It’s not your consultant’s job

to come up with your budget

unless that’s the assignment.

     Just because you’re the boss doesn’t mean that the consultants you hire are going to work for you personally (unless you’re a celebrity or worse, a political candidate!). Their allegiance is to your company or the project you assign, but that doesn’t make them thumbtacks you can press into any passing piece of cork.

     In other words, the reason for going “outside” is to get an informed fresh perspective on whatever your focus is, down the road or at the moment . . . and consultants provide an objective sounding board; they are not part of your company “politics.”

YES. YES. YES. YES. YES. YES. YES.

     Sure, there are “Yes Men” in the ranks. They are as proportionally present in the consulting field as in any other.

     Part of your job is to sort through them, and appreciate the differences in their backgrounds as well as the similarities of strategy they may use to attack your business problems. Once you’ve settled on compatibility and track-record issues, you may want to consider:

First and foremost in every consultant’s mind is the same concern that would be front and center in yours . . . 

How much will this assignment pay and on what basis?

     Consultants charge hourly, daily, weekly, monthly, quarterly, annually . . . and project fees. Some allow flexible terms and may accept partial payment with a performance incentive. Others are very cut and dried, or unyielding and regimented about what and how they charge. Lawyers, as most of us know, charge for every hiccup.

     Some charge fees that are all-inclusive. Others may charge additional fees for “Rush” service, “Full” service, “Specialized” service, or “On-Call” service. Some fees may have a timeline attached, or a project benchmark or specific goal defined. All are legitimate. Only you can determine what will work best for your situation.

The worst thing you can ask of a prospective consultant — and it’s done relentlessly — is to come up with a budget before agreeing to any engagement of services.

BUDGETS ARE YOUR RESPONSIBILITY, NOT THE CONSULTANT’S!

If you want to go window shopping, do it on Bing or Google. Don’t make prospects jump through hoops and expect a solid work relationship as a result.

     Most consultants in my experience are happy to do what they can within the framework of your budget, but to ask them to set your budget for you is neither realistic nor fair, and puts an anchor around the neck of your goal pursuits!   

     When you want exceptional input from a consultant, provide an exceptional compensation package. Consultants are not for Scotch-Tape and rubber-banding problems quicker and cheaper than you think your staff is capable of. Consultants are for problem-solving that you and your people cannot afford the time to address, or lack the experience or expertise to bring to the table.

     Consultants are for accelerating business progress at a quicker rate than you and your people are capable of doing on your own, given existing limitations of time, money and know-how. This is not to suggest handling consultants with loose reins. You need to give them — up front — a tight but reasonable timetable, and it behooves you to also itemize specific deliverables you seek.

     The period of engagement and renewable options need to be established and clearly defined, and a meaningful communication and reporting system needs to be in place from the outset. 

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

Thanks for visiting. Go for your goals! God Bless You. God Bless America and America’s Troops. “The price of freedom is eternal vigilance!” [Thomas Jefferson]  Make today a GREAT Day!

Okay, before you buy it,

here’s what’s wrong

with our product!

     The smaller the business, the closer it gets to practicing transparent marketing.

     The farmer at his produce stand will tell you that the corn wasn’t picked today, or that the peaches are maxed and need to be consumed within 24 hours, or that the berries may be tart because they’re not quite in season.

     The bigger the business, the more money that’s paid out in fees for ad agencies and PR firms to cover up product and service faults with retouched photos and exaggerated claims. Always intentional? No, not always, and especially not always on the part of the hired creative guns because clients often keep bad news locked up and intentionally mislead their marketing people.

     What kinds of product and service faults? HA! Start with air!

     Soap companies pump air into their bars of soap to give them bulk and make consumers think they’re getting bigger amounts and better dollar value. Note how many more bars of corporate giant soap you go through compared to homemade soap. In the end, the big brand names full of air cost more.

     How about big brand ice cream? Pumped in air? Of course!

     They can fill the containers with less product and make more profit. Do you think consumers ever think about weighing their ice cream? Maybe we should. Guaranteed that volume doesn’t correspond to weight anywhere near as closely as with homemade ice cream (and don’t believe any stories about the big boys using lighter ingredients!).

