!!!! I WANT IT NOW -- I Want the Referral NOW!!!!

In today's fast-paced technological environment, and with the economy in the duldrums, it seems that people are finding themselves in the "Me first" age. We want things and we want them now, but too often are not invested enough to put in the time and effort it takes to get something. For businesses that means that we want the customers walking in our door, but are not always willing to spend the time, energy, money and "heart and soul" that it takes to get that outcome. Instead, we want to open our doors and have the clients come pouring in. RIGHT NOW. Well, my friends, that very rarely happens. Instead, we must grit our teeth and focus on the necessary WORK, yes work that we must do to get people coming to us.

Who out there hasn't heard of business networking? I'm not talking about cables connecting two computers together, I'm talking about meetings that connect people together. People from different companies, different backgrounds, different niches get together to relax, get to know each other, share their needs and elevator speeches, and most of all -- GET NEW CLIENTS. This last is what we really want and we want it now. Unfortunately, you'll often hear, "I joined XYZ group, but I haven't gotten any referrals yet. I've been to two meetings now, but no one has even talked to me." My question to you -- have you gone up to anyone and introduced yourself? Have you gone over to somebody and said, "Hi. My name is Suzie Que and I would love to know what you do and how I might be able to help you grow your business?" More likely the conversation may have gone like this: "Hi. My name is Suzie Que and I sell widgets. I'd love to have you come buy some from me. They are the best in Smallville." Probably not the best way to network.

Put yourself in someone else's shoes. Do you like being "sold to"? Are you going to refer your client, family or friend to someone you don't know? What if they are dishonest? Have a poor quality product? Don't follow up? If you don't know someone, you don't know what qualities they bring to their company, do you? You're probably NOT going to refer them are you? What is needed here is to know them -- in other words to have a relationship with them. This is not going to happen on the first meeting. You are most UNlikely to get a referral from someone until they know more about you.

In order to do that, you need to get to know them. Follow up after a meeting. Take them for coffee or lunch. Ask them to share with you what they do and why they do it. Everyone loves to talk about themselves and their businesses. Listen, and ask questions. Show interest in what they do. You'll understand more about them and their companies so that you can feel comfortable referring them.

Another issue that is important to understand when working towards producing and receiving referrals, is that these relationships will not grow unless people get to know you. They have to see you at meetings repeatedly, they need to hear you and understand what you do as well. If you only make a haphazard attempt to come once in a while, it will take much longer to get into the groove of getting and giving referrals. Put these meetings into your calendar and BE THERE. Be there every meeting, or at least 80% of the meetings so that people will recognize you, begin to know what you do and the type of referral you're looking for. Be there to start building that relationship.

Once the process starts, it will go both ways and you will see quality referrals coming your way as well. It is only when we drop the "What's in it for me" attitude and start to think about how we can help others that we will start to see referrals coming our way.

Happy Thanksgiving

Most people in this country look to the new year to set goals and think about how they are going to run their businesses for the next 365 days. I do some of that too, but I think that Thanksgiving is really just as good a time as any to start thinking about the future.

Its a wonderful time to take a step back and look at all the great things that have happened throughout the year -- notice the abundance you already have in your life. Instead of looking through negative eyes, think about all the many little things that are good. A sunny day today is one for me. I'm tired of the rain, I have family driving in for the holiday and I am thankful they will have a dry drive. I am also thankful that I have the ability to post signs on my office windows to let people know we're there and what we have to offer. These signs were created by a good friend and colleague who did them out of the goodness of their heart. For this I am very thankful.

While thinking about all the blessings you have in your life -- big and small -- it's time to also start thinking of what you can do to enhance them and to spread them to other people. When you express your thankfulness and gratitude, you bring more of it into your life and you see many changes for the better. Customer service is one way that I can think of to bring this abundance attitude into your business. When someone walks in, smile, greet them, and ask them how you might help them. When you're happy and pleasant, they will be moreso themselves. And even if they're in a bad mood, I'll bet that they'll leave in a better one!

So, stop to think for a few minutes about how you have been blessed this year, how much you have to be thankful for and share this with your customers and those around you!

THANK YOU everyone, and Happy Thanksgiving.

Singing the Marketing Song

It's the start of fall, and to me, the beginning of the business year again. This actually happens to me several times a year; January, when the year is shiny and new, and the fall, after a refreshing break over the summer. But there's a price to pay for this time of summer relaxation -- I've now got to get myself going and start a marketing campaign to make up for the lax days I've just gone through. Thankfully, I have a marketing plan that allows me the time to take off and play during a couple of months of summer and helps me to ramp back up in September. Do you have a marketing plan?

