Entrepreneurship

Sales and Marketing

4 Things You Can Do When Things Go Wrong, As They Often Do

you feel like screaming
you feel like screaming

You want to scream.

Things have not gone well. In fact, they’ve gone very, very wrong.

You’re desperately trying to figure out so many things – all at the same time. You know it’s not how you should do it, but emotions are high and you’re not in control. Of anything. Including your thoughts.

“Why did I do that?”

“Where did I go wrong?”

“I”m so stupid.”

A head full of questions don’t seem to provide many answers.

Try these 4 things. Just try ’em.

1. Remember.

Think back to a previous failure that you endured. Didn’t it seem insurmountable? But here you are today. History has a way of putting things into perspective. Problems – in real time – seem larger than they may really be. Don’t blow your current problems up to be larger than they really are.

Gain confidence as you remember. You’ve been down and out before. You can get through this, too.

2. Inventory.

Look around at your resources. Your skills, your experience, your ability and anything else that might help you climb out of this pickle.

See these things in a new light. Maybe you’re missing the utility of some of your resources.

Have you ever seen those survival shows like Man vs. Wild? The first thing the person does is look around at what they’ve got to help them survive the situation. They get creative and repurpose all kinds of things. I once saw a guy remove the metal tray that held his truck battery so he could boil water in it. He cleaned it by rubbing dirt on it. He rinsed it off with water that was surely unsafe to drink. Then he built a fire and boiled small amounts of water in it to get rid of pathogens. What battery trays do you have in your life that you can use for something else?

Take a moment (or three) and be thankful for your inventory, no matter how large or small it might be.

3. Act.

First things first. Stop trying to do it all at once. Whatever went wrong won’t likely be fixed by jumping in a dozen different directions.

Get a plan and go to work.

What’s the first things you think you should do? Do that. To completion.

Taking another lesson from the survival shows – usually the first goal is to create safe shelter. They don’t start to build a shelter, then decide they’d better go hunting. If it’s shelter they need, first they build their shelter, then they go hunting.

Too frequently, we try to do everything simultaneously and end up failing to accomplish anything. Stay focused on the priority at hand.

4. Persist.

Persevere. Do not let anything stop you from moving forward.

Show the problem, your competitors or your naysayers that you won’t accept defeat. Be resilient.

You may have to alter your course, or strategy, but that’s just being smart. If one thing won’t work, try something else. Stay mentally engaged and be creative.

Go back to the earlier steps if you must, but never, ever quit.

Randy

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Episode 168 – Stop Waiting For Permission To Share Your Story

Stop waiting for the starter's pistol to give you permission.
Stop waiting for the starter’s pistol to give you permission.

The runner waits for the starter’s pistol to fire before taking off. Otherwise, he’s disqualified.

You’re not a runner though. You’re a business person. There are no starter pistols in your life, except in your head. Seth Godin has been telling you for years that you no longer have to wait for permission. His admonition is, take permission!

He’s right.

Small business owners answer their phones. Well, the good ones do. When a customer or prospect calls, it’s like a starter’s pistol going off. The business then leaps into action. The problem is, the customer is holding the pistol, giving the business permission to begin doing what they do.

You can’t keep waiting to tell your story. You must get the word out without being obnoxious and self-serving. It can be done. Your customers and would-be customers are waiting to hear more. You’re used to waiting for them to ask you. Stop it. That’s no longer how the world works (if it ever did).

Today’s show is about the realities of how you should be running your small business. WARNING: It may involve a complete change of mind for you. The good news is that you can start today and it won’t cost you nearly as much as you think. If you don’t start, and follow through, it’ll cost you everything – your clients, customers and your business!

Randy

NOTE: Photo used with permission from Don McLaughlin. Find him on Flickr.

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What Is Marketing?

As with most questions, it depends on who you ask
As with most questions, it depends on who you ask

mar·ket·ing
Noun: The action or business of promoting and selling products or services.

Type that question into Google and that’s the first result you’ll get. Google produces great search results, but this one falls short.

PROMOTING. That’s what many people think marketing is.

The second Google search result is a Forbes article dated 8/09/2012 entitled the same question as this post title. Commenter Gregg Emmer, vice president/chief marketing officer at kaeser & blair inc (yes, I looked him up) said, “In 1991 I was asked to explain marketing and advertising. My 4 words have been used by many others since then. Simply – Advertising informs, Marketing motivates. And to nail down marketing – Everything that creates an environment where a sale can take place. It is not any more complicated than that.” Looks like Gregg is doing a fair amount of his own personal marketing (ahem, promotion).

Walter Paul Bebirian left (in part) this comment, “Well to me it is seeing that there is a market or a way to set up a booth wherever individuals are or wherever I will come in contact with them – and at that point where I come across them – wherever that is – I introduce them to the products and services that I have to offer them – just like the staff of the different farmers at the different booths at the farmer’s market back in Lancaster, Pennsylvania – at with that introduction I provide them with the information and means to purchase the services and products that I have to offer as well.”

Is it really necessary to dive any deeper into the Google results? Not likely.

How do I define marketing?

Any activity that helps people figure out you’re just what they’re looking for.

