Wednesday, January 13, 2010

Work On Your Business, Not In Your Business

"I'm so busy! I have x and y and z to do today!" screams the busy entrepreneur. The interesting thing is that he will probably say the same thing the next day, and the next week, and the next year; unless he works harder on the business than in the business.

I am a big fan of delegation, yet it was one of the hardest mindsets to embrace. Most entrepreneurs will say something to the effect of, "No one cares about my business the way that I do. I need to do it myself." While that may be true, those are words coming from someone who does not own a business, but a job. Don't get me wrong, I'm not making the point that an entrepreneur should develop "manageritis" and not hustle to grow his business. Let's keep in mind that any entrepreneur makes the most money marketing their business.

I understand that if you are a plumber, you technically only make money when you are doing the plumbing work. However, if you focus and plan on marketing your plumbing services via networking, referrals, and the like; you may stumble upon relationships that can provide additional streams of revenue that you would not have realized while your head was under a sink.

My challenge to you is this:
1. Invest 30 minutes today to share your business with someone. If you do not have top of mind awareness with your prospect base, you will flounder. Don't want to talk to friends about your business? Get over it.
2. Nurture a relationship with other business professionals in your community who you may be able to help. For example, when I owned a carpet cleaning business I regularly sent business to an air duct cleaning guy. He also sent me carpet cleaning clients.
3. Track your marketing efforts. What gets tracked gets done. This can be mailings, phone, internet, or in person. Just know how well your efforts are producing a return on your investment.

Remember, you are responsible for your economy. Regardless of what the media, other people, or colleagues may say; there are people out there who would love to hire you!
For more information about booking The Shef for your next event, visit
or call our offices at 1-800-863-2591.

Thursday, January 7, 2010

But It Was So Cheap!

"The sweet taste of a low price quickly fades as you realize what you bought did not meet your needs." This was a saying that countless successful businesses have drilled into their sales organizations. What most people may not realize is that there is a sale made every time. Either the salesperson sells the client the product or service, or the client sells the salesperson their objection.

When was the last time you were glad that your purchased the lowest quality tool, television, or dental service? I firmly believe that quality pays, it does not cost. Here are a few tips for increasing your effectiveness in dealing with a price objection:

1. Demo, demo, demo. Get your product in the client's hands, help them visualize what their business would be like if they did not have to deal with the headaches that your product or service will remedy.

2. Listen. God gave you two ears and one mouth. Unfortunately, many salespeople have a chronic case of diarrhea of the mouth. They won't shut up! Listen to what your prospect is telling you, then help them find the solution.

3. Deal with the price objection up front. There will always be someone who offers a similar product or service for less money than you. Always. Sell benefits and quality. This is also a fantastic place for you to show your prospect client testimonials.

4. Ask for the business. I don't know why many people are afraid to ask for the business. After all, the customer can't shoot you and eat you; they can just say "No." That positions you in the exact same place as you were when you walked in their door.

Beware of people who only sell based upon price. The cost associated with going with the least expensive option is usually far more expensive than the investment of a quality product!

For more information about booking The Shef for your next event, visit
or call our offices at 1-800-863-2591.

Monday, January 4, 2010

Crucial Warnings for Your Business!

Shelly and I were enjoying a bit of relaxation time over the Christmas holiday. One evening, a commercial came on for some new miracle drug that can help people stop smoking. This commercial had all of the standard pharmaceutical staples: silver haired people walking, laughing couples, and some great testimonials from the actors about how this drug changed their life. The interesting piece of this advertisement was that out of a 90 second commercial, 60 seconds were taken up telling you about all of the potential effects of the drug.

Everything from skin disorders to sexual dysfunction to mild psychosis (really!) and everything in between! Needless to say, the advertisement did little to get me excited about their drug. If I were a smoker, I can't honestly say that the benefits would outweigh the risks of taking this drug.

That got me thinking about the "Warnings" that many entrepreneurs listen to throughout the day. Do you have a question about how to proceed with a business opportunity? Why not ask my family and friends who have no clue about business. Interested in buying a piece of investment property? Why not ask the people you know who are not investors.

Be very aware of the conversations that happen between your ears. 2010 can be your best year ever if you create a fertile environment for your dreams to grow. Create a personal board of directors who you can work with that will keep you accountable to your goals. Napoleon Hill talked about the power of the mastermind in Think and Grow Rich. This group of 3-5 people can help inspire, motivate, and at times tick you off. However, they are a necessary tool for anyone who wants to be successful in business.

Stop listening to the "can't do" crowd and start listening to the "can do" crowd.

For more information about booking The Shef for your next event, visit
or call our offices at 1-800-863-2591.