s marketing people are not adapting well to current economic realities. They see themselves as part of the solution to a problem that they do not understand . . . one they are not trying hard enough to overcome.

The no-light-at-the-end-of-the-tunnel economy we’re presently in doesn’t, for example, automatically translate to everyone being interested in finding a better dollar deal. Instead, when budgets are restricted is when entrepreneurs need to invest more heavily in building long-term relationships, as they would expect of their own suppliers.

Traditional marketing pros are missing this.

They are still knocking themselves silly trying to fit business owners into their media and social media games and patterns and rate cards and strategies instead of adapting what they know to help entrepreneurs do more with less

. . . instead of pulling their chairs up to the same side of the table.

This doesn’t mean reinforcing the customer service department. It does mean building customer service into the job decription for every single employee. When every staffer is also a customer service specialist –poof!– you no longer need a customer service department! Nurturing long-term relationships becomes your new business. 

Marketing traditionalists are missing this point, and others like it. The “new” cyberspace marketing pros are also missing the point. First off, the whole world is NOT tuned into the Internet which means the perspective that every human on Earth is aware of Mashable, YELP, Tweets, BFs, DMs, clouds, and the advent of Cicret Bracelets is false. So the perspective is warped.

Second, when traditionalists wrap their marketing strategies around media airtime, print space availabilities and “special rate card deal packages” or “online marketing and SEO experts” (most of whom are self-designated, unproven, and over-priced) parade out their website and email bells and whistles, entrepreneurs end up the losers. 

If you’re a small business owner, operator, or manager, you need to be looking AWAY FROM formula marketing solutions that do not bend over backwards for you the same way you bend over backwards for your customers.

This is not an economy where you can simply accept blanket marketing recommendations without questioning.

Marketing pros need to be thinking more like entrepreneurs. They need to be looking much harder at ways to market products and services for maximum impact without spending as much money as in the past. They need to be offering their services more on a performance incentive basis, and put their wallets where their mouths are. 

Entrepreneurs need to challenge marketing people more to get “more bang for the buck” and –by the same token — be willing to reward generously for performance. A marketing success that produces $1 million in new sales should be well worth a $250,000 or $300,000 fee because you end up with the balance — money you never had before! 

Bottom line: Get streamlined. Get simple. Look under new leaves. Push for impact and relationships instead of deals. Yeah, I know about car dealerships; but they’re in their own world. This post is about reality and your business. It’s about looking to Twitter instead of network TV, postcards instead of elaborate mailers, emails . . .

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hal@businessworks.US

STRATEGY/ CONTENT/ CONNECTION

Higher impact. Lower costs.

——————-

Business Development/ National-Awards/ Record Client Sales

Entrepreneurship & Expansion Coaching    931.854.0474

Go for your goals, thanks for your visit, God Bless You!

OPEN  MINDS  OPEN  DOORS

Make Today A Great Day For Someone!