“It’s not MY job!”

     Ever heard this before? Or is it just my imagination? Odds are someone in your business either says something like this, or has the underlying attitude but doesn’t express it openly.

     The person who rejects  awareness, spontaneity and (friendship / partner / spousal) intimacy also rejects the responsibility for shaping her or his own life. She or he is someone who thinks of him or herself as either lucky or unlucky, assuming without question that it’s meant to be and: can’t or shouldn’t be changed, or that only ______ can change it.

 Sound familiar? This is the same individual who

     routinely proclaims (or thinks): “It’s not MY job!”

     By contrast, the autonomous person  is concerned with “being.” He or she allows his/her own capacities to unfold and encourages others to do the same. These are the kinds of individuals who project their own possibilities into the future as realistic goals which give aim and purpose to their lives.

     They sacrifice  only when they are giving up a lesser value for a greater value according to their own personal value systems. They are not concerned with getting more, but with being more. 

My philosophy is that not only are you responsible for your life, but doing the best at this moment puts you in the best place for the next moment.”

— OPRAH WINFREY

     As a business owner or manager, and especially in today’s economy,  you really can’t afford to have people working for you with this attitude. E V E R Y person in your business needs to accept responsibility for doing whatever needs to be done whenever it needs to be done as long as he or she has the ability to do it.

     But this doesn’t mean that you need to be a shrink  with employees who evidence a not-my-job mentality. It DOES suggest that you may want to think hard about keeping this kind of person on payroll.

     If it’s a locked-in situation  and you can’t let go of her or him right now, set a deadline for change, explain it clearly and gently, then teach by example. Do recognize that it takes courage for someone like that to rise to the occasion, and reward any evidence of attempts with “pat-on-the-back” comments and encouragement to keep at it. 

     You’ll always get more of what you genuinely

appreciate, praise and reward.   

With special thanks to human relations/communications consultants Muriel James and Dorothy Jongeward for the inspiration and adaptations from their classic book BORN TO WIN: Transactional Analysis with Gestalt Experiments    

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Dear SBA: You’re out of touch! 

     I just read  a meaningless, unintelligible, patronizing, jargon-filled statement by SBAs Delaware District Director which reinforces in spades a conviction I’ve voiced in prior posts that the Small Business Association is utterly useless to small businesses and waaaaay out of touch with reality.

     She headlines her article  “100 Days After the Recovery Act” and starts out by telling readers how great all the new SBA programs are to “help small businesses weather this economic storm, and ultimately continue to grow and create jobs.” Where was SBA when these kinds of comments were being posed as requests over a year ago on this blog and many others?

     She ends with:  “America’s small businesses are the key to our nation’s economic recovery.”  (Duh) “The SBA is using every tool in our toolbox –and creating new ones when necessary– to help small businesses lead us out of these tough economic times.” (Double Duh)So tell us about the tools in your toolbox! In plain English would also be a nice thing to try to do, by the way.

     Get this, business owners:  You think the SBA is relevant so you read this gobbledygook (or gobbledegook if you prefer… a word that’s really worth looking up!) and imagine you might get an idea or two about how to help your business recover, right?

     Wrong.  Unless of course you happen to be well versed in “loan programs–7(a) and 504” because then you undoubtedly understand about “eliminated fees for borrowers” on 7(a) “and for both borrowers and lenders on 504” and that they’ve “temporarily raised the guarantee.”

     Oh, yes, and we should be thrilled  to know that “there’s been a 30 percent increase in average weekly loan dollar volume” and –on top of that– the new SBA launched ARC loan “program provides loans up to $35,000 to viable but struggling small businesses,” and that “SBA has now put in place programs implementing 88 percent of the $730 million provided.”  

You must be kidding, SBA!

• What is “7(a)”? Who should be expected to know this?

• What is “504”? Who should be expected to know this?

• What “eliminated fees”? Why? When? For how long? So what?

• Why eliminated for just borrowers on one loan and for borrowers and lenders both on another, and who cares?

• What exactly does “temporarily” mean?

• What “guarantee”? Whose? For what? For how long? What are the terms?

• 30% increase? This has something to do with my small business?

• So what? What does this have to do with me and my small business?

• What exactly is “viable”? Is it not defined because not many will qualify?

• What exactly is “struggling”? And again, how is this determined?