     And you thought just car dealerships, banks, and hospitals had a lock on dishonest representations?

     How about beauty products? Dense creams used in many big name skin and hair care brands get watered down and sold as “Instant” formulas — as, for example, sprays instead of in jars —  using a fraction of the original thick ingredients from the jar version, and selling it at a higher price because now it’s “Instant.” Uh, that’s “Instant” as in instant profit rewards for adding the water.

     This could go on for a zillion blog posts, but I don’t pretend to be Ralph Nader or Consumer Reports. I’ve just experienced situations like these first-hand and have stories you wouldn’t believe about hot dogs, pickles, bacon, chicken, drugs, doctors, and all the electronic stuff that thrives on planned obsolescence. (And you needn’t go any further than the recording industry on that count!)

     The point is that none of us will ever live long enough to see totally honest transparent marketing (or leadership, for that matter), but the answer is NOT “if you can’t lick ’em, join ’em” because THAT is an evasive political response that’s routinely practiced by dishonest money-crazed government and big business, and WE are small business, right? (No, this is not a rallying cry!)

     We are 30 million strong in America. We are not all honest. We are not all willing to be forthright in our marketing, And we are not all beyond telling some white lies or committing errors of omission when they fit our purpose, but most small business owners are, I believe, basically honest about the products and services they represent and market.

     If you think you need to “pad” the wares you offer or the claims you make or the words that drive your marketing programs, perhaps you should consider re-evaluating where you’re headed with your business and where you see yourself going in life. If there’s not some genuine compatibility evident, you could be setting yourself up for disaster.       

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

Thanks for visiting. Go for your goals! God Bless You. God Bless America and America’s Troops. “The price of freedom is eternal vigilance!” [Thomas Jefferson]  Make today a GREAT Day!

Not getting quality

from consultants?

  This may be why…

     Right off the top, if it’s not a life-or-death surgical, ocean oil leak, or rocket science need to fill, stop with the panic attacks about finding a consultant with industry-specific experience.

     What you need is to find a consultant who can get the job done. Period.

• Give me a guy, for example, who sells railroad cars full of French fries and I’ll teach him what I need him to know about representing my fine linens products (or my precision computer parts, or my insurance policies). And he’ll do better at it than a fine linens (or microchip) manufacturing (or insurance) expert.
• As another example, show me someone who maintains an efficient warehouse operation, and I’ll show her how to manage a shipping schedule better than the head of any trucking company.

     Why? Because sales and organizational skills are lot harder, more time-consuming, and more expensive to teach than the ins and outs of your business.

     Learning how you manufacture and package and sell your products and services is easy. Learning how to think and act like a sales or traffic management pro is not easy because it’s often an issue of attitude.

When you’re outsourcing projects and looking for consultants who can get the job done, don’t be making yourself crazy trying to find someone who has extensive experience in your industry or profession.

     Look instead for someone who has extensive experience in her or his consulting specialty. A good solid marketing person or writer or web designer or trainer or coach, for instance, doesn’t need to have ANY expertise in your specific business or professional practice in order to help you produce a significant difference in sales, sales leads, CRM, or staff development.

The same principles and dynamics that work for selling hot dogs also work for selling precision parts, accounting and legal services, heart transplant specialists, or (aaah, entrepreneurship!) “Silly Bands.”

     The art and insight of writing an effective news release, advertising campaign, or website, doesn’t change in the slightest.

     The target markets change; the media selections change; the technical details change. But benefits are still what need to be emphasized.

     All products and services are purchased because an emotional buying motive is triggered — not because a laundry list of rational features has been presented. Skilled marketing consultants know how to plan and create and activate emotional buying motive triggers that get results.

     Your job is to teach them your business, be a sounding board for their recommendations, and help bring about action.

     You can follow the advice of headhunters and placement services and counselors and job trainers all you want, and puppy-dog behind every leader in your industry or profession, but I’ll put my money on you finding the best outsource consulting service teams and individuals based on your own instincts and your own judge of character and chemistry. It got you here. It works.

