Archive for the 'Communication' Category

Nov 01 2011

BIZ ALPHABET SERIES…”L”

Published by under "Here & Now" Focus,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Change,Choosing Behavior,Communication,Corporate Management,Creative Thinking,Decision Making,Delegation,Economy,Entrepreneurship,Experience,Family Business,Feedback,Innovation,Leadership,Lifestyle,Listening,Management,Motivation,Observations,Overcoming Objections,People Management,Personal Growth,Productivity,Professional Practices,Reality,Reputation,Self-Confidence,Self-Esteem,Small Business,Teamwork,Trust

Welcome to the world’s first SMALL BIZ Alphabet Series of blog posts!

 “L”…LEADERSHIP

 

So much has been written on this subject, here and elsewhere (and no where as meaningfully, in my opinion , as Rudy Giuliani’s book, LEADERSHIP), yet it cannot be ignored here as the “L” topic. Without it, there is no business –yours or anyone’s. With it, even when it’s as pathetic as that which we see (and don’t see) from the White House, there’s always at least a remote chance of success hovering above the clouds of follower discontent.

The problem we face as entrepreneurs and small business owners and managers is that –unlike some careers in science, accounting, programming, and assembly line manufacturing– small business startup and development success is determined as much by effective leadership as by the central ideas, products, and services represented.

And leadership doesn’t spill out of a cereal box, a webinar, an MBA program, Fortune magazine, or a fortune cookie. Leadership comes from inside you. It is, more than anything, an attitude. It is responsiveness. It is a show of good faith and respect for others. It is having exceptional communication and motivational skills.

But–above all else— it is having a personal foundation cornerstoned by authenticity, integrity, and trust. The closest thing to spontaneous rise-to-the-occasion leadership comes from the military when opportunities to plan and prepare may not always exist. It is otherwise a role most of us grow into of necessity and develop accidentally.

I’ve worked with and written about leaders being most effective when they pull instead of push, when they solicit input instead of quash it, when they reward failures for the effort and inspire others to top performance rather than berate others for failures and constantly prod to produce productivity.

Truly effective leaders are truly transparent in both words and deeds.

                                        

Having a “take charge” attitude is a great asset for leadership when it’s exercised quietly, but having a take charge behavior –acting out internal convictions often results in a non-productive fearsome or obnoxious reputation that diminishes responsiveness and commitment by others. Instead, challenge others to take risks.

It’s a thin line, leadership. And walking the walk counts for substance and achievement. Talking the talk is for shallow minds and empty suits. Your business counts for something important to you. Working at continuous improvement of your leadership skills will move that “something Important” closer to reality.

And you have that new opportunity to be the best leader you can be for your business every hour of every day. Look for ways to measure how you’re coming across to others. Practice what you preach. Ask for feedback, Encourage innovative thinking (taking creative ideas all the way to implementation). Reward with praise.

Be sincere. Be honest. Be an example, Be the leadership you seek to inspire. Watch your business grow.

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Hal@Businessworks.US

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

 Make today a GREAT day for someone!

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Oct 30 2011

BIZ ALPHABET SERIES…”J”

Published by under "Here & Now" Focus,Anger/Conflict,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Change,Choosing Behavior,Communication,Contacts/Networking,Corporate Management,Decision Making,Economy,Entrepreneurship,Experience,Family Business,Innovation,Leadership,Lifestyle,Management,Motivation,Overcoming Objections,People Management,Personal Growth,Politics/Gov't,Problems=Opportunities,Professional Practices,Reality,Relationships,Reputation,Self-Confidence,Self-Esteem,Small Business,Strategic Planning,Stress Management,Tactics,Trust

 “J”…JUSTICE

 

The name of my youngest granddaughter’s favorite store and brand of clothing she can’t do without. Doled out daily by Judge Joe and Judge Judy (“WANT JUSTICE? www.JudgeJudy.com” is the TV screen message). It keeps The Lady Of’s scale balanced (an important thing in the face of such a mentally UNbalanced community as lawyers). We see the rich and privileged sidestep it, and the oppressed often get less of it.  