• What difference does it make to ANYone that 88% of $730 million has been “implemented”? I’m trying to put food on the table. Who are you trying to impress?

• What does “implemented” mean, exactly? Why can SBA language never be straightforward? Likely because no small businesspeople are speaking.

     Find me ONE “struggling” small business owner who understands all this crap. Just one. The problem here is that the SBA is simply another BIG-business-run federal government agency that hasn’t a single clue about owning and operating a small business … and that is more concerned with covering its butt and looking good to political administrators than with helping small businesses create jobs. It is tokenism run amuck.    

I served two consecutive 2-year federal appointment terms on what’s been called the country’s most important SBA regional advisory council (NY/NJ/CT and the USVI. I  resigned  because 31 of the 33 membership seats were filled with major corporate executives. I and one other member were the only ones who owned and operated small businesses. The job of representing and cultivating small business interests was not getting done, and it’s still not.

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Banking on your bank?

Don’t waste your time!

     The economy continues to hemorrhage.  Oh no, that’s just not true, I heard that it’s not true on the news today:  The federal government says “we’re seeing many signs of things turning around.”

     I can’t imagine  what’s in some one’s line of sight that would prompt THAT statement. Also in today’s news, Microsoft just laid off another 800 employees. You connect the dots.

     The point is that when the going gets tough,  the average hard-working business leader thinks: The BANK. The BANK will bail us out. The BANK will lend us what we need. The BANK is the answer.

     One leading national bank  says they’ll even give loans to illegal aliens. Another says it will help customers who need help. Don’t you believe either one of them, or any of the other sleazy branding line enticements being offered out there in medialand. 

     You cannot depend on The BANK.  Period. Banks are tripping over themselves trying to outdo hospitals and the US Postal Service in the stupidity and low trust departments.

     Banks are at least 50 years behind reality  and –just like the hospitals and US Postal Service– think that slick, clever slogans, spiels, and marketing devices coming from empty suits and empty heads are going to make up the difference, the decades of incompetence.

     Credit unions offer a bit more comfort,  because they answer to their “members” not a board of directors and stockholders (but can also be a bit more risky for businesses because loan percentages, for example, can end up being higher than credit card rates if you’re not careful and alert).

     You think BANK  because the BANK has convinced you that it is your good neighbor, that because it’s been doing business in your town for a zillion generations, that it’s honorable and will loan you the money you need when you need it for a ridiculously low rate because they’re your neighbor.

     Good Luck!  A lot of businesses are failing because they naively trusted The BANK would support them in hard times. Reality Check: The BANK supports itself in hard times.

     What else is there?  Investors. Great, but guess what? Today’s investors want immediate gratification ROI and enough proof and collateral to guarantee it. Not much help if you don’t already have the money you need! 

     “Angel” investors  are getting tainted with skepticism, and are also requiring more than you probably have cause if you had it you wouldn’t be looking for it! Hmmmm. Barter. Right. Well, barter is great up to a point, but it rarely if ever produces money. Stockpiled merchandise and services have increasingly marginal value. 

     So, that leaves (ta-ta-ta-ta-tah-tah!):  SALES. Innovative, value-added products and services = SALES. SALES ALWAYS BEAT The BANK. How to boost sales now must be your number one (and perhaps only) priority. There is no greater or more important issue for you or your business to be dealing with right now, unless of course you own or run The BANK. 

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Is “bigger” always better?

   If you haven’t visited Twitter,  you’ve probably no idea how extensive the ego destruction can be if your postings (“Tweets”) haven’t attracted 37,416,298 “Followers” in the last 24 hours.

     Oh, and there are at least 64 gazillion  other Twitterers out there who have the magic formula that will turn you into an overnight Most Highly Followed and Esteemed Twitterer sensation. Probably make you the hero of your whole office or neighborhood even!

     It makes me think about  how wasteful media advertising is if you’re not interested in attracting the entire world to your doorstep. I mean, let’s assume you’re selling Swiss Screw Precision Parts that are used in rocket ships. Should you run a series of network TV commercials on ABC, CBS, NBC, and CNN? (Insert sounds of regurgitation here.)

     How about full page ads  for your grass-cutting service in one of those idiotic national newspapers for bar graph fanatics? Gee, a direct mail campaign combined with Twitter and Facebook postings could put your hand-crafted pottery pieces on the map, don’t you think?

