Please excuse me

for not looking up,

but I am listening

carefully… BULL!

It’s the unconscious “game” we all play every day and most vehemently protest when we’re caught red-handed.

Some who recognize the fallibility of its practice at least have the courtesy to acknowledge the shortcoming at the same time that they practice it in your face. Others just play dumb when you call them at it.

Don’t let employees pretend they’re listening to you while they’re reading or writing or surfing the Net or watching TV, or –and here’s the biggy–  driving a car! It’s been proven conclusively time and again that the human mind simply cannot concentrate fully on two things at the exact same time. If the answer to your question, “Are you driving right now?” is “Yes,” set a call-back time and hang up!

Yes, concentration can alternate rapidly, but there are no double-barrel brainwave tunnels that facilitate thought process focus on more than one item, idea, situation, person or place at any given split second. 

You can’t do 2 things at the same time!

So what does this mean if you own and/or manage a business or part of a business? It means when there’s important information to share, you need to flat-out tell distracted employees — like many assertive classroom teachers tell students — that you will wait to speak until you have their full attention.

By the same token, you need to return the behavior by facing the person who’s serving as a news source to you. (No, not network TV news anchors; most of them deserve less attention than a bad car commercial)

It means you need to teach others around you — by example. It means you need to subtly demonstrate (preferably without making an issue of it) that good back and forth eye contact (not staring or glaring) enormously improves the accuracy of communication and also reinforces self-esteem.

It means you could do no greater service to the elimination of errors by consistently paraphrasing (repeating in your own words what you understand others to be saying, as a way to check accuracy points with them). “Do I understand you correctly to mean __________?” is a highly effective verbal tool for that.

It means that both you and the information source will benefit enormously in pursuing common goals and thought processes by asking for diagrams and examples.

Ask the speaker to stop or slow down until you can take notes. Not only will this force a more careful explanation, and help prevent errors, it’s also a flattering and ego-boosting technique.

Sure this all takes more time. Of course it’s more effort. But the results will launch your rocket quicker, safer, and more productively than those who trip over themselves rushing to light a fuse that may not even be connected.

 Just ask yourself if you want the job done right the first time. If the answer is yes, take the extra time and effort to communicate the who, what, when, where, why, and how.    

302.933.0116    Hal@BusinessWorks.US  

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

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

Make today a GREAT day for someone!

Does your marketing

Snap, Crackle and Pop?

     Do the words you’re using for your marketing pieces and programs toss off enough zing and sizzle to get through the clutter?

     Are you using the right words in the right ways? In other words, HOW you say what you say is at least as important as WHAT you say!

     Canadian educator/philosopher/futurist Marshall McLuhan, considered the first father and leading prophet of the electronic age, taunted us 50 years ago with his proclamation “The Medium is the Message!” Certainly there is no greater proof of that today than the Internet. Considering how visual the medium is, it’s astonishing that words stand alone as king of Internet sales.

     Or do they?

     If your homepage is still using lame old words like “Welcome to” and “Now introducing” and “Announcing” and “Therefore” and “However,” your Internet efforts are not king of much worth talking about; you might need to chat with some teenagers.

     You definitely need to throw down your walker and start listening to what the world’s most successful marketers are saying: NOTHING RUNS LIKE A DEERE and I’M LOVIN’ IT are about as close to self-talk back-pats as you’ll find.

     Take this YES/NO Test . . .

• What are your marketing messages all about? Are they busily pounding chest with repetitive references that use THE 6 KILLER WORDS: I/me/my/us/we/our?  (Instead of focusing on “you” and “your”?) ___YES ___NO
• Do your ads, brochures, web pages, on-hold phone messages, news releases and direct mail beat the drums with braggadocio about “how great we are”? ___YES ___NO 
• Is the message emphasis on how much we can do for you, why / how we earn our reputation, how reliable (trustworthy / attentive / respectful / courteous) our exceptionally trained and experienced professional people are? ___YES ___NO

     If you answered “YES” to any of the above, your website and the rest of your marketing program are positively not working for you in a way that’s even close to achieving your potential. In fact, they are likely to be working against you!

