Month: April 2011

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Staying Motivated

Motivational quote board with the words "you got this"

Even the best laid plans can go awry, and we all have tough times in business. It can be challenging to close major sales, get the growth we want, and our competitors tend to throw up obstacles.

Through all this, how do you stay motivated? What works for you may not work for someone else. This is a personal question.

For the goal-oriented among us, it can help to have some objectives with timeframes. Of course, part of the goal will be an outcome based on your actions. However, you can only control your actions. What you do and how you do it. Many hone these to obtain the desired results throughout their career.

It is important to understand where you are now, and to set realistic goals. Stretch goals can push you further. However, impossible goals are demotivating.

Another source of motivation is the satisfaction in the work, the process. The results may not be what you want right now. The growth you had expected by now may be disappointing. However, the joy of doing the work and doing what will bring growth can buoy spirits until the next spurt of growth occurs. When it does, don’t forget to celebrate.

Following the greats or your mentors can provide new ideas and inspiration. Focusing on the potential of your business creates energy and excitement in your work. Keeping some quote handy or learning more about your idol’s accomplishments, ideas. Brainstorming ideas with peers can create that energy too.

Noting your progress is key. It is always so easy to look at what we haven’t done, at what is left to do. However, looking back at what you have accomplished so far helps your perspective. You are equal to the task at hand.

Checking in with your team on a weekly basis can demonstrate progress and focus the team on the key activities at hand. It can provide an excellent forum for discussing the vision, brainstorming and generating excitement.

Finally, if you are just having a bad day, it might be time to take a break, go for a walk, smell the roses, or say hello to your family. This can give you a fresh look at the problem, with new solutions.

Photo credit: Bob B. Brown

For more resources, see the Library topic Business Development.

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What Gandhi taught us about business planning

Mahatma Gandhi

A reporter came to interview Mahatma Gandhi one day. It turned out this was his day of silent fasting, but the reporter still insisted on getting Gandhi’s message to the world. Ghandi wrote: My Life Is My Message. In a business world where many hours and dollars are often spent crafting that perfect positioning statement and marketing message, based on what research and our instincts tell us customers will gobble up, it’s worth remembering Gandhi’s words.

Continue reading “What Gandhi taught us about business planning”

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Man oh Man, Don’t Run Out of Cash

Corporate woman holding dollar bills and a smartphone

One of the main reasons companies go out of business is for lack of cash. These companies may even be growing, successful in the market — but they run out of cash.

Don’t let this happen to you.

Make sure you prepare cash flow projections on a regular basis. One time of great risk is expansion. There will be investment in buildings, equipment and/or inventory. It is critical to be sure the business has the cash to finance this.

Think about the cash-to-cash gap. That is the gap between spending money on raw materials and then getting cash from the customer. Just think, you will need to make the product from the raw materials, ship it to the customer, and then be paid before the company gets that cash. Without a projection of cash flow, you won’t know if there is going to be trouble.

If you realise that the 30 days it takes to make the product and the 45 days it takes customers to pay will strap the company for cash, it can be possible to set up different payment terms. Perhaps a prepay will be needed, and will be acceptable to the customer. Or perhaps on the basis of the cash flow projections, the bank will loan you extra until the cash flow gets healthier.

It’s really important to look at the best case, worst case and most likely case for these cah flow projections – and don’t forget to include ALL the expenses. This is always a good reason for an accountant to prepare these projections – they generally think of all the expenses. Check it over to be sure.

So expansion can be an exciting and risky time for the business. Keeping track of the cash flow will assist in the preparation for and during the expansion.

Monitor the accounts payables and the accounts receivables. The sooner receivables are collected, the shorter is the cash-to-cash gap. It can help to provide a discount to customers to pay sooner, especially if the business is or is expected to be in a cash crunch.

While cash is a problem, a cheap source of financing is ‘stretching’ the accounts payables, that is, paying them later. However, if you can see there will be problems with paying particularly key suppliers, then it is a very good idea to take your courage in hand and call them to set up a payment plan. It will be key to make payments on time, according to the plan, in order to retain credibility with your suppliers. If this occurs, they will look favorably on your phone call. Otherwise, the supplier sees the later and later payments and has no idea what is going on. Not the way to build a partnership.

So, congratulations on your business success, and ability to expand. Just be careful the business has enough cash during this time.

Photo credit: Blatant News

For more resources, see the Library topic Business Development.

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The Best Way to Train Others or The Perfect Training Solution

HR-staff-having-a-one-on-one-talk-with-a-client

What happens when we stop talking face-to-face? Nothing and everything.