A marketing plan is, like a business plan, an effort to put down on paper various items of your business. While a business plan looks at several parts of the business, such as location, revenues, equipment, and all the other important aspects of starting, running and growing a business, a marketing plan focuses on the different things to be done in order to get the customers in the door, buying what you're selling.

The first thing you need to do is decide what your objectives for marketing are -- do you want to sell, educate, get people to walk in the door? When you have objectives and motivations, then you can start the work of the marketing plan.

There are some very important sections to a plan: you need to know your customer base. Who is going to be the most likely to buy from you? Young, old, male, female? Are they local or is this a wider ranging clientele? Who else is selling the same items (services) and what about their product appeals to their customers? Market research is very important here. You need to know the competition -- their prices, their marketing mix, how do they get their customers in the door?

Then you need to know what advertising venues are going to work the best: TV, radio, yellow pages, etc. What are the things people like the best about your product/service? What do they like least? By knowing this information, you are better able to market to the good parts while working on changing those areas that are not as well appreciated. At the same time, you can create marketing materials that bring to the forefront the best while downplaying the not so good.

Finally, you need to put a budget together so that you have an idea of what to spend and how best to spend it. What are the various costs? What is the most cost-effective? Where do you get the best ROI? When you have those answers, you will know what is the best, most efficient method of advertising.

The life and times of a small biz person

             I have known since I was 11 years old that I would grow up to be an entrepreneur. As a kid, I owned a craft shop with my mom and sister where we made handmade items and sold them out of my folks' basement. Called Things-n-Stuff, it was a lot of fun and actually made a little bit of money -- mostly from family and friends but it was a great learning experience. During the summers I worked with the neighborhood kids and we had a "day camp" where we read, played (actually getting exercise) and did the kinds of things that kids don't do any more because they're too busy in front of computers, TVs and Gameboys.

            As I grew older, I started babysitting and did things like deliver newspapers for contractor wages (50 cents an hour I think at one point!). Along with all these great efforts I worked as a library page, in a gift shop on the Indiana Toll Road, and in college in the Psych department. Of course, even there I typed term papers for other students and helped with editing. So, it's no surprise that after graduation from my Master's program (and while working on my PhD) I started my own business as an Administrative specialist -- becoming involved in incubators, referral groups and training programs for businesses long before they were the "THING" for businesses to do.

In the big city people were interested -- even excited -- about doing things to help support their companies; there was a sense of anticipation and looking to the future. People wanted their dreams to grow into reality. They had ideas and were willing to do whatever it took to get those dreams to come to fruition. The SBA has organizations throughout the country that were created to help these nascent businesses start, and prosper. The Women's Business Center in Springfield, VA was always buzzing with women -- young and old -- who were taking classes, networking, competing with business plan contests. There was always something going on. It was a great time for the world of entrepreneurs.

Now, however, back in small town midwestern USA, things are much different. Of course the economic environment over the last 8-10 years has not helped, but I feel a sense of fear; of desperation. People have lost their jobs. They've lost their customer base. They've lost their businesses. Money has been really hard to come by and people have retrenched. They seem to be looking for the pot of gold at the end of the rainbow; chances to get big buck referrals and meeting just the right person at networking events. The promise is there, hanging in the air -- if you do this, they will come. But I haven't seen Kevin Costner building the baseball field, and I don't believe that simply by hanging out one's shingle, that the work will be there. It takes a long time, hard work and experience to get a business off the ground.

Unless you're awfully lucky, just being in the right place at the right time, isn't going to get the business where you want it to be. You can make the best darn widget in the world, but unless you know how to market it, how to cost it out, how to maintain your books, and much more, you're eventually going to fall flat.   I think it’s very important to have those dreams -- to work towards getting that business off the ground with smooth sailing. But I also think that one must not put all their eggs in one basket. Understand that you need to network. You need to get and give referrals. You need to read, to study, to talk with others who have been there and done that before. It is a very hard, challenging existence, but if you can determine that what you provide is something that the people want, and if you can devote the time and energy to letting them know you can provide it, then you'll be well on your way to being an entrepreneur. Good luck!!!!!

How to Get and Give Quality Referrals

By now I’m sure everyone has heard of the term networking – and has been out there meeting and greeting other businesses for many years. But do we really understand what SHOULD be involved in networking? That I’m not so sure of.

