Yesterday over on my Facebook wall, I posted a comment about business ethics and self promotion specific to LinkedIn and how LinkedIn members post events, jobs or their solutions (products or services) under the discussion tab.  I shared how frustrating this unethical behavior is because it is disrespectful to other members who are actually seeking a for real discussion.

The first several comments in response to my frustration were on target and then the discussion wandered off topic.  A couple of individuals raised the point about self promotion and how self promotion is evident in many interactions.

If marketing is about attracting attention and building relationships, then I agree wholeheartedly that self promotion is evident in every single interaction especially within social media. As business people we are continually seeking new potential customers (prospects), sales leads, strategic partners, centers of influence and maybe even a few new friends. To accomplish these goals requires us to self promote through personal one on one interactions to posting through social media to paying for advertisements. The ultimate desired end result is to make a friend and to be asked back for that coveted first time meeting.

However, when there are rules or policies in place as in the case of LinkedIn requesting that self promotion specific to events, jobs or solutions be placed under the promotions or jobs tabs, then the rules should be followed. By following the rules, demonstrates you are an individual with high business ethics.  Additionally, from my perspective, this includes speaking and even writing articles. Sales Coaching Tip:  The question is not one of “Do they know it?” but rather “Do they want to do it?”

No one wants to be “sold from the stage” as the expression goes. If you provide value through relevant sharing of information based upon your own expertise and experiences, people will come up to you and ask to learn more.

When engaged in content marketing under the education based marketing approach, again providing additional value through past articles you have written via hyper links to other external links from other resources is very common and expected. In this posting I have linked to sites connected to me as well as to sites not connected with me.  The goal is to build a loyal following by what you have to write and how you write.

Maybe upon ongoing reflection my biggest problem with self promotion is that for some it has turned into shameless self promotion and more importantly seems to be a one way street all leading to the interaction of “My Ego and More Dollars.”  These individuals are not interested in establishing any “mutually beneficial relationships” as Lillian Bjorseth of Breakthrough Networking defines networking.

One thing I do believe, social media does require vigilance and imposes some business ethics on us as subscribers, readers and participants.  To ignore blatant violation of the policies is one way for apathy to evolve. Then we potentially become a society where the emperor is naked and it takes a child to say “He doesn’t have any clothes on.”

Sales calls introductions, cold calls or first time sales calls are the first or last opportunity for sales success.  Beyond the cold calls or  “robo calls” where some fast talking prerecorded salesperson promising you to increase sales just by writing down a web address at least four times, there are those follow-up sales calls  introductions or cold calls from webinars to business to business networking events.

Interruption marketing is alive.

In spite of all the sales training and sales coaching is still very poorly executed.

www.funnysalescartoons.com

Yesterday, I had a follow-up sales call from a free webinar I had attended the previous week. This sales call was not pretty.

And what was sad was this company does sales training and sales coaching.  Guess they should have started with their call center.

Me: “Good afternoon, this is Leanne, how may I help you?”

Caller: Pause, some stuttering, “I’m looking to speak with Leanne. Is that you?”

Me: “Yes, this is she speaking.”

Within the first five seconds, the salesperson has made three critical mistakes and sent the rest of the phone call down the path of follow-up failure instead of sales success.

Mistake #1 – Did not listen. Not listening goes against sales buying rule #1, people buy from people they know and trust.

Mistake #2 – Did not immediately identify himself and his company. The caller ID showed a phone number, a city but not a business. He did identify himself, first name only and his company in the next 5 seconds. However, by not listening to my initial response, the distrust was already in place.

Mistake #3 – Did not ask if this was a good time to talk.

The call continued.

Caller:  “You attended a webinar last week put on (company’s name) and I was curious was to what you thought.” He made a few more insignificant or small talk remarks around this webinar.

Mistake #4 – Failed to make the call personal. The company could have sent me an evaluation form if that is all they wanted to know. His sales script is causing my eyebrows to raise; the distrust continues to build; and sales objections now start to mount. However I continue to role play to expand this learning experience.

Me: “I’m sorry, I don’t wish to appear rude, but I am confused as to why you are calling me. Possibly in the future, you may wish to consider doing some research before calling as I am already a client from purchasing a past paid webinar?”

Caller:  “We had over 350 people on that webinar and cannot research everyone.”

Mistake #5 – Making an excuse for poor performance.  I truly do not care how many people you had on the webinar.  Your call at this point in time is interrupting and potentially insulting as you did not know I already was a client.  I felt he was looking at his sales script and there were no options for this type of exchange.