~ ~ ~

                                                                

In small business, justice is a slippery bar of soap. To most business owners and managers, justice is a less embracing concept than the 30 million of us would like. This is true primarily because UNjust decisions, taxes, regulations, and burdens of every description originate with and are doled out by government control-freaks.

Rising from the muck of federal and state political septic systems,those we ineptly seem to elect to office, quickly demonstrate that after speech-making and hand-shaking are done, just enough brain power remains to justify pre-occupation with getting re-elected, instead of with leadership over that which they’ve been chosen to govern.

Should we expect more? Not from those presently in office. From the White House on down, how can business owners and managers have hope where there’s no trust? How can there be trust where there’s no (zero) business experience or respect for entrepreneurial spirit and free market competition? But down the road? That’s your call!

What justice is there when a consultant and business owner sign a contract guaranteeing $500,000, in fees spread over three consecutive years of delivering mutually-agree-to deliverables, ends up with nothing (after making good on what’s promised to the client’s satisfaction)… because government strips the client bare with huge fines for following faulty government regulations? That’s called “Lose-Lose.”

Oh, contest it? A $15,000 legal fee escalated to $35,000 produces a favorable ruling for the consultant to be paid $60,000 because an intimidating, manipulative lawyer (there’s some other kind?) pushed the unsuspecting consultant into categorizing the contract as a “may” pay deal rather than a “will” pay one.

Well, $60,000 doesn’t even cover expenses, but, hey, it’s better than nothing, right? Wrong. Because to get a judgtement for the $60,000 means going to a different state and starting over with a new $40,000-fee law firm. Do the math. [Yes, this example is fictionalized to make a point, but it’s one that’s based on true events].

The message here is that justice is what you make of it for yourself by paying close(r) attention to everyday issues, by using inordinate care in those you choose to do business with, and –like those in the building trades– by always getting paid enough (typically one-third) up front to cover expenses (materials).

When the market is strong, construction guys rarely lose their businesses. After the one-third up front, they charge the second third halfway through the job (to cover salaries) and the last third on completion with satisfaction (to cover profit). Many top B to B services and creative service providers use the same formula.

When markets are NOT strong (which, since 2008, we all know all about), the exercising of increased attentiveness and due diligence before contracting outside services or purchasing from new suppliers is not just sound advice. It’s the way of capturing that often-elusive ingredient that will keep your scale of justice balanced.

Bottom line: Justice is rarely served in business by those outside of business. If you want that to change so you can spend more energy with your business and less with your stress, do something about it. November 6, 2012.

                                         

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Hal@Businessworks.US  302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

Make today a GREAT day for someone!

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Oct 24 2011

BIZ ALPHABET SERIES…”I”

Published by under "Here & Now" Focus,Anger/Conflict,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Change,Choosing Behavior,Communication,Contacts/Networking,Customer Service (CRM),Decision Making,Entrepreneurship,Experience,Family Business,Happiness,Leadership,Lifestyle,Management,Motivation,Observations,People Management,Personal Growth,Problems=Opportunities,Productivity,Professional Practices,Reality,Relationships,Reputation,Retailing,Sales,Sales Process,Self-Confidence,Self-Esteem,Small Business,Trust

 “I”…INTEGRITY 

 

“Integrity is

doing the right thing

even when no one is watching.”

–  C.S. Lewis

A person of integrity. Everyone wants the label, but few ever earn it. What’s the roadblock? Human nature. It’s in our bones that when push comes to shove in times of trouble, and having integrity implies being generous — we tend instead to recoil and become selfish.