 

The overall concept of networking is to meet people in other businesses and to exchange cards and numbers. According to www.dictionary.com, networking is: a supportive system of sharing information and services among individuals and groups having a common interest. This, on the surface, is easily accomplished.

 

“Hi, I’m Nancy from Business Success Unlimited. Here’s my card.” You can give out a lot of business cards that way (and get them as well). But what is really accomplished here? Not much except getting rid of your cards.

There are actually a couple of forms of networking that go on in the business world on a regular basis. There are events such as an "After Hours Get Together" where people stand around and chat while munching on snacks and balancing a glass in the other hand. Here you have people bumping into you greeting you, asking you what you do and then moving on. You have very little time to get to know the other person, and most of the time the object seems to be to hand out as many cards as possible.

The other type of regular networking is a weekly or monthly meeting where people sit around a table, introduce themselves and share leads or referrals with each other. Today’s article will discuss this type of networking in more detail.

A referral group, as this type of meeting is often called, is a great form of marketing as you have a ready made audience that’s mission is to support other people in the group. However, all too often it seems that (in this form of networking as well as the other forms) people decide to get out there and network with only themselves in mind. In other words a “gimme attitude”. I can tell you right now, this is NOT going to work well for you. 

How this type of networking should work is that you go into a networking event or meeting with the idea that you can help others. YOU become their marketing arm. When you help provide them with quality leads (we’ll discuss this later), then they will, in turn, provide the same to you. How do you do this?

Called Spheres of Influence, most people have a circle of some 200 others that they know. And each of those 200 knows another 200 – an ever widening ripple of contacts for a business network to connect with. Here’s a scenario of how it might translate: 

Joe Realtor has been getting requests from his new home buyers/sellers for someone that can come into the home and fix little things like power washing or carpet cleaning. He asks the others in his networking group if they know of any really good handymen that can handle this type of job. Charlie Home Builder says, oh yeah. I have a great handyman service that I use all the time. Let me get in touch with him and have him call you. His name, by the way, is Harley Homebody.

Later that day, Harley calls Joe and they set up a time to meet and talk a little about what they both do and are looking for. Eventually, Joe has someone that he feels comfortable referring his clients to (his clients become happy campers) and Harley gets a lot of new business and can become repeat or additional referrals.

This is a simplistic way of describing how referral networking operates, but it gives you a good idea of a very possible end result when done correctly. But, another thing to keep in mind is the difference between leads and referrals. Often people in these groups are pressured into thinking that they have to provide names ... This can be anything from “I think I heard my neighbor next door say he was going to sell his house. Hey Joe, why don’t you give them a call.” to I saw a little league team that needs new t-shirts. Ms. Printer, why don’t you track down the Paulie’s Pizza and Sub Shop and tell them about your t-shirt printing business.” These are called LEADS and are basically nothing more than cold calls – or at the very best, lukewarm calls.

A referral, on the other hand, is like the previous example of the handyman. The person GIVING the referral makes sure that it is something that is really wanted and then does what he or she can do to arrange a “meet” between the two people that will be conducting the business together. The way to start getting these referrals is through creating a sense of trust between yourself and the other members of your group. It is not always quick and easy, but it is well worth it in the long run.

It can be very frustrating for someone to get lead after lead after lead and to have nothing ever materialize. You wouldn’t want to be in that situation would you? So, here are a few tips to get you started in the networking arena:

 

1. Make sure that when you provide a referral its one that you KNOW should be pursued. Talk to the person wanting the work first to make sure that he or she should be expecting a contact from the referral recipient. Then let the “recipient” know that they should call so and so, as that person is expecting their call. 

2. Always be on the lookout within your circle of 200 for people who need the services of those in your network and actively market their businesses for them with these 200 contacts. If you hear of someone needing something, talk to them right away to find out what it is they need and how someone in your group might be of service to them.

3. On the other side, if you are the recipient, follow up with that referral right away. Don’t let it grow cold and then become frustrated because it doesn’t pan out. When given a name/number/email, contact them right away. Tell them that you got their name (or whatever) from your colleague and was told that they needed x service – something you would be happy to sit down with them and discuss. Have your credentials ready and your praise for the colleague that gave you their name.

4. Don’t sit back and expect to start receiving referrals right away. It is a process in which you must earn the trust and respect of the others in the group. This can be done, in part, by following tips 1, 2 and 3 above. Also, you always need to provide the best quality service to your clients (and this includes the others in your group) that you can. By providing top quality the others know that you do what you say and they will feel comfortable giving others your name... Remember, its their reputation on the line (as well as yours) if you screw up the work they have referred you for.