     Tell you what:  if you have that kind of money to throw away (and stupidity level to match), call me first. I’ll get you some great deals.

     If your target market  is comprised of specific individuals or specific industries or specific geographic areas, don’t waste a penny on advertising that goes to other people in other places.

     Yes, this includes refusing to do business  with the sleazy phonebook companies that go to great lengths to fragment the markets you want to reach so you’ll have to buy space in two or three or more books that slice up your market and, in the process, add another dozen markets you don’t need or care about.

     “Phone book ads  are a necessary evil” I’ve heard so many people complain over the years, especially professional services. The truth? They ARE evil, but they are NOT necessary.

     Your parents taught you  that where there’s a will, there’s a way, right? So when did you forget that? There are other ways to reach the prospects and customers you want without having to sell your sister and your dog (other jokes there that I’ll pass on!) just to pay for reaching people who cannot or would not be your customers anyway. 

     It’s one thing when the economy is booming  (let’s see, that was…uh…) and it’s a great thing to spread your name and message everywhere, with cost not a factor. It is, however, quite another mindset that’s needed when the economy is as bad as it is and VALUE needs to dictate expense.

     You don’t need to cave in to making media people rich with money that should be staying in your pocket because you are too lazy to look for other options. There ARE other options. You WILL find them when you put your mind to it. Or not.

     There’s always that one-time special deal package  — discounted from $1,297,000 to $1, 215,000 — to sponsor a major national show in 14 states even though you only provide service to three counties in one state, but it’s “such a deal!” 

     With advertising, bigger is not always better … and the bigger the impact, the bigger the bill.     

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STOP HIRING CONSULTANTS

(for the wrong reasons!)

Dear Business Owners and Managers: Stop with the knee-jerk decisions to hire consultants. They will not help you through the economy unless they are specialists at bringing sales in your door!

Until at least a couple of years down the road,  there is no need for “communication consultants” or “management trainers” or “personal growth and development consultants” or people to write your mission statement, your vision statement, your annual reports or your “white papers.”

How do I know? Because I’ve done all of the above (and made a successful career of it), but I also have run my own business for 35 years, and helped to start hundreds of others. I’ve run management and communication and personal growth and development training programs for 20,000 people. And I’ll be the first to tell you not to waste your time and money on these services, in this economy.

There is only one thing you need consultant support for these days, and that is for services that bring you sales. Period.

That having also been said,  I will be so bold as to suggest that communications and marketing generalists are also not the kinds of “sales consultants” to trust. Find a specialist. Do not EVER hire a marketing or communications consulting firm to do your website. Get a website specialist. Do not EVER hire a website specialist to write your website content. Get a writer who understands sales.

A good, proven commercial / marketing / advertising / website writer can do more for your business than all the ad agencies, marketing and communication consultants and non-sales trainers you can find put together! You need writing help? Hire a writer!

There is a growing temptation to panic at the financial strangulation your cutbacks have created, and grasp at any outside service that –like the frustrated wife whose husband  was a marketing executive and could only ever sit on the edge of the bed and talk about how great it would be– you simply cannot afford right now.

Promises do not perform. Providers with track-records for creating and delivering sales perform, and are worth paying! Look for a successful writer who is a quick study and who shows you she or he can learn your business promptly, who has a customer benefit focus instead of a chest-beating, “how great your business is” and product / service features focus.

You want someone who can help you develop sales strategies and and create the tactics that support that thinking. You want someone who is not afraid to work weekends or evenings to get the job done.

You want someone who will take the extra step, go the extra mile, and give you more than what you expect … someone who is both a talented writer and an example of what you want and expect from a sales pro.

Anyone who fits this profile,  by the way, should also be receptive to at least partial compensation based on performance. I know a lot of consultants will hate me for this post, but –down deep– they’ll have to admit that I speak the truth.

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If You’re Thinking

Fireworks,

Think Again!

     If you’re one of those theatrical entrepreneur types,  and you’re not getting the sales you deserve, you might want to consider trading in the Broadway-belt-it-out and marching band music, the 3-D glasses, dogs and ponies, and PowerPoint specials for a much higher-impact (and, btw, much less expensive) presentation tool. It’s called truth.

The times have changed.

The economy has changed.