Integrity means keeping your promises. It means standing up for what you believe in no matter the cost. It suggests honorable behavior in the face of temptation to be dishonorable. What kinds of behavior constitute “dishonorable”? Surely, you can think of examples. Here are a few:

  • A business owner who consistently sells used or outdated products or services as new
  • An investor seeking 70% ownership in a business startup venture for cash infusion that represents just a dollar-value fraction of the entrepreneur’s confirmed and already contributed sweat equity.
  • A professional practice partner recruited under the guise of promised freedom to function in her area of specialization who is back-seated into generalist tasks through a contractual loophole.
  • A business partner who accepts responsibility for operations, but then instead spends fulltime efforts in sales which he knows nothing about.
  • The boss who repeatedly gets in the face of irate customers, rather than simply satisfying customer requests –even unreasonable ones.
  • The verbally-agreed-to partnership that’s thrown to the wind when one of the founders is introduced (by the discounted partner) to a money source . . . and the money source himself, who clearly places no value on the relationship or the investment opportunity.
  • Successful business owner refusal to provide growth opportunities for entry-level employees because increasing their responsibilities will force increased compensation packages.

The Dash To Integrity

                                      

Being selfish, as in greedy and being unnecessarily protective, is not the same as being self-ish as in “oriented toward one’s self,” which is a positive direction for personal growth.

Being tuned in to what makes you tick is the most effective tool available on the planet for having a better sense of how to deal most productively and most happily with others.

In fact, being self-ish is a direct road to integrity.

 Odd, isn’t it that a dash between “self” and “ish”

can make such a dramatic difference?

                                

Truth is that when we can be more focused on HOW we choose certain behaviors, we can then be more focused on improving ourselves by improving our own behaviors, which better equips us as leaders to more positively impact other’s behaviors.

It may be worth the reminder, by the way, that all of these actions build character and integrity.

All these actions are also choices. So the place to start or re-start yourself on the path to higher integrity –for yourself and your business– is to recognize that you can take initiative at the drop of a hat, or iPad. Simply make more choices in favor of integrity, and know that you are free to make those choices beginning this second! 

 

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Hal@Businessworks.US    302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

Make today a GREAT day for someone!

No responses yet

Oct 23 2011

BIZ ALPHABET SERIES…”H”

Published by under "Here & Now" Focus,Anger/Conflict,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Change,Choosing Behavior,Communication,Customer Service (CRM),Decision Making,Entrepreneurship,Experience,Family Business,Happiness,Humor/Satire,Leadership,Lifestyle,Management,Observations,Overcoming Objections,People Management,Personal Growth,Problems=Opportunities,Professional Practices,Reality,Relationships,Reputation,Self-Confidence,Small Business,Stress Management,Tactics

Welcome to the world’s first SMALL BIZ Alphabet Series of blog posts!

 “H”…HUMOR

 

 

What’s “funny” to you may not be to others… imagine that!  So we who run our own small businesses (or small pieces of big businesses) might do well to be reminded that “Hey, didja hear the one about the the guy with the parrot . . .?”  may not be the best kind of opening with a disgruntled employee, angry supplier, or irate customer.

In fact, the parrot joke (or any joke!) is probably not a great thing to share with anyone who’s come to you with wrinkled brow, mouth turned down, hands balled into fists, or who’s (defensive) folded arms are noticeable only second to being glared at over the tops of their glasses. Others do not always understand or accept what you mean.  

So, to make the best of things, smiling and laughing your way through it all is not always in your best business or personal interests, or those of the other individual or group you’re dealing with. The solution? Observe carefully and think twice, before opening your “funny story” mouth once.

Pretend for a moment that you are standing in line at a customer service center counter. You are holding a product you had saved up for and cheerfully purchased in time to enhance the upcoming weekend visit (your first) with your fiance’s parents. You know they would be impressed.

Yet when you went to put the thing together, parts were missing, directions were not in English, and the major component was cracked.

Here you stand, patiently quiet but shifting your feet as you try to decide if you should put the thing down on the floor or keep holding it. Each of the three people ahead of you takes 15 minutes to tell their 10-second story. As you stoop to pick up the damaged goods, which you thankfully decided to plant between your feet, guess what?  [Are you breathing?]

The customer service rep, who never noticed you anyway, apparently decided it was as good a time as any to leave, putting a “Gone To Lunch” sign on the counter and, in one quick whirl, disappear out the swinging door. You and the four others behind you stand there dumbfounded. The five of you start jabbering.