Caller: “Let me start over.” He actually said this two times as I have edited this conversation for sake of brevity.

Mistake #6 – Not having a clear message.  Fumbling sales calls introductions is not how to build relationships and increase sales. Again, my sense is his sales script had not planned for this type of encounter. The distrust and sales objections continue to grow as well as some negative emotions.

What I realized there are probably many people who go along with these types of sales calls introductions and ignore all these follow-up sales call mistakes. I used to be one of them. Now I am still respectful, but curious as to what happens when the follow-up sales call does not go according to the planned sales script. Beyond being a learning experience, I admit I find some fun and humor in these exchanges.

The next significant remark was:

Caller:  “Do you consider yourself to be an expert?”

Me: “No, as I am always looking to improve.”

Caller:  We at this firm are experts on (insert service).

Mistake #7:  Never challenge the potential customer on the follow-up sales call. Even though I have written a nationally published book on sales success (Be the Red Jacket), have over 3,000 articles on the web including EzineArticles, Evan Carmichael and Sales Gravy, have been considered by several people to be one of the best small business writers in the country, I still do not consider myself as an expert.  I do believe I have some expertise in several subjects. Sales Training Coaching Tip:  Leave your ego at the door.

As to this firm’s expertise, yes the CEO who I personally know has expertise and may consider himself an expert. However, I believe for the service being marketed, my efforts to date are far more successful than most small business owners or sales professionals. Additionally as I shared with the caller, the webinar I attended was basic information and I truly did not learn anything new.  The purpose I attended this free seminar was to ensure that I was not missing something in my marketing and selling efforts.

The call politely and quickly ended. My sense was the caller was relieved and probably thought of me as the cold call, follow-up sales call from you know where. He also may have had the thought that I was a witch with a “B.”  I truly do not believe he thought the problem was him, his sales script as much of the conversation was quite defensive or maybe structured under the premise of ABC – always be closing.  Of course I could be wrong and it would not be the first time.

After the call ended, I reflected and even posted to my Facebook page. Also, I did wonder for a few moments if he would share his experience with his manager or even the CEO. Well, time will tell.

People wonder where I find the material for this blog and the numerous other articles.  All one has to do is to listen and observe. Life has an incredible way of providing far more information than any of us could ever possibly share. My challenge from all these observations is to determine what is most relevant for the readers of this blog be them professional sales people, small business owners or even C-Suite executives.

Please feel free to comment if you have had a similar experience. What actions did you take? I look forward to reading your thoughts.

The Business, Create Needed Trust

There is a new revolution in business today. It’s the relationship between business entity, the end user, the client, the partner, or whomever you utilize to help assist you in your business.

Relationships need to constantly be growing stronger and deeper every minute of every day. In this economy, this fact remains stressed every day in your profession. With layoff, unemployment at record lows, you need to build solid relationships with trust more now, than ever before. It’s a fact in sales and small business in general, that people want to work with people they know and most of all, those whom they know they can trust.

The capacity to build a trusting relationship is what every business needs and should make it a set requirement if the business goals are set to win and survive the long haul. Without trust – in something – or – someone – how is any ones business going to survive, or more-so, be expected to sustain in a downturn without trust?

Trust creates Thrust; In Business, In Relationship

As a small business owner, I can relate to the ups and downs and the struggles that we as owners face from day to day. No matter the struggles, I still have the personal requirement that every day must be a day that my business moves forward! Be it exceeding an expectation while servicing a client, or servicing my own small business requirements allowing me to attaining my business goals.

When I’m attending to a business matter, I have to trust myself that I will complete the objective and continue to move forward. When I’m attending to a client matter, I have to trust that my business will continue to operate smoothly without me holding its hand. In this world of business entrepreneurship there’s a constant power struggle between my business owner viewpoint of needs and wants and the reality of my business clients businesses needs and wants. In the “real world” they rarely ever align. I rely on the trust in myself and my instincts to ultimately give me the peace of mind and personal satisfaction that I would expect, and trust my business to provide itself. The result is that the small business will propel forward, and also thrust the clients’ business forward too!

Call to Action; Thrust yourself forward and bring your passion and initiative to your small business and relationships abroad

If you own a small business or not, the one thing you should be able to count on from all of those around you is a network of trust and aptitude that align with your life’s goals and desires.  When you need something, you probably know who you can go to in order to complete your needs and bring the outcome to you in a full circle.

