What’s Killing Your Business?

So much positive feedback on  “What’s Your T-Shirt Say?” posted the other night:  http://halalpiar.com/2009/10/boost-your-business-in-3-minutes/ that I thought another evaluative exercise might be in order.

     Don’t scream, “Hi-YaaaAHHHH!”  in mock sarcasm and kick in your monitor screen when you read the next sentence that describes your homework assignment.

     If you’d like to boost your day-to-day and long-range business sales and operations  with 20 minutes of concentrated effort (and no consultant fees!), take a deep breath  http://halalpiar.com/2009/05/4-steps-in-one-minute-zero-stress/ and write your business’s obituary. Whaaat? Yup! Read the first 16 words of this paragraph again!

     No, it’s not easy.  Yes, it’s worth it! The exercise will be enlightening to say the least. The insights you gain may provide a guiding light to the revitalization of your business. Plenty of participants in my various entrepreneurship seminars have found this experience invaluable.

     Take any approach you like.  Don’t worry about spelling, grammar, and punctuation. At this point no one else in the world will see what you write anyway. The only requirement is to be honest with yourself.

     Some suggested questions to answer:  Itemize the highlights of the life of your business …

• When it was born?
• Who were the parents? 
• Where? 
• What was the startup business type and goal? 
• Why? (i.e., what prompted entering a particular industry or profession and what was the  intended result?) 
• How (what process used) did it get started? 
• How did it get to where it’s been in this last year of it’s life?

     What was the cause of death? 

• Any survivors? (Parents? Brothers? Sisters? Children? Grandchildren? Quotes/Testimonials from any of these people?)
• Service arrangements? (Will there be a viewing? Will services be private? Should there be an “instead of flowers” request?)      

     Spend as much or as little time as you like  (20 minutes usually works). Your goal is to present as complete a picture as possible of the life of your business if it were to end today, and to focus on achievements and contributions made.

     In your final analysis, after you’ve finished your write-up,  step back and ask yourself if the cause of death is your true exit strategy. Should there be more accommodation for having more children and grandchildren? Are the highlights the ones you most desire?

•  
  • Would you change the highlights if you could? 
  • What would you do differently if you could prevent the business from dying today? (Life saving surgery, if you will)
  • What would you do to ensure the business a longer life starting right this minute if you had the ability to step in now and spare it from death?
  • PSSSSST! What are you waiting for? 

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Call it whatever you want…

     Call it an incubator,  a co-op, a strategic alliance, shared platforms, networking, whatever you want . . . the bottom line is that the long-term business success effects of this sucky economy and dollar devaluation are going to be measured in terms of how much you can be both a leader AND a team player!

     The US Army teaches  that — among other things — to be a great leader requires also being a great teammate and follower. You can lead your business straight over the cliff by ignoring all other businesses around you and “going for broke,” if you choose a path of arrogance.

     The major difference  between arrogance and self-sufficiency and independence is that the first of these is an attitude. Combining forces with other businesses doesn’t render you helpless. If it does, you’ve selected the wrong business to work with, or you have an attitude problem.

     Combining forces with other businesses  should put your business — and the others — in a position of strength. It means that one business picks up where the other leaves off to the mutual benefit of all involved. Money can be involved, but it doesn’t always have to be. Ego is almost always involved; don’t let it be. Self-importance loses wars, and crushes business ventures!

     A Two-Way WIN-WIN:  I work with a bright young business that specializes in Internet marketing (website design and services, email and SEO programs, etc.). We combined website development interests because that firm’s strengths were tech-driven and mine were content-driven. We share responsibilities on work generated and produce a better, more complete product by focusing on what we do best.

     A Three-Way WIN-WIN-WIN:  A local liquor store and area deli have combined forces at a local fire department to raise money for an area charity by paying the fire department space rental and soliciting donations for admission to a “Giant Wine & Cheese Tasting Festival” that includes vendor donations of wine and cheese from a couple of dozen manufacturers and distributors who supply the two stores. Actually, if you think about it, this is like a 30-Way WIN situation.

     Can your business share  a workspace? A receptionist? A display area? A parking lot? A truck or delivery service? A database? Utilities? Cleaning services? Expertise? Research? Resources? Sales teams? Payroll services? Meeting rooms? Advertising media expenses? THINK about it!

     The next chapter in American business  will revolve around ways to economize even more than you are right now. The challenge will be to make the most of every resource, including those of neighboring or allied businesses. OPEN MINDS OPEN DOORS.   

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When you quote a price,

do you quote a schedule?

     When you tell a story,  do you use a timeline?