The manager notices the commotion, and strides up to the annoyed gathering with a smile and big greeting, followed by:

“You guys [3 of the 4 are women] remind me of the time when my uncle Louie went to the local pistol range [2 of the 4 had large peace-symbol jewelry showing] and the instructor asked Louie if he’d be using his gun , ha-ha-ha-ha, to shoot him for having to take his lunch hour at that very moment, ha-ha-ha-ha. You’ll have to return later.”  

[Ha-Ha-Ha-HA-HA-HA!]

You can imagine –as radio’s beloved Paul Harvey used to say– the rest of the story. This contrived incident may seem amusing from a distance, but trying to be funny at the wrong time in the wrong place with the wrong people will almost definitely succeed at making a bad situation worse.

Humor, real humor that turns on smiles and laughs comes from the heart and the guts, not an aspirin bottle. It is not a quick fix. It is an honest flowing response delivered in good judgement to those who have provided some clue that indicates they will appreciate your offering. Good humor is a gift. Real gifts are never forced.

                                        

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Hal@Businessworks.US    302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

Make today a GREAT day for someone!

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Oct 20 2011

BIZ ALPHABET SERIES…”G”

Published by under "Here & Now" Focus,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Choosing Behavior,Communication,Contacts/Networking,Customer Service (CRM),Decision Making,Entrepreneurship,Experience,Family Business,Happiness,Leadership,Lifestyle,Management,Motivation,Observations,People Management,Personal Growth,Productivity,Professional Practices,Reality,Relationships,Reputation,Sales,Self-Confidence,Self-Esteem,Small Business,Teamwork,Trust

Welcome to the world’s first SMALL BIZ Alphabet Series of blog posts!

 “G”…GRATITUDE

 

                             

How much is enough? How much is too much? I cannot recall a time or circumstance –ever– in my life when a sincere “Thank You” provoked trouble or, more importantly, failed to prompt a smile or increased cooperation or an enhanced reputation, or more courtesy in return. Can you? Think hard. Be honest. Thank you.

So, small business owners learn early on, by instinct, that every customer needs to be thanked with every purchase. But how often do we remember to offer thanks to our employees, partners, investors, referrers, suppliers, lenders, visiting sales reps, the cleaning and delivery people, outside consultants, the communities your business serve? 

Really. How often?Considering that sincere “Thank You’s” motivate people, if your answer to “How Often?” is a period of time any longer than a matter of hours, it’s not enough. 

Okay, so you always say “Thank You!” That’s great! CONGRATULATIONS! You are ahead of the pack. Now you need to ask yourself how sincere you are (REALLY!) when you offer your gratitude. Do you, in other words, look someone in the eye when you thank her or him? Do you shake hands or pat backs?

Or . . . do you just keep right on working, and keep your head down, like having to look up and smile and take 3 seconds out of your life is an inconvenient interruption? Do you keep talking on the phone or keep texting or emailing while tossing a half-hearted “Thanks” over your shoulder.

How do you feel

when others treat YOU

so nonchalantly?

                                                 

In the end, “G” for GRATITUDE comes back full circle to “A” for AUTHENTICITY because token expressions of appreciation mean that the actions or words that earned a “Thank You” were considered routine, not special, and worthy of just a tiny, off-the-cuff mention. (No, don’t go rush off the deep end with smothering hugs and kisses!)

There is much to be said for following “The Golden Rule” in business . . . of “doing unto others what you would want others to do unto you,” and there may be no better place to apply it than with each of those with whom you come into daily contact.

The more you offer sincere gratefulness — thanking others and meaning it — the greater the odds you will see positive responses be triggered. Why? Because of what you already know: what goes around comes around!

If you don’t already, try thanking the restaurant waitress AND  the water server AND the table clearer with as sincere a smile and expression of thanks as you would give an angel investor who walks in and plunks down a no-strings-attached $250,000 check as an investment in your business. Go ahead. Try it. What’s to lose?

People notice and people talk. And, not to motivate, but simply to be conscious of: You might be amazed at being remembered by the water server, who could turn out to be related to a partner or lender or top client. “Hey!” (they used to say in NY Lottery advertising) “Y’never know!”