The Internet and all these great new tools around us are an example of a desirable way to engage, stay informed, and become part of the perfect arena for creating new connections and building trust.

New connections become friends and most often, friends become prospective buyers, or someone that we can rely on to help us in ways that maybe unknown now, even perhaps far into the future. When each connection you make, there is some expectation of providing or desiring a reciprocating moment in return.

Remember this —  Sharing yourself or your abilities to someone often means more to them then it will to you. Interacting with the information you offer and then the people you send the information you share to, will help build up the trust in the relationship — whatever kind it is.

The bigger piece of information you share, the more important trust becomes to the recipient. Relationships that are built on a foundation of interaction, reciprocation, honesty, and your full fledged passions will prevail. This will allow your relationship to become even more valuable then ever before.

The Final Word

Grab the telephone and call an old friend, or prospect, or current client just to say hello. Reach out during major events of life and business and share more of yourself with the opposite connection, make friends, win influence with personality, and open doors along the way for others to walk into.

If you think you are too old, or too young, too inexperienced, or more experienced then the next in line, remember that this is not always the reality in which you live. The best value and profit in a business, comes from the people that surround it’s mission and think together with a collective and creative mindset.

Friends, neighbors, Men, and Women — The fine line in being better at what you do is all about many friends you make along the way to support your mission and efforts of tomorrow.

Matt Geier is President and Founder of The Sales Corner LLC. With  background in technology and sales, Matt firmly believes in the human connection especially for sales success.  Building long term customer loyalty is critical to the success of any organization be it brick or mortar to those existing in cyberspace. Matt leverages his experience to provide solutions that meet both the wants and the needs of today’s busy small business owners seeking to expand their Internet presence while still keeping that human touch. Connect with Matt through:

Call – 612.424.0671
Linked In: http://www.linkedin.com/in/mattggeier
The Sales Corner Blog: http://www.thesalescorner.us/blog
Twitter: http://www.twitter.com/thesalescorner

Credit www.sxc.hu

The business myth of time management still prevails because it is much easier to provide some “time management tips,” some surface solutions than to really address the real problem of self management.

No one can manage a constant. 

Time management is an oxymoron.

Time is a constant as there will always be 60 seconds in a minute; 60 minutes in an hour; 24 hours in the day; 7 days in the week; and 365 days in a year.

Yet workshop after workshop in order to secure the quick fix, maintain this business myth and not too mention make oodles of money, the short term thinking solution focuses on the symptom of the problem and not the problem.  For if the focus was truly on the problem of better self management, these business training, self improvement training to sales training workshops would not be able to fly in and fly out in just one day.

With my practice, I provide a diagnostic tool (performance evaluation) to determine 78 key attributes that have been sorted into specific roles or categories including time management.  There are 5 key attributes or talents within this category of time management and include:

• Attention to Detail – ability to see and to pay attention to details

• Concrete Organization – understanding the immediate, concrete needs of a situation, establish an effective plan of action

• Consistency and Reliability – being conscientious in personal and professional efforts as well as consistent and reliable in life roles

• Project Scheduling – understanding the proper allocation of resources for the purpose of getting tasks (goals) completed within a defined time frame

• Realistic Personal Goal Setting- setting goals that can be achieved using available resources and operating within a projected time frame.

Effective time management is a direct result of goal setting and achievement. For without goals, who cares if you are here or there?

Notice there is nothing about a “better time management” skill because one does not exist. Time management has and will always be a self management skill based upon specific attributes, talents or capacities.

If you want to get a handle on how to better operate within a given and constant time frame, then look to solutions that address self management or self leadership.  Invest a little more dollars and time to secure sustainable results otherwise next year at this time if not sooner, you will once again be seeking another time management solution and continuing this very expensive  business myth.

Content marketing begins with relevant value which emanates from strategic planning as demonstrated through market research.  Potential customers, prospects, centers of influence or strategic partners are seeking new information.  Your goal is to become one of the top resources in this quest for this endless flow of information. Sales Training Coaching Tip:  To engage in content marketing without having a strategic plan has you in the role of Captain Wing It where you spray your efforts all over the place and then pray something will stick.

Of course there is a problem with all you can eat information, there is just too much of it. This is why relevant value is so critical.

Value as Marc Miller writes in his book A Seat at the Table truly comes from the client or prospect’s viewpoint.  In other words, people buy on value unique to them. This is my sales buying rule #3.

