Business-Building Action Steps From Terry Brock

We are living in times that are different from anything you and I have lived in before.  Is the economy picking up?  Is it in for a long-term change? What is happening around us and how can we, as small business people, adapt and succeed?

Well, in different times one strategy is to can keep on doing what you’ve already done.  I remember the old phrase that I heard long ago, “If you keep on doing what you’ve already done, you’ll keep on getting what you’ve already got.”  That sounded like profound wisdom.

Until I realized it was wrong.

When things are different and the ground rules are changing and everything becomes different, if you keep on doing what got you to the level of success you’re enjoying now, you are certainly NOT going to keep getting what you’ve already got.

You are going to fall further and further behind.

This is not a pretty picture — if you keep on doing what you’ve already done.

Things are different today and we have to change a lot of the core beliefs we have held.  The toughest beliefs to discard will be those which brought you success in the past but are no longer valid in today’s new environment.

If you know me, you know that I love studying history and embracing the principles that worked long ago to practical relevance for us today.  I’m reminded of the approach the British used in the American Revolution.  They embraced the tried-and-true 17^th Century strategy of soldiers, all dressed in pretty red uniforms, marching in straight, organized formation doing war the “proper” way (and yes, the British still use that word “proper” today to indicate the way things “should” be done).

Well, it didn’t take long before the British realized that these colonists were not practicing the “proper” way of waging war.  Those pesky Americans were hiding behind trees, hiding in bushes and even shooting officers.  “How dare they?” asked the outraged British military.

Well, what worked in the 1760’s against Frederick the Great (The great enemy of the British in the Seven Years War) didn’t work against American frontier fighters who didn’t quite get around to reading the manuals on the “proper” way to fight a revolutionary war.

I hear the Americans did all right in that little conflict!

For you and me today, the lesson is that what worked in small business in the 70’s, the 80’s and the 90’s doesn’t work today.  We have to look at different ways of getting our message out to others.  We have to be unconventional.  We have to be willing to embrace new ideas, new technologies and new ways of doing things to serve customers, increase the bottom line and be profitable.

What worked before is not necessarily going to work in today’s new environment.  We have a fiscal year national debt of close to $2 Trillion dollars today (I still have trouble wrapping my mind around that much debt).  We have a national debt of around $14 Trillion (and THAT number boggles my mind!).

That means that you and I have to embrace different strategies in a different world.  Lean more heavily on technology and systems.  Lean more heavily on outsourcing to leverage your ability.  It means that we have to think of our market as international much more than based within a given geographical region.

Yes, we can make it and many are.  Throughout history those who can and did adapt to the changing landscape and circumstances succeeded.  Those who could not adapt to the new ways of doing things were eliminated.

Resolve today that you will learn something new that can help your business.  Also, resolve that you will let go of what isn’t working anymore — even if it worked before.

A new way of doing business is upon us.  As we embrace the change and adapt both with our philosophy and our technology, we will succeed.

Be sure to listen to the audio podcast of this article — enhanced with more comments that you are going to love!  Click on the “Play” button below to listen. You can also download it as an MP3 file to listen on your favorite MP3 audio player.  Enjoy!

Copyright © 2009, Terry Brock and Achievement Systems, Inc.  Terry Brock is an international marketing coach and professional speaker who helps businesses generate profitable results.  He can be reached by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.  Join the Twitter adventure with Terry through his Twitter address: TerryBrock

 Diffeent Times Call for Different Strategies [9:12m]: Play Now | Play in Popup | Download (95)

Business Building Actions From Terry Brock

If you’re facing a problem of way too much business (work with me here) then I’ve got just the solution for you!  I’ve noticed many businesses doing these steps below and it is a sure-fire way to get prospects annoyed and drive them away.

It must be something some companies want because they do it so often.  Maybe you can relate from being on the receiving end of some of these tactics.