Say it.

Mean it.

Say it again.

It can never be too much.

Thank you.    

                                                               
 

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Hal@Businessworks.US   302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

Make today a GREAT day for someone!

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Oct 19 2011

BIZ ALPHABET SERIES…”F”

Published by under "Here & Now" Focus,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Change,Choosing Behavior,Communication,Creative Thinking,Decision Making,Entrepreneurship,Experience,Family,Family Business,Gestalt Therapy,Good Health,Happiness,Leadership,Life Plans,Lifestyle,Management,Mental Health,Motivation,Observations,Personal Growth,Productivity,Professional Practices,Reality,Reputation,Sales Process,Self-Confidence,Self-Esteem,Small Business,Trust

Welcome to the world’s first SMALL BIZ Alphabet Series of blog posts!

 “F”…FANTASYLAND


N O W  is

the only time.

The past is over.

It cannot be changed.

The future hasn’t come yet,

and may never arrive anyway.

~~~~~~~

 

Our “here-and-now” present moments are all we really have to work with, live in, enjoy, control, and make a difference with in our lives and in our businesses. They open the path to creativity . . . to creative personal, professional, and business development!

 

Using the past productively from our present-moment mindset can be rewarding and –in many cases– necessary. Recalling a pleasant experience, for example, can be physically relaxing, enjoyable, and neurologically soothing in our present moment, especially a present moment filled with extra stress.

Oh, and where would detectives and accountants, historians, scientists and lawyers be without being able to rely heavily on events and records of the past in their present life’s work?

BUT, when thinking about the past gets to a point of dwelling, those thoughts threaten our very well-being, and often impair the well-being of others around us. We can get ourselves (and our businesses) in trouble.

[Examples: the 50-year-old who constantly re-lives his high school championship game touchdown; the 60-year-old woman who recounts her childhood poverty or illnesses to everyone she meets; the family locked into day-to-day sadness over a child’s tragic death 15 years ago.]

Circumstances like those put us at risk; they block the road to mental, emotional, and physical health. We all go through bad times. Being able to be productive and rise above them is a measure of personal strength and courage.

It is always easier to escape to fantasyland,

but –realistically– not always wiser.

                                                                        

The trick is to stay “tuned-in” to where you are and what you’re doing at any given moment, as much as you possibly can, every minute and hour of the day. Your reading of the top of this post, for example, is already in the past!. And be aware that all of this applies equally to future stuff as well.

Just as dwelling unproductively on the past wastes time and energy, so too does worrying about the future. We all need to plan, but when plans turn to worry, we are also headed off to fantasyland. Creative professionals visit fantasyland intentionally for inspiration, but then return to reality to apply the fantasy experience.

Business owners can rarely afford that luxury –and risk– of getting lost in reveries, hopes, dreams, and wishes. Solution: Save up for a vacation and go somewhere that minimizes contact with reality. In other words, it’s a good thing to periodically get it out of your system. Then, when you get back: Get back, really!

Prolonged stays in fantasyland can earn prolonged stays in the loony bin, or the log-term wearing of a straight jacket, not to mention big-time bankruptcy of both your business and your brain. Happy reality!

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

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Oct 18 2011

BIZ ALPHABET SERIES…”E”

Published by under "Here & Now" Focus,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Change,Choosing Behavior,Communication,Contacts/Networking,Customer Service (CRM),Decision Making,Entrepreneurship,Experience,Family Business,Feedback,Innovation,Leadership,Life Plans,Lifestyle,Management,Motivation,Observations,Personal Growth,Productivity,Professional Practices,Reality,Retailing,Sales,Self-Confidence,Self-Esteem,Small Business,Strategic Planning,Teamwork

Welcome to the world’s first SMALL BIZ Alphabet Series of blog posts!

 “E”…ENERGY

                           

When you check out this blog’s timeless small business input archives with search window keywords, you’ll find a wealth of useful information and creative ideas for boosting sales, the economy, entrepreneurship, employee motivation and productivity, stress and time management, communication skills,  marketing and branding results and customer service, but not a whole lot of attention on the critical business success ingredient of ENERGY, so here goes:

~~~~~~~

                                                           

ENERGY is mental and emotional

as well as physical.