     You’re in sales, right?  Of course you are! You own or run a business or professional practice or company department? Then you’re in sales. You work at the top crossbeam of a new skyscraper construction site? You’re in sales.

     You work inside an underground  storage container or facility? You’re in sales? You don’t work at all? You’re in sales. And since now that you’ve found out that you are in fact in sales, it’s important to know how important it is for you to make maximum use of a timeline.

     Why? Funny you should ask. You knew I had the answer, right?  Okay, here it comes. Because a timeline helps make your sales points quicker and simpler. It helps your prospects, customers, bosses, parents (and anyone you need to influence) to understand your frame of reference more clearly and more readily.

     When you propose a fee for providing a service,  for example, you must be prepared to give a target date for completion. In some cases, you can hedge it a bit by estimating 60-90 days or 1-2 hours or 9-10 months, but be quick to support the reason for not being more specific. Specific is best. Always.

     Why? (You knew that was coming, right?)  Here’s why:  For a goal to be a goal instead of just a meaningless “wish,” it needs to be specific, realistic, flexible and have a due date. (And, yes, it must be all four of those things or it is fantasy and fantasy doesn’t get things done!)

     To promise something by a specific date  gives you credibility and a certain amount of accompanying trust, which of course you need to fulfill on or notify the payer as far in advance as possible of the need to extend the time period… and why.

     You would be amazed  at how many people don’t automatically build a timeline into their planning, sales pitch, agenda, project, program, meeting, advertisement, work schedule, new product or service launch, construction or revitalization effort, financial review, or story.

     As a writer,  I find the inclusion of a timeline related to job completion to be essential, but I also find that including a timeline reference inside the actual writing –whether it’s a commissioned book or a brochure, advertisement or website– has value in and of itself.

     Part of the credibility and fascination  of the “story” or “sales pitch” will often actually evolve directly from an integrated timeline. Juxtaposing historic events alongside a biographical story, for example, or as part of “what happened when” in the “About Us” webpage, or as a schedule of events in an ad or brochure can give your presentation the teeth it needs to attract attention and create interest! 

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Cultivating leadership

below?

What’s happening

above?

“Leadership is not just telling people what you want… it is getting people to do what you need them to do.”

— JON ALTERMAN, Senior Fellow, Center for Strategic & International Studies

     I’ve often told the story  that’s now regarded as classic leadership style about (Pre-U.S. President) General Dwight David Eisenhower, during WWII, when he was addressing a group of his officers at a makeshift table on the battlefield with a piece of string.

     He first pushed the string  across the table with thumb and forefinger and demonstrated the end result being a tangle. Next he took the end of the string between the same two fingers and shook it a bit before gently pulling it, demonstrating the straight-line formation of the string… and made his point clearly that troops who were pulled by their leader would perform better than those the leader pushed.

     Are you pulling or pushing?

     You own or manage a business  and are solely responsible for motivating your troops. You set the example. If you are pushing people, others below you are pushing people. Pushed people get resentful and become uncooperative.

     If you are stepping out onto the front lines  and pulling others along, you will be more likely to gain and retain the respect and loyalty of those below you who you are pulling. They will believe in you and trust you and follow you.

     This thinking and approach  is as critical at the very top levels of federal and state and local government as it is in multinational corporations and in Mom & Pop retail stores. Small business is not immune from Eisenhower-style leadership. In fact, it’s the place to ignite the kinds of larger, global applications that will eventually bolster world economy.

     I know, you’re more worried about your family right now,  right?. Then start focusing more on “getting people to do what you need them to do” by pulling instead of pushing.

     It matters not  that you sell pizza, luxury automobiles, chickens, well-drilling, website designs, media advertising, crabs, healthcare services, insurance, pickles, legal services, clothing, or real estate.

What matters is that you keep working every single day at making your leadership style better because the solidity of your customer base is only as good as the day-to-day performance of your employees, and your employee performance is only as good as the constant attention you give to the kind of leadership you provide.

Your leadership speaks of your integrity.

Your integrity is your brand!  

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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!

Perceptions Sell and

Perceptions UNsell!

What you perceive is what you believe… and what you believe is FACT, even when it’s not!

     It makes a big difference  how you, for example, define a traffic jam depending on your frame of reference. If you’re from LA, the Bronx, the DC Beltway, or Gumboro in Southern Delaware, the New Jersey Pine Barrens, or Rangeley in NW Maine, what you perceive can vary from endless seas of hornblowing standstill cars, to a pickup truck and two motorcycles waiting for a freight train.