Five Ways You Can Annoy The Daylights Out Of Your Prospects:

1. Bother Prospects Incessantly With Notices Selling Your Stuff. Don’t worry about listening to the needs of potential buyers.  Hey, you know it all after all, don’t you?  Just approach someone when you see them initially and start talking all about you, your stuff and how you have what they need (even if you haven’t listened to them).  Besides, you know more about what they need than they do, right?
2. Blare Loud Music When They Visit Your Website.  You should automatically play blaring loud music when people come to your website.  They should think of nothing but your stuff.  Don’t they know that you have really cool audio and want to blare it at them?  Why else would they come to your site?  After all, they probably don’t have any other websites to visit.
3. Drive Them Crazy With Fancy Technology.  You should automatically start a video when they arrive at your page with someone yelling at them about how cool your stuff is.  Don’t worry that they might be in a situation where they don’t want to hear sound from their computer just yet.  Besides, your message is so much more important than anything they are doing, right?  Have someone appear to walk on the screen from thin air and start yakking away.  Oh, and here’s another good thing— do it each time they visit so they get the same annoying message every time!  That will surely drive them crazy!
4. Always Ask For Their Name And Email Just To See Something.  Don’t give away anything for free which could build your reputation and credibility.  Instead, force them to put in a name and email just to get your silly little report (which is a sales report anyway, right?). Besides, your prospects are too dumb to put in a fake name and bogus email address, right?
5. Annoy Them In Person. Be annoying when you meet people in person by always forcing your card on them.  And you should never ask them what they do. After all, they’re more interested in YOU than they are in their own stuff, right?

Yep!  These are sure-fire ways to destroy a good customer experience before it even starts.  You have more business than you can handle today anyway, right?  And besides, YOU know more about what to do and can’t afford to listen to anyone, right?

Of course, if you might need more business, maybe you should do the exact opposite of what I listed above in these five steps!

PDF Converter Professional From Nuance: Great Tool For PDF Files

PDF (Portable Document Format) files are a mainstay of business today.  You could spend a lot for some programs to create one or you could go with one of the best alternatives.  PDF Converter 6 is now available from Nuance.

This software allows you to scan directly to PDF from your scanner. This is something we’ve had before with other tools and it is nice to have it from Nuance.

You can also create a PDF from Excel, Word and PowerPoint files.  Then you can change them back into those formats as needed.

I find that I use it to read PDF files and use the yellow highlighter and built-in pencil to circle important words and concepts.  I also use the Notepad to add notes of my own.

This is a good tool for salespeople and others who need to reference a magazine article or web page with personal annotations.

You can see a video interview I had with Michael Angelo, the product manager of PDF Convertor 6, at http://tinyurl.com/ygq994b.  This is one you’ll enjoy.  It is right here on this Blog so click on the link and you’ll see it.

The product sells for $99.00 and there is an enterprise version which is available for $149.00.  For more information visit www.nuance.com or www.BetterPDF.com

Copyright © 2009, Terry Brock and Achievement Systems, Inc.  Terry Brock is an international marketing coach and professional speaker who helps businesses generate profitable results.  He can be reached by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.  Join the Twitter adventure with Terry through his Twitter address: TerryBrock

Business-Building Action From Terry Brock

We are living in the best time possible.  You and I, as small business owners, have opportunities as never before to excel and achieve not only the business goals we have but also the lifestyle goals.

Right about now, you might be wondering if I’m in tune with reality.  “Doesn’t this guy know about the problems with blah, blah, blah (fill in your favorite problems with the “blahs”)?”  Well, yes, it is vitally important to know what it happening and be in tune with the world.  However, we have to see the total picture of reality — not just the doom and gloom that we hear way too much today.

Today we have enormous opportunities that can help you in your business as never before.  The chances today to build quality, mutually beneficial business relationships are better than ever.  Successful entrepreneurs today are embracing Relationship Marketing as never before.  It works and it is the way we naturally want to interact with others.