Marketing and sales are two of the most important ways that a small business gets their clients and their revenues. Referral groups are a great, and inexpensive way to do that marketing and sales. Remember these tips and get out there and start networking. You’ll begin to reap the benefits soon.

Let's get our GO on!

Wow, it's the middle of September already. Seems to me that the days just fly by. Time really does have a way of getting away from me. And I sit here wondering what did I do today to better myself or grow my business. Do you ever feel that way? On days that I don't go into the office, I sit around in my jammies, with my computer in my lap and find myself playing Bejeweled or other Facebook games. I chat with friends online, and before I know it, my hubby is home and it's time for some relaxation. Geez! How am I ever going to succeed with that kind of a schedule?

For some that might be success, but my goals are a lot bigger than that. Keeping in mind that I am disabled with oftentimes horrible fibromyalgia and rheumatoid arthritis pain in my back and legs (to the point where I can hardly move and tears flow down my cheeks), I still KNOW that if I do a good enough job of "building it, they will come". My goals are to have my longtime business accepted in a new town and at least a modicum of the numbers I had in BIG CITY America becoming familiar with and using the services provided here in hometown little town America. To me success is created by having a certain number of dollars in the monthly coffers as well as a concurrent number of people using my space and admin services. Success (and goals) can be many things -- different for each person, but without goals, I'll bet you find yourself like me on the mornings I just can't get going.

I know how difficult it can be to motivate yourself to just get going. The fear of the unknown is a big factor as is inertia -- I've been doing it this way for a long time. Why should I change now? Well, I have a question for you. How is the same ole, same ole working for you? If it is, GREAT!!!! But, if it's not, what do you need to do to make it better? More successful? How about sitting down and writing out those goals and aspirations. If you have something tangible, it is easier to focus and move forward. I start out the day with a to-do list: what should I do today, what must I do today, and what is just wasting time?

I also know that if you can spend at least a part of your day out and about (especially for those of you who are homebased), talking with others, sharing your views and values with like-minded individuals then you won't feel so isolated and alone. It gives you the energy and excitement to focus on those goals and do something positive for the business. I highly recommend that you take some time to see where you are and what you want: create a strategic plan, a marketing assessment and look back at your business plan. Have you accomplished what you set out to do? Should you update something -- add or subtract some of the information and recreate this working document to better mold itself to where you are today and where you want to head tomorrow?

I'm very interested in how people run their businesses -- what works and what doesn't. I love to share the positives with other business owners so that we all can see where we should be headed. So, with that in mind, why not shoot me a comment and let me know what you do, and what you'd like to have on tap so that you can help make your business more successful!

Business Success Unlimited

So You Want to be Your Own Boss?

With the economy the way it is these days (yes, I know it’s supposed to be getting better, but …), many people have found themselves needing to find extra income to support themselves and their families. People have lost their jobs, have taken a cut in pay, have found themselves in foreclosure and much more. They are desperate to find ways of generating income. So, what do they do? They turn to what they know best and open their own businesses.

I repeat, they do what they do best and open their own businesses. However, I’m betting what they know best is NOT how to run a business, but how to make the widget, or balance the checkbook, or cook a wonderful meal. Yet, sadly, this is not the stuff a business is made of. What a business is made of is marketing, advertising, customer service, branding, finance, employee management, and so on and so forth. Making that widget is great, but it’s not going to get people in the door buying. There’s a whole other world out there that needs to be considered before you open your door. The factors which are involved in starting and running a business are multi-faceted; but the number one question that comes to mind is “Can I deliver?”

It’s not only about the ability to run a business, though. Something I’ve seen a lot of lately is a belief that when you go into business for yourself, you become the “boss”. You set the hours – there’ll be lots of free time, you only answer to yourself – no more bosses yelling at you to get things done, or watching over your shoulder to see that you do it right. You can set your own pay check, giving yourself a raise. But, I’m sorry to say, that’s just not the case. Many entrepreneurs have never worked so hard in their lives. They are up at the crack of dawn and fall in bed in the deep, dark hours of the night. Unlike an employee where you work a certain number of hours and at the end of a set time period get a paycheck, small business people work and work and work and pray and hope to get a financial reward SOMETIME in the FUTURE. A person who starts his or her own business needs to be aware that they are going to work very, very hard without seeing any sort of income for quite awhile.