     Perception is selective  and varies every minute of every day. You walk into a party and immediately scope the gathering to find a hot-looking member of the opposite sex who’s serving up inviting looking eyes because you are single and on the hunt. The next party-goer enters and immediately seeks the bar, looking to unwind with a free drink. The artist who comes in the door looks past all the people, and the bar, to find the wall where her painting is hung. And so it goes.

     Selective perception  is also what customers exercise when they are sizing up a product, service, showroom, salesperson, commercial, ad, brochure, warranty, or website. You are using selective perception right this minute by having read this far into this blog post. 

     So a good part of the challenge  for your marketing is to capture prospects’ perceptions and imaginations by properly setting the stage. This — as with any stage — is accomplished with colors, props, backdrops, lighting, spatial arrangements, sounds, and often smells and touch… activating the five senses.

     And isn’t channeling selective perception  what the bombardment of opinion forms, attitude surveys, customer questionnaires, R&D studies, media ratings, and focus groups are all about? In order to make a sale, we need to understand what makes our customers tick.

     This is accomplished  most thoroughly and most rapidly by first finding out and figuring out what makes each of us, as business owners and managers, and entrepreneurs, tick! Once you have a better idea of what turns on your attention, your desires, your interests, and prompts you to action, you’ll have a better idea of how to ignite your customers.

Why does that matter?

Because perceptions sell, and perceptions UNsell! 

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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!

Your Small Business

Management Methods 

Getting Stale? Try This.

     It’s already September.  If your business is going to survive the year, you’d better get on the stick! Counting holidays, you’ve only got about 70 business days left in the year! Now is the time to hustle your butt! With Thanksgiving, Christmas, and Jewish holiday slowdown periods thrown in, you’re looking at super crunch time.

     This impending brain drain  is only going to be worse if you’re starting to feel like the economy has clobbered you into la-la land (and you don’t even live near Los Angeles!), and you and your business are getting stale.

     You’re trying? BS!  Stop trying and DO something about it! Hold a garage sale! You will get such a rude awakening by forcing yourself (and neighbors, if you’re the energetic type) to face up to the realities a garage sale produces:

• agreeing  with yourself to let go of prized possessions for a fraction of the prices you paid

• collecting  all these items together from every corner of your home

• pricing  and labeling each item

• picking  appropriate hours, obtaining necessary permits, and scheduling your life accordingly

• promoting  and advertising with posters, local newspaper ads, flyers and signs

• moving  your complete inventory into your driveway or yard or garage 

• making  sure you have enough change and single dollar bills on hand     

• displaying  your inventory in the most appealing manner (and, heartily recommended, writing an informative or enticing headline for each major piece you offer for sale

• dealing  with garage sale “professionals” who will come knocking at your door 30-60 minutes before your announced time — an interruption you can count on even if you advertise 6am; they’ll show up with flashlights; set your coffeemaker for 4:30am

• smiling  and greeting every visitor like a long lost cousin without being too pushy or too salesy

• moving  and rearranging items to keep most enticing-looking items up front and to keep table surfaces constantly filled

• accepting  that some people will rip you off by short-changing you and/or by outright stealing stuff when your back is turned — and that it’s generally best to bite the bullet and ignore these incidents by reminding yourself how desperate or deranged an individual has to be to be trying to make off with an extra dollar and a quarter’s worth of junk

• returning  unpurchased merchandise without feeling rejected

• inventorying  your sore feet and back, as you count up your meager profits

     If this experience  doesn’t turn you and your business attitude into a fresh new direction overnight, I’d be astonished. The experience of being the whole business and making all decisions and responding instantly and keeping positive customer relations as you make sales, is enlightening to say the least.

     The awareness’s  and perspectives you gain will shed new light on your business and freshen up the approach you’re taking to make the rest of this year work FOR you! 

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  Hal@Businessworks.US   302.933.0116

  Open Minds Open Doors 

   Thanks for your visit and God Bless You.

  Make today a GREAT day for someone! 

“Uh, let’s see, Beer Fest?

Chunkin’ Punkin?

Or 5-Mile Run?”

     You can’t even dream up  an event that some business isn’t sponsoring these days! And aren’t we all suckers for the fundraising solicitations of candy-bar-bearing cherubic-smiling Brownie troops, aluminum can-collecting T-ball teams and car-washing high school cheerleaders?

     And of course there’re  the church bake sales, fire department carnivals, VFW clambakes, and all the other terrific events that are the very fabric of small town America.

     How great is the temptation  to get behind everything that comes along? How special it feels to be the stuff that a community-minded business leader is made of? But you know what? Today more than ever, you need to stand shoulder-to-shoulder with your business and face (ta-ta-ta-ta, ta-ta!): reality!