     Unfortunately for most business owners, this whole world of promotional text and copywriting, website content, branding, slogans, jingles, public relations news releases, mission and vision statements, ebooks and feature articles, might as well be the makings of another Harry Potter book . . . Cauldrons of Text Turmoil perhaps? 

     So what’s the answer? How can you give your business a “Snap, Crackle, Pop” dose of Rice Krispies to make more of what you already have, and to keep costs within reason? Start with using AIDAS as your yardstick. Do your marketing words attract Attention? Do they create Interest? Stimulate Desire? Bring about Action? Deliver Satisfaction?

     Where are they weakest? Now you have the groundwork for maximizing the creative development time and energy of an experienced, qualified business writer. Spell out what you need, and agree to terms. This is MUCH smarter than hiring and giving free rein to a marketing, PR or ad agency/group who will feed you many unnecessary and expensive steps to (maybe) get to the same ends.

     The medium IS the message. Don’t let service providers run you around in circles to discover the truth of it!

# # #

  302.933.0116   Hal@BusinessWorks.US  

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

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

Make today a GREAT day for someone!

Ask Any Writer . . .

“That honorable stop.”

– Shakespeare

“Leaving a few things

unsaid.”

– Elbert Hubbard

     Call it what you like, but having a mature sense of judgment, restraint, prudence, or tact is one of the world’s greatest measures of effective leadership.

     On a day when world news hovers over a General and a President who both apparently lack this quality, we are once again left to our own devices for finding leadership examples in our own businesses and industries and professions.

     We are bombarded today by many “progressive-minded” management gurus, trainers, coaches, consultants and self-proclaimed “evangelists,” with the need to practice “Leadership Transparency.”

     The notion is being hard-sell marketed that business owners and managers must emulate the open-door characteristics of Leadership Transparency in order to make a difference in this world.

     Advocates also suggest that the word, “transparency,” and transparent actions, need to take the high road of fostering full time open-and-above-boardedness.

     Yet it’s no secret that moderation in the form of exercising discretion will almost always cut us out a better, more productive, less hurtful path to take, than one that is completely and 100% clear.

Being able to see through leadership

can often limit its very ability

to produce meaningful results.

     It’s an instinctive behavior unique to human beings (and especially to all of us “Men Are From Mars” types) to indulge in analytical pursuits at literally every turn in the road.

     When management leaders spill their guts (beans? milk?) and put everything out on the table, they leave no room for analyzing alternatives. Analyzing alternatives paves the way to innovative thinking.

     Economic growth comes from watering and fertilizing and casting sunshine onto innovative thinking.

     One need not be a brain surgeon to qualify for having the awareness that businesses that nurture and encourage innovative thinking are those that survive and thrive. Those that don’t, don’t.

     Leadership effectiveness is dependent on the ability to motivate. Motivating others requires the right mix of challenges and opportunities. How challenging is it to provide complete access to clear open-door directions? Is that action dishing up an opportunity or quietly investing in the status quo?

     Exercising discretion amounts to holding back a little . . . giving followers their own openings, providing the chances to innovate and excel.

     Nobody said leadership was easy, but do we really think we’ll have booming success stories on our hands when we encourage everyone we work with both inside and outside our businesses to know everything that’s going on all the time?  

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

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

Business Wisdom Stuff

My Father (“Harry”)

Told Me 

Whether or not these “words of wisdom” actually made a difference is anybody’s guess, but I believe some of it did. On the other hand, if you’re looking for a gem, you’ll have to sort through it all yourself. Just because something did or didn’t work for me doesn’t mean it will or won’t for you. So — take it with a grain of salt? Perhaps, but know for sure that some of this old world advice from an arguably savvy father amounts to the kind of input that can make a difference for almost any entrepreneur and/or business owner.

 HE WHO HESITATES IS LOST!

(This message was delivered repeatedly to my right ear while Dad was teaching me how to “merge” into traffic, then again years later as a new app, when I vacillated between two job offers. “Lost” wasn’t something I wanted to be, so I found this prompt to action useful a few times over.)

You always want things to be copacetic,

and the best way to get there is to have

a sense of urgency about all that you do.

