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ISSUE #54
August, 2003
This month I'm working on my own deadline to get the web site ready for the SmallBizLeaders Community launch. I continue to receive encouragement and support from a wide range of business types, so I'm feeling confident it's the right direction for me. When I started, I had no idea how big a job it would turn out to be. I'm enjoying the journey, however.
The subject of the Feature Article, "Top Ten Rules for Building Valuable Business Relationships", is the basis on which small business leaders are creating and sustaining their businesses. You may not be aware how much some of your behaviors and habits are costing you. Read the article and find out what I mean.
The Roundtable for August covers another Top Ten List, "How to Attract Business Without Cold Calling", with Brian Azar, the SalesDoctor. Brian is a sales and marketing pro who takes a leadership approach to generating sales. You'll enjoy talking with Brian. He has a lot to offer.
For now, I'm signing off to go relax on my terrace among the flower boxes and herbs. It's my tiny sanctuary in the City.
To your success,
Marian Banker
Publisher
Small Business Leader
mailto:marian@primestrategies.com
http://primestrategies.com
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FEATURE ARTICLE: Top Ten Rules for Building Valuable Business Relationships
Mutually beneficial relationships are the backbone of a healthy business. Are you building these relationships for your business? And what does it take to create and sustain this type of relationship?
To answer this question, I decided to identify the behaviors I see in the leaders in my own small business network.
I'm drawn to people who are friendly and treat me with respect, whether or not they want to do business with me. When I see people who don't keep their appointments and don't follow-up e-mails and calls from people they know, it tells me a lot about how they are to do business with.
I like dealing with people who keep their word and follow through. These people not only get my business, they get the business of others who appreciate what it takes to maintain a valuable relationship.
The business leaders I know carry out the following ten behaviors. I'm calling them "rules" to emphasize their structural nature. As you read through these, you can rate your own behavior on a percentage basis. Then do an analysis to see where you might want to improve - assuming you agree it is a behavior you find valuable.
1 - Follow through! Think before you commit to something that you don't have time to carry out. It's a real pain to deal with people you can't count on. People who become known for following through are sought out. We all want to do business with people who keep their commitments.
2 - Stay in touch! Check and respond to calls and e-mail regularly (at least once per day). There are lots of people who do the major part of their business using e-mail. If you fall behind, you could lose out. Leaders are both pro-active and responsive
You can defer "catch-up" calls for up to three days. Even if you don't really want to speak to the person calling, plan to return their call, but make it short. You are in charge of the call. An e-mail may be adequate in some cases. Think about how you'd feel in the same circumstances.
3 - Be in constant learning mode. Ask lots of questions. Most people are happy to share their knowledge and experiences. Pursue additional knowledge when you see a direct benefit or have an interest. It's important to keep an open mind because things change all the time - even facts. Be interested in knowing the perspective of others. It is a clue to how you can effectively communicate going forward.
And, remember, the better informed you are about anything, the better decisions you can make.
4 - Reach out to prospects and customers. Show you care about others. Inquire about their business, their thoughts on a relevant subject and their families. Business that's dependent on personal relationships needs personal attention. Everyone in your database needs to hear from you with an appropriate frequency. Some people will get more attention than others, but find a way to keep your name on the mind of those in your network. This also keeps your network warm.
5 - Be a resource for others. It's great when you can be the intermediary (the matchmaker) between colleagues. When someone needs a service or product that you can help provide through your referral, all parties benefit. Referrals beget referrals, even if indirectly.
A cue for making a referral is when someone specific comes to mind during a conversation. The more you do this, the easier it gets.
6 - Give recognition to everyone who contributes to your good. Saying "thank you" is a very pro-active step. It acknowledges value received. When you are recognized for contributing something of value, you feel satisfied. People follow those who are generous with recognition.
7 - Give recognition to others for their good work. This can be as simple as "great job", or as elaborate as an award dinner. Recognition of accomplishments is another way of acknowledging value. If you want to become a better leader, hang out with other leaders doing good work and encouraging others to do the same.
8 - Have a self-directed course and a written plan. People like to deal with those who know where they're going and how they plan to get there. Base your plan on self-knowledge and a clear vision for your business. If writing down your plans is hard for you, put them on your computer, your PDA, your calendar or wherever you'll be most likely to follow through.
9 - Be consistent! Inconsistency is confusing. The more consistent you can be in your messages, your behavior and your personal and business dress, the clearer and stronger your image becomes. You want to be linked to the mission of your business - and memorable. How you present yourself and your business should suit your taste, but maintain respect for your audience and the message you're trying to communicate. Looking good adds to feeling good, which adds to confidence.
10 - Enjoy your role!
Accept responsibility for being a leader; wear the role with pride and honor. Others will listen, support and follow you and will want to continue to do business with you.
Follow the rules of good business relationships and notice the impact on your own relationships, your image and your business. The more valuable business relationships we have, the stronger all our businesses will become.
