Here, Mr. President:

Take this and run with it!

     Okay, all you government and big-business corporate executives, take this! Everyone except you guys knows that small business is the lifeblood of America, and that small business is the single greatest and most important creator of jobs. For now, we’ll forget about why you don’t know this, and just move forward.

     Here is what we need to straighten out the crooked economic path that you folks all contributed to and nurtured and reinforced. We need to present every American small business (1-20 employees) with a choice of 5 stimulus options. Before you laugh up your respective sleeves, re-read the first paragraph.

Here’s the select-one-only choice that needs to be offered:

1) You choose OPTION A and receive an outright, no-strings-attached grant from the government for $5,000 to be used against pay off of bills over 60 days old from the date of application. I shouldn’t need to spell out all the resultant benefits; just think about it for 30 seconds!  OR…

2) You choose OPTION B and receive a $15,000 payment for $15,000 retail value worth of your products or services, which you deliver to any government agency you choose that can use what you sell, or any charity of your choice if no government agency can use your products or services. Surely you need not think about what this would accomplish.  OR…

3) You choose OPTION C and receive $30,000 in two $15,000 payments, six months apart for creating one new parttime (20-hours/week) job with no benefits, and—using pre-determined criteria—prove the job’s existence and value after twelve months.  OR…

4) You choose OPTION D and receive $70,000 in six equal payments for creating one new fulltime (40-hours/week) job with benefits PLUS one new parttime (20-hours/week) job with no benefits, and—using pre-determined criteria—prove the existence and value of both jobs after twelve months.  OR…

5) You choose NONE of the above, and receive a $10,000 tax credit.

     Oh, but how would this ever be administered? Use the Energy Department which performs next to zero value services at any measurable level. They have enough personnel to oversee and monitor such a program. 

     You don’t like the details of this proposal? Then change them. Do anything you want with them, but do SOMEthing with them. Show small business the respect small business deserves!                                                                                                          

Here, Mr. President,

is the bottom line:

     You want to reverse the economy? You want people to be happier and healthier? You want to see new jobs created? Then stop asking other government employees with no business experience and corporate executives with no realistic sense of business operations how to do it.

(These people are corporate management operations experts; corporate management operations has nothing to do with the kinds of day-to-day small business activities that made this country great and that hold the key to today’s present need for economic recovery!)

     These people haven’t a clue. Their ideas are lethargic and unrealistic, and just plain won’t work because they don’t understand the down-to-earth dynamics of how to dig out of a hole. It takes a shovel and an I-can-do-it attitude.

     In our country, the only people with these tools are entrepreneurs and small business owners. Give them shovels (the 5 options above) and they will dig! All the corporate and government resources in the world will not get down in the trenches and get the job done.

Why? Because you cannot dig out of a hole while sitting

in a tower or the backseat of a limo or private jet.

     We are past the point of pretending. Politics aside for just one minute, if that’s possible, why is it that the people most capable of turning things around are not being given meaningful opportunities to do exactly that?

     If you, Mr. President, are willing to take what is a more-than-reasonable risk and charge small business with the solution, you will be astonished at how many of us will rise to the occasion and get the job done. I hope only that this thinking makes it to your doorstep while there’s still time to act on it.  

Good Night and God Bless You!  halalpiar     

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Hope Is NOT The Answer.

(Neither is government spending nor business borrowing!)

     The old business adage, “NOTHING HAPPENS ‘TIL THE SALE IS MADE” applies more today than ever! I have noted here often that budget slashing, and save-on-expenses mentalities end up digging an even deeper hole because they divert energy away from what needs to be done to put the economy on a rebound and growth track.

     Economic recovery can ONLY happen when more businesses decide to make it happen. We have to blow off mainstream media’s efforts to drag the public into the maelstrom they’re busy creating in their relentless quest to sell more print advertising space and more broadcast commercial time.

     When businesses decide to focus on sales and entrepreneurial pursuits, we will see increased financial stability across the boards. Sounds simple, huh? Unfortunately, our own business-inexperienced government is essentially leading the blockade to progress on this front…token small business incentives don’t cut it!