(Dad often supplemented this advice with reminders to “be quick like a bunny” and to do what you need to do “in two shakes of a lamb’s tail.” I recall as well Harry’s contradictory “Haste Makes Waste” warnings, but eventually figured out a compromise behavior which was something like: think stuff out slowly and carefully then act like lightning to get the job done. Hey, it worked for me. And as it turns out, part of it wasn’t far from the motto for carpenters and heart surgeons: “Measure twice. Cut once.”)

NEVER CUT CORNERS

WITH FOOD OR SHOES!

(You need, he would lecture, to take priority care of your appetite and your feet because you only get one of one and two of the other!)

When meeting others for the first time,

always dress a notch higher

than you think they will.

(Because “clothes make the man” and

“you only get one first impression.”)

To be the best you can be, you have to

practice, practice, practice, practice,

practice . . . and practice some more.

KEEP YOUR HANDS CLEAN

(Physically and financially!)

When all else fails to cheer you up, sing and whistle!

Go with the wind, but

always be ready

to turn into it!

If you can’t say something nice

about someone, say nothing.

ALWAYS give people more effort

and more attention than you think

they ever imagined getting from you!

CHARITY STARTS AT HOME . . .

Don’t give up to others what you don’t have for yourself, no matter how needy they are because you can do more to help others when you do it from a position of strength . . . and be more generous than you think you should be when you get to the point where you can afford it!

And, arriving home as a kid, with a bloody nose, Harry said:

If you didn’t give the other guy a black eye,

I’m gonna give you a sore butt!  

HAPPY FATHER’S DAY! 

302.933.0116 or Hal@BusinessWorks.US  

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

Is your business

constipated?

     Have you withdrawn from your industrial, professional, or community contacts in order to economize time and effort, and consolidate expenses?

     Have you pulled your business back from expansion ventures and marketing budgets in favor of maintaining salaries and benefit plans?

     These questions are reminiscent of the old story about the successful hot dog wagon vendor whose son returned home from college filled with fresh learnings from his economics class:

Dad,” he said, “my business professor says this economy is going belly-up and that small businesses will suffer the most. He says small business owners should pull in their sidewalks, cut back on expenses, and stop advertising because there really is no hope.”

Well, the father thought to himself, I guess I’d better do as my son says. After all, I saved up all my money to send him off to college to learn about what business decisions to make. So, the father cut back on hot dog and bun quality, and took down his sign.

In two weeks, he was out of business, and telling everyone how smart his son was to have predicted the hot dog wagon shutdown.

     Now if any of this is even remotely familiar, I am not at all suggesting you run out to stock up on laxatives, enemas, and prune juice. But maybe it’s close to the point where you may want to evaluate how much you’ve given up in the process of thinking about giving up.

     If you’re continuing to draw a consistent salary while cutting back quality, service and marketing, you’re going to win the national spelling bee with an example of how you use the word, “disaster.”

     Look again at your business priorities.

     In fact, no matter what your current status of business “regularity,” it’s a good idea to re-check what exactly you and your business are actually doing? Who is in fact doing what? And in what order of  importance?

     Do your daily priorities match up with your adjusted goals? If you must continue with marketing cutbacks, are you at least substituting other less-expensive-than-media alternatives . . . like blogs, Twitter, LinkedIn, Facebook, BizBrag, MerchantsCircle, and email blasts?

     Are you and your people making yourselves more visible in your industry or profession? In your community and neighborhood? Are you letting go of old ideas about how to cope with a tight economy? Hopefully. . .

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

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

It used to be:

“Do this, Do that!”

But today’s leaders 

teach by example,

  so it’s: “Here’s how!”

     Leaders –true leaders– may or may not embrace the whole transparency theme that’s wormed its way into the management apple over the past couple of years, but one thing’s for sure: they are leading others by teaching and they are teaching by giving and being and using examples. “Here, let me show you how to do that in a way that will save you more time” are words that work wonders.

     “Why don’t we stop this meeting right here, order lunch in for everybody, and let’s see if we can all tackle this problem that’s surfaced? We can start by each of us writing down three possible solutions in the next three minutes without any discussion. Then we’ll . . .” Almost makes you want to be in that meeting, doesn’t it?

     Leadership is best delivered with quiet assertiveness, back-pat coaching and extreme simplicity. I call the words we use to motivate others most effectively: LEADERSHIPLICITY. I’ve never met anyone who had trouble getting their arms around a challenge or opportunity that was labeled 1-2-3 or A-B-C.