Here are a few of the benefits we have.  Think of some of the others and let me know what you think:

1. Faster Internet Connection Than Ever.  This has opened up the world to immense commerce opportunities.  The Internet is really all about connecting with others.  We can connect with the thoughts and ideas of others.  We can see video, listen to audio and learn as never before because of this incredible tool.  This connection tool opens infinite possibilities for business and building relationships.
2. Ability To Connect With Others Via Audio, Video.  This relates to the Net and to other technologies (fiber optics, satellite, etc.).  Because we can see and hear others from around the world, markets are more abundant and available now than ever before.  You can tap into the global opportunities to do business from just about anywhere.
3. Communication Now Better And Cheaper Than Ever.  Just this week I needed to make an international call.  I thought about how much better it is today than ever before.  In the past when I would call Australia, the cost was about 25 cents per minute — and I considered THAT a bargain!  Today we can call on Skype for free (Skype to Skype), Google voice, Yahoo Messenger and other options are available.  We also have many calling card companies that have brought the price down to 2 cents or less per minute.  Better communication is a huge factor in Relationship Marketing.   With lower costs, you can connect with people more and do it less expensively (or for free!).
4. Travel Is More Common.  It is relatively easy today to get on a plane and travel the world.  Even with the real dangers that have always existed in travel through the centuries, it is safer and more reliable today.  The richest king of 400 years ago couldn’t even imagine the travel opportunities we have today.  If you fly first class think of the pampering you get on an airline like Singapore Airlines or other really good airlines.  I find my international travels to be something I cherish and look forward to when I make the trip.  No king or queen of years ago could enjoy the comforts or even imagine the joys of travel that mere mortals can today!
5. Business Is Really The International Language.  If you’re savvy with business, you will always do well — no matter what government does.  Yes, they can make it difficult but if governments make business difficult today, serious business people can “Go Galt” as the character John Galt did in the best-seller Atlas Shrugged by Ayn Rand.  They can leave and “go on strike.”  Then governments will realize they can’t tax and regulate productivity.  Productive, smart people will not tolerate abuse to their lives or their paychecks for long without going “on strike.”  Master business and how to please customers in your business and you’ll always do well.  This is what Relationship Marketing is all about.

Yes, we are aware of the headlines and breaking news stories that seem to be continually negative.  However, a realistic approach means that we have to look at what is happening both positively and otherwise.  The principles of success don’t change — no matter what the economic environment.  Yes, we have to change continually.  Nothing stays the same.  History has taught us that.  Yet, as we embrace changes, continue to learn and adapt and constantly serve customers more, we will succeed no matter what.

To hear more about some specifics of how you can embrace these possibilities visit my website at www.TerryBrock.com and listen to the podcast on iTunes under Terry Brock.

Keep this good news in mind when you read that next story about how bad things are today.  An  “optimistic realist” will survive and thrive in today’s economy — or whatever comes in the future.

Copyright © 2009, Terry Brock and Achievement Systems, Inc.  Terry Brock is an international marketing coach and professional speaker who helps businesses generate profitable results.  He can be reached by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.  Join the Twitter adventure with Terry through his Twitter address: TerryBrock

 Surprise! Good News Abounds in Today's Market -- Really! [5:58m]: Play Now | Play in Popup | Download (110)

Facebook is a great way to connect with others. It is all about Relationship Marketing. But, you have to be careful. Watch this fun video (below) that explains what happened to a friend of mine and then what is recommended to avoid problems like this in the future.

If you use Facebook, you need to be aware of what is going on today.Take the precautionary steps now before it is too late.

Enjoy the video.  I look forward to hearing from you and getting your comments (below).

Terry
Terry@TerryBrock.com
www.TerryBrock.com

Business-Building Actions From Terry Brock

“Great ability develops and reveals itself increasingly with every new assignment.”  Baltasar Gracian

We live in a world that wants everything now — or yesterday.  We have little patience and seem to be constantly in a hurry.  Just look at “rush” hour traffic and listen to the horns blaring away.

[Bonus!  Listen to the podcast for an expanded version of this article.  Just click on the "Play" button below!]