     Sponsoring charities and community events  is a truly wonderful and charitable behavior and experience BUT… do not hesitate to focus whatever time, effort, money, products and services, and attention you contribute on situations that will have some return on your investment! 

     If you’re going to give money away,  make it count for yourself as well as the recipient. You worked hard to earn it. There’s nothing wrong with your business getting some recognition in the process.

     Ack! That’s a terrible thing to suggest,  you may say. But, no. It’s a realistic thing to say, and here’s why:

     If you want to quietly  and anonymously plunk a thousand bucks into a deserving cause that has nothing whatsoever to do with your business or your customers or your employees or your suppliers, or your community you might as well be throwing it out the window!

     If you want to do that  for a cause that does have some business-related value, you might as well be throwing it out the window! And if you throw enough out the window, you put your business in jeopardy.

GIVE FROM YOUR HEART BUT USE YOUR BRAIN TO PICK THE CIRCUMSTANCES.

     The more you contribute  to situations that help enhance your business name and posture, the more loyalty and sales you’ll build so the more you can be in a position to donate more! It’s called “Enlightened Self-Interest”! If you find that each year, more and more groups and organizations seem to be chasing after your support and it’s getting too draining:

     Establish an annual budget  (with a sidecar emergency fund) and stick to it; direct latecomer solicitors to put their dibs in earlier next year because your budget is all appropriated. This doesn’t mean you’re a scrooge.

     It means you’re being smart  about what you choose to support and the amounts that won’t cripple your business so that you can make your contributions be more productive for your business so you can increase your budget next year.

     The other step  that many business owners take is to establish a private non-profit foundation specifically for the purpose of screening and awarding and managing charitable and community contributions. Many of these entities even conduct their own fundraising programs to support needy organization causes and events.              

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Has your brain been

thunder-struck?

     We’ve all heard  and probably used the term “Brainstorming” a few times, but when did you last use a formalized “Brainstorming” process? Did you know that the more rigidly structured approach you use, the more free-flowing and better the brainstorming results?

     I’ve probably  run 500 formal brainstorming sessions, and all have produced great results. Here’s my version of a “recipe” I follow. Print it out. Use it. It works!

[Adapted from the Pfeiffer and Jones University Associates Handbook of Structured Experiences for Human Relations Training, Volume III (Revised)].  

     THE GOALS: 

     1)  To generate an extensive number of innovative thoughts or ideas, or solutions to a problem, by suspending criticism and judgment and evaluation.

     2)  To develop skills in creative thinking and problem-solving.

     Group Size:  Any number of small groups (best if composed of 5-6 participants each). Time Required:  Approximately one hour total. Materials:  White board or newsprint pad with markers for each group; stopwatch; bell. Physical Setting:  Movable chairs for all participants. Warm-up Activity:  In 2 minutes –without talking– make something out of one double newspaper page, or one lump of modeling clay; follow with quick show ‘n tell.

     THE PROCESS: 

     1)  The facilitator has each group form a circle and select a secretary, then provides each secretary with markers and board or newsprint pad, and asks each to record every idea generated by the group.

     2)  The facilitator states the following rules: 

• A)  There will be NO criticism, no judgments, and no evaluations during the brainstorming phase of the activity.
• B)  Far-fetched ideas are encouraged because they often trigger more practical ones.
• C)  Many ideas are desirable.

     3)  The facilitator announces that participants are to imagine being cast ashore on a desert island with absolutely nothing but a belt, then tells the group they have 15 minutes by the stopwatch to come up with as many ideas as they can in answer to the question: What can be done with the belt? (Other objects can be substituted– a flashlight / a rope / an oar / a corkscrew– and props, e.g., an actual belt, can often enhance the discussion)

     4)  After 15 minutes, the facilitator rings the bell, and tells the group(s) that the ban on criticism / judgments / evaluations is over, and directs the group(s) to evaluate their ideas and select the best –most feasible– ones. With multiple groups, each group’s “best” list can be shared, then all involved can explore ways to combine “best” ideas. The final (combined) list is posted and participants are asked to rank-order them for practical usefulness.

REPEAT THE ENTIRE PROCESS WITH A REAL BUSINESS PROBLEM OR NEED SITUATION. This can be done on-the-spot, the next day, next week, or periodically. The more disciplined the facilitator is in requiring adherence to guidelines, the better the results that can be expected.  So go beat your brains in, if the storm didn’t already get to you! 

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Reality Check!

      Just in case  you’re star-struck with the idea of starting your own business venture, be aware that there’s a little more to it than flipping the black and red “Yes, We’re Open” and “Sorry, We’re Closed” sign twice a day.