Trust yourself.

     The minute you’re able to find people who can fill the role(s) you have in mind, who have a track-record of success in many diverse fields, don’t hesitate to engage her/him/them simply because you think your candy company is so unique that only someone who is a candy business expert can appreciate you and your business enough to do justice to it. A sweet idea, but unrealistic. 

Informed fresh perspectives don’t

    come from clones or ostriches.    

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

Thanks for visiting. Go for your goals! God Bless You. God Bless America and America’s Troops. “The price of freedom is eternal vigilance!” [Thomas Jefferson]  Make today a GREAT Day!

A lesson from one

 of the masters . . .

You run a business. You know that when you’ve got something good, you run with it, right? Wouldn’t you expect something better from one of the world’s leading brands than a half-hearted, slipshod application of their “signature slogan” theme line?

On the heels (and after many years) of one of the most memorable slogans in history — “Leave the driving to us!” — the company came up in 2007 with one of the all-time worst slogans: “We’re on our way!” [Typical consumer response: “Who cares?”]

“We’re on our way!” totally disregarded the surge in consumerism which rendered this kind of chest-beating as inappropriate and ineffective. (And to put the icing on the cake, Greyhound reportedly spent over $60 million trying to shove their braggadocio down consumer throats!) This move was so predictably bad that had they spent even one nickle on it, they would have been making a poor marketing and management judgment.

Ah, but there was a comeback. Almost. Greyhound finally did outdo itself by actually topping that “Leave the driving to us” classic with this more recent touch of brilliance [and I truly do mean brilliance]:

Greyhound. Stop Less. Go More. 

Wow! What a terrific branding theme line. It says so much with so little. It’s customer-focused. I saw it on the side of one of their buses cruising down the New Jersey Turnpike. (Yes, it is true that occasionally one may be fortunate enough to actually cruise on this road that’s eternally jam-packed with Evil Knievel and Kamikaze wannabees.)

But then a funny thing happened.

A second Greyhound bus passed that, instead of the great ‘Stop/Go” theme on the side, had some very somber and unintelligible statement on the back that was an assertion of sorts about a business alliance with some organization whose name was replaced with a totally obscure logo that seemed about the size of maybe a golf ball or two. . . not terribly identifiable at 65mph.

Awhile later, I noted yet another Greyhound bus that appeared to have nothing on it except their famous racing dog  logo.

SO what?

Here’s what. It makes no marketing sense whatsoever to have different vehicles from the same company displaying different graphics and not capitalizing on the proven importance of repetition in selling. Can you imagine spending millions of dollars to establish a theme line (or signature slogan as Greyhound calls it) and not have that line appear in every conceivable application?

And is it a no-brainer to put it prominently on the sides of vehicles you operate?

Now this is no small-time company here. We’re talking about the largest North American intercity bus company, with 16,000 daily bus departures to 3,100 destinations in the United States. That ain’t hay. Yet the money they spent might as well have been hay.

If giant corporate entities like this haven’t the sense to get the right kind of marketing input, just imagine the plight of small business enterprises.

But small business can do what big business cannot. Small business can turn on a dime, be more innovative more quickly and capitalize on opportunities as they surface. Small businesses can also make the kinds of marketing-judgment and tweaking-help choices that big businesses can’t make without getting themselves too tangled up in politics.

I have always thought Greyhound to be a great company with great service and a reputation to match, but in the instance cited, they have clearly failed at making the most of what they already have, to achieve their goals quicker and more soundly.

Don’t waste your time, money, and effort trying to be too smart about too many things. Bring in a fresh, informed and experienced, outside perspective to turn what you have to say into a marketing message and approach that energizes employees and suppliers, and that — most importantly — stimulates and generates sales.

302.933.0911  Hal@BusinessWorks.US

Thanks for visiting. Go for your goals!

God Bless You. God Bless America and our troops.

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

Make today a GREAT Day for someone!

A job half done

is half UN-done

     Like the proverbial half-full or half-empty glass debate, businesses and business projects are often left UN-done. When this happens, the entities can usually be expected to unravel completely or take a giant step toward miserable failure.