     Add to the government’s misguided energy and maniacal spend and borrow and tax mentality the sad truth is that many business people have simply given up, and the saving-grace focus we’re talking about turns out to not be so simple after all. 

     Government spending and business borrowing? Digest this (following) quote made 5 days ago in a European Parliament speech by Daniel Hannon MEP who was targeting the English Prime Minister with some realistic advice:

You cannot spend your way out of recession,

or borrow your way out of debt!”

[See www.Hannon.co.uk for more.]

     If you are an entrepreneur or run your own business, you need to be resolute in your thoughts and actions. You need to be literally invulnerable in your convictions that hope may spring eternal, but it simply does NOT fuel or grow business in any way–never has, never will. ONLY sales do that.

     Like throwing two baseballs at equal velocity with both arms simultaneously, the most difficult task for any entrepreneur or business owner is to be running your business and selling your business at the same time. Yet that is what has to happen.

     This means, you must be willing and able to go the extra mile with customers, prospects, employees, vendors, your industry, your community, your family, and your own health and fitness. Dropping any one of these from the pursuit equation will collapse the energy around those that remain.

     Okay, HOW? you ask. By paying attention to having fun instead of feeling pressure (the feeling-pressure guys have already boarded up and left town). By paying more attention to exercise and eating and sleeping right, by laughing more, and by learning and using stress management techniques , by taking a yoga class, a jog, a walk, another walk, more walks. 

     As for help, what’s suggested here isn’t much, but–like everything else in life–suggestions are what you make of them. It’s always your choice about how to proceed. The rest of what happens is up to you.  

Good Night and God Bless You!  

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“Keep It Simple, Stupid!”

Has your business gotten unnecessarily complicated? Are you trying too hard to sell too much? Are your sales presentations starting to look like the product of NASA scientists? Are prospects walking away with their thumbs in their mouths, and answering “DUH!” when you ask them questions?

     Maybe your presentation needs a labotomy? Maybe your business needs one?

     It might make you feel better to know that reaching a point of overkill complication is a fairly routine happening for many businesses…old as well as new!

     We all have a tendancy to overlook or forget that most of what launched us into business in the first place was having the knowledge edge and awareness that others really didn’t have what we did have, about the basic product or service or idea we started with (or they would have started the business instead of us, right?).

     We sometimes easily and quickly lose sight of the fact that most, if not all, of the customers we sell our products and services to are not as tuned in to our product and service details as we are. Dentists advertising mucusal blade inserts are only being understood by other dentists. Patients want to know that they can eat an apple again. Are you speaking your customer’s language? 

     Unless you’re selling something like fiber optics to fiber optics buyers, odds are overwhelming that most of our customers do not understand the technical terms, industry jargon, formulas, ingredients, manufacturing or developmental details that we often take for granted. You can’t just toss off terms without explaining them. The trick is to be aware of when you’re losing customer comprehension.

     Rather than a full-scale labotomy, however, maybe we need only to take a page from many Caribbean beach bars, and simply initiate an “attitude adjustment.” Step back from the words and expressions you’ve been using, and look toward developing a fresh attitude…a fresh perspective.

     Pretend when you explain your product or service features and benefits that you are explaining the details to your Grandmother! Or to someone from a foreign country who doesn’t speak or understand much English! Or to someone from another planet! (Really! How would you communicate the highlights or values of your business if you didn’t have the benefit of comparable education or language, or universe?)

     Rewrite your script! If you’re having trouble with this, because you’re not a writer or haven’t the time, consider an outside service. Find a writing professional who demonstrates the capability of translating and simplifying technical language into persuasive layman’s terms that reflect your business personality…and your market and community posture.

     If you can’t find someone you’re happy with, contact me via email Hal@TheWriterWorks.com with “Blog KISS” in the subject line, and a sentence that describes the nature of your business and what you need as a result from outside writing services.