The marketplace has changed.

Buying motives

have changed

(though they’re still emotionally-triggered, not rationally evaluated).

And sales prospects and repeat sales customers

are rapidly retreating from RAZZMATAZZ!

     Out- of-touch-with-reality car dealers and furniture dealers  are still tangled up in their underwear shooting 0ff desperation-anchored messages, thinking that s~o~m~e~h~o~w they will manage to come up with the magic super sensational presentation ingredient that will send hoards of people charging into the parking lots and showrooms. Those days are over.

     People want to buy products and services that speak the truth  to them about value and performance and potential. They want every sales presentation to tell them what’s in it for them, and they want it to be the truth. Smoke and mirrors are out. The truth is in.

     I don’t care if the truck I want is a gas guzzler  as long as I know that it is going in, and as long as it’s a reasonable gas guzzler in my mind, and as long as the sales rep is being honest about it with me . . . but don’t give me a big come-on and a spielful of exaggerations. I’m not interested in how it compares with a hybrid; I don’t want a hybrid. Just the truth will do.

     Oh, and you could have the best furniture price deal in 57 states,  or since the earth died from global warming, and give me fat rebates and 20 years to pay. You can plunk me in a lounge chair, give me a pino colada and have six beautiful women fan me and feed me grapes while I watch a 3-D revolving stage of perfect room settings.

     Each setting can be in perfect lighting  with perfect background music and perfect chocolate chip cookie smells wafting around perfect flower arrangements, and not only will it get you nowhere and cost you untold expenses, it will make me walk out . . . because all I wanted was a pair of nightstands that will look nice next to my bed.

     Sure I’ll drink the drink,  smile at the help and grab a flower on my way to the door, but I only wanted something I can put my glasses, alarm clock and a lamp on. The whole bedroom I don’t need. The time-wasting presentation I don’t want. Good-bye, Yellow Brick Road!      

     The truth.  The truth is that evasive, unfancy bit of product and service (and sales rep) authenticity that caters to me the customer and the evidence of performance that I’m looking for. It does mean, of course, that the sales rep IS going to have to listen to me and deal with my interests, instead of telling me about hers or his.

     I would never admit it, but I will probably still buy that truck because I think I look good driving it.  Of course I’m going to want to like the sales rep too for being honest with me, and I will certainly need some good list of features to wave in my green family’s faces to justify my purchase.

     The nightstands?  Give me good honest quality for a good price and make sure they look okay with the rest of my room. Please don’t waste my time or my brain with B.S. and a ton and a half of RAZZMATAZZ. It’ll cost you the sale. Besides, RAZZMATAZZ is dead!

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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!

Don’t give away the store!

     As bureaucratic nooses tighten  around small business necks, it’s natural for feelings of desperation to begin setting in, and to respond by reducing prices in order to make sales. It doesn’t take long to be traveling on this road before you’re giving away the store!

     Resist the temptation to undercut your value  by offering “more competitive pricing.” Easy to say, you may say, but when the guy down the street is selling comparable products and services for lower prices, and is getting more people in his door, reality dictates lower prices!”

     Bull! You’ll only be worsening the economic stress on your business.

     Reality dictates  that you will be more successful than the price-slasher down the street by sticking to the prices you have and offering instead more value. Are you being innovative enough to offer product and service line extensions that help customers economize?

[This is not the same as lowering prices. This means offering a high-end mattress cover that zips on and extends old mattress life for a fraction of the price of a new mattress. This means adding the availability of inexpensive payroll services to the lineup of accounting practice offerings. It means adding energy-efficiency, fuel-economy, etc.]

     Do you and 100% of your staff  have a “kill ’em with kindness” attitude 100%  of the time with 100%  of your prospects and customers? Not 99%.  100%.  Truth? What needs to happen to get to 100% of the time with 100% of your prospects and customers? 

Is getting to that point going to cost you more or less in real

dollars and real stress than increased sales at lower prices?

     Like giving a salary raise  to someone instead of a one-time bonus or other reward, and ending up with a permanent long-term financial drain, when you lower prices, you run the big-time risk of never being able to raise them back up again.

     Your customers  will expect your low prices to stay low and when you try to raise them, they’ll head for competitors who offer more value.

     In the end, the smart response  to economic stress is to build and boost and promote value, and not give away the store.    