Nature has a way of achieving greatness over time.  The myth of the “overnight success” is told often with how it often takes 10 years to become that “overnight success.  This is something that successful people know — and the unsuccessful attribute to a mysterious thing they call “luck.”

This applies directly in Relationship Marketing.  To build quality, value-for-value relationships in business requires consistent performance over time.  You build trust in a relationship by seeing performance over time.  A relationship which takes years to build can be damaged or destroyed with one terrible misstep.

The same principle is true in knowledge acquisition.  To master a new skill requires time, money and effort (TME).  Most people give up too easily.  They aren’t willing to pay the price to achieve their goals.  If you ask average people if they want to be rich, you’ll usually get an enthusiastic, positive response.  However, if you detail what is needed to accomplish riches, average people back off and are not willing to pay the price.

Last night I was talking with a friend of mine who is physician working in emergency care rooms.  He told me that to become a medical doctor who is board certified requires not only four years of undergraduate school and four years of medical school but internship and an additional four years of residency.  Oh, and by the way, when you’re in residency, you get paid barely minimum wage.  Not many people would be willing to work for minimum wage for four years after going through medical school.  Yet, this is part of the price emergency room physicians have to pay to achieve their goals.

In business and in your personal life success requires persistence and doing the right thing in the right way over time.  Don’t try to do everything at once.  It takes practice.  It takes a lot of patience.

In Relationship Marketing this means being willing to be “pleasantly persistent” in what you want.  Start in small, meaningful ways to establish and build value-for-value relationships and then proceed forward.  Remember that not all people will embrace value-for-value principles.  Many people only see the short term and try to take all they can.  Ultimately these people hurt themselves.  Behaving in short-term mode causes more and more people to distance themselves from the takers.

Taking the long-term view pays off.  This means we have to keep the goal in mind and constantly aim for it.  Don’t be surprised when setbacks happen. Hey, that’s just the way things work.  When those inevitable disappointments and setbacks happen, you can gain control of the situation with an attitude of, “Oh, so this is a current setback?  What can I learn from this?”  See each setback as an excellent learning experience to become an even better person.

George Leonard wrote a marvelous book years ago called “Mastery.”  In that book he talked about the importance of continuing forward and enjoying the plateaus of life.  Sometimes you’ll try hard and just can’t seem to break through to accomplish what you want.  In those moments, don’t allow the frustrations to overwhelm you.  Instead, step back and see the big picture.  Know your goals and what you ultimately want to accomplish.  Be willing to pay the price in terms of time, money and effort.  Celebrate the small incremental successes as they materialize.

And here’s your challenge for today:  Do something specific today which will help you towards those long-term goals in Relationship Marketing.  It might be to write a note (yes, handwritten!) to that important customer or prospect.  It might be to make a quick “How’s it Going” call that is devoid of any sales talk and just connects with the person.  Do something today to establish, build and maintain quality relationships.  This is what matters in business and in life.

It is in the gradual, step-by-step methodology that we grow and accomplish meaningful success.  Use time as your partner to continue forward — unstoppable in your goals and success.

Copyright © 2009, Terry Brock and Achievement Systems, Inc.  Terry Brock is an international marketing coach and professional speaker who helps businesses generate profitable results.  He can be reached by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.  Join the Twitter adventure with Terry through his Twitter address: TerryBrock

 Gradualism-Leverage Time to Build Relationship Marketing [8:30m]: Play Now | Play in Popup | Download (130)

It is imperative to adapt to change to survive.

Last night, we had several elections in the United States.  One year ago Barack Obama was elected on a platform of “Change You Can Believe In” and today, people wanted further change.

What does this mean for you and me in our business?  Listen to this short podcast and you’ll find ways you can benefit both in your business and your personal life.

I look forward to your comments.

Terry

www.TerryBrock.com

 Adapt to Change - How to Succeed [4:38m]: Play Now | Play in Popup | Download (151)