There’s . . . 

• money (at least twenty times more than you can even imagine needing!) 
• industry experience, training and know-how
• knowledge of the market and the competition
• customers (you’re going to need a few to start)
• suppliers (you’re going to need a few to start)
• location (which is often critical, depending on the nature of the business)
• utilities
• a formal written business plan
• investor and/or loan payback arrangements
• basic office and business supplies
• inventory of products and/or services
• credibility (industry/community associations?)
• advertising/marketing preparation
• advertising/marketing implementation
• an accountant
• a lawyer
• an advisory board
• employees
• a bank and bank account
• maybe a post office box
• maybe charge card or PayPal arrangements
• maybe a charge card
• furniture and equipment

…this could go on for pages!

     And don’t tie-up  your brain with this next thought, but you surely need to be conscious of the fact that 9 out of 11 new businesses fail in the first 3 years, and that it takes 5 years on average just to break even financially.

     Be aware that  most businesses fail because of poor management. Period. It’s common to hear that a new business didn’t make it because it was under-capitalized, but if you think about that for 2.5 seconds and can be honest about it, under-capitalization is:  poor management!

     You can be  a free-wheeling entrepreneurial spirit all you want, but reality dictates that you have to do some planning and have a ton more money than you think you need just to get up and running. This is a “haste-makes-waste” point in time where shortcuts don’t work.

     Of course there are always  Steve Jobs and Bill Gates success stories about starting in a garage and working “on a shoestring,” and I wish for you to be that kind of successful, but reality is that these two superstars are each one in trillions.   

     If all the above  thoughts have fueled your fire instead of discouraged you into retreating to the life of a bottom of the barrel employee, you might actually have what it takes to make it work. Go for it! (Oh, and if you need to call me for help, do it please before running out of money! Thank you.)

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Input aways welcome: Hal@TheWriterWorks.com (”Businessworks” in    subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  

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When you find one, let him go!

     Hatching a business that hatches a business may seem like a lot of hatching, but is it? Isn’t that what entrepreneurs thrive on? I’ve always thought one of the most endearing (and maddening) traits of an entrepreneur is that she reinvents herself about as often as the sun rises.

     Why do you think that is?

     Because she can, some would answer, or–in other words– entrepreneurs have more freedom to swing so they do. But a truer assessment would probably revolve around the innovative thought patterns that jump from one thing to another.

     Entrepreneurs are not typically great planners. Planning is for corporate muckity-mucks who need to justify their existences. And don’t those poor souls live to justify themselves? Entrepreneurs live for the next venture. Often these occur within the very depths of the existing venture, and VOILA! New business is born!

     But don’t get the wrong idea here. Entrepreneurs are not the wild, out-of-control risk takers Hollywood would have us believe (but then, nothing on Earth is probably farther from reality than those out-of-touch “stars”  the media sells us). Entrepreneurs, as chance would have it, take only reasonable risks.

     What this means is that we might be keeping a jaundiced eye (yucht!) on a venturesome friend or relative and thinking he had gone off the deep end, and is on the precipice of colossal failure, and quickly grab him by the shirtsleeve and try to pull him back from the edge.

     But, no! Not only does this reckless friend or relative disregard our grasping and shouting, he actually gets resentful, like we were blocking sidewalk passage or something.

     Entrepreneurs, true entrepreneurs thrive on precipice balancing. It’s part of what will lead them to the next big opportunity. And here’s the catch: It just LOOKS reckless to us because most of us don’t parachute out of planes or surf Hawaii’s giant waves.

     But TRUE entrepreneurs are in control of their fates, have a firm idea of direction; they don’t worry about finish lines; they look for every option and opportunity; they risk only what appears likely to succeed, and never as recklessly as most of us probably imagine.

     When you find one, let him go!  

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Input aways welcome: Hal@TheWriterWorks.com (”Businessworks” in    subject line) or comment below. Thanks for visiting. Go for your goals, good night and God bless you! halalpiar  

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This blog free via list-protected email: click “Posts RSS Feed” (center col.) or $1.99/month on AMAZON Kindle. Creative? Add your own 7 words to the 311 day “7-Word Story” (under RSS) We’re making it up as we go! Hal Alpiar short story in Sept. release book from Nightengale Press: THE ART OF GRANDPARENTING Amazon, Barnes & Noble, OR order special (signed by Hal) pre-publication $22.45 total check only (includes s&h), payable & mail to: TheWriterWorks.com, LLC @PO Box 1236, Millsboro, DE 19966. Include continental US ship-to address. 9/13 is Grandparent’s Day! [See Blogroll]