# # # 

Is your business too frivolous

to survive this economy?

Of course not!

ONE: Find the people you need as new and repeat customers or clients.

TWO: Show them how they’ll benefit from your product or service.

THREE: Push an emotional trigger.

That’s it!  Let’s put it this way: if you think your business is too frivolous for you to be able to make sales in this crummy economy, you’re right! Fold up the tent and go home!

If you believe that people  are only spending money on basics right now and that they haven’t enough spare dollars to afford your products and services because they’re hardly “essentials,” odds are that you are also letting that attitude show in the ways you conduct and promote your business.

I don’t care if you’re selling  designer soap, dictionaries, Swedish Massage, venture capital pool memberships, jeweled toiletpaper holders,or gold-plated shoelaces … now is not the time to be timid in your promotional messages … or be turning out all your store or office signage lights at night … or going into US Postal Service-style retreat mode.

Now is the time  to rise to the occasion, to innovate, to put in extra hours, to go the extra mile, to show people why they can’t live without your products and services. I know, I know, there’s no excuse like the present. That’s true. There’s also no loss like losing a business.

So toss your chin back there, Buckeroo!  Go get your glove and get in the game. Remember that YOU CHOOSE to give up or slow down or make excuses. It’s just as easy to choose to charge forward and speed up and own up to your shortcomings. Everyone has shortcomings.

“Yeah, sure, easy for you to say,”  you say, “but you don’t know how hard it is and what a struggle I’m having just to pay the rent and salaries!” Ah, but I do know. I also know that feeling like it’s hard and feeling like it’s a struggle are — guess what? — right! — choices!!

Choose to feel like it’s easy and choose to feel like you’re on cruise control.

It will be and you will be.

# # # 

The Latest Business Myths

 (Not for the feisty or feint-hearted)

     MADMEN,  the award-winning TV show is (sorry folks!) NOT a true-to-life representation of big-time Madison Avenue advertising agencies in the 1960’s and ’70’s. I was there then, and in the thick of it. Yes, most people smoked cigarettes then and there, but not as rudely as depicted. Yes, politics pervaded agency meeting and presentation rooms, but not as brashly as depicted. So, the show aims to get a rise, and perhaps it does (I find it boring), but there’s hardly much truth to it. In fact, most smokers then were smoking more than cigarettes at their desks! (No, this is not a reference to the smoking of banana peels!)  

     SALES LEAD GENERATION.  This has replaced Search Engine Optimization as the business world’s biggest smoke and mirrors act! In the past week alone, I have received over 100 email and Twitter solicitations to engage the services of (Rah-Rah-Sis-Boom-Bah!) Lead Generation “Coaches,” Lead Generation “Resource Centers,” Lead Generation “Experts” and “Professionals,” Lead Generation “Counselors” (presumably to assist those poor souls who’ve generated altogether too many leads!) and all other jump-on-the-bandwagon, nutcase varieties of people who truly must be fooling themselves. With so many great sales leads to offer, would you think they have to sell so hard? I guess they just “generate” them so we can all actually use them.

     HAVE I GOT A DEAL FOR YOU!  It is really interesting the levels of desperation that legitimate business professionals choose to set themselves up to get dragged into. Have you noticed lately how the economy has created a deal on every corner? No longer just the blowtorch approach of car dealership salespeople, now we are being offered deals from all manner of retailers and service businesses, even doctors and nursing homes (whoops, sorry, long-term care facilities) are doing two-for-one deals. Right! My 96 year-old neighbor and I come as a package deal. Uh, rebates?

     STRATEGIC ALLIANCES  are all the rage. This simply means: No, there’s not enough money laying around to hire your services because the economy sucks eggs, so — instead — we’re (I’m) making this magnificent offer to you to engage your talents on behalf of our (my) interests and in exchange you’ll get a free banner on our website (that btw we need you to write for us) and we’ll even throw in “a ton of sales leads” that we generate for top clients. It’s your chance to see where your hard work can lead (oh, that word again).

     THE ECONOMY IS TURNING AROUND. Yeah, like the QEII in New Jersey’s Metedeconk River. Keep on kidding yourself, and — for a touch of reality — be checking the bills in your wallet as you assure your bankers and investors that Grandma should break out the tambourines because the business world is getting ready to rise again. You go girl!    

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