This has been my theme since I wrote a science fiction novel on the subject. When society gets lazy and decides the tough questions about running the world are best answered by a machine–an evolving artificial intelligence, a computer server I call “Makr,” the world is in a lot of deep do-do. No one communicates unless they are approved by a totally objective process that has everyone’s welfare to think of. Well, there are exceptions like the people who don’t have the direct line to contributing to the Perfect Society. Individuals, maybe not team players, have too much influence, and that can affect the way you run your life, which can in turn affect the way others run theirs, and so on.

Terminator Skull USB Drive

You see my point: we are influenced by others we come into contact directly. What happens when we don’t allow that influence, and turn the process over to an automated-give-you-the-perfect answer every time. The perfect training solution. Or, is it?

What has this to do with training? Everything and nothing. Everything because training is about transferring information and skills to others. The best way to do it is via face-to-face. Not many would argue that; although much can be said for the variety of interactive methods deployed these days and in the future will be able to still convey the same information. With the same power? The same success rate? We’ll see, I guess.

People need interaction into their real lives beyond the training. You could automate the “what’s in it for me” I suppose, but would it be enough? What about that nagging question you won’t ask because you have to write it down, key it in, push a button? People are funny. They are willing to click to listen to a blog more so than just read it. They will click a video that may be further from their actual question because they are attracted to both the visual and audio stimuli, but they still can’t ask a question. So they stagnate. They stop learning unless they are a technology nut and must keep pushing buttons, clicking on links, and surf.

A person can say, “I know what you’re thinking,” elicit a smile and provide a question you may not have thought of and answer it as well. Now, is that so hard? No, but it costs more in the long run to hire trainers than to build an interactive computer system or use impersonal webinars, or even more primitive conference calls, but at least those are people talking to people.

Before you go off thinking, one last offering: robots are efficient and will do as you tell them, but they do not have a mind of their own.

What happens in my novel? What you would expect. The world rises up to destroy the machines so society can once more think for themselves and teach each other once. The reality is better. Not always perfect, but better. But wait! We started with “perfect.” What happened? The same thing that happens to training programs that stop face-to-face training. The program and managers depend on the “perfect” system to deliver the results and wonder why it doesn’t “in the long run.” Now, when you need a program that works, you have to start over. Not very cost effective, is it?

Thought I’d play a bit and hopefully, stimulate some thinking. As for my novel, I’m not plugging it yet. Obviously there are twists and turns in it, which make it more complicated than I have presented here.

Pretty much like training. We shouldn’t seek the one and only best training solution. Nothing is perfect. A trainer in front of an audience is always better than a machine. Maybe always is too strong. It depends. It always depends.

Remember, shutting down programs completely means you don’t need them anymore. Just one person thinking about the way training can improve what we do is worth it. That person is invaluable when you start the program up–and you will–unless you want to stay the size you are and maximized your output.

The best way to train others is to not seek the perfect training solution, but rather to keep people in the mix. Unless you bring in robots…but they need programming and maintaining. Another novel, perhaps. Before you go off thinking, one last offering: robots are efficient and will do as you tell them, but they do not have a mind of their own. That might be a good thing to some managers, but innovative thinking is what humans do best. Why not keep it flowing?

Keep thinking, trainers. Keep the training solutions coming.

Sometimes we just have to smile, and say with “The Terminator‘s” accent, “I’ll be back.”

These are my words and opinions. Please feel free to disagree and comment, or contact me. If you’re interested in more of my points of view–my Cave Man way of looking at things, I have a website where you can find other items I have written. For more information on my peculiar take on training, check out my best selling The Cave Man Guide To Training and Development, and for a look at a world that truly needs a reality check, see my novel about the near future, Harry’s Reality! Meanwhile, Happy Training.

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For more resources about training, see the Training library.

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D is for Deepak Chopra

Deepak-chopra-quote-on-the-future

A few weeks ago I had the privilege of listening to Deepak Chopra speak in person at an inspiring minds series held just outside of Minneapolis. While he was speaking one of the things that really struck me was how brilliant his mind is. He’s one of those few people who are the leading edge thinkers in both the fields of science and spirituality.

He’s written so many books that go deep into spirituality, the one that I would like to share with you is The Seven Spiritual Laws of Success: A Practical Guide to the Fulfillment of Your Dreams. He looks at the physical laws of the universe to explain these principles because “the physical laws of the universe are actually this whole process of divinity in motion, or consciousness in motion. When we understand these laws and apply them in our lives, anything we want can be created like the fulfillment of our deepest desires.”