I often run into people who, once they’ve started that business, think that if they open the doors, others will come. I recently opened a storefront in a new town where there had been a long-established business prior to me. The store is also in the middle of a block where there are other operational stores and so, yes indeed. I have people walking into my space all day long. “Oh, isn’t this XYZ Store?” “Where’s ABC store? Aren’t they here any longer?” But after being open 2 weeks, I’ve only had a handful of customers come in, actually looking for me. It takes time to build a reputation, to create a bond with your potential customers, and to show them they need what it is you’re offering.

A friend of mine, who is quite a successful small business person, was talking with me the other day and I asked her how she had gotten to that space. She sells a product/service in the technology field and it is definitely one of those areas that people are reluctant to buy until they know you. She told me that for the first year she never focused on her sales. Instead, she spent her time writing blog posts, and newspaper articles, press releases and showing up in chat groups on Facebook and LinkedIn – she was showing herself as the specialist that she is. She didn’t make a dollar that first year (well, not in any grand sense of the word). But, after people started to recognize her name and think of her as someone who they could trust and rely on to provide them with proper technology, she started gaining supporters/followers and now she has a very successful enterprise.

What I’m getting at here folks, is that if you want a business, not just a hobby, you have to work at it – with patience and determination. Don’t think that a 9 to 5 job is where it’s at. Go to networking meetings, get out there and talk with others in your area, put off that lunch with your best friend (or yes, even think twice about a family outing, at least this time). Realize that you should probably check out the local business Meetups or referral groups. Don’t think that you know everything there is to know about running a business: there’s always some new or different way to think about things, or run business projects. Get involved in the community. Plan for lots of HARD WORK and then, maybe, just maybe, down the road, you’ll have a successful business like my friend.

Do You Have a Passion For Your Success?

I've just opened a store in a "new" town -- the town's not new, but I am new to the town. I'm trying to get to know the other merchants, so I took a walk around the main street the other day, talking to some of the business owners. It was an interesting experience. Right away a picture started to emerge: there were those that were serious entrepreneurs and then there were those that were ... no so much shall we say.

One store I visited started out the conversation by telling me how much they hated the downtown and that they had security cameras everywhere due to a "dangerous element". Another store informed me that I had no right to park on the city street -- that was for HER customers. Okay. Where do my customers park I asked. She simply shrugged. Many of the stores are only open part-time: by appointment only, and catch me when you can.

Then, I found several other businesses who "get it". They are open 7 days a week, from early in the morning until well past 5 pm. They give other merchants discounts to keep them coming back to the downtown area instead of going out on the highway to the big box stores. They get to know you, calling you by name when you walk by. They are active in the merchant's association and plan events and activities throughout the year. The Chamber works with these businesses and helps promote their events, their sales, whatever is needed. It's a good group. I hope I can be part of that group.

All too often I see business people that don't really seem to want new, or repeat, business. Seems they just like to have someplace to go or something to do when they get up in the morning. I story about customer service -- bad customer service -- that I often tell happened to me several years ago when I was still in big city world (versus small town country). I went into a sign shop to order vinyl banners for my storefront. I ordered black banners with yellow lettering. I placed the order 3 weeks before my grand opening and was told that they would be ready a week before I needed them. On the assigned day, I went to pick up my order; I was really excited because this was my first storefront. I had been homebased prior to this. When I got there, the banners were yellow, with black lettering. I was devastated. I must have let out an involuntary groan of "oh no!" -- and immediately realized I had to duck as a pair of vinyl cutting shears (with very long, and very sharp blades) went flying past me, the owner of the company screaming that I had no right to question her choices. I had already paid a great deal of money for these (and there was NO return coming my way), so I wound up taking the signs and going. Do you think I went back there again? NO WAY!!!!!!!!!!!!!!

More recently I have been consulting and training small business people on marketing, customer service, creating value in their businesses and growth for their companies. Most people have told me that what they learn has helped them and they are grateful for the services. However, I also have come across a few who say things like, I've been doing this for over 20 years. I don't need anyone to tell me what I should do -- I've done it all already. But when I ask them what they are looking for for their businesses, they reply "More customers." OR "more money". My response then is, but you're doing everything the right way? Guess nobody wants what you have to offer. I"m sure if they've been doing this for 20 years, and making money at it, someone has wanted what they offered. But perhaps they need to look at new ways and new technologies to "grow with the flow". You think maybe?