     Seldom do we see an enterprise or project be abandoned before maturity (except for examples in, for instance, the new home construction market and associated trades, where government incompetencies ushered in a full housing market collapse), and still make a difference at any personal, industry, or market level.

Q.

     What can you do to instill a stronger sense of stick-to-it-iveness in yourself and in your people, or your outsourced project managers?

A.

     Start with yourself! What you do others will follow. The best way to ensure that you finish what you start is to plan your approach and monitor your progress. Something as simple as keeping a nightly, just-before-you-leave-work Attack List (Hint: chunks of tasks work light years better than itemizing full-scale tasks) of things you need to do the next morning.

     When the list is done (and whatever doesn’t make it to the paper or task program screen before 3 minutes is up, isn’t generally worth remembering!), prioritize items with number rankings or multiple asterisks, and proceed in that order, making notations of other unexpected items that surface and perhaps even renumbering everything.

     Take that task list to task with a see-through marker every time a listed item gets done; that allows you to review what’s been accomplished, what’s been interrupted, and what needs more attention. 

     This is not as trying experience as you might imagine if you accept the likelihood that you will be interrupted and disrupted, and account for that inevitability by keeping your mind flexible enough to accept alternative routes and options on the fly.

     Yes, this is an entrepreneurial instinct, but anyone can make it work. It requires only that you keep open-minded. Easy? Yes, but for that to happen, you need to agree with yourself to suspend all judgments.

     Suspending judgments, prejudices, biases, is essential because these will otherwise get in the way of your progress. And of course if you don’t finish projects and communications and tasks, how can you expect those who report to you to do that?

     LBE (Leadership By Example) counts even more than transparency if there must be a choice for where to apply your energy. Transparency keeps your team bolstered, motivated, and challenged under all circumstances, but without you setting daily examples, it will be difficult at best to even approach the point of operating your business with complete openness.

     So, it’s . . . 

1. Open your mind
2. Set examples for others to follow
3. As more work gets done, completed and on schedule, begin moving your business to be more transparent. Note the implication of the words, “begin moving” which means taking it step at a time (instead of all at once), which is usually the best way to approach any business situation.

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

Thanks for visiting. Go for your goals! God Bless You. God Bless America and our troops. “The price of freedom is eternal vigilance!” [Thomas Jefferson]  Make today a GREAT Day!

You’re the boss, but 

are you a happy camper?

     If you’re not a professional athlete and you need energy drinks to keep afloat, or nine or ten cups of coffee every day just to stay alert, on track, and in control, you are definitely not a happy camper.

     You are fighting with yourself and not sleeping much.

     But you’re not alone. You definitely don’t want to hear the latest findings about unhappy work situations, depression, anxiety, stress, illnesses, accident-proneness, and insomnia.

     Just know that the numbers are staggering enough to underscore that you’re in good company, or perhaps bad company as it may be (?).

     Just an awareness of how common these issues are should prompt you to pursue your options.

     But odds are —like a student I remember telling me didn’t think he had enough time to take my time management course — that you continue to manage to sidestep alternative ways of thinking. What’s that “Got Milk?” thing? Uh, got excuses? 

     Sidestepping is an art form all by itself. Sometimes it’s in your own or others’ best interests. Sometimes it’s not.

     Sidestepping is not in your own and others’ best interests when it puts your life or the lives of others on the edge . . . hanging precipitously on the cusp of the kinds of physical, emotional and psychological ailments itemized in the third paragraph above.

Suffice it to say that being overworked, unhappy in relationships, constantly worried about money, jacked up on caffeine, and never sleeping enough is a description that probably fits — at least in part — the majority of Americans in today’s workforce.” 

     Sidestepping is not in your own or others’ best interests when you foster or nurture worklife environments that breed these kinds of symptoms.   Are you breathing?     

     Does this mean you need to be the Sheriff of Civility, and fire offenders, or put them behind bars? Silly, huh? Well how silly is it that you consistently choose to set yourself up to get whacked out by stress, and become the poster-boy or poster-girl for serving up on-the-job heart attack appetizers by setting a lousy example?

