Everyone Needs a Good Secretary
When I was President of Rainmakers, I developed a habit of using stories to introduce a concept. This is one of my favorites, because it is a great example of persistence and a successful launch through relationships. It is the story of the scientists at the 3M Company who found a use for an adhesive which didn’t stick. Despite discouraging feedback from the marketing department and his peers, Arthur Fry believed in the potential of this unique product. So he bypassed traditional channels, made a batch of the pads using the adhesive and distributed them to the secretaries of all...
read moreWho are you, really?
Have you ever met one of your heroes, and found out that they weren’t what you were expecting? I have. Once, I met the Backstreet Boys. Totally exciting. Except not. They were late, slightly rude, and sort of dirty. So now every time I hear their songs, it’s tinged with that memory of the disappointing in-face meeting. While my Backstreet Boys meeting crushed my personal dreams of marrying Nick Carter (I wouldn’t even have to change my last name!), the same issue can have serious repercussions in the business world. Some people are fantastic on social media–helpful,...
read moreKnow Your Customers
Your Customer Has Needs You Cannot Fill Your customer, whether they are an individual or a business, has needs beyond what you can provide. Understanding those other needs may lead you to cross-promotion opportunities or new services. Think about your target customer. What other products and services do your customers purchase on a regular basis. The providers of these products and services may be ideal strategic partners for your company. They may be interested in cross-promotion or possibly even joint promotions. For example: A day-care center owner knows her clients (the parents of...
read moreAdd Value to Your Power Team and They Will Add Value to Your Business
In life it is about showing up; being there when someone is ready to talk. Social media makes it easier to show up, but the real fundamentals of building a relationship extend beyond the occasional tweet.As a small business owner it is easy to feel like an island. When you establish a network and power team, and work on regular basis to stay in touch, and bring something of value to the interactions, you will find others begin to do the same for your. Liz Strauss has written a terrfic post about Powering Up Your Network by Bringing it Closer. In it she suggests: Be a good surprise....
read moreGrow Your Business By Turning Away Customers
In the Indianapolis metropolitan area, there are 65,000 companies with sales under $1 million. 65,000! The reality is I can’t serve all these small businesses. To use my time well, and do the right thing for my clients, sometimes the best thing to do is to turn the project over to a competitor. I know that sounds crazy, giving up a project especially, in a tough economy, but when it isn’t a fit, I have learned it is better to walk away. Seth Godin had a great post recently on this topic. He argued passing a project to someone else better prepared to handle it...
read moreWant to Boost Sales? Give Stuff Away!
Whenever I go to the mall, and walk by the food court, there is always that guy, handing out samples of the Chinese chicken. Why? Because if you don’t know what you are hungry for, very often a little taste is enough to convince you to buy an entire plate. That same try before you buy strategy works in many industries, particularly when the product or service is really unique or radically different from competing products. For example networking: Today, after more than eight years in the market place, most people are familiar with Rainmakers. That was not the case, eight years...
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