Entrepreneur Magazine a few months ago had a discussion about the difference between an entrepreneur and a small business. It was interesting to read what they had to say: a true entrepreneur has passion for what they are doing and the willingness to see it through (http://www.entrepreneur.com/startingabusiness/startupbasics/article190986.html). A small business person, however, is someone that perhaps is not a risktaker, or someone who is more prone to consider themselves a worker (http://www.entrepreneur.com/article/83764).

I think that for someone to truly succeed, they need to have the characteristics discussed above and be willing to "be in it for the long-haul." I plan on being there -- what about you?

Walk A Mile in Someone Else's Shoes

The world is a crazy busy place isn't it? There just aren't enough hours in the day to get everything done that we want to accomplish. As entrepreneurs we work around the clock. If we have families, we want to spend time with them too. Then, what about cleaning the house, making repairs to the house or household items, mowing the lawn -- the list goes on and on. At the end of the day -- whoosh we finally sit down and aren't quite sure we can get back up again. Of course the next day comes and we start all over again.

I get it. I'm right there with you. Running 3 new businesses, taking care of an aging mom and dad, spending time with my fiance and trying to plan a wedding, as well as being disabled and feeling sick and/or hurting much of the time, I have a hard time getting up in the morning (at 4:15 am too, thank you very much). But, most days I'm up with the crowing of that darn rooster, and on the road by 5:15. How do I squeeze one more thing into my schedule? So, I really do get how busy we all are. But I have a question for you. One that requires you to stop and think for a minute. And I really would like an answer because I just can't quite figure it out.

As entrepreneurs and small business people, what is our most important need? Money, or business, most of us I think would answer. Okay. The next question -- how do you get the business or the money? Again, I would think the answer might be people buying my product or service. Makes sense so far? This of course leads to still another question. How do you get those people buying your product or service? Word of mouth, marketing, advertising...these are all good answers. But what it boils down to is, someone has to know what you offer and want what you offer. You get people interested by telling them who and what your business is all about. This all makes sense yes?

Okay. Now, here's my dilemma. We all want people coming to our stores, or our websites or doing something that forms an interaction -- a relationship -- with us. When we need something, or want something, we go to the yellow pages, or ask a friend, or wander the streets in town looking for somewhere to buy that "something". But, unless there's an "urgent" need, people don't look to the future to see what might become a necessity down the line. They think, well, I don't need it now, so I won't spend time on it.

My next question -- you have gone to all the trouble, let's say, of putting on an open house. You've planned for live music, catered food, decorations, and more. You're new to the city and have a perfect downtown spot. You've advertised, you've spread the word. You've done everything you can think of to let people know that there's a fun evening ahead -- no sales involved, just fun and networking. Wouldn't you want (and expect) people to come? What do you do if no one shows up? How frustrating would that be?

As entrepreneurs we are "built to work around the snags and hiccups of starting a new business" yet it can still be disheartening to think that with all that work, no one came. We all want the attention, we all think that what we have to offer is good, important and maybe even necessary. But what we don't take the time to think about is that others think that too. It is important that we try to work together to make all our businesses more successful. Try to squeeze out a bit of time for some of the other companies in your area. Maybe, just maybe, you'll find that you can use their services and products and that they might be able to use yours as well.

Five Easy Tips for Getting Referrals - Marketing & Sales

Five Easy Tips for Getting Referrals - Marketing & Sales

Dream the Work

"You're not always going to be successful, but if you're scared to fail, you don't deserve to be successful" -- Charles Barkley

For many, the idea of running their own business never enters their mind; they are happy and content working in a good paying job where they have benefits and know what will happen every day when they clock in. But for others, the dream of being their own boss is uppermost in their thoughts. Whatever the reason, they have the goal of being a success at something that has their hand print on it. Like me, many have known from childhood that they wanted to control their own lives based on being their own boss. Each day would be a new day with different challenges and excitements.

But what really comes with being the boss is a lot more than excitement: it's hard work, long hours, persistence in the wake of adversity and a never give up attitude. Anyone thinking that they're going to find the pot of gold at the end of the rainbow is probably going to be out of luck. Nothing worthwhile ever happens without hard work, planning and time. But even then, there are other issues that need to be taken into consideration.

One of the biggest challenges, I believe, that people run into when they're starting out (and even later in the cycle) is fear. The fear of failure is that irrational fear that we will not succeed, and unfortunately, it is often something that we all experience. It's human nature. And with that fear comes an inability to more forward. There's the dream, and then there's the fear of not being able to succeed. What happens if no one wants what you're selling? What if you can't make a living at your desired business? Will you lose your home? What about the benefits you may be giving up by quitting a job? These are all fears that may crop up to stop you from moving forward.