     What if you came in to work tomorrow morning and drank juice or water instead of Red Bull or whatever it is that presently floats your boat? (Careful to wean off the caffeine unless you enjoy headaches.) Would people notice? Of course. Would they tease and whisper? Of course. Would it prompt them to think twice about their own caffeine-loading habits?  Of course.

     And would choosing to change that simple behavior be a good thing overall for productivity, customer service, sales,  operations, and your own well-being? Of course. Will it happen overnight? Now, come on, how long did it take to work up to nine or ten daily cups of coffee, or get everybody hooked on energy drinks? 

     This isn’t about three or four cups of coffee a day, or getting into occasional bad moods, or interfering in people’s personal lives. It’s about closing the floodgates.

     This is about recognizing you have a chance to help others to live more enjoyable and rewarding lives by making the conscious choice to help yourself to do that, and setting an example . . . it’s about making that choice over and over every day.

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

Thanks for visiting. Go for your goals! God Bless You. God Bless America and our troops. “The price of freedom is eternal vigilance!” [Thomas Jefferson]  Make today a GREAT Day!

“As the crow flies” not

  always the best route.

     Regardless of whether you own and/or operate your own business (or department, or classroom, or nonprofit, or military unit) you no doubt share one common key ingredient with other leaders: You schmooze!

     How much you schmooze is a function of:

1) the character of your organization and industry or profession

2) the nature of the people involved 

3) the nature of the tasks to be done 

     But the bottom line is that you must do whatever it takes every day to motivate others to get the job done that you need done.

     Schmoozing methods vary widely.

     In some cases (more so, for example, in military, quasi-military, medical/first-aid treatment, factory floor and fishing boat management, heavy equipment or high-risk construction and farming supervision roles), being direct and issuing direct orders is the accepted norm.

     Schmoozing, in these cases, usually only occurs once leaders and followers are “off the firing line,” so to speak (e.g., lunch, coffee breaks).

     Leaders need to be constantly on the alert for changing business, political, and economic climates that influence and dictate changing work habits and situations.

     Bringing a task team of creative professionals or consulting scientists onto a factory floor, for instance, may call for considerably more diplomacy and sensitivity than would typically be needed to accomplish the tasks at hand. Leading a SWAT Team, on the other hand . . .

     Giving outsource experts direct orders is not likely to foster a spirit of cooperation or generate meaningful results. On the other hand, the follow-orders discipline that keeps the plant safe and productive cannot be abandoned.

It takes skill to walk thin lines.

     Walking thin lines is where real leaders excel . . . 5-star generals, top transplant surgeons, fishing boat captains, counter-terrorism team supervisors . . . they schmooze. They know the who, what, when, where, why, and how of holding hands and nurturing, while simultaneously keeping one hand firmly on the controls. 

     It may take a little longer, and it may involve more mental (possibly even more physical) work to gracefully detour around a highly-charged situation than to directly engage it. So, what is all this speculation and pussy-footing have to do with leadership?

     It is simply a reminder that strong leadership is the product of good judgment, and that every set of circumstances every day calls for exercising fresh perspectives in judgment. But, hey, that’s why you get the big bucks, right? 

     Anyway, before you fly with the crow, ask yourself if what you are doing right this very minute is leading you to where you want to go. Maybe the order you’re about to issue will produce better results packaged as a schmoozy request? Hmmm, something there remind you of the way to catch more flies? 

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

Thanks for visiting. Go for your goals! God Bless You. God Bless America and our troops. “The price of freedom is eternal vigilance!” [Thomas Jefferson]  Make today a GREAT Day!

Tweet it or beat it.

     I write. Among many other things (mostly marketing, advertising, PR, sales, blogs, and websites), I write books.

     So the other day, when I received notice that some Southwestern-based “writing” business was a new Twitter “follower” of mine, I proceeded to do a quick check to validate their legitimacy and see if there might be some compatible interests.

     Unlike the quest to win popularity by amassing huge numbers of any “followers,” I have instead always pursued a course of selectivity. I choose only those followers who share interest in entrepreneurial leadership, writing, personal and professional growth and development and/or small business ownership and management ideas and issues.