Yes, there may be some generic value in specific industries or specific roles, however each organization has a culture of decision making based upon certain usually unknown values. The challenge for those in sales is not to have their perception of value supersede the potential customer’s reality of value.  Sales Training Coaching Tip:  Miller’s book is probably one of the best books on how to increase sales in today’s market place as well as to how to understand value.

Relevancy specific to value is what is most critical at this point in time and works with the two sales buying criteria of commitment and urgency. For example, if the organization  is looking at compliance costs even though they also believe in building customer loyalty, what is more important to them right now?  For whatever is more relevant will also be where there is greater urgency and a greater commitment to take action.

Writing numerous postings on this sales blog as well as a weekly column for the Post-Tribune of Northwest Indiana, regular contributor for NBiz Magazine based out of Houston, Texas, not to mention thousands of other articles, I am continually reviewing what the readers are seeking based upon metrics such as reads, retweets, etc. Even though I sincerely believe in strategic planning, leadership, business ethics and consistent goal setting, those articles do not receive as much attention as ones on:

7 Top Tips to Car Salesmen’s or Car Saleswomen’s Success – 52,583 reads published April 25, 2007

7 Tips to Real Estate Agent’s Success – 41,978 reads published May 16, 2006

What is Passion? – 17,630 reads published May 29, 2005

Content Marketing a Competitive B2B Advantage – 307 tweets since January 8, 2012

Uniting See Level with Sea Level to Reinforce an Engaged Workforce of Thinkers and Doers – 31% click through rate since August 1, 2011

Can Your Business Ethics Stand the Newest Wave of Bombardment, Social Media? – 7 reposts through EzineArticles since August 17, 2010

The challenge even though relevant value may work in tandem with two of the 5 sales buying criteria, it doesn’t necessarily guarantee a sale.  Returning to the example of the first two articles about car sales people and real estate, many of these  sales people do not have the allocated dollars to hire a sales coach. However the article still gives provides the opportunity to attract more attention and build more relationships.  Yes I have earned dollars through these articles. Sales Training Coaching Tip:  Determine your niche in content marketing.

To determine relevant value begins by listening to what your customers are saying; by listening to what others are saying; by listening to what is happening within your market place, your community and even the world. Also engaging in keyword research supports relevant value in content marketing.  Keyword research can be your secret weapon to Be the Red Jacket, to stand out in the crowd with your blog postings to articles to even keynote speeches.

In today’s very crowded market place, does demand that you do stand out if you wish to increase sales. Content marketing based upon relevant value just may help you stand out a little quicker, may increase sales and may expand your market influence.

Even in today’s knowledge rich society, the ongoing goal of how to increase sales still results in “sharky sales behavior.” We all know about this type of sales behavior.  The salesperson circles around you, comes up, attempt to take a bite under the disguise “May I help you?” and then resumes circling. Just waiting for that moment. Can you hear the music of Jaws in the background?

Credit www.sxc.hu

Sharky sales behavior appears to be ingrained in the sales training at least for one national wireless company.  Every time I enter one local wireless retail store, I am immediately approached by a salesperson who utters the four word baited question “May I help you?” I politely tell him or her no and all I am doing is paying my bill.

Then the person circles checking in every couple of moments “Are you having any problems?” or “Did you know you can pay your bill quicker over here?”

When I am paying a bill, I like my privacy.  I do not want to pay a bill in the center of the salesroom with a plethora of people coming and going. Of course the center of the room is nearer all those new products so that maybe you as the customer may be interested in the latest new mobile smart device. And this is more important to the store than your financial privacy.

Years ago when retail clothing stores had sales people as compared to checkout clerks, there was a lot of sharky sales behavior especially for those salespersons on commission.  Today that behavior can still be found at many retail outlets from electronics to new car sales.  Even those engaged in business to business (B2B) sales sometimes also demonstrate this type of sales behavior.

Unless you want your customers to be reminded of Jaws or heavens forbid pushy sales people as in Glenngarry GlenRoss movie where the ABC of always be closing  of sales training is immortalized, then maybe it is time to reconsider how to increase sales.

Sales Cartoon

Credit www.funnysalescartoons.com

Sales Quotation

“You need to point out what additional value you offer. It’s not just price point. If that was the case, we’d all be driving Yugos and eating at McDonald’s.” Leanne Hoagland-Smith as quoted in the New York Times, Shortcuts column.