It is easily spent and

 sometimes hard to muster.

                                                             

Many of the dynamics and characteristics of energy apply equally to non-human energy sources and resources, but — here, we’re talking about your life in small business. So if you came here expecting some kind of eco-freak dissertation on Mr. Gore’s award-winning global warming hoax, you can delete and surf on!

Small business and professional practices demand never-ending energy management and infusion. So most small business owners and managers and professional practice principals are forever searching for new sources. “Where do you get it?” I’m often asked.

Well, it makes sense to “be,” as Thoreau once urged, “forever on the alert.” Small business energy. It’s not like it comes from cultivating some underground mine, or panning a streambed for nuggets, or plugging yourself into an outlet (yet!), and none of us want to play around with keys and kites in lightning storms. So, where do you get it?

Small business energy is extracted daily from passion for making your small business idea succeed. You don’t suck it out with a turkey baster or hypodermic needle. You simply direct your mind to reach inside of you and pull it up to the surface, or the front burner as some would say. Or let it just sit there and create mold.

Of course it can be stimulated by “outside” people, events, and circumstances, but it is born and raised inside your self (separated into two words on purpose). The secret is to recognize it, accept it, and nurture it. Hey, that’s great, you may say, but what’s the how-to part? What are the steps to make it work?

Sorry to have to be the messenger, but the only magic formula I’ve ever seen in many years of entrepreneuring work and writing and startups and coaching always comes back to the same reality ingredients: 

  • Exercise regularly  

  • Eat nutritiously

  • Sleep enough

  • Moderation in both eating and drinking

  • No smoking or drugs

  • Listen hard and talk little (take notes)

  • Love your family

  • Respect everyone you come in contact with every day

  • Pray

Small business energy, an life energy of course as well –in fact ANY kind of energy– doesn’t happen or get channeled just because we wish for it. It’s all about nurturing your resources, constantly adjusting your attitude, and recognizing that every day and every night is a new opportunity to do the best that you can do.

Start with the next 86,400 seconds!

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Hal@Businessworks.US  302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

 Make today a GREAT day for someone!

One response so far

Oct 17 2011

BIZ ALPHABET SERIES… “D”

Published by under "Here & Now" Focus,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Choosing Behavior,Communication,Contacts/Networking,Corporate Management,Decision Making,Delegation,Entrepreneurship,Experience,Family Business,Leadership,Lifestyle,Management,Motivation,Objectives,Observations,Overcoming Objections,People Management,Personal Growth,Productivity,Professional Practices,Reality,Relationships,Reputation,Self-Confidence,Self-Esteem,Small Business,Strategic Planning,Strategies,Tactics,Teamwork,Trust

Welcome to the world’s first

BIZ ALPHABET SERIES of blog posts — 

 

“D”…DELEGATION

 

 Does it make a big difference if I tell you 

to do something . . . or ask you to do it?

~ ~ ~ ~ ~ ~ ~

                                                                        

Telling you what to do might work out fine in the military, or aboard a plane or boat, or operating heavy equipment . . . or if you’re a prisoner, a horse, or a Cocker Spaniel.

But, in business, unless you –the owner or manager– need to prompt cooperation with others to get a job done, the results you’ll trigger by giving directives cannot compare with the response you’ll get from making a request, which can be astonishing. And when was the last time you got great results from giving orders?

US President and General Dwight David Eisenhower taught his senior officers how to exercise leadership by pushing a tangle of string across a tabletop vs. taking one end and pulling it, which of course ended with the string in a straight line moving in a single direction, instead of a jumble going nowhere.

Yes, sincerity, genuineness, eye contact, backpats, your posture, tone of voice, and and smiles often make the difference. So does the reputation you carry for having integrity and authenticity — perhaps the two most important qualities an entrepreneur can have on the road to success.

And, interestingly, integrity and authenticity are ever too late to cultivate.