If I can help, I’ll give you a plan; if I can’t, I’ll point you in the right direction. No fees for inquiries. 

Good Night and God Bless You!  halalpiar     

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When the chips are down,

entrepreneurs switch to pretzels

     When a consumer product manufacturer or service provider needs to dig up more business–even in such a mainstream media created economic vacuum as we’re presently being sucked deeper and deeper into– there are literally endless resources spelling out a myriad of strategic avenues and approaches…not to mention equally endless tactical options, methods, and techniques.

     But let’s say you have a B2B business. You provide services to the product manufacturers and service providers. Maybe you’re a customer service training organization or a building custodial service or a website design and maintenance business. Where do you go?

     The big guys are choking. They’ve wiped out training budgets, they’re cutting back building cleaning frequency, and they’re making do with their internal IT people to keep their websites functionable.

     How do you get these corporate giants to stand still long enough to consider adding or extending your services when they are in this budget-slashing frame of mind? How do you tell a company that’s laying off employees that they need customer service training now more than ever because the best source of business is existing and past business, and they’d better step up those relationships? 

     The big product and service guyscan make it nearly impossible for the little B2B guys to survive. Ah, but that’s where entrepreneurial spirit rises to the top. When the chips are down, entrepreneurs switch to pretzels. And guess what? Entrepreneurial hi-tech-anchored businesses are not only breaking the communications barrier, they are pulling entire legions of small B2B businesses along with them…not very unlike the makings of the industrial revolution.

     So once again, it is small business to the rescue, even as big business is being rewarded with government trillions for having screwed up the marketplace beyond recognition, and then for having sidestepped the wiser path of bankruptcy

…wiser because it would have forced more efficient operations and more effective products and services

…wiser because it would have spared us all ten more years’ worth of beating our collective brains in, to raise the taxes and repay the debts that are being used now to feather union beds in return for their political support. 

     What a sad and sick commentary on society that we’ve come to this. How fortunate we all are that the entrepreneurial spirit does still live, and will ultimately bring us a return to respectability, assuming the White House doesn’t continue paying off political promises with our hard-earned tax dollars. But it’s what we must all want. We elected zero business experience.

Good Night and God Bless You!  

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 Networking Is Selling.

Belt-tightening times require business, organization and professional practice people to get more done with less. But you already know that. Let’s zero in on something you don’t know (or have thus far chosen to not admit by owning up to the fact that…

No matter what your job is–whether you work with a church, a healthcare facility, a bank, the government, an educational or nonprofit institution, a trucking company, a restaurant, professional sports team, senior housing development–no matter WHAT your job is: YOU ARE IN SALES!

Got that? Okay. Next:

The secret of sales, marketing, advertising and public relations news releases and events is embodied in the acronym AIDAS, which stands for attract ATTENTION, create INTEREST, stimulate DESIRE, bring about ACTION and ensure SATISFACTION. 

[Hey, you’re doing fine out there, all you doctors and plumbers and camp directors and computer techies, chicken pluckers and grocery store checkers. Stay with this another minute.]

In years past, traditional salespeople who are out selling for a living have usually had the luxury of field houses full of expensive support tools and programs designed to drive prospects to their feet. You’ll find these eyeball-to-eyeball presenters hovering about abundantly in retail settings and trade and professional shows.

You’ll also find that these same folks are discovering with almost the same swiftness and embarrassed sense of loss one might experience with suddenly having his or her pants pulled down, that businesses and organizations are now and have been rapidly withdrawing budget support for advertising,  promotion and merchandising.

Therefore (Aha!) ingenuity must rise for salespeople to survive. And where do they turn? To networking of course, to the very most commonly understood and used sales promotional vehicle that all the non-salespeople have been using to sell themselves and their services and ideas for centuries . . .

Networking. Networking is a fancy term for meeting and greeting and staying in touch and asking for referrals. But guess what? If you don’t apply the AIDAS acronym to your networking efforts, even as a floor sweeper, you’re not likely to survive the mainstream media’s economic rumor mongering that’s sucking the life out of our families, friends, neighbors, and communities.