     We humans seem to have an acceptance fixation on groups of three steps, three items, three bullet points, three ways. 1-2-3 and A-B-C are simple. Life is complicated. 1-2-3 and A-B-C make things simple. Anytime we can reduce a seemingly complex problem or how-to directions into three chunks, we produce and get better results.     

     Now, there are probably as many alternative number choices as there are people on the planet, and there are most certainly some very strong-willed advocates out there who are willing to bet the farm on the number 7. Hmmm, 7? Well sure there are Steven Covey’s 7 Habits, 7/11 stores, Mickey Mantle’s shirt, the 7 Dwarfs, and 7 days in a week. 7 works.

     But 7 is an advertising copywriter’s sales tool. People BUY 7. Seven reasons are usually enough to justify any purchase. But 3 is the number that prompts action. Anyone will take three easy steps; most of us will balk if asked to DO seven things. Oh, are you kidding? 7 bullet points? Who wants to read all that? Seven ACTS? As in A-B-C-D-E-F and G? That’s a lot of stuff to do. You’re going to lose me after C or D.

     LEADERSHIPLICITY means making a daily commitment to eliminate the complicated and accentuate the simplicated. If your grandparents wouldn’t understand the word, don’t use it! How hard is that? Why care? Because effective leadership depends exclusively on the leader’s ability to communicate.

     Fancy words get in the way. They don’t impress others; they frustrate others. Nobody wants to be checking their thesaurus every time you have something to say. 

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

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

And now . . .

DANCING TOGETHER

for the first time as

Mr. and Mrs. Business

. . .

     Okay, the honeymoon is over (thanks to our business-deficient federal government leadership that is relentlessly trying to drive small business into the ground). The envelopes of cash have been spent. The champagne has fizzled away and been replaced by more economical tastes:  a “cupala brewskies” we tell the bartender.

     As we settle into the kind of more serious and more revealing relationship that matrimonial vows give way to, we discover reality!

     BONG! I’m married to my business! OMG, what’s next? Please don’t tell me we’re expecting a new baby business. I’ve hardly figured out how to get my arms around the big one. Sound familiar? 

     The real problem is that marrying your business has a tendency to overwhelm and upset, and some-times replace, a real husband and wife marriage.

     The business “family” (customers. employees, suppliers and vendors, investors, referrers, business associations and organizations, trade and professional groups and pursuits, and the business neighborhood and community) can readily –by stampede or by creeping isolation– become more demanding, and ultimately more demanding than your real family.

     Hopefully, you saw or will see this coming in time to reinvent yourself and patch things up, or seek professional help. Many do. Some don’t.

     You’re an entrepreneur? It comes with the territory that your life has to suffer at the hands of your business spirit. Or does it?

     Plenty of successful business owners have found marriage partners and family situations that allow them to strike a balance with and harmonize their lives. Seeking and winning this balance should be the first thing students learn in entrepreneur school.

     Unfortunately, very few actually go to school to learn what has historically been a predominantly inherent skill set. Entrepreneurship thrives among those with predictable personalities and character traits.

     Almost universally, entrepreneurs dislike and rebel against authority, discipline, and organizational detail. They are innovators and dreamers with burning desires to see their ideas succeed. They are not –as popularly believed– in it for the money. They do not–as popularly believed– take unreasonable risks.

     And if you are one, you well know that personal life is a challenge that often gets in the way while trying to build a business life.

     Having worked with many hundreds of entrepreneurs over the years, I would suggest that business quests will be easier and quicker to achieve and much more productive when you can first build and strengthen the authenticity of the personal relationships and family that will support your lamebrain ideas and schemes during the tough times that will surely come. And you will be healthier and happier for their love.

     Don’t take my word for it. Take your own. Look in the mirror and remind yourself that your behavior is your choice. Choose first to be a person with a mission to make a difference in life, before running off to chase your vision to make a difference in business.  

302.933.0116 or Hal@BusinessWorks.US  

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

God Bless America, and God Bless Our Troops 

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

Make today a GREAT day for someone!

SOMETIMES YOU FEEL

LIKE A SCHLUNK,

SOMETIMES YOU DON’T!