Randy

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Episode 167 – K.I.S.S. Doesn’t Stand For Keep It Simple, Stupid!

KISS
Kiss me!

I live in Texas where we claim everything is bigger.

Bigger can be better, but not always. Waistlines, debt, dirty laundry…well, you get the idea!

Life is full of contrasting ideas.

Abundance vs. Minimalism

Vast vs. Cozy

Big vs. Small

I admit that many small business owners struggle with limiting their growth or opportunities because they think too small. I’m not encouraging that behavior. Today’s show isn’t about small or restrictive thinking. Rather, it ‘s about embracing what suits you best. It’s about not allowing your business or career to be defined by what other people think.

What’s wrong with keeping it small? 

Nothing, if that’s what you want. This is the time to be selfish and chase what you want…how you want. Not every small business owner wants to build the next global business. Just like not every home buyer wants an 11,000 square foot house. Some people prefer the tiny houses available today. Nothing wrong with that – it’s just a matter of preference.

For instance, I don’t want employees. I’m not opposed to employees. I’ve just had them most of my career…spanning the last 30 plus years. Been there, done that. I don’t want to do it any more, but I know people who would love nothing better than to build a business that needs lots of people. That’s fine…for them. Not for me.

What’s your end game? Do you want to start and build a business that you can sell? Do you want to build a business with others that can solve some big worldwide problem? Do you want to build a business around something you personally find gratifying?

It matters how you answer those questions. It’s very personal, but I’ll warn you to avoid letting somebody else’s dream or desire affect your own. It may be wise to think small. That doesn’t mean being ineffective, unsuccessful or unprofitable. Some of the wealthiest people I know do work they really care about by going it alone and dropping most of their revenue straight to the bottom line. They intentionally keep their lives simple, flexible and small.

Keep it small smartypants!

They love being small. Is it for everybody? Nope. But then again, what is?

Randy

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Episode 166 – What Do You Want To Do?

question markTrue confession: I’m a middle-aged guy who began seeking my “encore career” about 4 years ago. And like many men my age, I fell into an occupation as a young man. As a teenager really. Thirty-five years later I came to a place in my life where I asked, “Now what?” The real question was, “What do you want to do…now?”

You know how it is when a big group wants to go out to eat, but it’s not a pre-planned affair. You ask, “Well, where do you guys want to go eat?” For the next 15 minutes it’s like you’ve asked the group to solve world peace. It just seems impossible to figure out where to go. You either get tons of indifference – “I don’t care” – or you get very opinionated responses – “No, I hate Mexican food.” Well, asking yourself what you want to do is tougher than that.

Yep, world peace might be easier!

I don’t know why it’s so hard, but rare is the person who says, “I’ve always known I wanted to (fill in the blank).” Don’t you hate those people. Life isn’t fair. Why do they have such clarity while I’m over here in the mud puddle stomping around trying to find my way?

I’m here to tell you that YOU can figure it out. How long will it take? I don’t know. Truthfully? It’ll take as long as it takes. So the good news is, you can start today. The sooner you start, the better. The bad news is, it might happen for you right away, but it’s much more likely to take a long time.

That’s okay. It’s very worthwhile work. I’ll share with you one little idea that I used to help me find my way. It might help you, too.

Check out ChasingDFWCool.com – it’s a project I’m preparing to launch within the next month or so.

Randy

Podcast Options:
• Subscribe via the iTunes store
• Android, Blackberry & other listeners can listen on Stitcher Radio
• Right-click here to download this episode to your computer
• Click here to playback in a new window

 

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Bula! Minute 002 – The Value Of An Outside Voice

microphone on stand
The credibility of an outside voice can grow our business

The value of an outside voice can mean a couple of things.

One, it can mean the objective appraisal of how we’re doing. “Hey, can you tell me what you think of this?”

The other can mean the value of having somebody else tell our story. It can be in the form of a recommendation. These can be very personal where we tell our next door neighbor about this great experience we had when we bought a new car, a new backyard grill, or a new pair of shoes. It can be far less personal, but equally powerful in the form of an Amazon review where complete strangers read what we say and put stock in it.

Businesses have long sought after having loyal customers who will tell everybody they know. Faithful, happy customers are the most effective sales teams. From casual conversations with all their friends to passing along our business card, loyal customers help evangelize our business.

The Internet affords us multiple ways to get the word out about our business. The value of an outside voice now has some new meanings. It’s commonly called “content marketing.” That simply means we try to make meaningful connections with prospects and customers by giving them valuable information. There’s nothing new about it really. Sales has historically been all about educating, answering questions and providing free information.

When I was a teenager working in a stereo shop, people would come in everyday seeking information as they navigated the prospect of purchasing stereo equipment. “What makes those speakers $200 more expensive?” Shoppers had questions. Lots of questions. A big part of my job was to answer their questions while I guided them through the process of making the most of their stereo buying dollar!

Back then my value as an outside voice was limited to people who walked into the stereo shop, or people who may have called on the phone. Today, we can all tell our story and have it broadcast 24/7/365 via the Internet.

I hope you enjoy today’s Bula! Minute.

Randy

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