To your success!
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APOLOGY:
If you received something with my name as the Sender that didn't look right, please know it didn't come from me. I recently had a bad experience using one of the e-mail services. Somehow their marketing material was being sent to my list. We never did figure out how it happened, but the problem has been resolved.
Be patient anytime you receive such material from a trusted source. The Web is out of our control in many respects, so a certain amount of leeway is needed. Thanks!
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AUGUST ACTIVITIES:
E-Mail Marketing for Entrepreneurs and Executives
The Roundtable on E-mail Marketing was such a success that Jane Tabachnick, our guest expert on the call, has agreed to share with you more of her expertise and secrets. She has created a brand new series of six (6) one hour telephone Workshops covering everything you need to know about effective E-mail Marketing.
Each Workshop will focus on a different and unique aspect of E-mail Marketing. The format will be similar to the Roundtable.
Here's the schedule for August. Full details and the schedule for all Workshops are available at http://www.primestrategies.com/email_marketing
Technology Options in E-mail Marketing: Permission (Opt-in) and Privacy
Tuesday, August 5, 2003, 1 to 2 p.m. EDT
E-Zine Content Strategy Workshop: Creating an Editorial Calendar
Tuesday, August 29, 2003, 1 to 2 p.m. EDT
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August Lunchtime Telephone Roundtable
Topic: "The Top Ten Ways to Attract Business Without Cold Calling!"
Date: Thursday, August 21st, 1 to 2 p.m. EDT
Moderator and Discussion Leader: Marian Banker, MBA, Business Leadership Coach
Guest Experts: Brian Azar, is President of The Sales Catalyst, located in Durham, NC. He knows first hand how the science of sales has evolved over the years. As his internationally recognized persona The Sales Doctor, http://www.salesdoctor.com/, Brian has helped tens of thousands of people over the past 25 years go from good to great.
Brian's Top Ten List to Attract Business is a must for anyone in business today. In addition to a discussion of the List, you will benefit from the tips and techniques he has gathered in his long sales career and has agreed to share in this Roundtable. Bring your most difficult sales challenge to the call and hear how Brian would approach it.
You'll be able to share your experiences and learn from the interaction that takes place at our monthly Roundtable events.
There is NO CHARGE for the Roundtable.
To register and receive the call-in number, send an e-mail to marian@primestrategies.com with the Subject as Roundtable 8-21-03
Here's just one of the many positive comments from our last Roundtable...
"Concise and on point." Joe Nunziata, Top Notch Training
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ARTICLES:
FRIENDS AND SALES
In support of the message of this issue's Feature Article, Jeffrey Gitomer reminds us we like to do business with those we know and trust. He offers additional food for thought which should be enough to convince you to pick up the phone, and call a friend.
http://www.bizjournals.com/extraedge/consultants/sales_moves/2003/08/04/column359.html
INCREASED USE OF SEARCH ENGINE MARKETING
Small businesses are increasing use of the pay-per-click marketing programs to selectively reach their target market. "When asked how important is was to be able to send e-mail marketing promotions to their customers, 62 percent of businesses with fewer than 20 employees said it was very important. This is up from 16 percent in last year's study." Full story by Patricia Fusco.
http://www.smallbusinesscomputing.com/emarketing/article.php/2226831
COLOR COUNTS
Surveys show that color plays a big role in creating a market image. The SmallBusinessComputing.com staff report their findings and how you can best take advantage of the color option.
http://www.smallbusinesscomputing.com/news/article.php/2228661
BODY LANGUAGE SPEAKS
People are always attracted to confidence. Whether you're presenting, networking or speaking socially, your body language tells others about your level of confidence. The July 28, 2003, issue of SellingPower.com Presentation Newsletter offers some exercises to help you be more confident in your body whenever you speak.
http://www.sellingpower.com/html_newsletter/presentations/article.asp?id=954&nDate=July+28%2C+2003
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ABOUT THE PUBLISHER:
Marian Banker has been publishing Small Business Leader since January, 1999. Her focus is on bringing to the busy entrepreneur a quick look into the current world of small business from the perspective she's gained from coaching, consulting and training entrepreneurs in both service and product based businesses.
Marian offers individual coaching, business support groups, seminars and workshops on topics of critical interest to small business owners. Her monthly Lunchtime Telephone Roundtable has proven to be a popular way for business owners to come together around a specific business topic without leaving their office. See notice about this month's topic in the content above.
To learn more about her services, visit http://primestrategies.com.
FEEDBACK:
Your feedback is always appreciated. Please write to marian@primestrategies.com.
COPYRIGHT 2003 SMALL BUSINESS LEADER
A publication of Prime Strategies
http://primestrategies.com
Notice and Disclaimer:
Of course, I'm open to your including my content in your publication with proper credit. You must, however, obtain my written permission first. Thanks!
Content in the SBL is for information purposes only and should not be construed as specific advice.