In order to get past these fears one needs to figuratively "bite the bullet." Success or failure is in your hands -- you just need to do your homework, set goals, figure out what your customers want, and work towards creating the perceived need for your product or service. Most of all, you need to understand that it is going to take time, effort and money to get where you want to be. How to do this? There are lots of people and books out there that show you maps to accomplish this work; it's up to you to find what resonates with you -- what makes sense to you and what seems doable for you.

Don't try to do it on your own, but search out those that believe in you and your product/service; those that are willing to help mentor you and guide you along the path. Keep an open mind -- listen with your ears, your mind and your heart. But be wise; listen to your gut as well, making sure that what you're being told makes sense to you. Don't try to be everything to everybody. Stay true to your goals and your vision. It will see you through.

Dream the Work

I have known since I was 11 years old that I would grow up to be an entrepreneur. As a kid, I owned a craft shop with my mom and sister where we made handmade items and sold them out of my folks' basement. Called Things-n-Stuff, it was a lot of fun and actually made a little bit of money -- mostly from family and friends but it was a great learning experience. During the summers I worked with the neighborhood kids and we had a "day camp" where we read, played (actually getting exercise) and did the kinds of things that kids don't do any more because they're too busy in front of computers, TVs and Gameboys.

As I grew older, I started babysitting and did things like deliver newspapers for contractor wages (50 cents an hour I think at one point!). Along with all these great efforts I worked as a library page, in a gift shop on the Indiana Toll Road, and in college in the Psych department. Of course, even there I typed term papers for other students and helped with editing. So, it's no surprise that after graduation from my Master's program (and while working on my PhD) I started my own business as an Administrative specialist -- becoming involved in incubators, referral groups and training programs for businesses long before they were the "THING" for businesses to do.

In the big city people were interested -- even excited -- about doing things to help support their companies; there was a sense of anticipation and looking to the future. People wanted their dreams to grow into reality. They had ideas and were willing to do whatever it took to get those dreams to come to fruition. The SBA has organizations throughout the country that were created to help these nascent businesses start, and prosper. The Women's Business Center in Springfield, VA was always buzzing with women -- young and old -- who were taking classes, networking, competing with business plan contests. There was always something going on. It was a great time for the world of entrepreneurs.

Now, however, back in small town midwestern USA, things are much different. Of course the economic environment over the last 8-10 years has not helped, but I feel a sense of fear; of desperation. People have lost their jobs. They've lost their customer base. They've lost their businesses. Money has been really hard to come by and people have retrenched. They seem to be looking for the pot of gold at the end of the rainbow; chances to get big buck referrals and meeting just the right person at networking events. The promise is there, hanging in the air -- if you do this, they will come. But I haven't seen Kevin Costner building the baseball field, and I don't believe that simply by hanging out one's shingle, that the work will be there.

It takes a long time, hard work and experience to get a business off the ground. Unless you're awfully lucky, just being in the right place at the right time, isn't going to get the business where you want it to be. You can make the best darn widget in the world, but unless you know how to market it, how to cost it out, how to maintain your books, and much more, you're eventually going to fall flat.

I think its very important to have those dreams -- to work towards getting that business off the ground with smooth sailing. But I also think that one must not put all their eggs in one basket. Understand that you need to network. You need to get and give referrals. You need to read, to study, to talk with others who have been there and done that before. It is a very hard, challenging existence, but if you can determine that what you provide is something that the people want, and if you can devote the time and energy to letting them know you can provide it, then you'll be well on your way to being an entrepreneur. Good luck!!!!!

The entrepreneur and His/Her Dream

Do you realize how many quotes and speeches are about dreams? Martin Luther King's "I have a dream", is only one of many. With the theme of this year's SSBI conference being "Dream the Work: Work the Dream", I started researching dream quotes and my favorite, and the one we adopted for the year is "If you can dream it, you can do it. Always remember that this whole thing was started with a dream and a mouse.” I think that says exactly what I see as being the best theme for small business and entrepreneurs.

For many of us in the state of Michigan, we find ourselves in a role that we had not considered even just a few years ago -- thanks to the economy we've lost our jobs, we can't find new jobs and in order to make ends meet we have started our own little businesses -- and we've suddenly become entrepreneurs. And with that entrance into the business world, we have our hopes and dreams all tied up to our very souls. We so want this new endeavor to be a success.