Part of the reason the economy is in the doldrums is this economic philosophy belief that businesses must be pretty. This is in my humble opinion.  From what I have observed is if it isn’t pretty, then we (local communities) have this economic philosophy and therefore belief of “we don’t want that type of business.”  This economic philosophy is behind the curtain of many of the more popular economic theories.

Credit www.sxc.hu

One reason for this technology expansion focus on small businesses is because technology is perceived as pretty.  And perception creates reality.

Disagree?

Look to the drive for green energy.  All those wind turbines look far prettier than some oil producing refinery, some steel mill or some coal mine or pit.

What about those solar panels?  They too look prettier than those electric towers to utility plants generating billowing clouds of smoke into the atmosphere.

With technology:

• Everything is in a building.

• There are no ugly trucks or garbage sitting out for all to see.

• People dress clean and professional including some with those very white lab coats.

• There is no grease or dirt being tracked in from those soil laden trucks, muddy boots, etc.

Yet for all that technology to run requires professions usually identified as blue collar.  From plumbers to electricians to carpenters to even vehicle mechanics all work behind the scenes.

Then there is the manufacturers such as steel or oil. And let us not forget the logistics that bring the raw goods to these pretty and clean companies.

These people who work in what some considered to be ugly industries truly understand the essence of dirty jobs. For without their efforts, there would no shiny components for all those technology devices.  Additionally how could you run the trucks or vehicles to ship all those technology related products?

Technology is changing the way small businesses conduct their day to day activities.  Those companies that provide technology related services still must have people who utilize those not so pretty goods and services.

Until a balance is struck between pretty and not so pretty businesses, the economy will still suffer.  This balance also extends to the workers. Not everyone wants or needs a college degree. Yes advance training is necessary, but that can be achieved through many of the trade associations or even some of the 2 year or junior colleges.

So the next time some not so pretty small businesses petition your local government, consider they are a necessary element for your local economy. Ignore how the pretty economic philosophy and appreciate they may not be pretty, but they are green.

Yesterday, Sherpa Coaching released its 7th Annual Executive Coaching Survey to address this part if not all of this question of “Got a Coach?”  As always this survey brings to light some good data and now is able to start looking through  predictive analysis future trends.

Over the years, executive coaching and business coaching have grown in numbers and acceptance.  A business coach or an executive coach is usually hired for the following:

• To develop specific skills such as sales skills, leadership skills, team building skills, time management, communication, etc.
• To change behaviors of executives, sales people to other individuals
• To secure specific results such as increase sales, reduce employee turnover, etc.

Within my practice, I have witnessed more of a integration of these reasons along with an increasing need for consulting especially for small business owners, organizations seeking a culture of high performance or those who lack some business acumen especially around the area of marketing. Sales Training Coaching Tip:  Marketing is all about attracting attention and building a relationship. Do not confuse marketing with advertising, glossy brochures or social media.

Coaching has many definitions and will continue to evolve. For me, I define coaching as a process where:

1. Assess self-awareness (belief)
2. Leads to crystallization of clarity (actions)
3. Generates exceptional execution (results)
4. Allows for the maximum leveraging of resources those being  time, energy, money, critical thinking and emotional intelligence
5. Creates sustainable new behaviors

This coaching process is employed for people or organizations who are in one place – here – and wish to go to another place – there. Their challenge is they can’t get to where they want to be. Possibly, they have tried in the past and have experienced re-dos to total failure. All of these efforts drain the individual’s resources and place a damper on the organization as an entity.

Within my practice as I cannot speak for others, I have discovered those who “got a coach” are more forward thinking, but just as crazy busy as those who are not as forward thinking. These individuals may fear change as that is the human nature. Yet they have enough personal stamina, resolve, call it what you may not to be frozen, immobilized by that fear. These are the folks who are of the few and not of the many.

Is a coach right for you or your business? 

For the majority, the answer is probably yes because most of us have failed to tap into our potential, how much we can really do.  Yet due to negative conditioning that have created self imposed limitations leading to self fulfilling prophecies, that potential lies dormant until it is awakened much like a sleeping giant.

After weeks of trying you have finally landed that all-important first meeting with a new prospect; a prospect with lots of potential. A prospect that could help you reach your annual sales quota in one fell swoop!

How will you open that first meeting?

There’s a lot on the line and if you open the sales call incorrectly you run the risk of losing the sale…fast.

The natural tendency for many sales people is to start by talking about their company, their product, or their services. In many cases, the sales person will reach into his briefcase and withdraw a glossy, expensive brochure and begin walking the prospect through it.