Well, okay, you know all that, but how far must you go with the “please” and “thank you” routine? Truth? You’ll never go far enough, and if it’s actually become “routine,” go back to your cave.

Here are a few treasured learnings I can share:

  • Even when we think we know, little do we ever really know about what life circumstances will bring, and where we’ll end up with our businesses in the years ahead.

  • I have seen discounted, dismissed, dissed and insulted employees turn up years later being the bosses of those who once humiliated and looked down on them.

  • I have seen long-term top customers walk away from businesses in an instant after learning about relatives (a son, in one case) who worked for the provider business, unbeknownst to the boss, who were routinely berated, chastised, scolded, yelled at and wrongly blamed for screw-ups.

  • I have personally watched businesses run by owners who were rude, constantly preoccupied, always angry, and routinely barking out orders . . . go down and under.

Do you –like the carpenter and heart surgeon– make a practice of measuring twice and cutting once? Do you think twice before speaking once?

Remember

you can delegate authority,

but you cannot delegate

responsibility.

Responsibility is yours alone.

When you ask peopleto get things done, asking nicely is not manipulation, it’s respect. Use words that inspire and that demonstrate your passion for your business: opportunity, challenge, reward, investment, courage, pride, workmanship, spirit, spunk, gumption (add your own) . . . the right words make your passion contagious.

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Hal@Businessworks.US    302.933.0911

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

 Make today a GREAT day for someone!

One response so far

Oct 16 2011

BIZ ALPHABET SERIES…”C”

Published by under "Here & Now" Focus,Advertising,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Communication,Creative Thinking,Customer Service (CRM),Decision Making,Entrepreneurship,Experience,Family Business,Feedback,Innovation,Leadership,Lifestyle,Listening,Management,Marketing,Motivation,Objectives,Observations,Personal Growth,Problems=Opportunities,Professional Practices,Public Relations,Reality,Relationships,Retailing,Sales,Sales Process,Special People/Special Occasions,Strategic Planning,Tactics

Welcome to the world’s first

BIZ ALPHABET SERIES of blog posts

 

“C”…

                                

CUSTOMERS/CONSUMERS

 

                      

CUSTOMERS and CONSUMERS. These are sometimes, but not always, one in the same.

You buy a can of beans; you cook and eat the beans; you are both the customer and the consumer. But, If I am 6-years-old and badger you to buy me Chocolate Tsunami Cookies because “They Make Waves When Dunked in Milk,” and you buy them and I eat them — then you are the customer and I am the consumer.

In that situation, we are very different people indeed, but the bottom line to the Chocolate Tsunami Cookie Company marketing people is that I, the consumer, have influenced your customer purchase.

The monster corporations out there have monster R&D departments bursting at the seams with monster (3, 6, 9, and 12-month long)  research projects, and are busily preparing monster evaluations, assessments, analyses, executive summaries, and follow-up surveys and studies to support the research findings.

Many of these undertakings are aimed at identifying (in the case of the Chocolate Tsunami brand) which 6-year-olds in which towns are watching which TV shows, and who are most likely to influence their parents (or the most lenient or susceptable parent) to purchase the cookie brand on the next shopping trip.

Oh, and do they have the parent’s email address?

                                                        

Small business owners know better

than to waste such time and expense.

                                                                   

They make the cookies, sell the cookies, gather feedback from some kids and parents, adjust the manufacturing (or pricing, packaging, promotion) and sell them again. All the while the monsters have no product. They are still doing statistical analysis of adolescent sugar intake.

But too often small business owners direct their marketing messages to the buying customers when actual purchase decisions are being made by the ultimate consumers and/or other influencers. [Women, for example, purchase more wine, but men are almost always the ones who specify what type and brand to buy.]

Small business owners often overlook that different messages need to be directed to different market targets. Parents buying cookies that they are pleaded with to get by their children may require a bit more rationality attached to the emotional appeal that’s focused on persuading the children.

“Making Waves When Dunked in Milk” may be a cute line for something named Chocolate Tsunami Cookies. It could probably attract attention and create interest for any age.