  1. The Law of Pure Potentiality. He explains we are made up of pure consciousness, which is our spiritual essence, and this is the field of all possibilities. When we can tap into the true self, our soul or spirit, and just be is when we can access this field of infinite intelligence. Meditation is a great way we can do this.
  2. The Law of Giving. In our willingness to give what it is we seek, we keep the abundance of the universe circulating in our lives. For example if you want to receive more love, you must learn how to give more love. Gratefully receiving gifts from others and then gratefully giving gifts to others is another example of how this law operates.
  3. The Law of Karma. We’ve often heard of this law as what we sow is what we reap. Every action generates a force of energy that returns to us in like kind. So when we are making choices in our lives, we need to think about what kind of effect or consequence will this action I’m taking make.
  4. The Law of Least Effort. It states, “and when we harness the forces of harmony, joy and love, we create success and good fortune with effortless ease.” This is about the principle of harmony and love. Using nature as an analogy, grass doesn’t try to grow, it grows effortlessly. So when our actions are motivated by love, it multiples to others in effortless ways. So accepting and taking responsibility with a loving response for each moment will bring you effortless results.
  5. The Law of Intention and Desire. According to Chopra, intention is the real power behind desire. Intention combined with detachment leads to “life-centered, present-moment awareness.” This is about accepting the present while at the same time intending the future.
  6. The Law of Detachment. Ironically in order to acquire what we want in life we have to learn how to let go and surrender that very thing. You’re not giving up your intentions or desires, you are just detaching from the result. It’s when you step out into the unknown is when you can step into the magic of life.
  7. The Law of Dharma or Purpose of Life. The question here to ask is what am I to give others and how to best serve humanity. He believes that we are all born with a unique purpose, something that we are better than anyone in the world, are our jobs should be to discover that. “Each of us is here to discover our higher self or our spiritual self.” Once we do that we can express our divinity by serving humanity.

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For more resources, see our Library topic Spirituality in the Workplace.

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Janae Bower is an inspirational speaker, award-winning author and training consultant. She founded Finding IT, a company that specializes in personal and professional development getting to the heart of what matters most. She started Project GratOtude, a movement to increase gratitude in people’s lives.

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Measuring Your Email Success: Part 2- Your Overall Program

a-person-sending-an-email-to-major-donors.

Email is a very measurable tool, and it’s important that you measure your results so you can report on the effectiveness of your email program. In this post, I’ll suggest the most meaningful metrics for you to view your email program’s success as a whole. I like to measure this and report it on a monthly basis. In the previous post, I showed you how to examine an individual message’s results against previous emails.

Number of Subscribers: You should have a plan in place to attract new subscribers to your email messages, and so you should be building your subscriber base each month. You probably need to grow at a rate of 1% each month just to maintain the same number of subscribers, because about that percentage of readers change email addresses or unsubscribe (about 20% per year)

Delivery Rate: Most inexpensive email tools do not automatically mark an email address as “undeliverable” after a set number of bounces or failed attempts. It’s of no use to anyone to build up a file of bad email addresses. Remove undeliverable addresses from your file quarterly if you’re paying for your tool based on the number of email addresses in your file. If there are spikes in your undeliverable rate, it may represent a technical problem with the tool you are using.

Don’t believe that “Sent – Bounced = Delivered.” The “delivered” quantity in your email report is the quantity of emails that your email tool delivered to the internet service providers of your subscribers. Unlike the post office, which delivers each piece of mail to each household, no matter how irrelevant, internet service providers regularly discard many emails that they think might be spam. They don’t tell the sender, nor the intended recipient. Some internet service providers (Yahoo!, AOL, Gmail) put some email messages in a “Spam” or “Junk Mail” folder based on their content. Microsoft Outlook does that as well. Many users don’t ever look in those folders. You need to test your email using spam scoring tools to reduce the “spam score” of your emails.

Unsubscribe Rate: Generally individual email messages result in less than 1% of readers choosing to unsubscribe. Look at how your rate is fluctuating over time. If your rate is increasing, perhaps people are no longer feeling your content is relevant or interesting. Too many emails isn’t the problem; too many uninteresting emails is the problem. If all of your email messages are donation appeals, people will just delete them politely from their inbox, and after awhile they’ll decide to unsubscribe to reduce their need to delete them. You need to vary the messaging and subject lines in order to keep their interest high.