Unfortunately, the only thing this accomplishes is that it will lull your prospect to sleep or cause them to look for an excuse to bring the meeting to a quick finish.

It doesn’t matter how many cases studies or how much valuable information your brochure contains. This approach is the least effective way to open a sales call because it focuses on the wrong thing.

Contrary to popular—and misguided—belief, your prospect doesn’t care about you, your company or your brochure. All she wants to know is,

“Can this person solve a problem I’m facing?”

When you open your sales call by talking about your company, how long you have been in business, the awards you have won, the organizations on your client roster, you sound like every other sales person that your prospect has met with.

The key to making your sales call a success is to focus ALL of your attention showing your prospect exactly how you can help them make a problem go away. You need to demonstrate that you understand what challenges they are encountering and how to help them get past those problems. You don’t achieve that objective by presenting all the products in your fancy brochure.

You have exactly one opportunity to make a first impression with your new prospect and that impression will either be positive or negative. It all depends on how effectively you open that sales call.

© MMXII Kelley Robertson, All rights reserved.

Do you know what sales blunders are costing you money? Increase your sales with a FREE audio program, Sales Blunders That Cost You Money and two other sales-boosting resources by subscribing to Kelley’s newsletter at www.Fearless-Selling.ca.

Kelley helps people master their sales conversations so they can win more business and increase their sales. He does this by conducting sales training workshops and delivering keynote speeches at conferences, sales meetings and other events. Book Kelley to speak at your next sales event: 905-633-7750 or Kelley@RobertsonTrainingGroup.com.

Thanks to Kelley for a great post and please connect with him through the following sites:

Twitter: http://twitter.com/FearlessSelling

LinkedIn: http://ca.linkedin.com/in/kelleyrobertson

Facebook: http://www.facebook.com/FearlessSelling

With the economy in the doldrums, there are many small business owners to C Suite executive engaged in business model innovation by re-purposing or restructuring their current business models by adding value to justify their costs or fees so that they can increase sales.  And these folks should be applauded because staying in the status quo when it is not working truly is not a good business strategy or best business practice.

Credit www.sxc.hu

These past two years I have engaged in business model  innovation within my small business coaching practice specific to re-purposing and restructuring the solutions (services) I provide for clients. Through this reflective strategic thinking process I created a 30 day coaching engagement that was 50% to 40% less than many other sales training organizations including those with far more national presence. Over the course of two years, I have refined it and now have a fairly solid process that delivers ongoing value and truly sets me apart from others.  Sales Coaching Tip:  Strive to Be the Red Jacket in a sea of gray suits.

One well known and established national USA sales training organization requests a 12 month commitment and a $1,000 monthly investment. Now for many small business owners even those with profits near $120,000, this represent a 10% hit to the overall income.  Yes even if it is a tax write off, redirecting $1,000 a month for 12 months can cripple monthly cash flow. Sales Training Coaching Tip:  An investment in your business or even yourself should not be detrimental to your cash flow.

Innovation is looking at the same landscape but seeing something new. 

Innovation is not necessarily inventing something different, but by re-purposing one way of doing something to another way can provide new opportunities and more importantly create value. Marcel Proust said it best even though he was not directly referring to innovation:

“The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.”

Re-purposing and restructuring began by listening to what my clients shared with me as well as ongoing research within the professional service industry of consulting and coaching.  This did require continual reference to my business strategic plan along with ongoing updates.  Two of the key obstacles for my clients as well as potential clients who wanted small business to sales coaching was time and uncertainty.

Even though time is a constant, people are overwhelmed with to do lists to more plates than a waiter or waitress can juggle. Then there is this looming clouds associated with all of the economic uncertainty.

• Will this law pass?
• Will home sales pick up?
• Will business overcome the latest government compliance mandate?
• Will I be able to afford to keep the current benefits and salaries for my employees?
• Will this country or that one go to war?
• Will I have enough money to cover this commitment?

By seeing the same landscape with new eyes, lenses or filters call it what you may, I was able to increase sales the last two years by 50% while also improving profits because I reduced direct and indirect costs.

Re-purposing or restructuring does require small business owners,  professional salespersons or even C Suite executives to schedule time to:

1. Revisit the strategic business plan
2. Research current market place and past customers’ buying patterns
3. Reflect upon this information until clarity is achieved and value solidified

A business may restructure its fees or costs up or down depending upon the information gathered from incorporation of these 3 Rs.  For me, the engagements have been shorter, yet the clients are far more satisfied with the results.  And in business it is the results that matter.