While a child may, however, simply buy into the slogan– Mom or Dad need to know that the chocolate and flour used are organic, or that every purchase comes with free quart of milk or roll of paper towels . . . or that they will be the talk of the neighborhood because their kids are the only ones who can’t “make waves.” 

The bottom line is that by focusing marketing efforts on customers alone risks losing potential business that’s generated by ultimate consumers.

Using the same message in the same ways doesn’t do it. 

KEEP your branding theme and slogan, but address different interests with different language in different media whenever your customers and consumers are different in age or attitude or responsibility or capability.

                                                      

A handicapped senior may have primary concerns about the safety and ease of use for a stair-lift, while the family making the arrangements may be more focused on price, insurance coverage, and service warranty. The best way to cover all your bases is to ask customers and consumers questions, and keep asking. And Listening!

                                             

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Hal@Businessworks.US     302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

 Make today a GREAT day for someone

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Oct 13 2011

BIZ ALPHABET SERIES…”B”

Published by under "Here & Now" Focus,Advertising,Attitude,Best Practices,BRANDING,Business Growth,Business Life,Change,Choosing Behavior,Communication,Contacts/Networking,Customer Service (CRM),Entrepreneurship,Experience,Family Business,Leadership,Lifestyle,Listening,Management,Marketing,Motivation,Observations,People Management,Personal Growth,Productivity,Professional Practices,Public Relations,Reality,Relationships,Reputation,Self-Confidence,Small Business,Strategic Planning,Tactics,Trust

Welcome to the world’s first

BIZ ALPHABET SERIES of blog posts

 

“B”…BRANDING

 

 Besides that you’ll find tips galore by clicking here or on the “BRANDING” tab at the top of this blog’s homepage, here are some seldom discussed points you may want to review that can put a new light on the subject. Here you go:

~~~~~~~

 

BRANDING is rarely thought of by many business owners and, it seems, by most of the general public, as being what it really is. Branding is a composite of all things related to a business product, service, or idea (or a cause or individual), and those who represent these saleables. All things? All things.

If you’re a business owner, manager, operator, partner, investor, or entrepreneur, YOU are the brand as much as any product, service, idea or platform you offer.

Simply stated, your actions, inactions, initiatives, attitude, behavior, beliefs, decisions, appearances –the WAYS you treat others every day– are as integrally woven into the fabric of your brand as your logo, theme, slogan, color scheme, marketing message, and “packaging.”

Like it or not — as head honcho, you have created or are carrying forward a specific parental posture that is constantly being evaluated and looked to for setting examples, offering advice, citing experience, expressing empathy, and fostering every conceivable aspect of effective leadership.

The problem is that you probably never counted on having to be both mother and father to assistants, associates, work teams, employees, consultants, partners . . . and carry your personal life family role along with you in your travels.

So how can you bring your maternal or paternal (or both) leadership role up to snuff when you really don’t care about nurturing other people’s idiosyncrasies? Well, here;s the bad news: The responsibility comes with the territory.

You cannot run any business bigger than a one-man-band with any measure of sustained success without exercising both passion (for what you represent) and compassion (for those you’re in contact with each day).

Does this mean you need to be a shrink, therapist, counselor? No, but you do need to be the parent because the business is your baby!

No one else (other than perhaps a spouse who shares the same values as you) can ever do the same justice to your enterprise that you can. No one else can sell your business message as effectively as you. No one else (other than –again– a spouse, and of course any investors) really cares about your bottom line.

It’s your job to be the leader and show people the way to feel empowered and rewarded for doing quality work on your behalf. You must bridge the gap. You must lead by example. People will rally to your mission and vision when you pull instead of push, when you show sincerity and honesty in all your dealings.

 Others are always watching what you do,

and listening to what you say,

measuring your integrity.

                                                 

“All the world’s a stage,” said Shakespeare. Your spotlights are on and your curtain is up. Make the most of your business debut and all of your curtain-calls, along with every opportunity to polish your act. Have a great run!

                                        

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FREE blog subscription: Posts RSS Feed

Hal@Businessworks.US    302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

 Make today a GREAT day for someone!

No responses yet

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