It’s what you DO with bad feelings that counts!

     It doesn’t matter who you are, how great your reputation, how elevated your life-position, or how religious or nutrition-conscious you behave. Nor does it matter how physically fit, mentally alert, or in love with the world you may be.

     You will have bad days in life (and groups of bad days) when you feel like a schlunk because you screwed-up a business or personal relationship or situation.

     The thing is that many times the wheels come off, or the bottom falls out, or the roof caves in. . . accidentally. And sometimes, uh, maybe accidentally-on-purpose.

     But getting straightened out and back on track, demands concerted effort, intended purpose, and proactive pursuit. Recovery is never accidental. It requires conscious awareness that behavior is a choice.

     It also requires a plan. The most effective plans are those wrapped around the military OST management model:

OBJECTIVE/STRATEGY/TACTICS

Your “OBJECTIVE” is your goal. To be effective it needs to adhere to ALL of the following 5 criteria:

• Specific

• Flexible

• Realistic

• Due-Dated

• In Writing

     This applies to both business and personal goal-setting. Without all five, it’s merely a wish (and, with apologies to Tinkerbell and The Wizard of Oz, wishing does NOT make it so!)

     Your “STRATEGY” is your thinking avenue or approach to reaching or achieving your Objective or goal. It is the thought process part of your plan.

     Your “TACTICS” are the implementations or executions of your Strategies. They are the actual “do it” steps you take to initiate and maintain your plan. This is the point of bringing about action.

     If you’ve done this right, you’ll remember the goal criteria list includes “flexibility” which translates to being ready and able to choose to change directions or move objectives as situations and people require.

Most people fail at goal-setting and pursuit because they think goals are in concrete and that failure to reach them is too demeaning and discouraging. But keeping goals flexible means adjusting them and/or the circumstances to achieve them.

     The easy part is making it all work. The hard part is getting started. Getting started is a choice!

# # #

 931-854-0474    Hal@BusinessWorks.US

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

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

Make today a GREAT Day for Someone !

The more you

“power-play” 

the more business

you lose!

     Customers, employees, suppliers, investors, referrers, service people . . . your trade, profession, industry, community, neighborhood, and environment, your family. Your SELF! These are your bread-and-butter individuals, groups, attributes, supporters, and biggest fans.  

     They alone determine if your business  sinks or swims. They will not stand around any longer these days (compared to past patience practices) waiting for your other shoe to drop. If you don’t feel you can be respectful and genuine in all of your dealings with others every day of the week, take a government job! (You’ll thrive there!)

     But if making your business work is what’s really important to you, if your associations, integrity, accomplishments, and reputation all play important roles, if your family is the end of your rainbow, you need to make sure that your business is not over-indulging in brute-force power play struggles with those who support your business and life interests . . . or even with competitors.

    Power plays may work in sports, but they don’t have a place in business or family life. The harder you push others or the marketplace, the greater the odds that you’ll be breeding porcupines. No one likes being in a corner. Hard-nosed billing policies and collection tactics that leave no room for reality will agitate a great many quill-throwers.

     A major propane gas company in Delaware makes a practice of tip-toe backyard visits, to slap padlocks on gas pipe feeders when they think they haven’t been paid on time. They don’t bother to tell families that wake up to no heat or hot water that there is no grace period for late payments, and they don’t even have the courtesy to inform them of the shutoff.

     The company is often wrong. But, when they are, they simply send someone back out to unlock the lock when they discover their error. That’s it. No apology. No anything. After all, they’re practically a monopoly. And they’ve already legalized deals that require changeovers to other suppliers carry forced removal expenses for existing underground storage that they struck deals with long-gone developers on years ago. Why should they care? 

     Because customers talk. And many are in the process of finding alternative power sources, even with storage tank removal expenses. And one day, down the road a piece, they’re going to find out the hard way that this is not how reputable people and companies do business . . . that power plays don’t work.

     Acting unnecessarily tough with employee benefit cutback explanations or time-off requests can make you a bad guy overnight. People (especially people who feel disenfranchised) talk. Words you may think you tossed off innocently can come back to haunt you quicker than you can even remember saying them. Sound familiar? You may want to step back long enough to reassess your present policies and re-set your meter (before it runs out!).

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

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