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SMALL BUSINESS LEADER
ISSUE # 65
September, 2004
It's September! Time to get "back to business". Time to get "back in focus". Focus is a challenge for a lot of entrepreneurs because there are so many possible distractions in running any business. In the long run, however, without focus your business is sure to languish or fizzle and die a slow death. You've got only a few more months till year end. This month's issue is geared toward helping you make the most of this time.
Our feature article, "8 Steps to Set Your Business on Fire!" should help you focus on actions to spark the flame that will energize your business. You probably know most of these steps, and this is a great time to refocus on them, make sure things are in order, and then light the fire.
This month we start a new Business Goal Roundtable series, which is specifically designed to help you focus on achieving your most critical business goal before year end. The September Lunchtime Telephone Roundtable, "How to Double Your S^les in Less Than a Year", with Guest Expert Joe Nunziata, will really get you focused where it counts - on S^les. In the Business Reconnaissance Teleforum you'll be focusing on what's holding you back, so you can take action to move beyond it.
Plan to participate in our activities in whatever way your location and time schedule will allow. Your assignment for this month is to refocus your energy, your time and your resources - on the goals you want for yourself and your business.
To your success,
Marian Banker
Publisher
Small Business Leader
marian@primestrategies.com
www.primestrategies.com
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FEATURE ARTICLE:
8 Steps to "Set Your Business on Fire!"
All too often I hear comments like "I'm tired of putting out business fires on a regular basis. There must be a better way."
Well, of course, there is, and we want to convert the energy that's being spent on putting out fires to a more constructive use. Let's talk about setting your business on fire - on purpose - by being smart. Set those fires yourself and plan in advance how you will leverage the energy that's released.
If the energy is organized and has a mission or target, the chances of hitting the target (goal) will be a lot greater. (Consider a bullet in the cylinder, awaiting the trigger to release its energy). We want to get you and your business organized and focused so the energy you release will propel your business forward in the direction you choose.
Following are the steps that seem to work best if done sequentially, all with the specific purpose of setting your business on fire. Literally translated that means bringing in more revenue, more customers, more brand recognition.
1 - Get your foundation in place - Without a sound business structure, you won't be prepared to handle the surge in activity when your business takes off. Start by being really clear about what value you bring to the marketplace and making sure you are clearly communicating it in a variety of ways that put you in contact with your target market. Set measurable, realistic goals and create a strategy and plan to achieve them.
2 - Focus on S^les - What's the most important part of your business? S^les, of course. How much of your time are you spending on Revenue Generating Activities? I find I need to spend at least 50% of my time on staying in touch with my market and interacting with clients and potential clients. A specific s^les plan with timeframes will keep you focused and allow you to assess the results of your actions.
3 - Commit to being responsible for and accountable for your business results. Set goals based on research and strategic decisions. Commit not only to yourself, but to a coach or a colleague. This adds fuel to your commitment. Communicate your goals and make sure your team and staff know their role and responsibility in achieving desired results. Get their commitment as well so everyone will be adding to the focused energy.
4 - Develop Strategic Alliances - You know you can't build a business without help from others. Strategic alliances are how smart business people are leveraging their connections to reach beyond what can be done alone. I use my connections to add expertise beyond my own for the monthly Lunchtime Telephone Roundtable conference calls. This helps both of us reach new targeted connections where we can share our expertise. I also use marketing and technology alliances to open new networks. Every time you add an alliance you are expanding your network exponentially.
5 - Showcase Your Expertise - Every entrepreneur has expertise in something. The key is to identify and showcase yours. Your combination of training, experience, knowledge and resources makes you unique. Who cares about that expertise and how can you best share what you have to offer? Some people look for speaking opportunities in front of their target market; some who like to write will create articles, newsletters, books, CDs. Give freely of your knowledge; share your unique perspective, focus on helping others accomplish their goals. You will attract those who relate to what you say and do.
6 - Use the Web strategically - Most businesses today can benefit from using the web. This may or may not include a web site, but e-mail is definitely a prime means of communication for most businesses. It's important to learn e-mail etiquette and to stay current on use of e-mail for marketing. Search Engine Optimization has become a key strategy for web sites. Changes happen so rapidly for anything that's web related you'll want to consult with a web marketing professional before undertaking any campaign.
7 - Support Yourself - You want to focus the majority of your time and energy doing what you do best in your business. That may mean product development, marketing and s^les or overall management. Enlist the support of others whose expertise complements yours. Consider whether you're better off doing that by adding to staff or through a strategic alliance. Sometimes bartering services can be a great way to get what you need and generate a client/customer at the same time. Keep adding to your team until you've covered all the gaps.
8. - Begin to act "as if" your goal (target) is already achieved - Thinking and acting "as if" magnetically pulls you to your goal. Success becomes easier when you're operating in success mode. And success begets more success. Jill Ammon-Wexler's article offers more on why acting "as if" is so powerful, http://successnet.org/articles/ammon-wexler-asif.htm
Focus, like a laser, can set your business on fire. Follow through with these steps and watch your business heat up.
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S^LES TIP: HANDLING PROSPECTS' SILENCE
"What has struck me most is how many people still expect that a stranger will respond to an e-mail message, voice mail or even a good ol' fashioned letter the first time. This may have been realistic in the past, but it isn't anymore.