     By sacrificing quantity for quality, I have of course -in the process- learned to accept the humility of trading off my options to compete in the who’s-got-the-most-followers type of confrontation with Ellen and Lady Gaga. But, hey, I cut my own mustard. Besides, some say I have better legs than both of them!

     Okay, back to business— so my little Googlization due diligence effort produces a website for these “book writers,” which I scan quickly and then decide to click back that I’ll follow them too. After all, their business, I discovered, like part of mine, writes and ghostwrites books for other people too. Hmmm, maybe I’ll learn a thing or two by watching their “Tweets.”  

     Now let’s sidetrack here a minute to explain for the benefit of all non-Twitterers (there are maybe 27 or 28 of you on the planet?) that some people who get new followers think they need to respond to each new follower with a direct message (DM) “thank you” note.

     Some think that because you have clicked on them to follow their little posts, that the flood gates are now open for them to to rush into your Inbox with some bombardment of sales spiels, like “Thanks for following. Now that we’re friends, here’s how to get 283,000 new followers by a month from Tuesday for three easy payments of just $29.95 plus tax and handling charges of $117 per order.”

     Still others respond to your (no doubt brainless) decision to follow them by replying with a (shudder) robot message that thanks you profusely and may offer a “gift” at a website that usually sounds something like http://UBmybestnewtwitterfolloweronearthoranyplaceelseintheuniverse.com

     Then there’re the hard-sell follower guys: Hi. Thx for follow. When U need to clean your pipes or fix your drip, call Flushoff Plumbing at 800-Brown-Down. Starting to get the picture? Twitter kinda has it all.

     So what to my wondering eyes do appear within minutes of my click to be a follower of this book writer business but one of those DM thank you notes that says:

“Who do you than needs to write a book?”

     Huh? I’m not thinking you guys are going to be on my shortlist of likely collaborators or some shing star stable of literary talent I might refer others to. What’s it add up to? An unforgivable screw-up with no second chance at a miserable first impression.

     How careful are you and your people with the wording in your messages? If even a self-proclaimed book-writing business doesn’t use Spellcheck. chances are that many companies which have nothing to do with writing or publishing, don’t use it either.

     A word to the wise is that using Spellcheck makes you look good –especially to prospects and customers. Not using it makes you look unprofessional and dumb. Sloppy messages communicate to the recipient that the sender doesn’t care enough about her or him to bother with ensuring clear communications. 

     Sloppy messages may work for friends, but not for business. 

Happy Twittering!

 302.933.0116 or Hal@BusinessWorks.US 

Thanks for visiting. God bless you and God bless America.        

“The price of freedom is eternal vigilance”– Thomas Jefferson.        

Go for your goals and make today a great day for someone!

WORD DIFFERENCES

MAKE A DIFFERENCE

      Small subtle “TWEAK” changes in your website wording can make a monumental difference in your site visitor traffic, the all-important numbers of “quality” visits, search engine rankings, inquiries, sales leads, revenues, revenue streams, and profits.

     First of all, talking about “small,” here’s some free advice that should be obvious, but it is obviously not:  human beings older than 30 do not like to have to squint to read a sales pitch. Period. A gift certificate or love letter, maybe. But not a sales pitch.

     Your website’s job one is to make it as easy as possible for prospects to become customers.

     Tiny text? Unless you’re building a family practice in ophthalmology or optometry, give it up! And don’t let some artsy techie convince you that people are used to reading .7 size type, and that the smaller it is, the more space that’s available for design impact.

     If you need more design space, cut back your text. Most sites talk too much anyway.

Now, here’s the biggest difference you can make a difference about, that word differences make:

     Get rid of all language that could even be remotely associated with being a distant relative to your Uncle Braggadocio! This means killing any words in any marketing materials, broadcasts, news releases, traditional media, websites, emails, banners, billboards, sandwich boards, matchbook covers, skywriting . . . you get the idea . . . that suggest, sound, or look like:

I~ME~MY~MINE~

WE~OUR~OURS~US

     Oh, sure, well that’s easy. Easy, perhaps, depend-ing on where you live, but not in most places on this planet! Pull up any ten small business website home-pages. Odds are good that the text content language contains more than a couple of these kinds of references. In fact, there are probably as many strewn across corporate giant sites as well, come to think of it.