     So, before you go on stage each day, clean up your act, pull back your shoulders, take a deep breath, tell your mirror image that you are the greatest performer in the job that you do, that ever lived, and that you are going to sail through the day making good things happen at every turn.

     Then recite to yourself that you will attract ATTENTION, create INTEREST, stimulate DESIRE, bring about ACTION, and ensure SATISFACTION with every task and every person you encounter. Do that and you’ve got my 100% money-back guarantee (oh, right, this was all free!) that you will astound yourself. You WILL astound yourself! And that’s a good thing. 

                                             

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Hal@Businessworks.US

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

Thanks for visiting. Go for your goals. God Bless You.

Make today a GREAT day for someone! 

Who Woulda Thunk It?

I’ve been running across so many situations lately I could only categorize as unlikely business bets that I’m wondering about this economy spawning an epidemic of them, and whether I might indeed indulge the sensibilities of visitors to this blog with periodic excursions into business unliklihood. What say you?

     First, though seemingly unlikely on the surface, is the speculative category of business that I’ll simply label as a “SHORE BET” because it goes like this: You can be sure (shore?) that all the weeping and gnashing of business owner, manager and entrepreneur teeth (alotta gnashing, right!) is taking place inland. Inland? What’s that supposed to mean?

     Businesses located on coastlines— oceans, bays, lakes, rivers –are more insulated from economic downturns I am told repeatedly by coastal business owners. What? Are you sober? You have research? No. I have instincts and experience. I have ears that listen to business owners and operators who have weathered some tough financial storms.

     An increasing number of (perhaps wishful, but) confident-sounding people are of the conviction that businesses that depend on waterfront industries and (especially) tourism, are actually gathering strength in anticipation of the further collapse of inland business cousins.

     They say that when people have fewer dollars to part with for vacations, they don’t cancel vacations, they travel closer to home, and they look for self-sufficient environments where thay can pay all-inclusive fees that include meals and other amenities. They look for areas that provide inexpensive assorted entertainment and amusement choices and full range food and beverage options.

     Naturally, I think about where I live in coastal Delaware, and the magnificent seashore here that is beginning to host more and more vacationers (and year-long weekenders) from NY, NJ, PA, VA, MD, and NC than ever before. It’s almost like our coastline has been quietly waiting to be discovered by nearby state travelers who are finding vacation rewards so abundant that they wonder why they ever headed for all those crowded Florida destinations to start with.

NEXT, is baseball mud!

     As long as we have baseball, we’ll have baseball mud…highly specialized “Lena Blackburne Baseball Rubbing Mud” that has been helping professional baseball pitchers get a better grip on the ball…that comes from a special secret location in a hidden New Jersey swamp!

     Now, talk about an unlikely business bet! Imagine Mr. Blackburne coming to you for startup capital in 1938.

     “Well, I got me this magic mud that professional baseball leagues will be buying from me for over 70 years. They’re going to age it for a month and a half. We’re going to sell them three-pound vats, two for each team in the majors, and that’ll hold them a full season…”

     “Yeah, right, mud, uhuh, sure, okay, well I’m not sure that’s such a good investment, Mr. B…”

     The amazing part is it’s true! And the company is highly successful. [Who woulda thunk it?]

Good Night and God Bless You!  halalpiar     

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PR IS NOT

A SERIES OF STUNTS!

     If your goal is to attract attention to your business or brand, go stand on your head in traffic and eat watermelon, but don’t believe for even one minute that Public Relations is the answer. PR is not a series of stunts.

     Businesses that insist on misusing PR as a tool to take them on a promotional binge from one event to the next will soon lose enough credibility to cost them press release coverage at times when it counts most, and will end up hanging around, hands in pockets watching their blog sites go down the tubes, probably pulling their websites down along with them since search engine rankings are very much a function of blog activity.