The thing to keep in mind is that silence is rarely about you. More often it means people are swamped. My best advice is: don't let it be an obstacle. And don't give up on the clients you really want to work with after just one measly try."
From:
Ilise Benum, Self-Promotion Expert
http://www.artofselfpromotion.com
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QUOTE:
How to put Love in your brand
Find your most passionate customers and listen to them. They'll tell you all you need to know about why your brand is a lovemark for them. They'll write your advertising for you.
Put your brand through the love-respect axis. (An abbreviated version is available online at www.lovemarks.com.) Look at how it scores on mystery, sensuality, and intimacy. Make it operate on as many senses as possible.
Start telling stories. Quit talking about benefits and performance. Instead, show your brand as part of an experience, an adventure, a myth, or a dream.
Linda Tischler, http://www.fastcompany.com/magazine/84/love.html
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SEPTEMBER EVENTS:
"Business Goal Roundtable"
Next Roundtable series starts on Monday, September 13, 2004
Are you:
Finding you're too busy (or overwhelmed) to work on achieving your goals?
Looking for a way to better manage the day-to- day details so you can refocus on goals?
Ready to take calculated action to achieve your most urgent short term goal within 3 months?
Open to structured accountability to keep your feet to the fire?
If you answered yes to any of these questions, then you'll want to join our in-person 8-Member Business Goal Roundtable Group. The goal of the series is for each member to reach their most critical short term business goal before year end.
Learn more and register at http://primestrategies.com/bgrt.
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Business Reconnaissance Program
Business Intelligence (You) + Specialized Leadership (Us) = Winning the Business War (Goal)
Program details at http://primestrategies.com/brp.
BUSINESS RECONNAISSANCE TELEFORUM
"The #1 Reason Your Business Isn't Growing: Psst - It's Not About Money"
Hosts: Marian Banker and Lena L. West, creators of the Business Reconnaissance Program
Get ready to take your business to the next level! This teleforum is specifically designed to help you understand what may be holding you back and what you can do about it. After the teleforum, registered participants will be eligible to receive a complimentary, one-on-one, half-hour consultation that will address issues specific to their business.
Wednesday, September 22, 2004, 3 to 4 pm, EDT
There is no charge for this Teleforum.
To register and receive the call-in number, send an e-mail to brp092204@aweber.com.
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September Lunchtime Telephone Roundtable
Moderator and Discussion Leader: Marian Banker, MBA, Business Leadership Coach
Topic:
"How to Double Your S^les in Less Than a Year"
Date: Thursday, September 23, 2004, 1 to 2 p.m. EDT
Guest Expert: Joe Nunziata, http://www.jnunziata.com, is an internationally recognized s^les consultant, trainer and author. Joe specializes in powerful low cost and no cost s^les and marketing techniques for the small business owner. He has trained thousands through his popular in-person seminars. In this Telephone Roundtable you too will be able to benefit from Joe's 20 years of experience and straight-forward training style.
Where Will Your Small Business Be in 1 Year?
Don't wait to register. Space is limited. Missing this call will cost you.
Learn more and register at http://primestrategies.com/roundtable_sep04.
Here's just one example of the positive feedback we've had about our popular Roundtable.
The questions everyone asked really helped create clarity on many issues that I am facing in marketing myself and my expertise through PR. It was right on target, and I felt I came away with great strategies that will work!
Judith E. Glaser, Executive Coach and Author, "Discovering the Power of WE, A Revolutionary Guide to Business Leadership".
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BRAIN EXCHANGE BUZZ:
Find out what New York regional small business leaders are buzzing about. Join the next Brain Exchange Roundtable, http://primestrategies.com/bxrt on Wednesday, September 29, 6:00 to 8:30 p.m. You'll really get to know other entrepreneurs and be in a position to introduce yourself in a comfortable and informal business environment. This is where valuable connections are being made.
"The Brain Exchange Roundtable is an excellent place to take your business ideas and challenges. I highly recommend the format. Creating and sustaining relationships is key in all networking and I believe The Brain Exchange Roundtable offers the best professional relationship building event to date."
Jonna Knudsen, Coach
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Articles:
BEYOND BRANDING
Alan M. Webber tracks the process of moving beyond the trademark, to the trustmark, and ultimately to the lovemark. He offers great examples of what it takes to win the hearts of prospects and to retain them long term as customers.
http://www.fastcompany.com/magazine/38/roberts.html
A MODEL TO IMPROVE MICRO-BUSINESS PROCUREMENT OPTIONS
Read how one woman is trying to impact the structure of Scottish procurement policy to open new options for Micro Businesses. She envisions a bigger role for the many Chambers of Commerce to provide not only the information and expertise that micro businesses require - they would also provide a basic compliance registration service.
http://www.scotlibdems.org.uk/docs/microbus04.htm
DOUBLE DIGIT GROWTH
Although this article by Adrian Slywotzky and Richard Wise is written about large companies, the strategies can be applied to your business as well. Their premise is that old growth strategies no longer work. What works is to focus on customer needs while helping them cut costs.
http://www.fastcompany.com/magazine/69/growth.html
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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 through 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.
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FEEDBACK:
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COPYRIGHT 2004 SMALL BUSINESS LEADER
A publication of Prime Strategies, 333 East 23rd St., New York, NY 10010
http://primestrategies.com
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