Questions about how to measure your email results? Or, how to improve your results? Ask Me.
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Rick Christ has been helping nonprofit organizations use the internet for fundraising, communications and advocacy since 2009, and has been a frequent writer on the subject. He delights in your questions and arguments. Please contact him at: RChrist@Amergent.com or at his LinkedIn Page

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Try Mobile Billboards

Smiling young woman using mobile phone

High Tech Advertising Hits the Streets

Do you sometimes wonder if your ad campaigns make any impact at all?

If so, you’ll be interested in learning about nomADic genius. I recently had the distinct pleasure of meeting the local owner, Regis George, an energetic and dynamic entrepreneur who helps businesses cut through the daily barrage of advertising clutter. (I have no connection and do not benefit in any way …just passing along something I believe is worth knowing about!)

NomADic genius is a mobile rolling, scrolling 3D illuminating machine – built to attract your target audience’s attention. According to Regis’ advertisers, it works!

nomADic genius' - mobile billboard

Advertise To Get the Best Results

Here’s what one client said about their ad campaign and results:

“As a seasoned marketer I am always testing different advertising outlets to see what gets the best results. The advertising we have done with nomADic genius has paid for itself ten fold. I highly recommend it to everyone trying to build their business customer base!”

– Ed C., Nashville MMA

Gameness – The Gameness Fighting Championships

Why do Mobile Billboards Work?

According to Regis, Americans spend an average of 15 hours a week in their cars, either as driver or passenger, and they perceive that traffic is increasing. In fact, the Census reports that commute times increased 18% from 1995 to 2005. So advertisers have a captive audience – attracted to the movement of a very bright, intriguing new technology – and its advertising message comes alive.

Mobile advertising doubles the attention of a static billboard, and has a mind-boggling 97% consumer recall rate. Let’s face it, you don’t often see trucks like this particular truck – so it’s astoundingly memorable.

National CPM (per Media Dynamics)

Mobile truck advertising is practical, affordable, has a high impact, and offers exceptional frequency and reach.

Take a look at this comparison of cost per thousand impressions:

$26.58 TV 30 second spot

$24.95 Newspaper 1/3 page B/W

$11.76 Magazine full page

$11.75 Radio 30 second spot

$ 6.24 Billboard (rotating)

$ 4.20 nomADic genius 6×10 FULL COLOR

“I cannot say enough good things about Nomadic genius. Our employees tell us customers see our ads all over town. We receive feedback like, “This is a gold mine! nomADic genius highly interactive program delivers with structure and impact. The materials used are of the highest quality and when you see your ad light up the streets … you cannot help but look. I was personally and professionally inspired by this company the concept and response speak for itself. The service and support by nomADic genius are incomparable.”

– Bridget S., IBDM and Marketing Director

Lexus of Nashville Cool Springs and Madison

If you’re interested in learning more, you can contact Regis George by email: Regis @ nomadicgenius dot com OR by phone: 615.336.6678 begin_of_the_skype_highlighting 615.336.6678 end_of_the_skype_highlighting.

Have you found any revolutionary new advertising mediums?

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For more resources, see our Library topics Marketing and Social Networking.

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ABOUT Lisa M. Chapman:

Ms. Chapman’s new book has a name change! The Net-Powered Entrepreneur – A Step-by-Step Guide will be available very soon. With offices in Nashville Tennessee, but working virtually with international clients, Lisa M. Chapman serves her clients as a business and marketing coach, business planning consultant and social media consultant. As a Founder of iBrand Masters, a social media consulting firm, Lisa Chapman helps clients to establish and enhance their online brand, attract their target market, engage them in meaningful social media conversations, and convert online traffic into revenues. Email: Lisa @ LisaChapman.com

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Dialing for Dollars: Telephone Skills that Matter

Black telephone in a gray background

Yesterday I volunteered to make some phone calls on behalf of my professional organization, ASTD-TCC, in order to support their annual Regional Conference. It started me thinking about how much of my professional life has been spent on the telephone. When I needed a second job early in my career, I worked a phone bank for a political party. When I was a technical recruiter, virtually all my work was done over the telephone. My boss called it “dialing for dollars.” And when I started out my business nearly twenty years ago, I had a goal of making 20 cold calls every day. Whew!

Nowadays I rarely ever make a cold call, and in fact, I sometimes think I spend more time on e-mails than I do on the phone. Still, the phone is one of the most important business tools we have. Today we don’t use the phone just for conversations or to set up meetings; we use it to have the meetings.

Has the art of the telephone been lost? Or do we just take it for granted? Here is a checklist of best practices and a few no-nos to keep in mind next time you are doing business over the phone.

TELEPHONE DO’S

Slow down. The listener can’t see you or read your lips, and maybe can’t hear you all that well, especially if they—or you—are on a cell phone or in a noisy place. So slow down and enunciate just a little more than normal.