     The point is this: NOBODY CARES how great you are or how great you think you are so stop talking about yourself and lock into answering each prospect’s and customer’s only concern: “What’s in it for me?”

     RE-phrase your messages to instead emphasize words that suggest, sound, or look like:

YOU~YOUR~YOURS~

YOU’D~YOU’LL-Y’ALL

     Instead of “Our team of trained professionals,” try “Your team of trained professionals.” Instead of “Our program is designed to help our clients…” try “Your program is designed with your needs in mind… ” Instead of “We analyze your needs,” try “Your needs are assessed based on the results you seek.”

     Instead of “You can count on us,” try “You can be certain.” Instead of “My paintings will look great over your mantle,” try “Your friends will envy your great taste when they see the paintings you select here.” Instead of “We work as your partner,” try “You get a partnership attitude, not just a sales pitch.”

     As many words as you use to tell your story and deliver your message, there are that many opportunities to tweak what you have and make it work better. If you see your son consistently stepping out of the batters box as he swings for strikes instead of hits, wouldn’t  you want to see a knowledgeable experienced person help him adjust his stance and his attitude at the plate?

# # #

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!

Once you’ve gathered it,

what do you do with it?

     We’ve all experienced it, some more than others. Leaders, campaigns, competitors, gamblers, teams, and combatants “get on a roll.” 

     Webster’s defines it as “strength or force gained by motion or through the development of events.” The Flip Dictionary says it’s “drive, energy, force, impetus, motion, thrust, tide, velocity.” Roget’s Thesaurus adds “push, drive, impulse, go, and speed” to the list.

     As a human attribute, it can be here one minute, and gone the next . . . it’s all about MOMENTUM.

     One baseball team gets two runs and goes ahead, gaining momentum in the game, but the next two batters strike out and the third out is made by an amazing outfield catch. BOING! Momentum shifts.

     Momentum untangles a sales pro from an ordinary day and throws her into the control seat of a speeding locomotive.

     Like a giant hand gently pressing your spine forward, momentum is a psychological phenomenon that produces surges of self-confidence-boosting thoughts and behaviors.

     No one goes home at 10am after making a big sale at 9am. That’s when he trots off instead to see all the non-committal hanger-on prospects, that’s when the sales lead generation task becomes challenging and inviting.

     Those are the moments of “Well, let’s not stop here; now I’m on a role; lemme into that pipeline! Now’s the time to go get those other sales that I’ve been dragging my feet on.”

     Business leaders of every description thrive on momentum. When everyone in a department “clicks” and the workload is happily and productively dispensed with, leaving time for a celebratory water cooler or snack room gathering, that’s momentum in action.

     The funny part is that the same thoughts and actions that serve to gather momentum also work to sustain it.

     Making conscious choices to do whatever it takes to make things work to your favor, and then making those choices again and again and again and again throughout the hour, and the day, and the week, and the month…is all the magic you need. Even in sales.

     I know, I know, sales –that is, selling– is a multi-faceted, job function that demands more than attitude. Or does it?

     Sure, your appearance and product/service know-ledge, promptness, a genuine smile and handshake, a couple of attractive “deals” up your sleeve, and a strong listening skill-set are all critical ingredients, but the attitude you choose to practice dictates how well those multi-facets perform!

     And what’s this to do with leadership? Sales and selling are just part of the business. Perhaps, but every business needs every person in the business to be selling all the time, every day.

     Selling needs to be as much the responsibility of the owner and the operations head and the financial head and the IT head as all the other functions they perform. Even in big business.

     Talk to yourself. Tell yourself you won’t settle for sedentary status quo hours and days and weeks. Remind yourself that you’ve got what it takes and that it’s all inside your head.

     No one else and no event can control what you think. What you think and how you act are 100% your choice. Choose success and productivity and keep choosing it.   

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

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