     Why do PR-abusive companies create this downward spiral to start with? Because the public (whether it’s industrial trade, clients, patients, other professionals, or John Q. off the street) isn’t stupid. And media writers and editors, even less so…when careers are on the line, there’s a whole lot less tolerance of artificially-inflated newsworthiness tossed to the wind by overzealous organizations that are too preoccupied with day-to-day sales survival tactics to appreciate the need for strategic planning.    

     Effective PR is all about building SOLID relationships with the news media by consistently demonstrating the value of what it is that your product or service does and the value of whom you are in your industry, profession, and community.

     Why does the relationship need to be so emphatically “solid”? PR is a trade-off. For you to get free promotional mentions and news release and photo coverage (that, incidentally, research shows to be ten times more credible than paid advertising messages), you must be willing to perform at the whimsy of the editors and writers who decide on whether or not to accept what you provide them with.

     They will always be much more receptivity to what you provide when what you provide is professionally written and executed and followed-up on. My guess is that 80% of effective PR is follow-up. Ah, but that is what builds relationships, right?  

     And, by the way, effective PR will boost your branding efforts far beyond advertising for usually a fraction of the costs associated with advertising. A recent study finds this is particularly true for businesses connected with engaging and complicated product manufacturing and marketing processes.

     In fields like financial services, automobiles and consumer electronics, almost 30% of brand value is associated with solid PR performances that result in increased brand name mentions in print, broadcast and electronic news media. 

     What this means is that in economic downturns like the one we’re experiencing, it is wise to boost  your PR efforts and reduce your advertising expenditures. But that’s not to imply a straight exchange.

     It is to say that your PR efforts need to be professional, and your advertising needs to be more focused and more contiguous with your media relations efforts. There’s some delicate balancing and juggling acts involved, but you’re already a pro at that or you wouldn’t have your own business to start with, right?  

 Good Night and God Bless You!  halalpiar     

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READY . . . SET . . .

Security? Check. Employee I.D. badges? Check. Food and beverage service areas? Check. Trash pails? Check. Entertainment and sound system set-ups? Check. Parking? Check. Clean up? Check. Handouts? Check. Prizes for drawings? Check. News conference agenda? Check…

     Tonight’s grand opening of a new (years-in-the-making) BMW and Mercedes-Benz dealerships state-of-the-art-one-of-a-kind building sets the stage for an entire regional business community journey into economic recovery.

     But nothing about coordinating two diverse and highly competitive luxury car-makers interests under one single roof has been easy or accidental. Tonight’s event promises to host over 700 people. Many of the RSVP’s came from BMW and Mercedes-Benz owners who want to see the new sales and service center firsthand because it is such an exceptional facility.

     The owner/customers will get a better understanding of the fiber optics communication systems that allow this unique building to be in instantaneous purchase, service, and repair communication with car-maker headquarters in Germany.

     They’ll see the green process that recycles used car oil into heating the huge service-bay area. Building tours will also highlight owner observation windows and closed circuit TV system that allow owners to monitor technician work on their vehicles, among many other features.   

So what are you getting from this special event announcement? 

1) Businesses that plan ahead for better customer service capabilities AS they continue to manage day-to-day activities, eventually come to the day of reckoning, and economic conditions need not have and negative or delaying impact on that day, or days that follow

2) Regarding the invitations, keep focused on the truism that the best source of business is existing and past business, and continue to knock yourself out to please your past and present customers above all other marketing targets

3) If you think this kind of razzmatazz is only worthy of pursuit by abandoning other functions like customer service, think again. Cherishing and nurturing long-term customer and community relationships all the while is what makes it all work. 

4) When you have something new and exciting to bring to market, turn your tendancy to brag into a commitment to share and show appreciation to the community that supports your business. What goes around comes around.  

BOTTOM LINE? Don’t let exaggerated media reports get you so focused on business survival tactics that you start to overlook the need for planning. Planning needs to stay in the mix. It will give birth down the road to those big “15 minutes of fame” type moments when your business can step into the spotlight and get the boost it deserves. If you’ve dropped this ball because of economic woes, pick it back up and run with it . . . before your competitor recovers the fumble!  