Walt Disney's quote shows us that there are unlimited ways to make our dreams come true if we have the courage to just step off the edge and go for it. Sounds easy doesn't it -- well, it's not. Enthusiasm and energy focused on that dream and its goal are very important, but it is also imperative that you need to understand how to Work the Dream. You can't just say, okay this is what my business is, now open the doors and wait for the customer. You have to know about marketing, advertising, sales, customer service, finances, legal issues -- it goes on and on. How do you do that and still work ON your business? Go back to school and get a degree in business? Hire consultants to do all the work of running a business? Simply ignore the admin side in favor of the "stuff" of the company? None of that makes a lot of sense does it?

You MUST learn these things in order to move your business forward. And furthermore, you need to be active in relationship building with other business owners. Network, share your thoughts and ideas, create value for yourself and others. Isolation is a big problem for solopreneurs who work alone. They need to have contact with other, like-minded individuals who also have a dream and a goal. By regularly taking time away from the work OF the business in order to work ON the business, an entrepreneur gets the rejuvenation needed to go on. And, if they participate in training programs, networking events and just some plain old FUN once in awhile, they can go back to their work feeling stronger, with new ideas to work around issues they might be dealing with. It's a win-win and the "dream and the mouse" can then become the next Walt Disney World. Now THAT'S a dream we all have isn't it?

10 Ways Successful Entrepreneurs Are Different from Most Small Business Owners

10 Ways Successful Entrepreneurs Are Different from Most Small Business Owners

Moment of Motivation

Are you happy with where you’re at in your business life? Or, do you feel like there should be more waiting out there for you? Too often we sit around waiting for something big to happen … a million dollar customer, 10 new clients, a big new contract for a year’s work… whatever your dream might be. But how often does something like that happen? Deep down, you know that it takes more than just dreaming something to make it happen. It requires work and devotion to the idea. Being an entrepreneur is a 24/7 responsibility if you’re going to grow that company. And, you know that you’re working for the long-term. It’s not going to happen overnight. It’s called WORK because it is – long, hard, sometimes dirty, work.
But if you are flexible, realizing that when you make a mistake – or if something you’ve tried isn’t working any longer – you can try something new, you will do okay. One of the tricks of getting these new concepts to work is by investing in programs where you surround yourself with people who have similar goals, but who think completely differently than you do. When you do this, you’re much more likely to come up with ideas and potentials that will work. The most important part of all this, however, is to stay positive and not give up.

SHINE: The Entrepreneur's Journey

SHINE: The Entrepreneur's Journey

Change: Committing

I know you want to make your business the absolute best it can be, right? Well, I can lead you to the water, but I certainly can't make you drink... What have you done so far in order to guarantee your ideal life/business?

If you’re like us all, probably not as much as you could or should – am I correct? In a recent webinar that I attended, the conversation turned to what it takes to make changes in our lives and our businesses. Even when we do not feel satisfied with the way things are going, we tend to continue along the same paths; we do the same things (run the same ads, use the same policies and procedures, sell to the same people) over and over. This maintains the status quo – not helping to change or grow. It’s the saying “do the same thing over and over and expect different results.” It just doesn’t happen that way.

So what do we do? It is very scary to just jump in with both feet… I think about summer time and going into the water to swim. Do I jump right in and freeze for a second but then enjoy the water OR do I go slowly – feeling every inch the cold til I turn around and get back out because I’m not willing to get all wet and freezing. What do you do?

In the conversation today, we talked about changing because of a pain that we’re suffering. In the case of the water and swimming, if I really wanted to go swimming but I couldn’t stand the pain of the cold, I would take a deep breath and jump. The pain of the one was less (it was over sooner) than the pain of the other (the cold inch by inch…). It can be said that change will come when the pain of staying the same is worse than the pain of change itself.

What does that mean? In other words, we need to be motivated to change in order to actually step away from the inertia of life as is. And if that inertia is driven by prior values, it makes it even more difficult to change. But, unless we want to always remain in the same situation, we must take a chance – step away from the preconceptions and the fears, and decide that we have to do something in order to get to a new place in our lives and in our businesses.

Now is a great time to take that step. It’s the first of a new year – a great time to make goals, look at opportunities and take a risk (even a small one) to help you move yourself ahead. I urge you to decide to jump in today – never mind the cold, it will be over soon, and take the plunge. Choose to try something new and see what happens!