Take a breath. Sit up straight. And smile. These are tips given to customer service reps and phone salespeople, and for good reason. You sound better if you smile, and you will speak with more power when you breathe and sit or stand tall.

Greet your listener. “Good morning, good afternoon,” or “hello” set a friendly tone. Keep your opening brief but cordial to make a personal connection. (Don’t overdo it; most of us can see a sales pitch coming a mile away.)

Provide your name and contact information. Somehow we forget this or assume the other person knows who we are. Name, organization, and phone number, all spoken clearly and slowly really help. If you want a call-back, repeat this information again at the end. Slowly.

Give the purpose for the call. Be direct. “I am seeking sponsorships for the conference, I am looking for a speaker, I am asking for a recommendation, I need some information,” etc. are direct ways of letting people know why you are calling. Don’t make them guess. Don’t beat around the bush, and please, don’t just give your name and number with a request for a call back. You will have much better response if you give the reason for your call.

Listen to your outgoing phone calls and messages. Periodically record your calls with a voice recorder or your smart phone (there’s an app for that.) Listen for your tone, rate of speech, enunciation, the number of fillers you use, and generally how clearly you articulate your message.

Take a break. Phone calling is hard work; it calls for fast thinking and concentration. If you are getting tired, bored, or have just had a negative experience, walk away for a few minutes. On the other hand, instead of stopping after a great call, keep going. When you experience success, you get a whole new tone in your voice. That’s the time to place one more call. That is when I would typically place my “most important” calls; when I was feeling I couldn’t miss. It very often worked!

A COUPLE OF DON’TS

Don’t distract yourself. Stay focused on the message and clear delivery. If there is noise or distraction, shut your door or wait for a better moment to place the call. If you are thinking about what to have for lunch, stop and focus on the reason for the call.

Don’t slam the phone down to hang up. This is my personal pet peeve. Come on! If you are trying to gain cooperation, make a sale or build a professional relationship, don’t slam the phone down at the end of the call or your message. What a poor “last impression.” Disconnect the phone quietly, then replace it on the receiver.

We may use them a bit differently, but great telephone skills will never go out of style. Over time you will be in countless conversations, meetings and webinars. You might even find yourself “dialing for dollars.” Take time today to check your telephone skills and see if they measure up.

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Performance Problems: Nip Them in the Bud

A-man-sitting-in-between-two-employees

Do you put off dealing with employee performance problems?

Many managers struggle with their reluctance to deal with an employee regarding poor performance or inappropriate behavior. Here are some concerns I’ve heard:

  1. “I don’t want to rock the boat, especially when the employee is performing the function even if not up to expectations.”
  2. “Correcting an employee’s performance or behavior might spark a decision to leave. Then where will I be…no one to do the job.”
  3. “I’m not sure how to discuss tough issues with them. I’m concerned they’ll become defensive or even explode.”

As a supervisor or manager, it is your job to make sure work gets done right and in a timely manner. What happens when someone is not meeting the standards or expectations? The problems will continue and will soon affect others. Now you have a bigger headache. Deadlines are missed; Customer satisfaction goes down. Resources are squandered. And you’re working harder and longer. It’s time to STOP procrastinating and START dealing with the problem NOW.

Here are 5 performance coaching tips.

1. Act promptly.
Deal firmly with poor or marginal performance. If certain behaviors – coming in late or not filling out forms right – appear acceptable, then the person will see no reason to change. The problem continues. Your good performers will have to then pick up the slack. Morale goes down. Now you have a bigger headache.
2. Know the facts.
Identify and document specific behaviors that need to be changed. Decide on the most important issues.
3. Know the target.
Think about the employee and how to give the feedback in a way that it will be understood, accepted, and acted upon. Choose an appropriate time and private place.
4. Know the results you want.
Communicate your expectations or standards and then ask the person how he will meet them. Listen, give input and finally agree on a solution.
5. Avoid the sandwich technique.
That is tucking the negative comment between two positive statements. Your intentions may be good, but it doesn’t work. A better sequence: First the criticism, second the strengths, and third the future or what you want them to be doing differently.

The key elements of performance feedback are to focus on the problem, not the person; listen more than talk; have the person, not you, take responsibility for solving the problem.

Management Success Tip

Think of someone you supervise or manage who you need to coach to improve performance. It does not have to be a major issue just something that needs to be changed – coming in late, not following SOP’s, filling out the forms wrong, etc. Let me know how it went.

Do you want to develop your Management Smarts?