God Bless You and Good Night!  halalpiar     

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HOPE SPRINGS ETERNAL.

OH?

…time to examine both the cause of business failures and the solution.

The cause is something like a one-two punch:

1) For the past 18 months, mainstream media have been delivering a staggering succession of doom and gloom jabs to keep professional practices and businesses off balance by focusing one of every three headlines on how bad things are, and then beating the economic woes into the ground. 

[And guess what, mainstream media? — Professional practice and business owners and  operators and managers, are sick of your negativity! We have stopped buying your poor excuses for print and broadcast news, and many of us have withdrawn our advertising dollars. And so now you are starting to suffer. Time magazine’s list of top ten newspapers that are about to go under is startling to say the least, but, unfortunately, well deserved.]

2) The federal government‘s pitifully naive and sorely misdirected “bailouts” and “stimulous package” reactions (note “reactions” not “responses”) that actually fail to bail out or stimulate anything of any consequence in the direction of economic revitalization, have done their damnedest to deliver the knockout punch!

     Only trouble is that the entrepreneurial spirit lives on, and will never be destroyed wherever free-thinking people exist. Small business people know that it’s small business people who produce the vast majority of jobs in America. And small business people know that the ONLY way the economy gets stimulated is with incentives for small business to create jobs. And small business people know that there’s not a single penny allocated for this purpose in government’s (almost laughable were it not for the fact it’s our taxes being fed to those who choose not to work!) stimulus guise.

So here’s the 2-way solution:

1) Mainstream media pulls itself up and starts pounding our ears and eyes with positive, inspirational, motivational messages, and

2) The federal government hires a team of independent small business management consultants and proven entrepreneurs to show the corporate giants how it’s done (economic survival) with no cash and no bailouts and no stimulus, and how to take that survive mode into a thrive mode with 6-7 days-a-week of hard “lean and mean” work, networking, some reasonable risk-taking, some tough ROI due-dated venture capital, and the rallying support of familiy and friends.

Yeah, right. And how sick is it that reality renders this solution not even worthy of dreaming about? Oh, right, I almost forgot, times have changed.

Besides, who needs dreams now that we’re up to our ears in “hope”?       

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Patriotism Before Personal Ambition!

Coo-kook-a-choo,

Mrs. Robinson,

where has

Ronald Reagan gone . . .?

     Regardless of your politics, there’s no escaping true wisdom. Here are two quotes from one of America’s most inspirational leaders, words worthy of at least one minute of your think-time over this coming weekend: 

“Those who say that we’re in a time when there are no heroes just don’t know where to look. You can see heroes every day going in and out of factory gates. Others, a handful in number, produce enough food to feed all of us and then the world beyond… There are entrepreneurs…who create new jobs, new wealth and opportunity… Their patriotism is quiet but deep. Their values sustain our national life.”  1981

“The most fertile and rapidly growing sector of any economy is that part that exists right now only as a dream in someone’s head or an inspiration in his heart.”  1987

     If you are an entrepreneur, if you own or run a business, if you are invested in a business startup, if you are part of a family business . . . and you have not been speaking up about the national economic stimulus package that is about to put a chokehold on entrepreneurial pursuits, speak now!

     The “stimulus” plan, on top of the “bailouts” has yet to show one single penny directed to small business incentives to create jobs, not one cent! It sees your half-full glass as three-quarters empty!  

     The bottom line: NOW is the time to pick up your phone and call your senate and congressional representatives to tell them that the only way this nation’s economy can turn positive is with job creation programs and that virtually all job creation comes from small business. Send letters and emails.

     If you believe as most entrepreneurs do that you are on Earth to make a difference, to make your mark, then this is the best step forward in that direction you can possibly take right now.

     In the spirit of Ronald Reagan’s perceptions and comments, make your entrepreneurial patriotism and your business count for something important. Act now and recruit others to act with you to influence the only kind of economic change that’s truly meaningful. Insist on substantial stimulus funding for small business job creation incentives!

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